The Business of Meetings: Recent Episodes
Eric Rozenberg
If you are an independent business owner in the meeting and event space, this podcast is for you! Your host, Eric Rozenberg has created this show to bring you strategies, tips, and tactics to help your business grow. With more than 20 years in the event industry and planning events for Fortune 100 companies, Eric is prepared to let you in on the insider tactics so you can be successful too!
Today, Eric explores the value event professionals bring to the table and why that matters more than ever in the age of AI.
Stay tuned to learn what you need to know about the client before designing an event, questions you need to ask to position yourself as a strategic partner, and how to maintain your competitive advantage.
Ask Better Questions
When a client gives you a brief, resist the urge to immediately start discussing destinations, rooms, budgets, activities, speakers, themes, or technology. Start by understanding what the client is trying to accomplish, where the face-to-face meeting fits into their strategy, and what people should know, feel, believe, or do differently afterward.
Strategic Partner
You can either work with a client as an order taker who executes what they ask for, or as a strategic partner who helps determine what they actually need. If your value lies only in execution and logistics, you become much easier to replace as AI becomes more capable. Your value comes from helping clients identify what they are truly trying to accomplish.
Identify the Real Challenge
An insurance company asked for an incentive trip, but further questioning revealed that employees from three different generations were working alongside one another rather than together. Eric placed employees from different generations and tenure levels into groups and had them work together to write and perform a song. The activity required them to collaborate and helped change the way they worked together afterward.
What Needs to Change?
When a global medical device company asked Eric to arrange a sales meeting to launch a new product, Eric discovered the new product could allow the company to become the market leader for the first time. The salespeople needed to stop selling as a competitor and start selling as the market leader. Through a role-playing exercise, they developed a new sales playbook to share with the entire sales force. Six months later, the company became the market leader.
Ask Five Essential Questions
Before discussing logistics or event design, Eric recommends asking five questions:
- Why are we bringing these people together, and what needs to happen when they meet?
- What business problem are we trying to solve?
- What needs to be different afterward?
- What is preventing that from happening today?
- How will we know that the meeting worked?
Only once you have those answers should you start designing the meeting.
From Logistics to Strategy
AI can produce creative concepts, destinations, themes, team-building ideas, and sample agendas in seconds. That does not mean AI will replace event professionals. But it does mean your value needs to move from execution to diagnosis, from answering questions to asking better ones, and from logistics to strategy. Instead of simply accepting the treatment a client prescribes, such as an incentive trip, conference, or team-building experience, first diagnose the problem they are actually trying to solve.
Diagnose Before You Design
When you receive a client brief, do not immediately start developing the answer. Identify what information is missing and what questions you still need to ask to understand the client's real problem. Although AI can speed up execution, your competitive advantage comes from understanding the client deeply enough to identify their underlying issue and ask the questions nobody else thought to ask.
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Today, Eric explores the role of failure on the road to success.
Stay tuned as he clarifies why failure is part of the entrepreneurial journey, what you can learn if something goes wrong, and how you can keep moving forward.
Failure
When you build a business and take risks, things do not always work as planned. Failing is the price all entrepreneurs must pay to embark on their journey toward success.
Failing Does Not Make You a Failure
If your business fails, it does not make you a failure. When something goes wrong, you need to separate what happened in your business from your personal identity, and focus instead on what you can learn from it.
Learning
It's essential to learn from every mistake you make. There is always something valuable to learn from costly mistakes that can help you prevent an even bigger one in the future.
Grit
Having grit does not mean you must keep going with something that is not working. You must always stay committed to your goal, but you might need to change the route you take to reach it.
When to Give Up
At times, you might have to give up on a bad product, a bad strategy, a toxic employee, or a market that does not want what you are selling. One failed approach, however, does not mean you should give up on your bigger mission.
Timelines
You can start a business at any age. Your timeline is your own, so there is no reason to measure your progress against anyone else's.
Social Media
Social media tends to show the exits and successes—not the struggles that came before them. When you compare your behind-the-scenes with somebody else's press release, you get a distorted picture of entrepreneurship. Struggling does not mean you are doing something wrong. It is simply part of building a business.
Learn From What Went Wrong
When things do not go as planned, you need to focus on the facts. Look at what happened, what was within your control, which assumptions turned out to be wrong, what you would do differently next time, and what system needs to change to prevent the same problem from happening again.
Unexpected Outcomes
Your failure could lead to an outcome you may not have anticipated. Some of Eric's own difficult business experiences ultimately led him to make better decisions and find new opportunities.
Progress
To progress, you need ambition, learning, grit, and failure. Without learning, you will most likely repeat your mistakes, and without grit, you may even quit before allowing your attempt enough time to work properly.
Getting Back Up
You cannot avoid setbacks when building a business. What really matters is getting back up and becoming a little smarter each time.
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Summer is the perfect time for catching up on your reading.
Today, Eric discusses seven books he read recently that have left a lasting impression on him. Stay tuned as he shares why these books stood out to him, what he learned from each one, and why he feels they are worth adding to your reading list.
It's All About Relationships: Mastering the Art of Relational Leadership – Eddie Arriola
Eric started reading this book because he knows Eddie Arriola and wanted to support him, but he found it truly fascinating. Drawing on Eddie's experience of starting a bank from scratch, building an amazing culture, and later selling the business, the book is filled with leadership lessons, anecdotes, and stories. Whether you're in business or not, Eric highly recommends this book.
How Big Things Get Done – Bent Flyvbjerg and Dan Gardner
The stories in this book are so captivating that Eric read it like a novel. The book focuses on teams, preparation, and project management. It brings lessons to life through stories, making complex ideas engaging and memorable.
Suicidal Empathy – Gad Saad
This book presents examples of events that have taken place in the UK, Canada, and the US, focusing on society, academia, and politics. Eric describes it as frightening and eye-opening. He notes that it is not recommended for people who are easily offended or closely aligned with woke ideology, but believes it is a book everyone should read.
Unhinged Habits: A Counterintuitive Guide for Humans to Have More by Doing Less – Jonathan Goodman
The book combines philosophy, life lessons, and practical ideas that can be applied in both life and business. Drawing on examples from Jonathan Goodman's own life, it encourages readers to stop waiting for "one day" and start living the life they want. Eric describes it as an inspiring book that makes you think about the choices you are making in life.
Crushing It! – Gary Vaynerchuk
This book shares real examples of entrepreneurs who have implemented the ideas from Crush It to build their businesses and influence. Each story demonstrates how those ideas were successfully put into practice while offering practical takeaways that readers can apply themselves. Eric found each story truly inspiring.
Out of Touch: The Elite 1% and the Battle for America's Soul – Scott Rasmussen
This book explores how a small group of politically active elites hijacked America's institutions, shattered national trust, and turned citizens against one another, while examining what the rest of us can do about it. Drawing on extensive survey data, the book is packed with data and examples that truly make you think.
The Happiness Advantage: The Seven Principles of Positive Psychology That Fuel Success and Performance at Work – Shawn Achor
This book challenges the belief that success leads to happiness, arguing instead that happier people become more successful. Through practical examples, it explains how cultivating happiness first can fuel greater success and performance at work. Eric says it is not "woo woo" at all, but a highly practical book that he highly recommends.
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Resources
It's All About Relationships: Mastering the Art of Relational Leadership – Eddie Ariola
How Big Things Get Done – Bent Flyvbjerg and Dan Gardner
Suicidal Empathy – Gad Saad
Unhinged Habits: A Counterintuitive Guide for Humans to Have More by Doing Less – Jonathan Goodman
Crushing It! – Gary Vaynerchuk
Out of Touch: The Elite 1% and the Battle for America's Soul – Scott Rasmussen
The Happiness Advantage: The Seven Principles of Positive Psychology That Fuel Success and Performance at Work – Shawn Achor
Today, Eric explores why some of the world's largest investment firms are investing billions of dollars in the meetings and events industry and explains what they are seeing that many small business owners may not yet recognize.
Stay tuned to discover how to build a business that captures the value investors seek.
Private Equity
Private equity is not buying event companies because they love events. They are investing in predictable cash flow, valuable customer communities, scalable business models, recurring revenue, EBITDA, market leadership, customer data, pricing power, growth opportunities, and businesses that can run without the founder. Looking at your business through this lens helps you understand what truly creates long-term value.
Face-to-Face Meetings
As AI continues to grow, face-to-face meetings are becoming even more valuable. People still buy from people, and trust is built through human relationships. Rather than replacing events, AI increases the value of in-person interactions, making face-to-face experiences an even stronger competitive advantage.
A Fragmented Industry
The meetings and events industry is fragmented, with a handful of dominant players and thousands of smaller businesses. This creates opportunities for consolidation, allowing investors to buy, improve, combine, and scale businesses. If you hope to benefit from this trend, you need to build a profitable business and allow it to mature to become valuable enough to attract potential buyers.
Technology Improves Profitability
AI, automation, better data, and better pricing are changing the industry. Technology is making event organization faster, cheaper, more structured, and more data-driven while lowering operating costs. Rather than replacing events, it is making event businesses more profitable.
Thinking Like an Investor
Instead of asking whether someone would buy your business today, consider what would make it attractive to a buyer. Investors look beyond size. They evaluate your people, your processes, your reputation, how long you have been in business, and how well your business can operate without you.
Build Assets, Not Just Income
Many entrepreneurs focus on building income, while private equity focuses on buying assets. Shifting your mindset toward building a valuable asset helps you create a stronger business, regardless of whether or not you decide to sell it.
Predictable Revenue
One of the biggest drivers of business value is predictable revenue. Long-term contracts, recurring revenue, membership models, subscription models, and repeat business reduce uncertainty and allow you to forecast revenue further into the future, making your business far more attractive.
Strong Systems and Leadership
The less your business depends on you personally, the more valuable it becomes. A valuable business does not rely on the owner to approve everything. Strong systems, a capable leadership team, and clear processes allow businesses to continue operating even when the owner is away.
Differentiation and Financial Discipline
Your business must offer something that others cannot easily replicate. Becoming a strategic partner, rather than simply a professional logistics expert, differentiates your business and strengthens client relationships. Knowing your numbers, tracking trends, and demonstrating financial discipline also makes your business more attractive to buyers.
Building a Sellable Business
Building a business that someone would want to buy creates a stronger, more resilient business, even if you have no intention of selling it. By focusing on value rather than remaining small, you can position your business to thrive as the industry continues to evolve.
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Today, Eric explores one of the biggest misconceptions surrounding AI.
Stay tuned as he explains why AI will not build your business, and why building a successful business remains entirely your responsibility as an entrepreneur or business owner.
Your Vision
AI can help you brainstorm, improve your wording, and challenge your thinking, but it cannot define your vision. Only you can decide what kind of company you want to build, what type of freedom you want, and where you want your business to go.
Trust
As information becomes cheaper, trust becomes more valuable than ever. AI can write proposals, research prospects, and prepare you for meetings, but it cannot build trust, read body language, handle objections, or make someone feel understood.
Accountability
AI cannot hold you accountable. It can tell you what to do, but it cannot make you do it. It cannot make sales calls, follow up, delegate more, or have uncomfortable conversations.
Hard Decisions
AI can give you input and help you evaluate your options, but you are the one who must make difficult decisions. Whether you're firing someone, walking away from a client, or making a major investment, leadership requires courage, not computation.
Consequences
Responsibility can never be outsourced. AI can provide advice, but as a business owner, you are responsible for the decisions you make and the consequences that follow.
The Value of AI
AI can help you brainstorm, research, create SOPs, write proposals, support your marketing, prepare meetings, role-play sales calls, and accelerate learning. It reduces the value of repetitive work and routine tasks, allowing you to focus on the work only you can do.
Summary
As AI becomes more capable, your vision, leadership, judgment, relationships, courage, and accountability become even more valuable. Your competitive advantage is not AI—it's how you use it while continuing to lead your business.
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We are excited to welcome entrepreneur Kimberly Hardcastle, another icon in our industry, as today's guest.
Kimberly is the Chief Strategist at Freeman and one of the industry's most respected leaders in event marketing and strategy. Kimberly is a speaker, a writer for the PCMA Convention, and a leader recognized by IAEE with the Educator of the Year and Woman of Achievement awards.
Stay tuned for Kimberly's practical insights on leadership, personalization, trust, AI, and the direction the meetings and events industry is headed.
Kimberly's Journey
Kimberly originally studied Spanish with an emphasis in business, planning to facilitate international trade. After her husband's military career took them to Maine and Scotland, she focused on marketing and eventually joined MDG, a marketing agency specializing in trade shows. When the founder began planning for retirement, Kimberly purchased the business, grew it twentyfold, expanded across the United States and internationally, acquired Tag Digital in the UK, and later became Chief Strategist at Freeman.
Noticing Potential
When Kimberly purchased MDG, she saw far more potential than the business had been built to pursue. The agency already had trust and a strong reputation, but she believed it had only scratched the surface. By expanding geographically, broadening its services, and investing in growth, the company scaled far beyond its original size.
Relevant Events
The meetings and events industry is changing too quickly to continue operating in default mode. AI, changing attendee expectations, and evolving buying behavior require organizers to question long-held assumptions and continually adapt their events so they remain relevant in the future.
The Trade Show Floor
Attendees now complete much of their research before arriving at an event. Instead of discovering companies for the first time, many arrive ready to compare options, ask detailed questions, test products, and determine whether a solution fits their company and timeline. The trade show floor has become a place where buying decisions are more likely to convert.
Reaching Attendees
Email remains important, but it should no longer be the primary marketing channel for events. Event organizers need to expand into additional channels, optimize their websites for answer engine optimization, and use tools such as LinkedIn collaborative posts to reach audiences where they are already searching for information.
Better Booth Experiences
Exhibitors should bring the right mix of people to their booths, including engaging salespeople and knowledgeable subject matter experts. Instead of simply scanning badges for follow-up, you should create hands-on experiences that allow attendees to explore products, ask difficult questions, and build confidence in their decisions.
Building Trust
You build trust by showing that you understand the challenges your audience is currently facing. Rather than relying on generic claims about event size or the number of sessions, your messaging should demonstrate that you understand changing regulations, rising costs, shifting customer expectations, and other issues affecting your industry.
Authentic Human Interaction
As AI-generated content becomes more common, authentic human interaction becomes even more valuable. Live events offer experiences that cannot be replicated at a desk, including human connection, trust, hands-on product demonstrations, spontaneous conversations, and opportunities to learn directly from other attendees and subject matter experts.
Personalization
Personalization is no longer about simply using someone's name in an email. By using attendee data responsibly, organizers can recommend sessions, exhibitors, introductions, and experiences that align with each attendee's specific objectives while still allowing room for unexpected discoveries throughout the event.
Understanding the Next Generation
Millennials and Gen Z are changing how products, companies, and events are discovered. Although they are digital natives, they value face-to-face events because they build confidence, professional relationships, mentoring opportunities, and interpersonal skills that cannot be developed through screens alone.
Focus Areas
As a business owner, you should focus on the areas where you create the greatest value and surround yourself with people whose strengths complement your own. Putting the right systems, processes, and people in place allows your business to grow without sacrificing quality or client experience.
The Future of the Industry
Kimberly believes AI will help event professionals accomplish more with fewer resources while creating increasingly personalized event experiences. She feels there is still significant opportunity to keep communities engaged throughout the year rather than limiting engagement to the days when the event takes place. She expects face-to-face events to become even more valuable as AI continues to reshape how people work and communicate.
Bio: Kimberly Hardcastle
As Chief Strategist at Freeman, Kimberly drives participation, elevates experiences, and future-proofs events for Freeman clients. With a Master of Science in Business Administration, over two decades of industry experience, and a unique ability to shift between analytical and creative thinking, she brings both discipline and imagination to solving complex challenges. Her expertise in event marketing, strategic planning, tactical execution, and organizational design was shaped during her 24-year tenure at mdg, the agency she helped build before eventually selling to Freeman. Kimberly is a CEM faculty member, a Krakoff Leadership Institute alumna, and has been named by IAEE as an Educator of the Year and a Woman of Achievement. She has a monthly column in PCMA's Convene magazine and is a frequent presenter at SISO, PCMA Convening Leaders, Expo! Expo! and Lippman Connects events. She's also the wife of a retired Navy pilot, mom of a recently graduated Horned Frog, Peloton addict, reader, runner and believer in civil rights.
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We're thrilled to welcome Mark Mallchok, the Principal and Chief Event Strategist at Brella Productions, as today's guest.
Mark has extensive experience within our industry. He joins us to share his entrepreneurial journey, explain how his company evolved over the years, and discuss why engagement, human connection, and clear event goals are becoming more important than ever.
Stay tuned for more!
Events and Storytelling
Mark grew up surrounded by theater, production, photography, and technology. Both his parents worked as librarians while also supporting technical theater, audiovisual production, and school events, giving him hands-on experience from an early age. Whether he was holding cameras, shooting football games, working on the yearbook, or teaching photography, he discovered early that he wanted a career built around events and storytelling.
Corporate Events
Although Mark originally planned to become an actor, he quickly realized he preferred directing stories rather than performing them. After studying theater and film, he chose corporate video and corporate events because every project was different. Working across different industries, clients, and countries meant he could continue learning and solving new challenges every day.
Continued Evolution
When Mark and his business partner started their company, they knew they wanted work that was constantly changing rather than repeating the same production every day. Corporate events gave them exactly that. More than 30 years later, they continue evolving with new technologies, different clients, and changing industry needs.
Delegating
As the business grew, Mark quickly realized they could not continue doing everything themselves. Bringing in specialists for administration, bookkeeping, sales, IT, and other areas allowed them to focus on the work they enjoyed most and did best. Even today, they regularly review what should stay on their plate and what should be delegated.
Learning from Mistakes
If you never allow people to make mistakes, they never develop the experience needed to become experts. Mark believes people need opportunities to practice, solve problems, and occasionally fail before they can grow. If you keep control of every task yourself, your team never develops, and you remain responsible for everything.
Problem Solving
Risk mitigation is an important part of event production, but problems will always come up. Mark creates training exercises in which team members step outside their normal roles and handle unexpected situations. He believes personality and strong problem-solving skills are two of the most valuable qualities when hiring people.
Peaks and Valleys
Every business experiences peaks and valleys. Rather than waiting for business to improve, Mark believes slower periods provide the best opportunity to rethink what your company does particularly well. After COVID, Brella shifted its focus from production services to strategic event optimization, helping clients create events that are more efficient, more economical, and more engaging.
Start With the Goal
Before discussing venues, production, or logistics, Mark believes you first need to understand what the event is trying to achieve. Too many organizations cannot clearly explain their objectives, making it impossible to measure success. Once the goals are clear, meaningful KPIs can be developed for both the business and the audience.
Measuring Outcomes
Mark believes event success should be measured by more than just attendance numbers or satisfaction surveys. Instead, you should evaluate whether people learned something valuable, made meaningful connections, improved their work, and achieved the intended business outcomes. He also tracks efficiencies, cost savings, and planning improvements throughout every project.
Human Connection
Content remains important, but Mark believes human connection is becoming even more valuable. Many events try to fit too much content into too little time, leaving almost no opportunity for people to talk, reflect, or build relationships. Longer breaks, less crowded agendas, and more opportunities for conversation create a more valuable event experience.
AI
While AI will continue improving work efficiency, Mark believes it will also increase the value of meeting people face-to-face. As technology makes it harder to know what is real, genuine human interaction becomes even more important. The time AI saves should ultimately allow people to spend more time building relationships, strengthening communities, and connecting.
Bio: Mark Mallchok
Mark Mallchok, CMM, is the Chief Event Strategist at Brella Productions. A veteran event producer and video director, he has created engaging corporate meeting and event experiences worldwide for notable clients in healthcare, financial services, and manufacturing. He draws on his theatrical and film background to find compelling stories that anchor client projects and support their business and learning goals. He specializes in audience and participant engagement, combining powerful technical tools with rock-solid narrative and performance techniques to deliver unparalleled face-to-face, virtual, and hybrid experiences
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Email: mark@brella.com
After years of wondering how to scale his business, Eric is launching Eric AI!
Eric is passionate about coaching and mentoring owners, solopreneurs, and professionals across the meetings and events industry. Eric AI is a business mentor platform built from Eric's experience, methodology, and decision-making process, making his mentoring available 24/7 in 77 languages. Stay tuned as he shares how the platform was created, what sets it apart from other AI tools, and how it asks thoughtful questions, offers guidance, and helps business owners move forward.
Eric AI
Eric AI allows you to work with Eric 24/7, in 77 languages. Built from Eric's personal knowledge, experience, methodology, and coaching style, it gives you access to his business mentoring whenever you need it.
How Eric AI Was Created
The platform was developed by uploading everything Eric has written, recorded, and taught throughout his career. It was then refined through an extensive onboarding process that captured how he approaches different situations, the questions he asks, the methodologies he uses, and his communication style.
Authentic Human Wisdom
Eric explains that the platform is designed to capture and scale authentic human wisdom. Rather than simply generating answers, it is designed to reflect Eric's own voice, methodology, and decision-making process.
Finding New Clients
If you want to find new clients, focus on building trust and visibility through consistent action. Reconnect with past clients, ask for referrals, and create opportunities to add value rather than relying solely on cold outreach.
Be Where Your Clients Are
You need to be present where your clients spend their time, both at industry events and in the digital spaces they use. Being visible, credible, and memorable makes it easier for opportunities and introductions to happen.
Board Decisions
If a board keeps postponing decisions, provide a clear framework that defines the options, the impact of each choice, and the cost of delaying action. Making the consequences of inaction visible helps move discussions forward. Boards should be encouraged to make their decisions by the end of the meeting, even if that decision is "no" or "not now." Setting boundaries helps to avoid endless debates.
Asking the Right Questions
Eric AI does more than provide answers. It guides you by asking questions that help you think through your own situation and determine the best way forward.
Difficult Questions
Because your conversations remain confidential, you can ask Eric AI sensitive business or workplace questions you might not want to raise with anyone else.
Focus on What You Can Control
When work relationships become difficult, concentrate on the things you can influence. Honest, non-confrontational conversations can help rebuild trust while allowing you to better understand the other person's perspective.
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We are delighted to welcome the incredible Dr. Magie Cook as today's guest. Magie's remarkable journey has taken her from growing up in an orphanage in the mountains of Mexico to building one of the fastest-growing fresh salsa companies in the United States.
Join us as Magie shares how mindset, perseverance, and taking inspired action helped her overcome adversity, build a nationally distributed business, and create opportunities far beyond what once seemed possible.
Magie's Journey
Magie Cook was born in Mexico and raised in an orphanage where her parents cared for dozens of children with very limited resources. From a young age, she decided she would not allow her circumstances to define her future. She used a cave she built in the mountains as a place to future cast the life she wanted. Later, she earned a basketball scholarship to study in the United States, overcame homelessness after college, and started her fresh salsa business with just $800. Her company grew from selling homemade salsa locally to supplying major retailers across 38 states before merging with Garden Fresh and ultimately becoming part of a $231 million acquisition by Campbell's.
Choosing Hope
Choose to focus on possibility rather than remaining trapped by adversity. Magie understands that fear and joy cannot coexist, so what you choose to feed your mind becomes the direction your life will follow.
Future Casting
Future casting became Magie's daily practice at age six. She believes that repeatedly visualizing yourself achieving your goals helps you recognize opportunities and gives you the confidence to act when they appear.
Doing Something Different
Magie believes that choosing a different path can reveal opportunities that others might overlook. Rather than following what everyone else was doing, she chose basketball because very few Mexican girls were playing it. She developed unusual practice methods and always sought ways to improve.
Believe in Yourself
After breaking her collarbone, Magie was told her dreams were over. Instead of accepting that, she constantly reminded herself that something better would come from the setback. Missing the opportunity to play for the Mexican national team, which she considers the best thing that never happened to her, ultimately led to a basketball scholarship that brought her to the United States.
Learning English
Arriving in the United States without speaking English was one of Magie's greatest challenges. As nobody around her spoke Spanish, she immersed herself in learning English, practiced constantly, and, through determination and repetition, became fluent.
Difficult Circumstances
After graduating from college, Magie could not find work and became homeless. She lived in her station wagon and later in the woods, yet she never saw herself as defeated. During that period, she continued to seek opportunities and focused on building a better future.
Finding Opportunity
Magie began making fresh salsa for her friends, just as she used to do in the orphanage. Winning a statewide salsa contest showed her there was genuine demand for her product, and an anonymous businessman gave her $800 to start her company, asking only that she pay it forward someday. That small act of generosity became the foundation of her business.
Think Bigger
After receiving rejection after rejection from supermarkets, Magie changed her strategy. Instead of calling the smallest stores first, she contacted Whole Foods, even though it felt intimidating. She had a meeting with them that transformed her business, escalating her annual sales from approximately $12,000 to $1.9 million.
Staying True
Creating something unique and staying committed to your vision can become your greatest competitive advantage. When experts suggested cooking her salsa to prolong its shelf life, Magie chose to stick with her unique, fresh salsa concept.
Learning
Without mentors or industry experience, Magie relied on research, experimentation, and Google to learn how to build her business. Although she values learning from others, she believes that figuring things out herself allowed her to approach challenges with fresh thinking rather than accepting the limitations others expected.
Think Like a CEO
As her business expanded, Magie challenged her team members to think like CEOs. Before bringing her a problem, they were asked to think of a solution. If an idea improved the business and made money, the employee received an incentive.
Be Ready for Opportunities
Landing Whole Foods created an enormous challenge because Magie suddenly needed to increase production from about 250 pounds of salsa to 10,000 pounds. She explains that success can overwhelm you if you are not prepared, so you need to be ready to deliver when opportunities arrive.
Purpose-Driven Culture
As production expanded, Magie focused on creating a workplace where people knew they were building something meaningful. She inspired employees with a shared vision, encouraged continuous improvement, and built a culture where people felt valued and could contribute ideas regardless of their role.
Looking Beyond the Past
Many of Magie's first production employees were on work release from prison. They became some of her most dedicated employees. Many people simply need someone to believe in them and offer them an opportunity to prove themselves.
Use Contracts and Relationships to Build Trust
When banks refused to lend Magie the money she needed to fulfill Whole Foods' first order, she obtained a contract from Whole Foods and used it to borrow the funds from friends.
Visualize
When business growth slowed, Magie returned to the same future casting techniques she had used throughout her life. She visualized meeting with the world's largest supermarket, and soon afterward, Walmart contacted her.
Leading Alongside Her Team
As her company expanded, Magie continued working alongside her employees on the production floor. She believes leadership is about supporting your team, understanding the work yourself, and creating an environment where people feel respected and appreciated.
New Projects
Selling her company allowed Magie to focus on speaking, inspiring others, expanding her foundation, and reaching even more people through new projects, including a feature film based on her life.
Finding Purpose
Looking back at the activities that made her feel most alive helped Magie recognize that inspiring people through speaking had always been part of who she was. Today, she finds making a lasting impact through inspiration more meaningful than financial success.
Bio: Dr. Magie Cook
Dr. Magie Cook is a self-made entrepreneur, author, and internationally recognized keynote speaker named one of the Top 80 Speakers in the World (Inspiring Change) by Real Leaders Magazine in 2026.
Born in Mexico and raised among 68 children in an orphanage, she came to the United States on a basketball scholarship, survived homelessness, and launched Maggie's All-Natural Fresh Salsas & Dips with just $800 — later selling it alongside Garden Fresh to Campbell's Soup for $231 million. Today, she shares her research-backed 3R Framework with Fortune 100 and 500 audiences, equipping leaders to turn adversity into purpose, build unshakable resilience, and unlock their full potential.
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We are delighted to welcome another icon in our industry as today's guest.
Bob Vaez, Founder and CEO of EventMobi, is a true entrepreneur, and his company is widely recognized throughout the events industry.
Stay tuned as Bob shares his entrepreneurial journey and the lessons he learned building a business through multiple periods of disruption. He also offers practical advice for business owners looking to compete with larger organizations while creating meaningful experiences for customers and attendees.
Bob's Entrepreneurial Journey
After studying computer engineering, Bob spent nearly a decade in chip design, including a role at NVIDIA. Although he enjoyed the people and innovation, he wanted to build something of his own. A simple question—why conference information wasn't available on a mobile device—led him to create EventMobi. What began as a side project quickly evolved into an international business serving customers across North America and Europe.
Launching EventMobi
Bob launched EventMobi during a recession, when organizations were looking for ways to reduce costs, improve attendee experiences, create new sponsorship opportunities, and reduce waste. At the same time, mobile technology and cloud software were gaining momentum. He believes periods of disruption often create opportunities for businesses that solve real problems.
Sponsorship
Sponsorship has evolved from simple logo placement and brand visibility to more targeted and meaningful engagement. Bob explains that organizers can create greater value by helping sponsors connect with specific audience segments and offering sponsorship opportunities that align with attendees' interests and needs.
Shared Experiences
Sponsors often bring valuable expertise to an industry. Bob believes organizers can create stronger experiences by involving sponsors in educational content, especially when sponsors and customers connect through real-world experiences. That approach benefits attendees while helping sponsors build credibility and relationships.
Relationships
Strong business relationships are seldom built on a trade show floor. Bob explains that shared experiences, activities, and informal conversations often foster deeper trust and stronger long-term connections than brief meetings at a trade show booth.
Genuine Innovation
Many attendees visit exhibitors to learn what's new. They are looking for new ideas, products, services, and approaches to take back to their organizations. Bob encourages exhibitors to focus on showcasing genuine innovation rather than simply increasing visibility.
Engaging Events
Bob believes engagement increases when attendees become active participants rather than passive listeners. Attendees want more than information. They want opportunities to ask questions, share ideas, participate in discussions, and connect with other people.
Face-to-Face Experiences
As AI generates more content and information becomes easier to access, live events offer something different: authentic conversations, trusted expertise, and direct interaction with other people. These experiences create stronger memories and greater long-term value for attendees.
AI
Bob sees AI as an opportunity to reduce administrative work and free up time for more meaningful activities. Instead of spending hours on repetitive tasks, planners can invest more time in working with speakers, sponsors, vendors, and attendees to create better event experiences.
Smaller Businesses
AI is helping smaller businesses access capabilities that once required large teams. Bob recommends focusing on the specific tasks that consume the most time or create the most frustration. By solving those challenges first, small businesses can operate more efficiently and make better use of their resources.
Powerful Small Agencies
While larger organizations often rely on established processes, smaller agencies can stand out through their insight, creativity, and perspective. Bob believes that an agency's unique understanding of its clients and its ability to create distinctive experiences can be a powerful competitive advantage.
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EventMobi
We are delighted to welcome Caleb Ralston as today's guest.
Caleb's journey has been remarkable, and he is currently one of the most prominent voices in our industry in building brands and creating content people can actually apply. In 2025, he released a YouTube video that attracted more than 1.1 million views!
Stay tuned as Caleb shares what he learned from working with people like Gary Vaynerchuk, Alex Hormozi, and Leila Hormozi, explains his approach to personal branding, and offers practical advice for creators, solopreneurs, and business owners looking to build trust through content.
Caleb's Journey
Caleb's interest in video started when he was a child, making videos with his sister using his mom's camera. In high school, he volunteered on his church's media team, where he met Sean Cannell, who introduced him to Gary Vaynerchuk's work. After reading Gary's book, Caleb decided to pursue video full-time. He started creating content in the powerlifting and bodybuilding world, worked with top athletes, then joined a software company before eventually moving to New York to work for Gary Vaynerchuk. After several years working across Team Gary, VaynerMedia, and Constellation Brands, he moved to Las Vegas. Shortly after arriving, he began working with Alex and Leila Hormozi to help build their content and personal brands. In November 2024, Caleb launched his own business to help founders build personal brands that optimize for trust.
Lessons from Gary Vaynerchuk
One of Caleb's biggest lessons from Gary was that empathy and kindness are strengths rather than weaknesses. Gary demonstrated that treating people well can create meaningful impact and lasting relationships.
The Cost of High Performance
Working with Gary required intense commitment and long hours. Caleb pushed himself extremely hard and eventually learned his limits. While he does not glorify working yourself into the ground, he acknowledges that many of the opportunities he has today came from years of sustained effort, sacrifice, and focused work.
Las Vegas
After years of working in large organizations, Caleb reached a point where he needed new experiences and different challenges. So, he moved to Las Vegas because he wanted a change of environment and believed new opportunities would emerge. An opportunity soon arose for him to work with Alex and Leila Hormozi.
Personal Branding
Caleb's approach to personal branding starts with identifying what makes a founder different. Rather than copying successful creators, he focuses on uncovering the unique ways a person thinks, communicates, solves problems, and approaches their work. He believes the strongest personal brands amplify what is already unique rather than imitating someone else's formula.
Starting His Own Business
Although Caleb had considered starting his own business for years, he waited until the timing felt right. Opportunities began appearing through interviews, content, and industry relationships.
Self-Doubt
Despite his success, Caleb still experiences self-doubt and frequently questions whether he is the right person for the opportunities presented to him. What has helped him throughout his career is taking action before feeling fully qualified. He believes progress comes from moving forward despite uncertainty rather than waiting until all doubts disappear.
Bad Advice
Caleb disagrees with the notion of "fake it till you make it." He believes the phrase has encouraged people to exaggerate their expertise, misrepresent themselves, and sell advice without credibility. Instead, he advocates being honest about who you are, gaining real experience, and allowing your work to speak for itself.
Caleb's Personal Branding Course
After receiving repeated questions about personal branding, Caleb decided to create a comprehensive free course and publish it on YouTube, rather than selling the information behind a paywall. The course significantly exceeded his expectations and reached a much larger audience than he anticipated.
Advice for Solopreneurs and Small Business Owners
If you are building a personal brand on your own, focus on one primary platform and one secondary platform. Put most of your effort into the primary platform and repurpose content for the second. Choose a publishing schedule that feels realistic rather than overwhelming. Once you establish consistency, you can gradually increase your output over time.
Optimize for Trust, Not Virality
Caleb believes creators should stop optimizing content for virality and start optimizing for trust. Build content around real problems your audience faces and help them solve their problems. Every time you set an expectation and meet it, you build trust. Consistently doing that creates stronger relationships and better long-term results than chasing views.
Show Who You Are
People connect with people, not generic content. Caleb encourages creators to show who they really are, including their interests, personality, experiences, and perspectives. The goal is not to appeal to everyone. A strong personal brand attracts the right people while naturally repelling the wrong ones.
AI-Generated Content
Caleb believes much of today's AI-generated content sounds generic because it draws from the same sources and averages everything toward the middle. Audiences do not want generic advice. They want lessons filtered through your unique experiences, failures, successes, and perspective. Your personal story is what makes your content valuable.
Attract the Right Clients
A strong personal brand attracts the right people and repels the wrong people. Caleb believes many creators focus only on attracting audiences, but successful brands also create clear boundaries. When you show your real personality and values, you naturally attract clients who are a better fit.
Free Resources
Caleb encourages people to consume his free content. He recommends watching his six-and-a-half-hour YouTube course, downloading the workbook, completing the exercises, and applying the lessons. Only after acting on his free resources should people consider working with him directly.
A Future Dream
Although Caleb enjoys building businesses and personal brands, he imagines working hard for many years, reaching his financial goals, and eventually living a quieter life bartending at a small dive bar where he knows the regular customers and enjoys a slower pace.
Bio: Caleb Ralston
Building Personal Brands that Optimize for Trust, Not Virality
Brand executive with 17 years of experience building brands, leading creative teams, and scaling content strategies for some of the most recognized names in business, including Alex Hormozi, Leila Hormozi, and Gary Vaynerchuk.
At Acquisition.com, I built an 18-person media team from the ground up. Together, we scaled Alex and Leila's audience from 1.2 million to more than 11.5 million followers, generated over 3 billion impressions in 2024 alone, and drove 70% of the leads for their Scaling Workshop through organic content.
Before that, I served as Gary Vaynerchuk's videographer and TikTok Lead. In just three months, we grew his TikTok following from 300,000 to 3.5 million. I also edited his hit series, Trash Talk, helping spread Gary's message about how to get started in business with no money.
What I've learned along the way is that building a brand isn't about chasing trends or trying to go viral. It's about creating trust and consistency, scaling your impact, and delivering real results. Whether it's building a team, developing a strategy, or leading a campaign, I'm focused on what moves the needle.
What I Believe
- Your personal brand is your greatest business advantage. It's how you build trust and authority, and unlock new opportunities.
- Great content starts with understanding your audience. The magic happens when you deliver what they actually care about.
- Clarity and accountability drive success. Empowering people to own their role is what separates good teams from great ones.
What Drives Me
Real Impact
I'm obsessed with measurable results. Whether it's taking a brand from under-the-radar to top-of-mind or building a team that crushes its goals, I care about outcomes that matter.
Building People Up
Developing talent and helping others level up are some of the most rewarding parts of what I do. I love giving people the tools and frameworks to thrive.
Excellence in Execution
I don't settle for "good enough." I set high standards for myself and others because that's what it takes to create exceptional work.
Authentic Relationships
Business success is about people. Trust, connection, and real value are the foundations of everything I do.
Creating Legacy
It's about more than today. I want to build systems, teams, and ideas that outlive me—things that redefine how people approach personal branding and content creation.
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YouTube
Today, we have the great pleasure of speaking with Cleo Battle, the President and CEO of Louisville Tourism and the new Chair of the International Board of MPI!
Cleo is an amazing person! He joins us today to share his inspiring journey and dive into what matters most for tourism and why every seat counts.
We hope you enjoy listening to today's captivating conversation with Cleo Battle!
Cleo Battle Biography:
Cleo Battle, a hospitality industry veteran of nearly 35 years, currently serves as President & CEO of Louisville Tourism. Before coming to Louisville, he spent 12 years as Vice President of Sales & Services of the Richmond Convention & Visitors Bureau in Richmond, VA. He held the positions of Director of Sales and Sales Manager at the Richmond CVB.
Battle began his hospitality career in the hotel industry by working for Embassy Suites, Holiday Inn, and Sheraton Hotels. Battle is a native of Denver and a graduate of Metropolitan State University in Denver with a bachelor's degree in Hotel/Restaurant Management. He earned his Master's of Business Administration in 1997 from Averett University in Virginia. He is both a Certified Destination Management Executive (CDME) and Certified Association Sales Executive (CASE).
Battle's most recent industry recognition includes the Events Industry Council 2020 Social Impact award winner, Business First Louisville's inaugural Power 50 as well as The Courier-Journal's 12 People to Watch in 2021.
Battle currently serves on the Meeting Planners International Board of Directors, the Kentucky Derby Museum Board of Directors, the Louisville Sports Commission Executive Board, the LRAA Board, the Kentucky State Fair Board, the Louisville Zoo Foundation Board, the Funds for the Arts Board, and the Board of the Northeast YMCA of Louisville. He is the Past Chair of Destination & Travel Foundation, Destination International Sales & Services Committee, and the Virginia State University Hospitality Department Advisory Board.
Cleo's journey
Cleo was a college track-and-field athlete. In his third year, he tore a leg muscle. He was still undecided about what he would major in at the time. So he spoke to a school counselor, and she suggested hotel restaurant management. He signed up for the course, started taking classes, and began working as an intern in a hotel. Hotel work came naturally to him, and he worked in many different positions. Then he got hired into the management training program for Promise Hotels, and his career took off!
How athletics set Cleo up for success
Learning how to run hurdles gave Cleo adaptability and flexibility. He also learned many other skills from athletics that he needed to grow and become successful in his career.
A strong team
Cleo truly understands the importance of having a strong team! He learned that you cannot do everything by yourself in business and that you are only as good as the people around you. His old boss from Richmond, Virginia, taught him that the key to any successful endeavor lies in hiring well. He used to tell Cleo to hire well, provide good resources, and then get the hell out of the way!
Trust
Trust is an essential ingredient for teamwork. People do much better when they work in a professional space where constructive criticism is valued, they can be honest about their thoughts, and they know that their opinions will be respected, regardless of what the leaders ultimately decide.
Every seat matters
At staff meetings, Cleo always tells his organization's members that every seat matters. He wants them to understand that regardless of whether they are the Director of Sales, a marketing manager, or an administrative assistant, their seat in the organization still matters!
Enabling people
Whenever there is new subject matter, Cleo enables his team by inviting them to share their thoughts and opinions and offer ideas.
Cleo's current position
Even though his current position as President and CEO of Louisville Tourism involves a lot of legislative work and more talk about politics than about customers, Cleo still feels it is vital to stay true to the core mission of Louisville Tourism and to bring visitors to the community.
MPI
Since the first of January, Cleo has been the Chair of MPI and serves on the International Board of Directors. He insists that his team has a growth mindset rather than a recovery mindset.
The cost of doing business has changed.
Since the pandemic, the cost of doing business has changed. So a lot of work has to be done on the industry brand to help those outside it see its value, what is being done, why it is important, and how the industry impacts people's lives.
Getting more people to join the industry
Cleo points out that hotels, convention centers, museums and attractions, restaurants, and airports cannot work from home. So the industry will need to figure out the right balance between automated and personal services, going forward. He believes the industry must invest in its brand to make more people aware of why it is such an exciting industry to join.
Appreciation and acknowledgment
Cleo believes that openly acknowledging his staff members and appreciating their work is the best way to encourage them to provide customers with the best service!
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Louisville Tourism
MPI
Books mentioned:
Team of Rivals: The Political Genius of Abraham Lincoln by Doris Kearns Goodwin
Today, we're focusing on navigating the pressure of running a business while staying connected to your bigger vision for your life and business.
Stay tuned as Eric shares a simple five-step exercise to help you gain clarity, direction, and long-term alignment.
The Sandwich Generation
Many business owners are part of the "sandwich generation," taking care of parents while also raising children. That pressure adds to the demands of running a business, whether you're leading a large team or working as a solopreneur.
A Long-Term Vision
When pressure is high, it helps to reconnect with why you started the business in the first place. Most people fail to clearly define what they want their life or business to look like in the next 10 years.
Identify the Different Areas of Your Life
The first step is identifying up to seven areas of your life, including health, family and friends, fun, finances, work, personal development, and volunteering or charities.
Rate Each Area
Rate each area from 1 to 10, with 1 being the worst and 10 your ideal, to create a clear picture of where your life currently feels aligned and where you need to improve it.
Define your Actions
Define two or three actions for each area that will move the needle in the right direction for you. Small actions and little wins create momentum.
Questions and Answers
Make a list of questions about your life 10 years from now, including where you live, your health, your accomplishments, what clients are saying, and your personal wealth.
Eric's advice is to take your time answering those questions and sleep on them instead of rushing through the process.
Write the Script of Your Future Life
Describe a specific day in your life 10 years from now. The goal is to create a two- or three-page story that feels exciting and aligned.
Revisit the Vision During Difficult Moments
Review the document once or twice a year, especially during moments of pressure, doubt, difficult client situations, or imposter syndrome.
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Today, we are delighted to welcome Lyndsi Edgar, the Founder and CEO of eLuminate Marketing.
Lyndsi talks to Eric about entrepreneurship, content marketing, LinkedIn, automation, AI, and staying top of mind with clients and prospects. She also shares how she built eLuminate Marketing, the lessons she learned while growing the agency, and the systems, processes, and mindset shifts that helped her scale the business.
Stay tuned for more!
Lyndsi's Journey
Lyndsi studied marketing and then worked for various marketing agencies. While working in digital marketing and social media, she noticed that small business owners were unable to access authentic, high-quality content that looked like Fortune 500 marketing without the Fortune 500 price tag. So, she launched eLuminate Marketing to help local businesses grow through authentic content. She initially gave herself six months to find clients before deciding whether to continue, and 12 years later, her agency continues to thrive and grow.
Networking
Lyndsi found her first clients through networking, nonprofit work, and being involved on boards in her community. Most of her business development happened face-to-face before eventually evolving into online lead generation.
Processes
Lyndsi explains that it's essential to create processes before hiring. You need clear onboarding systems, communication standards, and documented procedures for employees to understand what they need to do without constantly relying on you. Today, AI tools make it far easier to record workflows, generate transcripts, and create standard operating procedures.
Who to Hire
Lyndsi recommends hiring people for areas that are not your strengths and work you do not enjoy. Her first hires were to do her accounting and graphic design. Hiring in those areas allowed her to focus on growth and strategy.
About five or six years ago, Lyndsi began focusing on LinkedIn, and it eventually became the number one lead source for eLuminate Marketing. Although many people dismiss LinkedIn as it's full of bots and AI-generated content, she believes there are still opportunities for businesses that create authentic, value-added content focused on the specific needs and problems of their ideal clientele.
Strong Content
Instead of talking about your accomplishments, it's important to create content that provides solutions and value. Lyndsi recommends building one large piece of long-form content around a single topic each month, then turning it into multiple smaller pieces of micro content throughout the month.
Content Ideas
Another strategy Lyndsi uses is creating content around frequently asked questions. She looks at what people are typing into Google and AI tools. She ensures her content addresses those questions directly, as that helps her create practical, searchable content that aligns with what potential clients are already looking for.
Balancing Personal and Professional Content
On LinkedIn, you should focus mainly on value-add professional content, with only a small percentage dedicated to personal content.
AI
Lyndsi understands that AI can support research, editing, messaging, and content workflows. Still, it cannot replace the knowledge, stories, systems, and operating methods her agency has developed through years of experience. She believes those stories, insights, and years of knowledge are what elevate content beyond generic AI-generated material. AI can assist the process, but it cannot replace human wisdom and experience.
Staying Top of Mind
Consumption drives conversion. The more people consume your content, the more likely they are to work with you. Consistent posting, emails, display ads, and remarketing all help move people through the funnel faster.
Defining Your Ideal Client
Before creating content, Lyndsi recommends narrowing down your ideal clients. eLuminate Marketing focuses on professional service firms, particularly law firms, commercial real estate, and wealth management firms. Her content speaks directly to those industries, so the right people are more likely to stop, read, and engage.
Automation and CRM Systems
Lyndsi uses automation tools and workflows in HubSpot to stay in front of leads and clients without manually handling every interaction. Different industries and stages of the funnel receive different emails, content, and ads. She recommends that small business owners implement a CRM system instead of relying on spreadsheets.
Tracking Metrics and Dashboards
Over the last several years, Lyndsi's agency has been using dashboards to monitor sales, email marketing, and overall business performance. She reviews metrics regularly with her sales team to identify where adjustments and optimizations are needed rather than relying on her gut instinct.
The Importance of a Growth Mindset
Lyndsi believes one of the most important skills for business owners is maintaining a growth mindset. As technology, AI, the economy, and client expectations constantly evolve, businesses cannot remain locked into old ways of operating.
Flexibility
One of Lyndsi's priorities is to create flexibility for her family. Her long-term vision is to build a business that can continue to operate smoothly while she spends extended time traveling outdoors with her family in an RV.
Bio: Lyndsi Edgar
Lyndsi Edgar is the founder of eLuminate Marketing, a digital marketing agency specializing in professional services firms.
With 15+ years in digital marketing, she helps law firms, CRE brokers, and consultancies grow beyond referrals through her proprietary framework, The eLuminate Effect.
Her work has been featured in Forbes, HuffPost, and Forbes Woman.
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eLuminate Marketing
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We're delighted to welcome audience engagement specialist Michael Kent as our guest today.
In this episode, Michael speaks with Eric about audience engagement, corporate events, comedy, magic, workplace culture, and the growing role of AI in live experiences.
Stay tuned as Michael shares how years of performing around the world shaped his approach to helping companies create meaningful events that bring people together, reduce stress, and strengthen workplace relationships.
Michael's Journey
Michael has been entertaining people since he was six years old. After discovering magic at Walt Disney World, he became known as "Magic Mike" throughout school and college. He later worked as a marketing director while continuing to perform magic shows on the side. Once the numbers made sense financially, he left his day job and moved into entertainment full-time. Over the last 23 years, he has toured internationally as a comedian and magician, performing in 21 countries and 49 states. Over time, he came to realize that his real role was to engage audiences to help companies connect with their people through experiences that are fun, positive, memorable, and meaningful.
A Clear Goal
Entertainment should support the broader purpose of an event rather than exist separately from it. Michael believes many companies only hold annual events because they have always done so. But that is not enough. Before planning entertainment, it's essential to define exactly what the event aims to accomplish, as different goals require different approaches.
Early Involvement
Michael prefers to be included early in the planning process rather than hired at the last minute, as he needs to understand why the company chose the venue, who will attend, whether spouses are included, and what challenges the organization is facing.
Audience Engagement
Audiences become more engaged when they share experiences. Michael's role is often about helping people who do not know each other feel connected. By bringing people on stage, creating audience participation, and encouraging interaction, he helps attendees build familiarity and trust. That matters because people remember shared experiences long after the event, helping their workplace communication feel more comfortable.
Matching Entertainment Style To The Audience
After being brought in late to an event, Michael discovered a major language barrier with the audience, as most attendees spoke very little English, forcing him to rely on visual aids rather than his usual interactive comedy style. That experience reinforced how important it is to match the entertainment style to the audience and to include performers early enough in the planning process to allow for proper adaptation.
Safe Comedy for Corporate Events
Michael always guarantees that his performances will contain nothing objectionable. He avoids political, racial, or offensive material because his goal is to bring people together, not make anyone uncomfortable. For him, even one person feeling alienated at an event matters. While college audiences sometimes expect slightly edgier material, most organizations today simply want clean, trustworthy entertainment that creates a positive shared experience.
Stage Fright
Michael feels that nervousness before speaking is healthy because it means you care. He always focuses on the mission of the event rather than his own anxiety. Before his performances, he thinks about how to help people relax, reconnect, and enjoy themselves together.
Workplace Relationships Matter
Workplace friendships can significantly improve productivity and retention. Events give employees a chance to see each other outside their normal work roles, creating a more human connection. He recommends seating arrangements that combine new hires, long-term employees, executives, and people from different departments, as this helps younger employees feel included while allowing experienced staff to serve as mentors and support systems naturally.
A Simple Engagement Strategy
A simple idea companies can use at events is to have attendees wear color-coded wristbands or name tags linked to their years of service or departments without them initially knowing their meaning, to create curiosity and conversation. Later during the event, the system is explained, and leaders can use it to highlight employee experience levels and connections across the company. Small details like this encourage interaction and help audiences become more engaged.
How Michael Views AI and Authenticity
Michael believes many people currently feel more stress than opportunity around AI, although he expects that to change. One major problem is that people use AI to bypass authenticity. He has attended company events where executive speeches clearly sounded AI-generated, which immediately reduced the feeling of connection in the room. Michael believes AI should function as a tool rather than replace human communication. At the same time, he expects AI to increase demand for live experiences because people still crave authentic, in-person interaction and shared laughter.
Live Events Still Matter
Live events provide something that screens and AI cannot fully replace. Hearing hundreds of people laugh together creates a shared emotional experience that people deeply miss in a screen-focused world. Michael believes companies that invest in meaningful in-person experiences will continue to see value in stronger workplace culture, better communication, and improved employee relationships.
Michael's Approach to Success
Fame has never been Michael's main goal. He prefers to focus on helping people, creating meaningful experiences, and leaving audiences happier than when they arrived.
BIO: Michael Kent
Michael Kent is an Audience Engagement Specialist. Through more than 2 decades of experience as a Comedy Magician working with corporations, colleges, and military installations, he has mastered the art of one thing:
Connecting companies to their people in a way that's good, fun, positive, memorable - but more than that - meaningful.
He's been named Entertainer of the Year by Campus Activities Magazine, Magician of the Year by the Association for the Promotion of Campus Activities. He has appeared on the television show Penn & Teller: Fool Us.
Michael enhances company events and is passionate about ensuring they have a real-world impact by improving employee retention, reducing absenteeism, promoting a positive corporate culture, and fostering the inspiration that leads to a healthy, profitable organization.
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Podcast: The Internet Says It's True
We are delighted to welcome Eddy Arriola, a rock-star entrepreneur from South Florida, as today's guest.
Eddy has tons of experience building and scaling businesses, including founding Apollo Bank, and he recently published a book on relationships and the art of relational leadership.
Stay tuned for Eddy's expert insights on how relationships shape leadership, business growth, and long-term success.
Eddy's Journey
Born and raised in Miami, Eddy is the son of Cuban immigrants who arrived in the USA after the 1960 revolution. Entrepreneurship is part of Eddy's DNA, shaped by his father, grandfathers, and community. He never even considered working for anyone else, and he has never experienced a traditional job interview. In 1997, Eddy co-founded Inktel with his brothers. He started Apollo Bank in 2008 by relying on his relationships and persistence, and learning as he went.
Entrepreneurial Mindset
Eddy explains that your mindset is built by what you see early in life. Eddy grew up surrounded by entrepreneurs, so starting a business felt natural. He believes that you improve the world by creating jobs, building a good work environment, and setting an example as a leader.
Starting Apollo Bank
Eddy launched Apollo Bank without fully understanding the challenges, which helped him move forward. He started just before the 2008 financial crisis, thinking it would be a short recession. His approach was simple- he just kept on going, and through his persistence, he built credibility and trust with investors, regulators, and clients.
Relationships
Your biggest wins and biggest problems always come down to relationships. Leadership is about getting things done through other people- by managing relationships within your team, building relationships with customers, and within the industry, your community, and your personal life.
Building Teams
Teams are built through trust and relationships. Eddy reached out to people who believed in him and shared his vision. He focused on finding the right mix, including an integrator to complement his visionary role.
Customer Selection
Be very specific about the customers you select. By focusing on the right customers, you can deliver an A-plus product. If you try to serve everyone, your quality will drop. Eddy focused on entrepreneurs and built strong relationships through one-on-one conversations.
Communities
Actively seek out the right communities. Joining EO was one of the most important decisions Eddy ever made. For over 24 years, he has been connecting daily with other members, building meaningful relationships that have shaped his growth- both as a leader and an individual.
Writing a Book
After selling Apollo Bank, writing a book became Eddy's goal. He wrote his book for his younger self (as a CEO of a growing business). The lessons he shares can be broadly applied, especially in a time when people tend to underestimate the value of relationships.
Relational Leadership Framework
Many leaders tend to focus solely on their customers or teams. However, long-term success comes from understanding and working across all your relationship areas, including your relationship with yourself.
The CARPE Framework
By structuring your approach to relationships using Eddy's CARPE framework- Connect, Align, Respond, Prioritize, and Evaluate- you will be able to manage your relationships intentionally instead of reacting to situations.
Respond vs React
Do not react immediately. Instead, take a moment to think about the right response. Quick reactions can create long-term problems, whereas a thoughtful response will help you scale.
Evaluating Relationships
Step back often and assess your relationships. Loyalty matters, but it can slow you down if it is misplaced. So, make sure your relationships support your goals.
Empathy and Understanding
Understanding what is going on with the other person helps you respond better. Empathy allows you to align with the other person's perspective and move forward more effectively.
Misaligned Relationships
You need to recognize when a relationship cannot be fixed. Some people have patterns or issues that will never change. You may even need to let someone who performs well go to protect the organization.
Allocating Time Effectively
Spend your time where it has the most impact. Holding on to low-value relationships out of habit or loyalty can slow your growth. Focus your time on relationships that can move your business forward.
Building Relationships
The best time to build relationships is when you do not need them. Waiting until a critical moment leads to poor decisions. Build connections early so they are in place when you need them.
BIO: Eddy Arriola
Eddy Arriola is a seasoned entrepreneur, CEO, board member, and advisor to CEOs, known for building successful companies and guiding leaders through moments of growth, transition, and transformation. He is the founder and former chairman and CEO of Apollo Bank, which launched during the great financial crisis and grew into one of the most respected banks in the Southeast, ultimately completing a successful exit to a publicly traded company. Under his leadership, Apollo Bank earned national recognition for innovation, corporate culture, and service to the community.
In addition to founding multiple companies and advising high- growth startups, Eddy has served on the boards of private and public companies across sectors—from fintech and healthcare to banking and real estate. His experience includes board service with gMed (acquired by Modernizing Medicine), TotalBank (acquired by Banco Popular de España), and two SEC-registered institutions: Seacoast Bank (NASDAQ: SBCF) and the Federal Home Loan Bank of Atlanta, as well as Linkvest and Plug&Lend. He also served two terms on the board of the Federal Reserve Bank of Atlanta (Miami Branch) and was appointed by President Barack Obama—confirmed by the US Senate—as chairman of the Inter-American Foundation, a position he continued to hold under the Trump and Biden administrations.
Eddy is a nationally recognized speaker, author, a longtime member of YPO and EO, and a trusted advisor to private equity firms and executive teams. His leadership reflects a lifelong commitment to learning, integrity, and helping others grow.
Today, he is an active advisor to companies and CEOs who want to become better leaders, scale their businesses, and lead with greater clarity and confidence. Through his firm, Arriola & Co., he advises CEOs and executive teams on leadership, strategy, and culture. He also serves as a trusted coach, helping leaders navigate complex decisions and high-stakes relationships.
He was born and raised in Miami, Florida, and is a graduate of Boston College and Christopher Columbus High School.
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We're delighted to welcome Jane Burnell-Fraser, a seasoned leader in the global hospitality industry and the founder of Enhance Lux, as our guest today.
With a career spanning multiple countries and senior roles across luxury brands, Jane brings practical insight, bold thinking, and a fresh perspective on the future of meetings, incentives, and luxury experiences.
Jane's Journey
Jane began her career as a banqueting events coordinator in London, where she developed a deep connection with people and learned the mechanics of running a hotel. She progressed to regional commercial sales and joined Four Seasons early in her career, spending 18 years in senior roles worldwide and contributing to hotel and regional openings. She later moved to Hilton, where she helped create a global luxury sales organization.
After years in corporate leadership, driven by a desire to pursue new ideas and create something of her own, she decided to launch Enhance Lux, a consultancy.
Entrepreneurship
Moving from the corporate world to entrepreneurship allowed Jane to pursue ideas more quickly and with greater flexibility. She highlights the importance of leaving on good terms through open, honest conversations. Her early success came through LinkedIn, where she made several new connections that led directly to her first clients, reinforcing the value of visibility and consistent engagement.
Staying Connected
Her experience with remote work supported Jane's transition to working independently. She relies on self-motivation and discipline, applying the same principles she used when leading teams.
Luxury Industry Shifts
Although luxury, supported by high-net-worth individuals who prioritize travel and experiences, continues to perform strongly, Jane insists that this resilience should not be taken for granted, as changing demographics and expectations are reshaping the landscape.
Next Generation of Luxury Consumers
The next generation of consumers is redefining luxury. They prefer authenticity, inclusivity, and sustainability rather than traditional, formal experiences. They still expect high-quality service but want to feel comfortable, express themselves, and engage in experiences that reflect their values.
Changes within the Meetings Industry
A risk those in the meetings and incentive industry face is becoming too comfortable with the current model. While the current model was built on strong relationships, expertise, and logistics, hotels and suppliers are increasingly developing their own capabilities.
Technology and AI
Technology and AI are changing how services are delivered, giving clients more direct access to tools and suppliers and reducing their reliance on intermediaries. Jane emphasizes that this shift cannot be addressed with small adjustments, as it requires clear repositioning of the value being offered.
The Human Experience
Jane highlights the opportunity to move beyond logistics and focus instead on the human experience. That requires understanding clients' businesses, culture, and challenges, and designing experiences that support measurable outcomes, such as engagement and performance.
Opportunities for Advisors
There is now an opportunity for meeting planners and agencies to move beyond a purely logistical role and position themselves as strategic advisors. By engaging more deeply with leadership and organizational goals, they can deliver greater value and demonstrate clear ROI.
Balancing AI and Human Connection
AI can enhance efficiency and support service delivery, but it cannot replace the human connection. In hospitality, the ability to anticipate needs and create meaningful interactions remains essential, and technology should be used to support that rather than replace it.
Future Vision
Jane focuses on helping businesses refine and elevate what they already do well. She works with clients globally and is actively involved in mentoring. She aims to make a practical, measurable impact, particularly with smaller businesses where they can implement change quickly and effectively.
BIO: Jane Burnell-Fraser
Jane Burnell-Fraser is a global luxury & lifestyle hospitality leader with over 25 years of experience driving growth, building high-performing teams, and cultivating strategic partnerships across international markets.
Most recently, she served as Vice President of Global Luxury Sales and Executive Director of Global Luxury Partnerships for Hilton's luxury brands, in which, in addition to building a global luxury sales organization, she led the launch of an innovative global B2B travel-industry loyalty program, delivering increased engagement and measurable revenue growth.
She previously held senior strategic commercial roles at Four Seasons Hotels & Resorts, leading regional commercial sales strategy, supporting international expansion, and strengthening customer engagement across key global markets.
Jane is the Founder & Principal of Enhance Lux, a partnership-driven consultancy helping hospitality, travel, lifestyle, and experience-led brands grow and evolve. She works with businesses to accelerate growth through strategic partnerships, build global ecosystems, and refine commercial strategies and brand positioning, delivering meaningful results.
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Email: jane@enhancelux.com
Welcome to Part 2 of our conversation with Glenn Cohen, former head of psychology for the Mossad.
In Part 1, we explored how resilience is built and how to prepare yourself before the pressure hits. Today, we take it further. Building resilience is one thing. But most leaders struggle to make clear, effective decisions when everything is on the line, and they're facing uncertainty, risk, and real consequences.
In this episode, Glen explains how elite performers think and act under pressure, how they navigate uncertainty when there are no clear answers, and what you, as a business owner or leader, need to do differently when the stakes are high.
Post-Traumatic Growth
Trauma does not have to lead to PTSD. Around 70% of people will encounter a traumatic event, but only about 10–15% develop PTSD. Trauma can shake core beliefs or involve extreme threat, but it can also be an opportunity for growth. Knowing this creates strength and shifts expectations.
Resilience vs Growth
Resilience is the ability to bounce back. Growth is the ability to bounce forward. Rather than simply recovering from a traumatic event and returning to their previous level of functioning, people can develop new meaning, discover capabilities they did not know they had, and build a stronger sense of self. Real transformation happens when you shift from simply recovering to actually growing.
Coping
Even in extreme situations like captivity, people demonstrate an inherent ability to cope. Some individuals can survive severe physical and psychological trauma and still move forward. Many prove to themselves that they are capable of far more than they imagined, reinforcing a new sense of strength and resilience.
Meaning
A clear sense of meaning keeps you moving forward, even when everything else is gone. As Viktor Frankl describes in Man's Search for Meaning, those who hold onto a strong why, or something bigger than themselves, are far more able to endure extreme hardship. That sense of purpose does not remove the suffering, but it gives it direction, and, in many cases, that direction becomes more powerful than the physical conditions themselves.
Small Wins
Small actions build psychological stability and help individuals function under extreme pressure. Finding small wins in uncontrollable situations restores a sense of control. When business leaders track time, create routines, or follow daily patterns, it anchors their identity and reduces chaos.
Belief Is the Foundation
Belief in oneself, in others, and in something greater is the most important coping mechanism. It drives action, endurance, and recovery. When belief is strong, other capabilities follow.
The Stockdale Paradox
Balancing realism with hope is essential. Facing brutal facts while maintaining belief in a positive outcome prevents disillusionment. Leaders must avoid unexamined optimism and instead operate with grounded confidence and openness to uncertainty.
EQ Over IQ in Leadership
Emotional intelligence consistently outweighs IQ in leadership and performance. High EQ enables connection, trust, and motivation. Leaders who rely only on logic and data tend to create disengaged teams, while those who lead with EQ generate commitment and energy.
Togetherness and Trust
Build togetherness on trust and psychological safety, a concept popularized by Amy Edmondson. Teams perform best when individuals can show vulnerability, admit mistakes, and rely on each other. That level of trust unlocks creativity, collaboration, and resilience.
Facing Reality
Life includes joy and suffering at the same time. Accepting this duality prepares individuals to handle adversity without becoming destabilized, allowing them to move forward without denial or false expectations.
Collective Strength and Resilience
Amplify strength through unity. Facing adversity together builds resilience at both the individual and collective levels. Shared belief and connection enable not just survival, but the ability to continue and thrive.
BIO: Glenn Cohen
Hostage Debrief team leader and former Mossad Chief Psychologist.
Born and raised in NYC, he moved to Israel after high school and served for over 30 years as an air force pilot, Mossad officer, special forces psychologist, and IDF hostage negotiator.
Since retiring with the equivalent rank of Colonel, Glenn has trained top business and military brass in the five "E.L.I.T.E." keys to resilience and peak performance, which he pioneered during his tenure at Mossad.
Glenn Cohen immigrated to Israel from the United States and, as a college basketball player, gave up a scholarship to enlist in the IDF during the 1982 Lebanon War. Against all odds, he fulfilled his dream, and despite a 90% attrition rate, he graduated from the prestigious Israel Air Force Academy and earned his wings as a pilot.
After serving for 7 years as a helicopter pilot in the Lebanon war zone, Glenn was recruited into the Mossad and served for over 25 years in various positions, reaching the equivalent rank of colonel as Chief psychologist. In this capacity, he was responsible for selecting and training the elite operatives to believe that there is no such thing as an impossible mission.
Glenn accompanied and advised commanders from the cutting-edge units of the defense establishment – Mossad, Shin Bet, "Yamam" SWAT teams in all matters related to resilience and peak performance under extreme conditions. Based on thousands of hours of mentoring combatants and commanders from the most elite units of the defense establishment, Glenn developed the ELITE method for leadership and team building.
Since he retired from the Mossad in 2015, Glenn has shared the ELITE method, mentoring and training CEOs and their teams from leading organizations around the world, enabling them to reach their full potential and execute like an ELITE team.
Since October 7th, Glenn served for over five months in emergency reserve duty in the IDF Hostage Negotiation Unit, where he was designated to be the first mental health professional to meet the released hostages upon their return to Israel. Subsequently, he wrote the protocol for recovering the returned hostages and led a team of psychologists who debriefed the 168 hostages upon their release.
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Real resilience is forged when the stakes are high- under pressure, in uncertainty, and when there's no margin for error.
Today, we're excited to have Glenn Cohen, former head of psychology for the Mossad, joining us for the first part of a two-part series. With years spent in some of the most extreme environments imaginable, Glenn brings a rare understanding of how people think, react, and perform when it matters most.
In this episode, he breaks down his elite program for executives, clarifying what it truly takes to build mental strength and how those lessons translate to business owners and leaders. He also shares powerful, previously unspoken insights into what happens to the human mind under extreme pressure, and what enables some people to recover and come back stronger.
Glenn's Journey
Glenn was born in New York City to a Swedish mother and an American father who died when he was six. After his father's death, he cut off his emotions and became "the Ice Man." His mother raised two children alone and, keeping her promise to provide a proper Jewish education, they returned to New York.
Glenn's original plan to pursue basketball at Brandeis University changed after a year in Israel during the first Lebanon War, which led him to join the IDF. Against all odds, he became an Air Force pilot and served as a search-and-rescue helicopter pilot, saving lives under fire. He was later recruited by the Mossad, where he spent 25 years and became the Chief psychologist for operational personnel. After retiring, he developed an elite executive program and currently works with corporate teams and executives.
Resilience
Anyone can become an elite operator and perform on the highest level by learning Glenn's Elite Method. It starts with having one adult believe in you and combining that with real effort. That creates a sense of responsibility and pushes you to do everything possible to succeed. Hard work and commitment make all the difference!
Belief and Effort
Being seen as a person rather than just a number changes everything. When someone believes in you, it motivates you to work harder and stay committed. Putting in extra hours and effort is essential, especially when you need to prove that what you have always believed is true.
Emotional "Armor"
Resilience comes down to managing the thickness of your emotional "armor"- how much you shut down or stay open under pressure. If your armor is too thick, you disconnect from your emotions, making you not aware enough of danger or other people. If it is too thin, you become overly sensitive, anxious, and easily overwhelmed. The goal is to find the right balance so you can stay aware, responsive, and in control in different situations.
Emotional Release
After intense situations, there has to be a discharge of built-up emotional and physical tension. Holding everything in causes the tension to get stuck, while releasing it allows the body and mind to reset and continue functioning. A short release, such as a "power cry", helps you restore your energy and enables you to keep performing at a high level.
Leadership
Leadership is not always inherent. It can be learned. For many leaders, internal pressure feels like an existential threat. Pressure, however, is not just about the external situation. It's about how it is perceived. Strong leadership comes from managing your emotional world, not just focusing on execution.
The Elite Method Framework
Everything begins with the emotional world. The E Factor explains that emotions drive execution. However, most decisions are not made rationally. They are made psychologically and emotionally. So, execution is the final step, not the starting point.
Emotional Intelligence
Your performance improves when you understand what is going on inside you and around you. Leaders need to recognize their emotional needs and respond to them. That awareness allows for better connection, influence, and execution.
Tunnel Vision
In chaos, most people default to tunnel vision, focusing only on what is directly in front of them. That makes it hard to see the full picture. Effective leadership requires stepping back, thinking broadly, and working with others.
Balancing Mission and Humanity
High-pressure situations require both execution and sensitivity. It is not enough to focus only on the mission. You also need to take care of people and give them a soft landing.
Leadership Influence and Responsibility
Everything you do as a leader has an impact. What you say, how you act, and how you show up will influence others. Understanding that requires responsibility, but also gives you the ability to shape your environment and culture.
Bias and Human Behavior
People look for what they expect to find. Once there is a bias, they tend to interpret everything in ways that support it. That is generally influenced by others and by authority, making it easy for people to believe whatever fits their view.
Post-Traumatic Growth
Extreme situations not only lead to trauma but can also lead to growth. When people believe they can handle extreme situations, they find a way to move forward and grow from it.
BIO: Glenn Cohen
Hostage Debrief team leader and former Mossad Chief Psychologist.
Born and raised in NYC, he moved to Israel after high school and served for over 30 years as an air force pilot, Mossad officer, special forces psychologist, and IDF hostage negotiator.
Since retiring with the equivalent rank of Colonel, Glenn trains top business and military brass with the five "E.L.I.T.E." keys to resilience and peak performance, which he pioneered during his Mossad tenure.
Glenn Cohen immigrated to Israel from the United States and gave up a scholarship as a college basketball player in order to enlist in the IDF during the 1982 Lebanon War. Against all odds, he managed to fulfill his dream, and despite a 90% attrition rate, he graduated from the prestigious Israel Air Force Academy and received his wings as a pilot.
After serving for 7 years as a helicopter pilot in the Lebanon war zone, Glenn was recruited into the Mossad and served for over 25 years in various positions, reaching the equivalent rank of colonel as Chief psychologist. In this capacity, he was responsible for selecting and training the elite operatives to believe that there is no such thing as mission impossible.
Glenn accompanied and advised commanders from the cutting-edge units of the defense establishment – Mossad, Shin Bet, "Yamam" SWAT teams, in all matters related to resilience and peak performance under extreme conditions. Based on thousands of hours of mentoring combatants and commanders from the most elite units of the defense establishment, Glenn developed the ELITE method for leadership and team building.
Since he retired from the Mossad in 2015, Glenn has shared the ELITE method, mentoring and training CEOs and their teams from leading organizations around the world, enabling them to reach their full potential and execute like an ELITE team.
Since October 7th, Glenn served for over five months in emergency reserve duty in the IDF Hostage Negotiation Unit, where he was designated to be the first mental health professional to meet the released hostages upon their return to Israel. Subsequently, he wrote the protocol for recovering the returned hostages and led a team of psychologists who debriefed the 168 hostages upon their release.
Connect with Eric Rozenberg
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Listen to The Business of Meetings podcast
Subscribe to The Business of Meetings newsletter
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On his website
We are delighted to welcome Ashleigh Cook, the Chief Marketing Officer of RainFocus, as today's guest.
In this episode, Ashleigh focuses on strategy, data, AI, and the aspects of events that must change. Stay tuned to learn how, with the right strategy and data foundation, events can truly become impactful drivers of business growth.
Ashleigh's Journey
Ashleigh began her career in the research and advisory space at companies such as Gartner and Forrester, where she managed marketing programs and consistently tracked events that drove the strongest growth. She joined RainFocus in 2020, during the pandemic, inspired by its focus on data and personalization. There, she saw firsthand how virtual events expanded reach and accessibility, and how hybrid experiences strengthened engagement. Today, she collaborates with leading brands to develop event strategies that enhance business outcomes.
Events
Ashleigh believes that events are one of the most effective ways to bring teams together around the customer experience. They help attract new customers, deepen relationships, and build loyalty. She points out that conversion rates from events are consistently strong, making them a powerful channel when used intentionally.
Formatting Events
The format of an event should always reflect its goal—virtual works well for reaching wider audiences and delivering content at scale. In-person is more impactful for connection and relationship-building. Hybrid offers flexibility, while roadshows are becoming more common to meet audiences where they are.
Clear Intent
A key message from Ashleigh is to avoid running events just because they happen each year. She encourages organizations to be clear about what they are trying to achieve, and then design the event around that goal.
Beyond Attendance
Ashleigh explains that event registrations and attendance only tell part of the story. What really matters is how people engage at events, the sessions they attend, who they meet, and how actively they participate throughout the event.
Data
Ashleigh emphasizes the importance of event data after the event ends. Teams should focus on follow-up, understanding attendee interests, and tracking how those interactions turn into opportunities, accelerated deals, and long-term relationships.
Data Strategy
Data should be intentional. Instead of simply collecting information habitually, organizations should consider how they will use it across the entire customer journey, from registration to post-event engagement.
Personalization
With the right data, events can become far more personalized. Attendees can be guided toward sessions, content, and experiences that match their interests, making their time more valuable and increasing engagement.
AI
AI helps teams save time and work more efficiently. It supports recommendations, workflows, and analyzing feedback, allowing teams to focus less on logistics and more on creating better experiences.
The Human Element
While AI is powerful, Ashleigh is clear that it cannot replace human connection. The real value of events lies in relationship building, trust, and in-person interactions.
An Ongoing Journey
Ashleigh encourages people to think beyond one single event. Events should connect to a broader journey, where each interaction builds on the last and helps teams engage more meaningfully over time.
Events Are Growing
More organizations are investing in events because they offer a real connection in an increasingly digital world. Events cut through the noise and create lasting impact.
Learning and Staying Relevant
Keeping up with new tools and trends does not have to be overwhelming. Ashleigh recommends learning from peers, joining professional communities, and experimenting with new technologies to build confidence and improve results.
Authenticity Matters
Authenticity matters. As more content becomes automated, people are becoming more adept at spotting what feels real. Lasting connections and strong brands come from genuine, human interaction.
BIO: Ashleigh Cook, Chief Marketing Officer at RainFocus
Ashleigh is an accomplished marketing executive with deep expertise in sales, marketing, and product best practices and technology. She is driven by a passion for helping high-growth companies establish and scale marketing functions to deliver an exceptional customer experience that aligns with rapidly changing expectations and technology advancements.
Before RainFocus, Ashleigh led marketing teams spanning GTM strategy, demand generation, ABM, client marketing, and operations at SiriusDecisions and Forrester. Ashleigh holds her BSBA in Marketing from the University of Richmond. Outside of work, she enjoys spending time with family, golfing with her husband, being active with her dog, and traveling.
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We are delighted to welcome Natalie De Fazio, Founder and CEO of Pinnacle Live, as today's guest.
Natalie is a seasoned entrepreneur with a strong background in leadership and consulting, including roles at consulting firms such as KPMG. Over the years, she has collaborated with many leading names in AV production within the meetings and events industry and is now focused on building and growing her new brand.
Stay tuned to hear Natalie's story and the insights she shares today.
Natalie's Journey
Natalie began her career in consulting after studying business and economics, working across multiple industries and building expertise in strategy, analysis, and leadership. After working at several firms, including KPMG, she became an independent consultant and soon realized the value of bringing a fresh perspective to organizations. Her work with Freeman introduced her to the events space, where she fell in love with the people and the experiences they offered. She went on to co-found Pinnacle Live in 2021.
A Customized Experience
Pinnacle Live was created to fill a gap in the audiovisual services space within hotels. They focus on delivering a more customized, higher-touch experience rather than trying to be everything to everyone. This positioning enables the company to serve venues that require a more customized solution, while maintaining a strong emphasis on relationships, service quality, and consistency.
An Outside Perspective
Pinnacle Live's key advantage comes from not being originally rooted in the events space. Questioning "why" and challenging the way things have always been done opens the door to new ways of thinking. Bringing in ideas from other industries helps avoid an echo chamber and encourages innovation, curiosity, and solutions more closely aligned with customer needs.
Innovation
Natalie believes that innovation is about trying new things that actually drive value, rather than simply changing for the sake of change. Creating a culture where people are willing to try and fail fast opens the door to better ideas. Maintaining a smaller-company feel while growing allows every voice to be heard and ideas to flow freely, regardless of role or title.
Data
Data highlights trends, indicators, and direction, but it does not tell the whole story. Combining data with anecdotes and opinions creates a far more complete picture. Clear KPIs across leadership, regular review, and accountability ensure alignment, while avoiding overreaction to short-term fluctuations.
Transparency
A high level of transparency around financials, performance, and goals helps employees understand the bigger picture and their role within it. Sharing both positive and bad results builds trust, encourages ownership, and creates a more engaged workforce. Natalie applies the same transparent philosophy to her customers.
Hiring
For Natalie, recruiting is about more than competencies and professional experience. She looks for people who believe in the vision, feel fulfilled by the work, and are excited to be part of building something. It has to be a match because even highly capable people won't perform at their best if they're not genuinely invested in the role and the company's direction.
Creating Experiences
Events are no longer just about sitting in a room and watching presentations. People want immersion and a sense of belonging. The role of an AV and production partner is to understand the objectives and bring creative ideas to life through sound, light, and visuals, creating a feeling and environment that delivers on those goals.
Trust
Establishing trust is paramount for Natalie. Communication, proactive planning, and reliability are essential for delivering a seamless experience. The best feedback comes from being easy to work with, dependable, and consistently delivering on expectations, driven entirely by people who are both passionate and well-trained.
AI
Natalie feels that AI saves time and removes manual work. That gives teams more time to focus on more valuable work, such as working with customers, innovating, and developing better experiences. However, human input remains essential to ensure it is thoughtful, strategic, and correct.
In-Person Experiences Still Matter
Natalie believes that people still want to connect, collaborate, and share their experiences. Virtual and hybrid events have their place, but they are not quite the same. When people come together, their experience must feel intentional and immersive, and be something they are part of rather than just watching.
Maintaining Quality While Scaling
Natalie wants to ensure that Pinnacle Live continues to deliver high-touch services, tailored solutions, and real relationships. For her, that means constantly asking how to improve the experience and making sure her team fully understands the required standard.
Looking Ahead
Natalie wants Pinnacle Live to continue delivering consistently for clients and continue building strong relationships with hotel partners. She also sees growth in the broader production space, expanding beyond hotels into more complex production work. Her goal is to continue building the business while staying true to its founding goals.
BIO: Natalie De Fazio
Natalie De Fazio is the Chief Executive Officer of Pinnacle Live, a leading provider of premium event technology and production services. A seasoned executive with more than 20 years of experience in strategy consulting, operations, and corporate leadership, Natalie specializes in transforming organizations, building high-performing teams, and driving sustainable growth.
Before becoming CEO, Natalie served as Founding President of Pinnacle Live, where she played a central role in shaping the company's strategic direction, expanding capabilities, and strengthening its people-first culture. Prior to founding Pinnacle Live, she served as Vice President of Corporate Strategy at Freeman Company and was a member of the Executive Committee at Encore Event Technologies.
Earlier in her career, Natalie held leadership and consulting roles at KPMG, Stax Inc., Aon Hewitt, and Accretive Health, and founded her own consulting firm, NMD Strategy. Known for her pragmatic, data-informed leadership style and passion for innovation, Natalie is committed to elevating live event experiences and advancing an industry built on meaningful human connection.
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Today, we're taking a closer look at what it truly means to build a business that works. We're moving beyond the notion of being busy, booked, and indispensable, and instead focusing on how to create a business that delivers real value.
Stay tuned as we explore why so many business owners still operate like highly paid freelancers, and what needs to shift to build something scalable, transferable, and sustainable.
Busy and Booked
If your business stops when you stop, you own a job, not a business. Being busy and booked does not mean you're successful. Revenue is not the same as business value, and strong client reliance on you could indicate that the business is fragile, as it depends on your direct involvement.
The Biggest Industry Lie
The industry glorifies and rewards hustle, hero mode, last-minute problem-solving, and being indispensable, even though it often leads to stress and burnout. The more indispensable you are, the less valuable your business becomes to a potential buyer. A business built on dependency is not a company, because you, as the owner, are the system.
Transferability
The goal is transferability, not performance. A real business can operate without you. If someone else cannot sell, deliver, manage clients, and make decisions, you don't have a business asset. Your focus needs to shift from creating amazing events to making them repeatable without you.
The Hero Trap
The Hero Trap stems from the belief that nobody can do it better than you. You become the fixer, the closer, the savior. It feels rewarding, but it makes the business entirely dependent on you.
The Customization Trap
Each client is different. Your offers should be tailored, and your client's needs must be understood, yet there must still be a repeatable process. Without standardization, customization kills scalability and limits growth.
The Control Trap
Believing that things will not be done right unless you do them yourself keeps you involved in everything. That notion is usually driven by perfectionism and fear of delegating. It leaves you stuck and repeating the same patterns, which prevents business growth.
A Real Business
A real business has defined offers, not random services. It has a sales process and a clear sales playbook that enable others to sell consistently. It has delivery systems and documented workflows. It also has a team, where people can make decisions within a clear framework without constantly requiring approval.
Documentation
If something lives in your head, it does not exist. Documentation allows you to train others, delegate effectively, and create consistency. It also creates the highest value for your business.
From Operator to Architect
Operators solve problems, architects eliminate them. The operator mindset focuses on getting things done, fixing problems, and personally delivering outcomes, whereas the architect mindset focuses on designing systems. So, instead of doing everything themselves, those with the architect mindset assign ownership to others.
Practical Steps
Start by identifying where the business depends on you. It could be sales, client relationships, delivery, or perhaps even decision-making. Then systemize one area at a time, ideally starting with sales or delivery. Create a sales playbook that includes questions, objections, and answers. Document everything before delegating to avoid chaos. Finally, build ownership by making your team responsible for outcomes.
Building A Scalable Business
The ultimate goal is a business that can run independently of you. Ask whether the business could operate for 30 days without your involvement. Consider whether someone else can close deals, deliver projects at your standard, and manage clients. If you cannot step away, you cannot scale, and you cannot sell the business.
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AI is no longer just a tool. It is changing how we work, how we deliver value, and how we run our businesses.
In this episode, Eric discusses a major shift happening in our industry. He breaks down what is really happening and how you, as a business owner, can remain relevant and competitive.
Major Change
We are in a period of significant change. This shift is not only about technology. It's about the value we bring and who will capture that value moving forward. It brings both opportunities and challenges.
Beyond Assistance
In the past, AI mainly assisted with small tasks. Now, it is executing. It can complete entire processes, not just support them. This simplifies many activities and dramatically increases their execution speed.
Acceleration
AI is now helping to build better AI. That creates a cycle of continuous improvement, which is why everything is accelerating so quickly right now.
Replicable Tasks
Much of the work done in business today, such as proposals, RFP responses, presentations, and client communication, can now be handled by AI. While not perfect, it is fast enough to change expectations and reduce the time required.
Changing Expectations
Tasks that previously took hours can now be completed in minutes. This is forcing business owners to reconsider their productivity, pricing, and service delivery.
Human Value
Human connection remains a key part of doing business. AI is not replacing people. Clients continue to buy from people they trust because they value their relationships, judgment calls, and outcomes.
A Role Shift
The role of professionals is changing. Instead of focusing on execution, they can now focus on defining problems, designing solutions, and coordinating tools. AI supports the execution layer.
Levels of Adoption
Business owners are responding to AI in different ways. Some ignore it, some use it occasionally, and others fully integrate it into their operations. Those who build systems and use AI strategically will gain the most advantage.
Smaller Teams
AI enables businesses to scale more efficiently. With the right systems and tools, small teams can now achieve results that previously required much larger organizations.
Daily Use
Using AI occasionally is not enough. Regular, daily use is required to understand its capabilities and integrate it effectively into your workflow.
Overwhelm
With many different AI tools available, it is easy to become overwhelmed. The best approach is to focus on a few tools, learn them well, and then apply them to your work.
Workflows
Instead of focusing on individual tasks, it is important to map out your workflows. That will help you identify where to apply automation and improve your use of AI.
Evaluate
Business owners should assess their activities and decide what can be automated, what should remain human, and where they add the most value. It is advisable to focus on areas that AI cannot replace.
Leadership
Although AI is taking over execution, leadership remains human. Decision-making, ownership, and strategic thinking remain the responsibilities of business owners.
Practical Steps
Start immediately. Set aside time to explore AI, test various tools, and begin automating repetitive tasks.
A Unique Opportunity
Despite all the uncertainty, this is one of the best times to own a business. Those who can adapt, learn, and take action will benefit the most from all the available opportunities.
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Building a successful business can be an exciting, energizing, and deeply rewarding experience. But it often comes with unexpected lessons.
In this episode, Eric shares three pivotal moments that profoundly shaped his entrepreneurial journey. If you're an entrepreneur building, growing, or scaling a business, these insights will help you understand why you must stop trying to do everything yourself and, instead, start leading and building structured systems that will allow your business to grow.
A Trap
In the early years of building a business, success can feel exciting and validating. However, when the business owner tries to do too much personally without delegating or implementing systems, success can quickly become exhausting. Constant pressure, no real time off, and daily operational issues can turn growth into a trap rather than an advantage.
The Bottleneck
Without structure and delegation, the business owner becomes a bottleneck in the company. The turning point comes when the owner finally realizes that instead of building the business around themselves, they must create a business that can scale, with proper systems, structure, and the right people in place.
A Stressful Situation
One project nearly put Eric's company out of business when a trusted industry contact claimed to have access to sought-after FIFA World Cup tickets. After Eric's client wired the money and he transferred the funds, it became clear the tickets likely did not exist. After weeks of intense work, Eric ultimately secured the tickets and delivered the project successfully. That experience exposed just how fragile his business was without proper checks, verification, and systems in place.
Reality Check
A wake-up moment often occurs for business owners when an opportunity arises to sell their business. Many owners believe their company is worth far more than what buyers are actually willing to pay. Passion, creativity, reputation, and great clients feel incredibly valuable to the person who built the business. However, buyers tend to evaluate companies with an entirely different set of criteria.
What Buyers Actually Evaluate
Buyers tend to focus on recurring revenue, systems, leadership, and consider whether the owner is a bottleneck or if they have a trusted team already in place. They also examine client diversification and the overall structure of the business. Those elements determine how sustainable and scalable the business truly is, which ultimately influences its valuation.
Wake-Up Moments
Wake-up moments are essential for business owners to become psychologically open to change. Before experiencing wake-up moments, advice about systems, structure, strategy, or leadership tends to feel abstract to most business owners. After a wake-up moment, however, they usually become far more receptive to rebuilding aspects of their company and ensuring the right systems are in place.
The Cycle Many Business Owners Experience
The entrepreneurial journey often begins with excitement. While building something new, the business grows, clients are happy, and the reputation increases. Over time, however, complications arise, and the business owner becomes overwhelmed. Eventually, they realize that the business model and structure must change for the company to move forward.
Evolving
The next phase of the business requires a stronger structure, clearer strategy, leadership evolution, and delegation. Most importantly, it requires a change in the owner's mindset. For that to happen, business owners must stop trying to handle everything themselves and start building a structured business that can operate effectively.
Mentors and Coaches
Investing in personal and professional growth helps entrepreneurs to avoid repeating the same patterns and reach the next stage of their journey. Talking to successful and experienced business owners can make an enormous difference. Mentors and coaches help entrepreneurs see what needs to change in their business and how to move forward.
Building a Business
The goal of every entrepreneur should be to move from constantly reacting and solving problems to running a structured company with proper systems and leadership in place. When business owners are no longer the bottleneck, they can finally build a business that is stronger, more valuable, and better positioned for long-term success.
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Today, Eric addresses the uncertainty we're experiencing in the world.
Uncertainty has become the new normal, and our industry has shifted fundamentally with buyers being more cautious, procurement tighter than ever, and AI reshaping how we work. However, that uncertainty also provides opportunities.
Our Industry Has Changed Permanently
You must be cautious about every buying decision. Procurement teams are asking tougher questions. AI is transforming how work gets done. At the same time, as technology increases, so does the desire for real human connection. With many owners retiring and no clear successors in place, consolidation is creating space for those who are prepared. There is disruption, but there are also real opportunities.
A Fragile Business
If everything in your business relies on you, the business is vulnerable. Tough markets reveal when revenue is inconsistent, messaging is unclear, or too much income depends on one client. They also show when the owner has become the bottleneck. A business that can perform well only when conditions are easy is not well-structured. It is running on momentum. Building it as if you might sell it one day forces you to delegate, build stronger systems, and create long-term stability.
Clarity
Clarity is your competitive advantage. Uncertain times expose weak positioning, unclear offers, revenue concentration, and emotional decision-making. If you cannot quickly explain who you serve, the problem you solve, and why you're different, you will struggle when budgets tighten.
Emotional Reactions Undermine Growth
When pressure rises, it's easy to react. Panic marketing, heavy discounting, agreeing to everything, overworking, or avoiding financial reviews may feel productive, but they erode value. Operating in survival mode replaces strategy with short-term fixes. And hope, no matter how positive, is not a viable financial plan.
Five Non-Negotiables
Five areas deserve consistent attention: financial clarity, focused positioning, a predictable revenue engine, disciplined time management, and emotional control. Those are leadership fundamentals, and when they are strong, uncertainty becomes manageable.
Financial Clarity
Know your monthly break-even. Know your six-month runway. Understand your cash flow forecast and your pipeline. Review your KPIs weekly. You don't have to prepare every report yourself, but you must understand the numbers. When you know where you stand, uncertainty loses much of its power.
Focused Positioning
Generalists struggle in tight markets. Be clear about who you serve, the problems you solve, and why your experience makes you the right choice. If you can explain your positioning confidently in 30 seconds, you're already ahead. Clear positioning attracts the right clients and filters out the wrong ones.
A Predictable Revenue Engine
Referrals are valuable, but they are not enough for consistent growth. Track your indicators, your calls, meetings, proposals, conversion rates, and follow-ups. Put simple systems in place so the business does not rely solely on your personal energy. The less the day-to-day business operations depend on you, the more valuable and sustainable the business becomes.
Blocking Time
Block time for revenue-generating work. Block time for strategic thinking. Block time to review your numbers. Block time for team alignment and mentorship. If growth matters, it needs space in your calendar.
Calm Is Contagious
Your team and clients take their cues from you. When you remain calm and steady, they feel reassured. When you react emotionally, your instability spreads. Entrepreneurship will always have its highs and lows. Calm, steady leadership creates confidence in any situation.
A 30-Day Reset
Audit your financial runway. Clean your pipeline and assign realistic probabilities. Clarify your core offer in one sentence. Remove at least one low-margin distraction. Schedule weekly CEO time. Small, consistent structure creates meaningful momentum.
Conclusion
Uncertainty is a reality, and consolidation is accelerating. Those with structure, clarity, and discipline will benefit; those without them will struggle. Whether you run a solo business or lead a large team, processes, financial visibility, and calm leadership are essential. Focus on what you can control, build the structure, and keep moving forward.
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Today, we are excited to welcome entrepreneur Megan Gross, founder of The Bonsoir, a boutique events firm that curates high-touch small events to bring startups and investors together. Megan is currently based in the San Francisco Bay Area and is expanding into South Florida.
In this episode, she shares her journey, highlighting small, personalized events as the future of business relationships.
Megan's Journey
After college, Megan moved to Las Vegas to work for nightclubs, restaurants, and a major pool party. Drawn by a lifelong dream to live in Paris, she worked at the exclusive club Matignon near the Champs-Élysées as a VIP host. Although it failed to unfold as planned, it redirected her to the Bay Area, where she immersed herself in the startup ecosystem. After working on a platform of extraordinary experiences and then at Mastercard, she launched The Bonsoir as a niche, designing intimate gatherings for founders and investors, blending hospitality and bold creativity.
Bold Risks
Megan believes in trusting her instincts and taking big risks, even without every detail in place. Her move to Paris and then into entrepreneurship were not calculated step-by-step strategies. They were decisions rooted in her conviction. Things did not always work out as expected, but each step redirected her toward something more aligned with her.
A Competitive Advantage
From the years she spent working at nightclubs, restaurants, and large-scale pool parties, Megan learned relationship skills that corporate settings seldom provide. Reading a room, remembering names, managing personalities, and creating the right energy are all directly applicable to business. As technology and automation grow, these human-centered skills become even more valuable in a digital-first world, where authentic connections truly stand out.
Building Without Traditional Frameworks
Launching her company without agency or corporate training forced Megan to create her own systems. Although it initially felt like a disadvantage, it allowed her to innovate beyond standard industry templates. She sources vendors from unexpected places, leverages global relationships, and builds unconventional events.
The Purpose–People–Process Framework
Connection can be engineered when purpose, people, and processes align. Purpose defines the specific goal of the gathering. People determine who must be in the room—and who should not. The process covers every touchpoint, from invitation wording to seating charts to follow-up. When those circles intersect, connections form intentionally rather than by accident.
The Gather Method
Megan's GATHER method is an acronym for her six event strategy components: Guest List, Atmosphere, Timing, High Touch, End Game, and Relationships. The Guest List is the most critical decision. Atmosphere sets the emotional tone. Timing ensures real interaction, and High Touch keeps her experiences personal and intentional. The End Game clarifies measurable outcomes, and Relationships are Megan's ultimate objective, with the event serving as the vehicle instead of the destination.
Why Smaller Is More Powerful
Megan believes intimacy drives impact. Her ideal event has fewer than 20 people, as that allows depth of conversation and meaningful follow-ups. Instead of a massive gathering, she recommends smaller, recurring events that build layered relationships over time. Scarcity and selectivity tend to elevate perceived value and strengthen engagement.
Scaling a High-Touch Business
Scaling micro-events presents unique challenges. Megan addressed this by productizing her dinner format, standardizing structure while keeping personalization intact. She built operational systems and hired leadership support, even when stepping away from production felt difficult. Delegation allowed her to grow without compromising on quality.
Why AI Increases the Demand for In-Person Events
As AI accelerates digital interaction, in-person gatherings become more valuable. When it becomes increasingly difficult to distinguish what is real online, physical presence can build trust. Technology may automate communication, but it cannot replicate a shared human experience.
BIO:
Megan Gross is the founder of The Bon Soir, a boutique events firm that brings together investors and startups through smart, high-touch events that build trust and accelerate deal flow.
Her training comes from running high-pressure nightclubs in Las Vegas. She later worked at a unicorn startup acquired by Mastercard, helped launch Mastercard's global Priceless Experiences platform, led a global community dining initiative at Airbnb, and built The Bon Soir into a go-to event partner for venture firms.
She is based in the San Francisco Bay Area, hosts The Supper Club in San Francisco, curates private dinners for funds, and produces one of the largest events in the VC platform community.
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As a business owner, are you feeling overwhelmed?
Eric believes that overwhelm is seldom about having too much to do. It happens when business owners fail to structure their time as a CEO should and instead react emotionally rather than lead strategically.
Overwhelm
Overwhelm often comes from reacting instead of leading. Jumping in to fix problems, answer clients, and put out fires feels productive, but it keeps you stuck working in the business instead of on it. Responsiveness is often mistaken for leadership, but constant firefighting is not a strategic approach to leading a team.
Role Confusion
As a business owner, you wear multiple hats. Without clearly defining which role you are playing at any given time, your brain never switches off. Constant mental switching is unsustainable. Blocking time for specific responsibilities will reduce mental clutter and restore focus.
Decisions Not Made
Unmade decisions accumulate over time. Niche, service scope, pricing, team expectations, and client expectations all require clarity. When they are not addressed at the right time, they pile up. Constantly facing all the decisions that need to be made saps your energy and heightens overwhelm.
Doubt Amplification
Revenue is a rollercoaster, not a straight line. When challenges arise, doubt surfaces. Questions like "Am I good enough?" or "What if this doesn't work?" begin to amplify. Every entrepreneur faces doubt, but it becomes dangerous when it takes over and paralyses you.
Priority Integrity
The issue is not time management but priority integrity. Without clear priorities, confusion grows. Business owners have three levels of work: survival work for their clients, stability work on their systems and financial clarity, and growth work on their marketing, sales pipelines, team development, and scalability. Most business owners tend to get stuck at the survival level.
Building Value and Freedom
Long-term value is created by focusing on growth and building a scalable model. The less involved you are in daily activities, the higher the value of your business. A transferable business must be structured and team-based, rather than relying on a single person to manage all the chaos.
Time Blocking
Decide what truly matters over the next 90 days, choose one objective that will make your revenue more predictable, and focus on it. Then, create some non-negotiable CEO time- at least two 90-minute blocks per week, with no interruptions. Use that time to strategize, review your pipeline, refine your pricing, design systems, and prepare playbooks. And every night, define three meaningful outcomes for the next day. Remember to focus on the outcomes, not the tasks.
Creating Clarity
Doubt often shows up when you raise prices, invest in support, delegate responsibility, or start saying no. Growth is uncomfortable, and that discomfort can easily be misinterpreted as a sign that something is wrong. The key is to separate emotion from evidence. Instead of relying on how things feel, look at the data: the size of your pipeline, your conversion rate, your margins, client retention, and your key performance indicators. Build a dashboard, review it consistently, and let the facts guide you. Clarity comes from evidence, not emotion.
Energy and Leadership
Overwhelm is often a sign that your energy is depleted. Sleep, training, learning, and setting aside uninterrupted focus time are essential. Constant accessibility destroys your ability to think strategically. If you do not have time to think, you will not have time to lead.
Practical Actions to Reduce Overwhelm
Block your time and focus on priorities. Create a list with five activities to eliminate and three to delegate within 30 days. Build systems for predictable revenue across sales and execution. Focus on what you should delegate so that you can focus on representing the business and maintaining client relationships. Create accountability with your peers through coaching or with a structured review. Overwhelm is often the byproduct of avoiding leadership.
Always remember that high performers don't do it alone.
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Today, we're talking about ways to structure your business to be sold, even if you're not actively thinking of selling.
In this episode, Eric breaks down the five critical elements you need to consider to make a business sellable. Stay tuned for five game-changing elements that will help you build a valuable and scalable business that runs successfully, with or without you.
Can It Be Sold?
If your business cannot be sold, you don't own a business — you own a job. The real test is simple: what happens if you disappear for 90 days? A true business will survive your absence. That standard forces you to build something transferable, stable, and valuable.
Predictable Revenue Creates Stability
You need clear visibility into where your future income will come from. Contracted recurring revenue is the gold standard, and repeat clients follow closely behind that. Revenue predictability allows you to plan investments, manage your cash flow, and reduce risk.
Diverse Client Base
Avoid over-relying on any single client. Overreliance on a single client erodes a business's value and increases its vulnerability. It's best to diversify your client base so that no single client accounts for more than 20% of your profit.
Documenting Processes
Document everything. If your systems are not documented, the company has little transferable value. A sales playbook defines your positioning, messaging, objections, and communication style. Standard operating procedures outline your service delivery. Onboarding systems create consistency for clients and vendors. Financial dashboards track KPIs, leading indicators, and lagging indicators.
Strong Leadership
A business that depends entirely on you is fragile, whereas a business supported by capable people is resilient. Delegation increases your business's scalability and protects you from burnout. If no one else can run your sales, operations, or administration, you become a bottleneck. Strong leadership involves building a team that can take on the business's responsibilities.
Clean Financials
Buyers look for clarity, transparency, and realistic compensation structures. Messy books reduce confidence and valuation. Always separate your personal expenses from your professional expenses. Maintain a clean profit and loss for the last three years, at least. Understand your margins per project. Create cash flow plans for every confirmed project and consolidate them into a company-wide forecast.
Strategic Positioning
Know your niche. Be clear on how you differentiate yourself. A "me too" business competes on price, and a strategically positioned business competes on value. Brand equity, specialization, and a clear point of difference will increase your profitability and make your business more attractive to buyers.
Freedom
The less the business depends on you, the more valuable it becomes, and the more leverage you gain to shape your future. A sellable business gives you the freedom to focus on what you do best. It reduces stress, allowing you to work on the business instead of constantly working in it.
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We are absolutely thrilled to welcome the remarkable Lucy Giovando Watts, Vice President of Sales and Marketing at Streamlinevents, as today's guest.
Stay tuned as Lucy shares her journey, offers insights from her work at Streamlinevents, and tells us why serendipity often matters more than we realize.
Streamlinevents
Streamlinevents is a full-service corporate event agency in Emeryville, California, with over 24 years of industry experience. The team partners with corporate clients on sales kickoffs, incentive programs, user conferences, and complex meetings. The company is powered by the best-of-the-best event managers, technologists, creatives, and sourcing experts who thrive in an industry defined by constant motion.
Lucy's Journey
Lucy began her career in politics, working for a member of Congress and supporting political events, where she discovered her passion for live experiences. She then joined the tech sector in Silicon Valley, rising from event manager to Global Events Director, where she produced worldwide events. After that, she founded her own boutique event management company, which she ran for over 13 years, and later co-founded an event technology startup. Lucy briefly worked in association management before joining Streamline Events as Vice President of Sales and Marketing.
Entrepreneurship and Getting Comfortable With Discomfort
Building businesses taught Lucy that growth occurs outside of our comfort zones. For her, launching a startup meant daily exposure to sales, pitching, demos, and investors, along with the risk of failure. Over time, discomfort became normal, and fear was no longer a signal to stop. Instead, it became proof of forward motion.
The Power of Saying Yes
Lucy's decision to attend a reception she considered missing set off a chain reaction that led to pitch competitions, partnerships, press coverage, integrations, and ultimately an acquisition offer for her startup. That experience reinforced the value of openness and action, even when confidence lags behind opportunity, proving that even small yeses can unlock outcomes no amount of planning could ever predict.
Serendipity
Openness to chance encounters, conversations, and unplanned moments can play a role in one's career and in a company's growth. Serendipity does not replace preparation, but it rewards those who show up, engage, and are willing to act before they feel fully ready.
Imposter Syndrome
Lucy highlights how the perfectionistic mindset and people-pleasing culture in the hospitality industry can amplify imposter syndrome, particularly for women. Experience taught her that waiting to feel "ready enough" can become a barrier. Momentum comes from acting before you're certain and recognizing that doubt does not disqualify your capability.
Creativity
Lucy reframed her identity by finding areas of creativity in problem-solving, strategy, leadership, and idea synthesis. Creativity blossoms when people allow time for mental space, pull inspiration from unexpected sources, and disconnect from constant digital noise.
Human Connection in an AI-Driven World
Technology and AI can enhance efficiency, but they cannot replace in-person connection. Conferences, incentives, and live events fulfill a fundamental human need for belonging, trust, and spontaneous interaction. As digital tools expand, the value of face-to-face experiences continues to strengthen rather than diminish.
Leadership, Safety Nets, and Being Bold
Strong leadership creates safety nets that empower teams to take risks. When people know their leaders have their backs, they are more willing to experiment, speak up, and innovate. At Streamline Events, leaders encourage bold thinking, creative exploration, and professional visibility through speaking, writing, and idea-sharing, while modeling that same courage themselves.
Bio: Lucy Giovando Watts
Lucy Giovando Watts is Vice President of Sales & Marketing at Streamlinevents, a woman-and minority-owned events agency delivering innovative, sustainable, and inclusive events worldwide. With over 20 years of experience leading global teams, managing event companies, and founding her own event tech startup, Lucy brings deep expertise in strategy, operations, and financial management.
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Email Lucy: Lucy.gw@streamlinevents.com
Two years ago, the Hoosiers of Indiana University were losing every game. Then, in January this year, something remarkable happened - they became the 2025–26 College Football Playoff National Champions!
Eric has been inspired by this incredible transformation, guided by Coach Cignetti's leadership. What stood out for him was the total absence of hype, excuses, or a victim mentality. Instead, Coach Cignetti relies on three pillars: standards, preparation, and accountability—the very principles that drive success for any business owner, and yet, they are often the things we neglect.
So, inspired by the Hoosiers' journey, Eric shares five ideas today- not to challenge you, but to inspire you and get you thinking.
The Anti-Excuse Philosophy
Winners don't explain—they execute. Slow markets, price-sensitive clients, societal shifts, and global events will always exist and cannot be controlled. What you can control is how you react to them. When finding excuses becomes a habit, the excuse itself starts to function as the business model. So, instead, focus on moving forward, facing reality, and finding new opportunities.
Standards Are Not Aspirations
Standards are practical, not theoretical. They are evident in the business's day-to-day operations. They define what "good" means, how fast you respond, what quality looks like, which clients you accept, and how disciplined you are financially. Values only matter if they are lived and enforced. So, if you're tolerating average behavior, you are actively training your business to lose.
Preparation Beats Motivation
Preparation matters more than motivation. High performers rely on repetition, fundamentals, and systems rather than waiting for inspiration. Reviewing the basics, using checklists, and showing up consistently will reduce stress and improve your ability to react when the unexpected happens. Readiness comes from preparation, not from waiting for perfect conditions. Confidence is built through daily repetition, not excitement.
Culture Is What You Allow
A business's culture is defined by what you allow, who you promote, and the behavior you either allow or ignore. Allowing toxic behavior, even once, sets a standard. Culture is also reflected in boundaries, pricing, calendars, and the willingness to say no. If a business feels chaotic, it is because chaos is being allowed and rewarded.
The Scoreboard Never Lies
Results tell the truth. Your revenue and margins matter, but so does your energy, health, client quality, and sanity. Being busy is not the same as winning. The market does not reward effort. It rewards outcomes. So, if the scoreboard says you're losing, it is time to change how you're playing the game.
Bio: Eric Rozenberg
Eric Rozenberg is a business coach and the founder of Event Business Formula, the only platform exclusively designed to help business owners in the meetings and events industry grow and scale sustainably. He has guided thousands of entrepreneurs to improve operations, gain clarity, and achieve lasting results.
Before launching his coaching business, Eric spent over 20 years producing award-winning events—sales meetings, incentive trips, and conferences—for Fortune 500 companies in more than 50 countries.
He hosts The Business of Meetings, the industry's first and largest podcast focused on business ownership, featuring over 250 episodes with top leaders and experts.
Eric made history as the first European to serve as Chairman of the International Board of MPI (Meetings Professionals International).
He is also the author of two books: Meeting at C-Level, endorsed by 20 influential industry leaders, and Before It's Too Late, a powerful memoir about grit, family, and his journey to America.
Eric lives in South Florida and enjoys pickleball, tennis, and Krav Maga.
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Today, we're exploring the resilience entrepreneurs need to navigate the uncertainty we're all experiencing right now.
In this episode, Eric explains that navigating uncertainty requires resilience, which is strengthened by taking action, embracing continuous learning, and serving others. He shares personal stories to illustrate that every business or career inevitably faces doubt, setbacks, and challenges.
Tune in to discover how you can keep moving forward, even when everything feels unpredictable.
Starting a Business Requires Action, Not Certainty
When launching a business, there are no guarantees. Belief matters, but execution matters more. Progress comes from putting your head down, working consistently, and surrounding yourself with people who are honest, supportive, and willing to challenge you rather than flatter you.
Complacency
Growth stops the moment complacency begins. Staying slightly uncomfortable keeps you alert, curious, and engaged. Continuous effort and self-reflection are essential for staying sharp and avoiding stagnation.
Crisis Exposes Character
Coming close to losing everything during a significant event because of someone else's dishonesty was a hard lesson for Eric. What saved the situation wasn't luck or wishful thinking, but taking responsibility, being honest with his clients, and moving fast.
Problem-Solving
No major project ever goes exactly as planned. The ability to respond, adapt, and find solutions is not an exception in this industry. It is the job. Those who enjoy action under pressure are the ones who last.
Economic Crises
During downturns, survival depends on protecting top talent, staying visible, and actively maintaining relationships. Retreating increases risk. Engagement builds resilience even when timelines and recovery remain uncertain.
Adaptation Is a Strategic Skill
Every crisis requires assessing the environment, forming hypotheses, taking action, and adjusting along the way. Waiting for perfect information only prolongs uncertainty. Decisions create clarity.
Learning
Growth requires deliberate, consistent learning. Times like COVID revealed how little time most professionals dedicate to learning. Skill development, deep thinking, and education matter more than passive exposure to occasional industry content.
Focus on What You Can Control
We cannot control geopolitics, tariffs, and global instability. Action, learning, and contribution can. Progress comes from directing your energy toward improvement, simplification, and making a meaningful impact rather than speculation.
Technology as a Tool for Growth, Not Fear
AI and automation create uncertainty, but also opportunity. The goal is not to resist change, but to allow technology to simplify your processes, operate more effectively, and serve people better.
The Three Anchors in Uncertainty
Taking action, learning continuously, and helping others will create stability even when the world remains unpredictable. Those habits don't remove uncertainty, but they will make it more manageable.
A Growth Mindset Changes Everything
A growth mindset turns challenges into fuel rather than barriers. Stress, change, and disruption always bring opportunities for those willing to adapt and stay curious.
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We are delighted to welcome another incredible entrepreneur from our industry today.
Andrew Coehlo, co-founder of Monte & Coe, joins us to share the fantastic story of his journey into corporate gifting.
Stay tuned to hear about Andrew's entrepreneurial journey, his experiences, and the insight he has to share.
Andrew's Journey into Entrepreneurship
After beginning his career in corporate finance, Andrew realized the environment did not suit his creative nature. Bureaucracy, resistance to change, and working in isolation drained his energy. And then, a confidence issue with an unattractive gym bag sparked the idea that eventually became Monty & Coe. With his wife's support and inspired by entrepreneurs around him, Andrew left the corporate world at 30 to focus on his business.
High-quality Corporate Products
The brand began with the singular purpose of creating products that make people feel confident and proud. Early designs were rough, but the intent was genuine. They committed to excellent craftsmanship, using only high-quality, authentic, natural, and sustainable materials.
Crowdfunding
In 2015, the company launched a crowdfunding campaign, raising $80,000 while Andrew was still employed. The campaign validated both the product and people's willingness to buy premium goods online. It also taught their team how to market, sell, and distribute directly to customers.
Shifting to Corporate Gifting
Corporate interest emerged organically as companies began requesting gifts for executives and teams. Although he was initially hesitant, Andrew recognized how impersonal, generic, and disconnected from effort or achievement most corporate gifting felt. So his brand pivoted toward elevating corporate gifting into something meaningful and memorable.
Turning Gifting Into an Experience
The business evolved from selling products to selling experiences, focusing on personalization, choice, and emotional impact. They made gifting less about logos and more about how recipients felt, aligning perfectly with the brand's original mission of confidence and appreciation.
Taking the Leap
Andrew eventually left his corporate job. His decision was not impulsive as it was backed by savings, planning, and lifestyle adjustments.
Entrepreneurship
Entrepreneurship brought constant pressure for Andrew, even during the company's strongest years. Cash flow scares, late payments, and the responsibility of supporting a growing team created intense stress. His role as a founder became more about solving new problems every single day.
Why Cash Flow and Margins Matter More Than Revenue
Revenue alone does not sustain a business. Cash flow determines whether you survive, and margins determine how sustainably you can grow. Examining businesses across various industries, Andrew saw that smaller, higher-margin companies often outperform larger, volume-driven ones. Adopting systems like Profit First brought structure and discipline to his money management.
Community and Long-Term Perspective
The events and incentives industry proved far more supportive and relationship-driven than Andrew expected. Rather than being cutthroat, people were open, generous, and willing to collaborate. The company's long-term success was built on a foundation of trust, consistent service, and a commitment to delivering quality rather than chasing quick wins.
Bio:
Andrew Coelho is the co-founder of Monte & Coe, a luxury accessories brand redefining what corporate gifting can be. After years in the corporate world receiving forgettable, logo-first gifts, Andrew began questioning why gifting at scale felt so impersonal, wasteful, and disconnected from the people it was meant to recognize.
What started as a side hustle became a full-time pursuit after Andrew famously resigned from his corporate role on his honeymoon in Tokyo. Since then, he has focused on applying direct-to-consumer standards, craftsmanship, and intentional design to an industry that often prioritizes convenience and budget over meaning.
Andrew believes that gifting is not about products, but about moments, memories, and respect. His work challenges leaders to rethink how appreciation shows up in their organizations, shifting gifting from a transactional expense to a strategic signal of values.
Through Monte & Coe, Andrew helps companies move beyond generic swag and toward gifting experiences that people actually keep, use, and remember. His perspective sits at the intersection of brand, leadership, and human connection, making him a sought-after voice on modern workplace culture, thoughtful design, and the hidden impact of well-executed small decisions.
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Monte & Coe Corporate Gifting
Today, we're thrilled to welcome Eli Facenda, founder and CEO of Freedom Travel Systems. Known as The Travel Guy, Eli helps entrepreneurs turn everyday spending into first-class travel experiences.
Join us as Eli breaks down what to do with the points you earn, how upgrades really work, and how first-class flights and luxury suites around the world are far more attainable than most people think.
Eli's Journey
Eli's career began in 2015 after graduating with a degree in finance and joining the travel industry through an international sports tour company. A trip to the Dominican Republic when he was 16 sparked his passion for travel and shaped his desire to build a life driven by curiosity rather than convention. Over time, he developed skills in group travel, logistics, and credit card points. That eventually evolved into a business helping entrepreneurs travel better by leveraging the systems they already have in place.
Why Uncertainty Matters
Eli believes uncertainty is essential for passion and fulfillment. Playing it safe may feel comfortable, but it often limits growth and experience. The willingness to take risks, follow curiosity, and act before everything feels certain has been a consistent driver in both his life and business.
Turning Crisis into Opportunity
When COVID disrupted the travel industry, it forced Eli's tour business into survival mode. Rather than freezing, he pivoted by launching a points-based consulting business that offered more control and scalability.
How Points Unlock Disproportionate Value
Eli discovered the power of points when he flew business class on a ticket worth thousands of dollars for only a few dollars in taxes. That experience revealed how strategic point redemptions could create massive leverage, turning ordinary spending into extraordinary travel experiences.
Why Loyalty Isn't Always Logical
Airline loyalty and elite status often come with high opportunity costs. Transferable bank points typically provide more flexibility, higher redemption value, and better travel outcomes than committing to a single airline, especially for globally mobile travelers.
Experience vs. Redemption Strategy
The best airline experience does not always align with the best points value. Some airlines offer superior products but poor redemption efficiency. Understanding alliances, partner transfers, and award availability allows travelers to optimize both comfort and value.
Redeeming Points the Right Way
The biggest mistake most people make is redeeming points through bank travel portals. Transferring points to airline partners can multiply their value several times over, but availability must always be confirmed before transferring, as transfers are irreversible.
Cards, Hotels, and Priorities
For business owners, Eli recommends prioritizing international premium flights for personal and family travel due to the quality and tax advantages. Hotel points usually offer lower value than airline redemptions, but elite hotel status can still deliver meaningful perks when earned strategically. Base your card selection on spending patterns, travel goals, and location—not card prestige.
Experiential Wealth
Eli frames success around "experiential wealth"—the memories, relationships, and moments that create fulfillment. Business growth matters, but experiences, not just achievements measure a well-lived life.
Eli Facenda: Speaker Bio
Eli "The Travel Guy" Facenda is the Founder and CEO of Freedom Travel Systems. He and his team help entrepreneurs maximize the money they are already spending so they can unlock bucket-list travel experiences and an upgraded first-class travel lifestyle entirely on points. Almost every entrepreneur spends money and travels, yet very few know how to do so efficiently.
Eli has spent nine years in the travel industry, has traveled to 42 countries, and averages over $100,000 per year in free travel using points. His biggest passion is helping others come alive through travel and adventure while sharing strategies that make first-class travel easily attainable at a fraction of the cost.
His team works with hundreds of entrepreneurs across all industries, including world-renowned business leaders such as Dan Martell, Cameron Herold, Karlton Dennis, Amber Spears, Tai Lopez, and others.
Eli brings a unique perspective to business speaking engagements and podcasts. As an industry leader in a blue-ocean market, his talks, workshops, and interviews are highly engaging and actionable for entrepreneurial audiences.
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Today, we're delighted to speak with entrepreneur Moza-Bella Tram, CEO and founder of Moza-Bella LLC.
Moza-Bella is an immigrant with a remarkable entrepreneurial journey. She is a TEDx speaker, a mentor, a business consultant, and has written several books, including the bestseller Powerful Female Immigrants, which she co-authored. She is also the host of the digital TV show Lessons from Failures.
Stay tuned as we explore Moza-Bella's fascinating journey and the experiences that have shaped her work.
Moza-Bella's Journey
Moz-Bella was born in Vietnam shortly after the Vietnam War. She came to the U.S. as an adult immigrant 25 years ago, leaving behind family, familiarity, and certainty. Her experience was similar to that of many immigrants- the unknown, limited support, and the pressure to succeed, for herself, and for her family. She was told she was too old to learn English fluently, but she pushed forward anyway, focusing on clear communication rather than perfection, and using frustration as motivation to grow.
Early Career and Foundations in Hospitality
Before immigrating, Moza-Bella worked in Vietnam's hospitality industry at Omni Saigon and later Sofitel Saigon, where she developed an appreciation for professionalism, service, and strategic promotions. Working in public relations exposed her to branding, credibility, and global perspectives, and hospitality became her first window into the world beyond Vietnam's borders.
Education, Resistance, and Choosing Her Own Path
After arriving in the U.S., Moza-Bella encountered skepticism and prejudice and was discouraged from pursuing higher education. Despite that, she earned her MBA in Marketing from the University of Hartford, driven by her parents' sacrifices and her belief in the right to choose her own future. Her early ambition was to build a global hospitality career, but over time, new opportunities and realities reshaped her direction.
Adaptation, Grit, and Multiple Careers
Moza-Bella supported herself through school and beyond by working in nail salons, restaurants, interpretation services, construction-related marketing, network marketing, real estate, and, eventually, nursing after the 2008 financial crisis. Each role added to her skills, perspective, and resilience.
Redefining Success and Time Freedom
Moza-Bella wanted the flexibility to care for her parents and shape her own life, so she chose to become an entrepreneur. She invested heavily in personal development and coaching, believing that free information offers knowledge, but paid learning creates transformation.
Building a Consulting Business with Purpose
Over the last five years, Moza-Bella built Moza-Bella LLC into a business consulting company with a growing team. Her mission is to help strong entrepreneurs become well-known in their industries, allowing them to create meaningful impact. She believes that change happens one person at a time, through a ripple effect of shared growth and visibility.
Lessons from Failures and Shared Wisdom
Through her digital TV show, Lessons from Failures, Moza-Bella highlights the realities behind success stories. Entrepreneurs, doctors, and professionals from many fields share how hardship shaped their decisions, often after years of trial and error. She emphasizes the value of learning lessons sooner, challenging entrenched systems, and prioritizing growth while time is still on your side.
Meaning Behind the Name Moza-Bella
The name "Moza" means mother of pearl, representing an oyster that transforms pain into something valuable by embracing it rather than resisting it. For Moza-Bella, that symbolizes human potential, cultivating adversity into wisdom, then opening oneself to share it with others.
Bio: Moza-Bella Tram
Founder and CEO, TEDx Speaker, Author, Mentor, Business Consultant
Moza-Bella is an international speaker, author, and CEO dedicated to helping professionals find authentic fulfillment and success. She has over 15 years of experience in healthcare and more than 20 years in business development. She produces and hosts the digital TV show "Lessons from Failures," airing on FOX5 and PIX11 New York. She has been featured in Forbes and Yahoo Finance and is the author of "Luxury in YOU." She partners with Grant Cardone in the 10X movement in Vietnam.
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Today, we are thrilled to welcome another entrepreneur from our industry. Nataly Horan is the founder and CEO of Authentic Meetings and Incentives. With experience across several ventures, she joins us to share her journey, the challenges she has faced within the industry, and her hopes and dreams for what lies ahead.
Nataly's Journey
Nataly entered the meetings and incentives industry quite unexpectedly. She trained as an interior designer at the University of Florida, then moved into the space after helping with graphic design, quickly connecting with the people and energy of live events. She eventually stepped away from interior design, moving entirely into conference planning and developing a unique perspective by working closely with both suppliers and buyers.
Building Authentic Meetings and Incentives
Authentic Meetings and Incentives focuses on sourcing and supplier visibility. Nataly supports planners with cruise and venue sourcing while helping suppliers, particularly cruise lines, reach North American planners through social media and email. Her growing online presence bridges the gap between limited in-person events and complete year-round visibility.
Choosing Entrepreneurship
Nataly reached a point where her growth within someone else's company felt capped. Buyers were already coming to her for sourcing support, making the transition to her own business a natural step rather than a risky leap.
Early Focus and Mindset
In the early months, Nataly avoided long-term pressure by setting short-term, achievable goals. Focusing on weekly progress kept the business manageable and prevented overwhelm.
Vision and Personal Goals
Rather than focusing on rigid industry forecasts, Nataly prioritizes her personal goals, such as living in Italy and potentially pursuing a full-time career as an artist. With AI rapidly transforming the industry, staying adaptable is more important for her than long-term predictions.
Nataly built her LinkedIn following organically by sharing what she was learning as a newcomer. Her honest, behind-the-scenes insights resonated, turning LinkedIn into a powerful marketing tool with strong ROI.
Sourcing, Relationships, and Cruises
Nataly's sourcing work emphasizes fit, reliability, and simplicity, particularly through cruise programs and charters. Nataly explains that in-person relationships remain critical for large-group events, where trust and quick problem-solving can make or break the experience.
AI, Delegation, and Sustainability
Nataly strongly believes in delegation, using a virtual assistant and systems like Canva to scale sustainably while avoiding burnout. AI acts as an assistant, streamlining RFPs and marketing content without replacing human judgment.
Creativity Beyond Business
Alongside running her company and raising two children, Nataly enjoys painting. Her personal goal for the year is to exhibit her art in a gallery, something she values as much as professional success.
Bio: Nataly Horan
Nataly Horan leads AUTHENTIC Meetings & Incentives® as its Founder and CEO, steering cruise lines and destinations toward the audiences that shape the North American MICE market. Her background from the University of Florida and her work across sourcing and brand storytelling inform AUTHENTIC's signature point of view, seen in series such as MICE Bites® and In Good Company. She also serves as Vice President of SITE Florida & Caribbean. Away from the office, Nataly is a visual artist, creating work that echoes the themes she champions in travel: intention, culture, and human connection.
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Email Nataly: Nataly@authenticmice.com
We are absolutely delighted to welcome Richard Bliss, the founder and CEO of BlissPoint Consulting, as today's guest.
Richard has focused his entire career on helping people with their social selling behavior. He is well-known both inside and outside of our industry as a LinkedIn Top Voices Influencer and an experienced executive communications leader.
Stay tuned as Richard shares his story and offers practical insights on social selling, executive communication, and what truly builds influence on LinkedIn.
Richard's Journey
Richard began his career with 14 years in the National Guard, earning the rank of Captain, before moving into early enterprise technology in the late 1900s. He became a global evangelist during the rise of email as a business platform, emerging as a leading voice in email security when internet-based threats first appeared. He has spoken in 22 countries, hosted international technology conferences, and built a reputation for helping individuals and organizations understand how fast-moving technologies affect both work and life.
Reinvention
After Richard served as Chief Marketing Officer and helped the startup grow from under $1 million in revenue to more than $10 million, the company abruptly let him go. That forced him to rebuild from scratch, relying on his personal brand rather than a company title. He launched a long-running podcast, self-published a book, taught himself about social media, and reframed LinkedIn as a business media platform rather than a social one. A pivotal $800-a-month consulting role with a senior NetApp executive reopened doors that ultimately led to Richard founding his own company.
Creating Opportunity
Richard believes opportunity comes from deliberately placing yourself where it can find you. What others might view as setbacks, he sees as sequences that lead to better outcomes.
Modern Credibility
In today's digital-first world, people build credibility online long before they meet in person. Audiences constantly evaluate LinkedIn profiles, even when owners remain inactive. They judge professionalism, expertise, and trustworthiness based on what they see, which makes visibility unavoidable rather than optional.
Small Businesses Have an Advantage
Small business owners often outperform large organizations online because they speak in their own authentic voice. Without layers of corporate filtering, they can tell clear, personal stories and connect directly with their audience. With LinkedIn and generative AI, they can reach customers without gatekeepers, large budgets, or traditional media exposure.
LinkedIn works best when treated as an ongoing conversation rather than a static profile or sales funnel. Profiles and posts should focus on the audience's problems and opportunities, rather than one's personal history.
Forming Relationships
Cold outreach and instant pitching undermine trust. Relationships form when value is given initially through attention, insight, and engagement. Comments, referrals, and thoughtful interaction create a natural sense of reciprocity, opening the door to future business conversations.
Building Real Engagement
Artificial engagement pods violate LinkedIn's rules, so they are increasingly penalized. Genuine collaboration comes from consistent, meaningful interaction with customers, partners, and peers. Thoughtful comments on others' posts help establish topic authority and increase visibility organically.
Using AI
Generative AI is most effective as a support tool, not a replacement for a human voice. While AI can help shape ideas and drafts, comments and conversations must remain personal. LinkedIn prioritizes authentic, real-time engagement and increasingly suppresses purely AI-generated content.
Practical LinkedIn Rhythm That Actually Works
Sustainable success on LinkedIn requires modest, consistent effort. A small number of meaningful comments each day and one to three posts per week outperform high-volume posting. Conversations should be allowed to develop fully before starting new ones, aligning with how LinkedIn distributes content.
Events, AI, and the Power of In-Person Connection
Despite advances in AI, live events remain irreplaceable. Shared physical experiences, eye contact, and informal conversations build trust in ways digital tools cannot. Competent professionals prepare for events by engaging attendees online beforehand, without pitching, so that in-person meetings feel like natural continuations of existing relationships.
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Email Richard: rbliss@blisscorp.com
Today, we are thrilled to welcome Ethan King as our guest.
Ethan is an entrepreneur and author who coaches individuals on AI through the Entrepreneurs' Organization (EO). He joins us today to share insights on entrepreneurship, books, and life. He also explains how small business owners can implement AI.
Stay tuned as Ethan breaks down practical AI strategies that any entrepreneur can start using today.
Ethan's Journey
Ethan has been an entrepreneur for 25 years. He began with a passion for art and a pivot into graphic design. While in college, a class project evolved into a real e-commerce business supplying fraternity and sorority gear. Over time, he expanded into Zeus Closet, a retail and custom apparel business serving entertainment, corporate, and educational markets. Starting with only $700 alongside his future wife and business partner, Ethan emphasizes creative problem-solving and simplicity in business. His focus on automation began in 2011 and eventually evolved into AI, which he has been teaching and applying in practical ways across his businesses for the past three years.
Entrepreneurs' Organization (EO) and Accelerator
Ethan considers EO and its Accelerator program his practical MBA. After joining EO in 2014, he applied systems and frameworks to scale his businesses, focusing on people, cash, strategy, and execution. Since then, he has coached other entrepreneurs through the Accelerator program, helping them reach the million-dollar revenue milestone. He highlights the value of peer learning, mentorship, and surrounding oneself with a like-minded community as essential elements for business growth.
Wealth Beyond Money
In his book Wealth Beyond Money, Ethan introduces his six dimensions of success: spirituality, intellect, money, physical presence, love, and entertainment, spelling SIMPLE. He recommends constant calibration across those areas, rather than balance. The book, inspired by a TEDx-style talk in 2014, became a bestseller in multiple categories.
The AI Evolution
After his wife introduced him to ChatGPT in 2022, Ethan immediately implemented it in his businesses and demonstrated its power to other EO marketing chairs. Recognizing the demand, he began teaching AI strategies to business owners and wrote ChatGPT to Double Your Business in 90 Days. He updates the book continuously, providing readers with fresh content and practical tools for implementing AI efficiently.
Implementing AI in Business
Ethan used AI in his own business as a testing ground before he began teaching others, applying tools like voice agents, social media automation, and custom AI solutions to improve efficiency and scale operations with minimal resources. His approach focuses on practicality, so he only teaches methods that genuinely benefit everyday business owners in B2B and B2C contexts.
Perspective on AI Adoption
Ethan has noticed that most entrepreneurs are aware of AI but are barely scratching the surface. Experts using AI are rare, while some people remain resistant. He highlights proactive learning, noting that AI will replace jobs for those who ignore it, but can create opportunities for those who embrace it. He draws parallels to past technological shifts to illustrate the transformative potential of AI.
Work-Life Integration and Partnership
Ethan explains that working with his wife in business has strengthened their relationship. She handles operational responsibilities while he focuses on vision and creativity. He stresses the importance of shared goals and complementary roles, describing their partnership as a battlefield collaboration that builds resilience and alignment.
Year-End Advice for Small Business Owners
Ethan recommends three key actions: invest in AI learning and team training, upgrade necessary equipment and software, and intentionally reflect and plan for the upcoming year. He encourages people to create vision movies as a tool to emotionally engage with people's personal and business goals, integrating reflection and planning into a meaningful process that drives results.
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We are absolutely delighted to welcome Rashmi Airan as our guest today!
Rashmi is an extraordinary human being with remarkable depth of character, and as an ex-felon and former lawyer turned keynote speaker, her journey has been truly unique. She is an unapologetic truth-teller, prison chocolatier, and a champion of growth through struggle. She's also a Bollywood dance aficionado, a singer, a corporate change leader, and an endurance athlete.
Tune in to hear Rashmi's powerful story about ethics, accountability, and leadership forged through adversity.
Rashmi's Early Journey and Identity
Growing up in South Florida as the daughter of Indian immigrants, Rashmi internalized the pressure to be the perfect little girl. Her identity became tied to her achievements, as she believed success meant making others proud through grades, elite schools, and financial stability. She built a strong academic and professional foundation, eventually opening her own real estate law practice while raising two young children.
Career Success, Overwork, and a Critical Decision
As the real estate market boomed in 2007, Rashmi hustled nonstop, juggling motherhood, a struggling marriage, and a solo legal practice. In that stressed state, she met a developer who presented "creative" buyer incentive deals. Although her gut signaled something was wrong, she convinced herself it would be fine because so many others were doing it. She moved forward without digging deeper, worked with the client for 15 months, and then moved on.
The FBI Investigation and Legal Fallout
Four years later, the FBI appeared at her door. Believing she had done nothing wrong, she spoke to them without legal counsel, answering aggressively from memory. Two years after that, she received a grand jury subpoena and was soon after indicted for conspiracy to commit bank fraud and 24 counts of bank fraud tied to transactions she handled. Seven years after she met the client, she faced the collapse of the entire identity she had built around perfection and achievement.
Owning Responsibility and Choosing Accountability
Rashmi's attorney revealed the truth she had been avoiding, that she had a duty to ask herself hard questions, listen to her inner voice, and walk away when things felt wrong. Even though she had not intended to do anything wrong, she had failed to uphold that fiduciary responsibility. Pleading guilty was the hardest decision of her life, but she chose radical accountability, calling 200 people in her community to tell them personally before anything appeared publicly. Instead of rejection, she received compassion and forgiveness, which began her healing process.
Prison, Fear, and Inner Strength
Rashmi surrendered on August 17, 2015. Terrified of the unknown and heartbroken to leave her children, she walked into prison with no control over safety, environment, or routine. Processing, strip searches, and entering a floor of strangers amplified her fear. Yet she was sustained by her faith and the story of how her grandfather got imprisoned as a revolutionary alongside Gandhi in India. Remembering his strength reminded her that she could endure her own trial.
Healing, Forgiveness, and Spiritual Growth
While serving her sentence, Rashmi confronted her shame, fear, and anger. After forgiving herself, she eventually forgave the developer, who never got indicted. She realized that harboring anger was harming her more than the injustice itself, and she came to believe her experience served a larger spiritual purpose- to evolve into someone capable of helping others through struggle and uncertainty.
Emerging as a Speaker and Guide
After her release, people encouraged Rashmi to share her story due to the grace and integrity with which she had navigated her ordeal. She began speaking, hoping to help others avoid similar mistakes. Over time, her message expanded into resilience, values, integrity, and navigating uncertainty. Her work now focuses on keynotes, workshops, coaching, and leadership retreats that teach her methodology for moving through adversity.
A Framework for Navigating Uncertainty
Rashmi points out that everyone faces struggles, whether legal, medical, financial, emotional, or spiritual. Her core message is that you cannot rise above hardship by pushing harder. Growth comes from feeling the pain, reframing it, grounding yourself in values, surrendering ego and control, and evolving into a better version of yourself. This framework especially applies to solopreneurs and small business owners who juggle endless decisions and pressure.
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Email: Rashmi@rashmiairan.com
Today, we are excited to welcome Beth Lawrence as our guest. Over the past 20 years, Beth has seen the highs and lows of building and growing a business. Join us as she shares her entrepreneurial journey and the lessons she has learned along the way.
Beth's Journey
Beth began college aiming to become a writer or professor, but she quickly realized the academic path was not for her, and pivoted. When she discovered event planning, it clicked instantly. She graduated during the 2008–2009 recession and built her career step by step, seizing each available stable opportunity, from property management to luxury catering, restaurants, startups, and volunteer roles. She created her own non-linear education, intentionally collecting skills from every job she did, no matter how small. That combination of creative, logistical, operational, and strategic strengths now defines her.
Grit and Curiosity
Beth treated every role as an opportunity to learn and grow. Administrative jobs, car dealerships, part-time shifts, internships, event operations, and volunteer work all became training grounds. That mindset, coupled with an overachieving work ethic, shaped her as a multidimensional strategist rather than a single-lane planner.
Discovering Her Entrepreneurial Drive
Beth always felt pulled toward entrepreneurship. After years of gaining experience across various organizations, she found a startup role that excited her. When she was unexpectedly laid off, her husband's encouragement motivated her to launch her own business. Her family and friends supported her decision, recognizing her determination and her ability to succeed.
Uncertainty and Early Mistakes
Beth acknowledges the uncertainty of entrepreneurship and explains how companies often use that as a lever to keep employees in place. She made plenty of mistakes in her early years but reframes them as essential lessons, embracing the mindset that every failure provides data and every misstep informs the next decision. She still relies on her career mementos file, which contains cards, testimonials, and small wins, to recalibrate during moments of self-doubt.
Imposter Syndrome and Growth
Even though imposter syndrome still surfaces at unexpected moments, she has overcome much of it by recognizing that rooms full of accomplished people include her for the unique value she brings.
Her Niche: Event Logistics and Stakeholder Experience
Beth specializes in strategy-driven events for nonprofits, associations, and foundations. Her work spans the entire United States and extends into Canada. She builds long-term partnerships, guiding organizations from pre-event strategy to post-event analysis and year-over-year improvement. Her philosophy is that events must both inspire and deliver measurable results because inspiration without outcomes means the event did not achieve its purpose.
How She Advises Clients and Protects Their Vision
Beth enjoys creative ideation but also brings realism to her work. She helps clients distinguish between dreams and feasibility and is not afraid to say when plans, timelines, resources, or goals do not align well. Her guidance prevents budget issues, poor attendance, sponsor shortages, and rushed events that fail to achieve their intended impact. She sees her role as equal parts strategist, realist, and protector of long-term outcomes.
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We are truly honored to speak with Kate Patay today.
Kate is a true leader in our industry who excels professionally and consistently gives back in meaningful ways. She is a media engagement strategist, event design and production expert, international speaker, mentor, connector, and travel enthusiast who serves as the Vice President of Global Engagement at Terramar, a DCM company, and chairwoman of the SEARCH Foundation. She is also a proud Swiftie!
Stay tuned to hear about her remarkable journey and the insights she's gained along the way.
Kate's Path Into the Events Industry
Kate stumbled into the events world expecting to pursue a different career, but quickly realized that the work was in her blood. She began in food and beverage, moved through catering, hotels, and vendor roles, and ultimately launched her own firm, where she specialized in strategy and growth for small businesses and built a trusted global network. After collaborating with Terramar for years, the company invited her to join the team. The role aligned perfectly with her values, and three-and-a-half years later, she still feels deeply fulfilled, energized, and grateful to be part of a team that makes her smile every day.
Joining Terramar
Kate emphasizes the importance of values alignment, shared commitment to service, and honest conversations about expectations. For her, the biggest hurdle was navigating change management, but she believes that when change is rooted in doing the right thing, people ultimately get on board.
Embracing Change
Growth only happens when we step beyond comfort and into uncertainty. Kate describes fear as a signal that something bigger is coming. She explains that transformation lives just beyond the point of discomfort.
Breast Cancer Diagnosis and Journey
Kate pushed for additional testing after receiving a clear mammogram. Doctors found two cancerous masses, leading to a double mastectomy and multiple follow-up surgeries due to complications, and a third surgery, which required traveling to a specialist with only 96 hours' notice. Thirteen days later, she stepped onto the IMEX stage to present. Her cancer is now clear, and she awaits final confirmation in January to officially begin her cancer-free countdown.
Mindset, Support, and Self-Care
Kate highlights the importance of putting yourself first. She encourages regular checkups, not dismissing symptoms, and making your health a priority. Support systems mattered a lot to her in her healing process, with colleagues who protected her privacy, stepped in to help, and ensured her work never suffered while she recovered.
The SEARCH Foundation
The SEARCH Foundation supports meeting and event professionals experiencing catastrophic illness, natural disasters, and other crises. The foundation began in 1997 during the AIDS epidemic and has expanded globally. Kate has served as board chair for six years and has recommitted for a third term because she sees so many lives transformed by this safety net. SEARCH is funded entirely by industry professionals, from monthly donors to students contributing just a few dollars.
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SEARCH Foundation
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Email Kate: kate@katepatay.com or kate@terramardmc.com
Today, we are thrilled to welcome entrepreneur, philosopher, writer, podcaster, and author Robert Glazer as our guest.
Robert truly understands how values shape company culture. In his latest book, The Compass Within, he explores how values guide both personal and organizational success.
Join us to discover how strong values lay the groundwork for long-term prosperity.
Robert's Journey
Robert founded Acceleration Partners, a global partner marketing agency that became one of the first fully remote companies long before remote work became common. What began as an internal email to his team evolved into Friday Forward, a leadership newsletter with more than 120,000 readers. Writing became a parallel career for him, leading to several bestselling books, including his latest, a parable on personal and company values.
As he stepped back from day-to-day business operations, Robert focused on helping people and organizations build capacity, lead better, and live by their core values. His mission now centers on leadership as the most powerful lever for meaningful change in companies and society.
Core Values
Robert developed a framework to help people identify personal core values. His philosophy is that people lead from their values consciously or unconsciously, so awareness is essential. The framework grew into a course and then a book, designed to make the process engaging and practical. Values are actionable principles, not one-word ideals, and their opposites should trigger discomfort to confirm their importance.
Teaching Leadership Through Fiction
Robert notes that leadership problems often arise from misaligned incentives rather than malice. In his latest book, The Compass Within, he combines fiction and nonfiction to make lessons relatable. Through the story, readers can see how misaligned values create frustration at work and in relationships. The main character embarks on a journey of self-discovery to reveal how value alignment influences experiences.
Alignment in Work and Relationships
Shared values need not be identical, but they must be harmonious. Misaligned value systems create constant conflict. Early life experiences shape our core beliefs, which can later clash with or harmonize with those of others. In any setting, alignment drives trust and long-term success. Without it, relationships and organizations often fracture.
Competition and External Validation
Robert understands how some cultures pressure people into constant competition and comparison. Many people never stop to ask why they do what they do. True contentment begins when people stop chasing external approval and start to define success by their own standards.
Building The Compass Within
The Compass Within offers a step-by-step approach for discovering actionable values. It begins with six reflective questions that explore life's highs and lows. Patterns in those answers form value statements that guide decisions. The opposite test (if the opposite of a value makes you cringe, it's genuine) ensures the values are real.
Creating a Values-Based Company Culture
The company culture of entrepreneurs should evolve from the founder's authentic values, and must be collective. Effective values are actionable and measurable, not vague statements like "Integrity" or "Diversity." They should naturally arise in conversation and be evident in daily organizational behavior.
Writing, Leadership, and Legacy
Robert believes that leadership lies at the root of organizational change. Companies do not act. People do. When leaders understand and embody their values, their organizations thrive. His writing reflects his mission, offering practical tools to help people lead with authenticity and purpose.
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We are excited to welcome clinical psychologist and USA Today bestselling author, Dr. Chloe Carmichael, today.
Chloe wrote Nervous Energy: Harness the Power of Your Anxiety, which Deepak Chopra endorsed. Her latest book, Can I Say That? Why Free Speech Matters and How to Use It Fearlessly prompted Eric to reach out to her. That book received recommendations from Dr. Phil McGraw, Dr. Drew Pinsky, Patrick Bet-David, and various other thought leaders.
She joins us to explore mental health, the importance of free speech, and what goes on within corporate organizations.
Chloe's Journey
Dr. Chloe Carmichael built her career as a clinical psychologist, author, and speaker, blending academic insight with real-world experience. She holds a Ph.D. in Clinical Psychology and has a private practice in New York City. Her background as a yoga teacher and her fascination with mindfulness shaped her approach to emotional regulation and performance, and she has worked extensively with high-achieving professionals. Over time, her work has evolved from traditional therapy into coaching, corporate consulting, and thought leadership, bridging the gap between psychology and practical success strategies.
Productive Anxiety
Chloe explains that anxiety, when understood and managed, can be a powerful motivational tool because the physiological arousal associated with anxiety is similar to the energy needed for preparation and action. Productive anxiety becomes maladaptive only when paired with avoidance or self-criticism. Instead of suppressing it, people can use that energy to plan, anticipate, and perform better. Recognizing that anxiety is a natural human function helps people shift from fear-based reactions to constructive responses.
High Achievers and Self-Regulation
When anxiety gets reframed as preparation rather than panic, it becomes an ally in achieving excellence. High performers often experience elevated anxiety because they set ambitious goals and carry heavy responsibilities. The challenge is not to eliminate anxiety but to regulate it. Practices such as self-awareness, structured planning, and mindfulness help individuals to harness their natural drive without burning out.
Emotional Awareness
Tuning into emotional cues can offer valuable feedback rather than distractions. Emotions signal what matters most, and ignoring them can lead to misalignment or poor decisions. Identifying the underlying messages (fear of failure, desire for growth, or need for control) allows people to channel those feelings into intentional actions rather than reactive ones.
Boundaries and Self-Validation
Boundaries are essential, especially for those who seek their validation externally. Many high achievers rely on the approval of others, which can increase anxiety when feedback is inconsistent or negative. Chloe encourages the development of self-validation skills and acknowledging one's own efforts and internal standards. Setting emotional and time boundaries helps maintain focus, energy, and confidence, even in competitive environments.
Practical Tools for Managing Anxiety
Chloe offers practical strategies for turning anxiety into productive energy. She recommends setting clear, achievable goals and using visualization to stay focused on positive outcomes. Scheduling dedicated worry time helps contain overthinking, while separating problem-solving from emotional processing prevents downward spiraling. Reframing self-talk from "what if I fail?" to "how can I prepare?" will turn fear into action and build confidence.
Mindfulness and Grounding Techniques
Mindfulness is essential for calming the nervous system and being grounded. Deep breathing, guided meditation, and journaling slow the mind and create distance from anxious thoughts. Chloe points out that mindfulness does not eliminate anxiety. It helps the mind engage with it objectively, cultivating emotional resilience and better decision-making.
Leadership and Psychological Safety
Chloe highlights the importance of creating environments where people feel psychologically safe to express their ideas and concerns. Leaders who model calm, reflective behavior encourage teams to think critically rather than reacting emotionally. Leaders will also benefit from acknowledging their own anxieties, as that normalizes stress and builds trust within teams.
Balancing Ambition and Well-being
Ambition and mental health are not necessarily mutually exclusive. Sustainable success requires the balancing of drive with recovery. High performers should schedule rest, physical movement, and meaningful personal time to prevent chronic stress.
Integrating Psychology into Everyday Life
Chloe views psychology as a proactive skill set that helps people live with intention rather than reaction. She encourages listeners to use psychological tools in everyday life, not just in therapy or moments of crisis. Emotional tracking, mindfulness, and self-compassion can strengthen relationships, sharpen leadership, and boost creativity.
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Today, we are delighted to welcome Lisa Gregory, the founder and CEO of Gregory Event Services.
As a dynamic entrepreneur with an impressive career, Lisa understands the highs and challenges of running a business, from sleepless nights to navigating the unexpected with determination and grace. She joins us today to share her journey, insights, and lessons learned along the way.
Lisa's Journey
Fueled by a passion for purposeful leadership and continuous growth, Lisa built her career in the events and marketing industry. Her company initially focused on events and marketing, but is rapidly evolving into an AI-driven business. Guided by a commitment to innovation, culture, and purposeful service, Lisa has grown her global team across the U.S., Europe, and Asia. She balances strategic vision with a hands-on approach, emphasizing culture fit, skill alignment, and sustainable growth. She also founded the Event Professionals Network, a free global community connecting over 900 event professionals to share knowledge and support one another.
The Power of Complementary Teams
Lisa believes that a successful business requires a team with complementary skill sets rather than one entrepreneur trying to do everything alone. While many entrepreneurs struggle to delegate due to financial or ego-related fears, she stresses that sustainable growth comes from shared responsibility and clear role definitions. Her success grew from learning to focus on her strengths while trusting others to manage daily operations.
Transitioning to an AI-Driven Future
Lisa's company is transforming from a traditional events firm into one that actively integrates artificial intelligence. She urges professionals to embrace AI responsibly and purposefully to stay relevant. The goal is to use AI to enhance strategy, not replace human creativity or connection.
Why Human Connection Still Matters
While AI is revolutionizing workflows, Lisa points out that human connection remains irreplaceable. The most meaningful industry trends are toward smaller, regional events that prioritize face-to-face interaction, shared learning, and relationship building. She views this era as one where people crave authenticity, trusting personal experiences over digital marketing claims.
Building a Strong Global Culture
Lisa's leadership philosophy centers on culture fit as the foundation of a thriving company. The first step in her hiring process is to continuously assess alignment with company values before evaluating skills. Her employees undergo skill-based training and are carefully matched to clients based on personality and expertise. Continuous feedback and alignment calls keep everyone on track, fostering transparency and mutual respect across diverse teams and time zones.
Growth Through Purposeful Leadership
Lisa is committed to scaling at a pace that supports both excellence and employee well-being. Her company now includes an operations manager, a chief of staff, and an executive assistant to ensure accountability and maintain quality. She is willing to decline projects if her team cannot deliver 110% and prioritize sustainability over expansion.
Elevating Customer Service
Customer satisfaction is central to Lisa's business model. Her company uses NPS scores, client surveys, and monthly check-ins to assess performance. Every feedback cycle is built into the client's project schedule to ensure accountability. She views exceptional service and strong client relationships as the most powerful engines for long-term growth.
Looking Ahead
In the next decade, Lisa envisions stepping back from the center of her company while strengthening middle management and refining internal systems. Her ultimate goal is to remain in the experiential and production side of the business, possibly integrating AI into large-scale creative projects. She hopes to sustain a culture that balances ambition with team health, reducing burnout and promoting longevity in the events industry.
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We are absolutely thrilled to welcome the incredible Iain Morrison today!
Iain has spent years working behind the scenes to help global superstars bring their spectacular shows to Australian audiences. Several years ago, he launched his company, The Imagination Collaborative. He joins us today to share his journey and insights from his remarkable career in the events industry.
Iain's Journey
Iain built his career behind the scenes of the world's biggest concerts, working with global stars like Pink, the Foo Fighters, U2, Taylor Swift, and Adele. After decades of running large-scale productions and managing hundreds of people, he founded The Imagination Collaborative, a company that uses advanced digital technology to plan and visualize major events. His shift from being constantly on the road to leading a remote, tech-driven business reflects both the evolution of the events industry and his own desire for a balanced, meaningful lifestyle.
Precision and Planning with Digital Technology
Iain's company uses 3D modeling and digital twins to map out event infrastructure with extreme accuracy, reducing costs, saving labor, and improving efficiency, especially for large outdoor venues where terrains vary.
Shifting from Onsite Chaos to Remote Work
After years of managing massive productions, Iain now relies on digital connectivity, operating primarily from his home. While he appreciates the quiet and flexibility, he sometimes misses the high-energy, in-person collaboration of event sites. To stay connected, he plans to visit more live events this year and reconnect with the colleagues who have been part of his professional life for decades.
Balancing Work and Lifestyle
Iain designed his business around the life he chose to live, not the other way around. He and his wife have embraced remote work, even traveling across Australia in their caravan while managing operations. For them, success means sustainability, freedom, and presence rather than building the biggest company possible.
Life Lessons and Priorities
The sudden passing of a colleague prompted Iain to reassess his priorities. He realized that waiting to enjoy life after years of overwork is a dangerous gamble. He now focuses on being fully present, spending time with family —especially his new grandchild —and creating a business that supports a fulfilling life rather than consuming it.
Defining Success on His Own Terms
The Imagination Collaborative is thriving financially and creatively, but Iain measures his success by its alignment with his values. His goal for the next decade is to collaborate with people who are passionate about technology and purpose-driven event creation. For him, growth is secondary to quality of life, enjoyment, and meaningful relationships.
Lessons from a Year of Growth
Iain admits that the first year of running his company was exhausting due to global clients and time zone challenges. Yet it taught him valuable lessons about boundaries, clarity, and vision. He and his wife now focus on refining their goals and using what they have learned to make their second year more balanced and efficient.
Technology and a Changing Industry
Iain credits modern connectivity, particularly innovations like Starlink, for making his lifestyle possible. With advanced processing power, cloud rendering, and real-time visualization tools, remote collaboration has become seamless. Iain believes his generation has been fortunate to witness and adapt to technological revolutions that continually open new opportunities.
The Future of The Imagination Collaborative
Looking ahead, Iain intends to continue working with top venues and event teams worldwide, helping them visualize and deliver world-class experiences. His priority is helping the right people create the right events while maintaining integrity and staying true to his values of balance and authenticity.
Bio: Iain Morrison
Iain Morrison is the straight-talking CEO of The Imagination Collaborative and one of the most trusted voices in the global event industry. With over 35 years of experience leading large-scale productions, Iain is known for his humor, honesty, and no-nonsense insights on creativity, leadership, and burnout. Ranked in the Top 1% of LinkedIn creators worldwide, his posts reach thousands who appreciate his blend of real talk, empathy, and practical wisdom. Iain's influence spans brands like Adobe, Canva, and Zoom, making him a leading advocate for authentic, human-centered innovation in event management.
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The Imagination Collaborative
We are thrilled to welcome Neen James, the expert on luxury experiences, back on the show today!
Neen is currently releasing her fourth book, Exceptional Experiences. She is one of the brightest and most data-driven thinkers in the events business, and everything she does and writes about is grounded in research.
She joins us today to share her insights on luxury experiences and discuss Mark Cuban's thought-provoking notion that AI will encourage people to connect more in-person and enjoy exceptional human experiences more than ever before.
Neen's Journey
Neen began her career exploring how attention, focus, and productivity impact leadership and influence. Over time, her work expanded to helping leaders design exceptional experiences through intentional thoughtfulness. After years of speaking and consulting around the world, she shifted her focus to understanding what makes interactions unforgettable, drawing inspiration from luxury brands and their mastery of creating value and connection. That research now informs her mission to help organizations and individuals apply those principles to elevate everyday business and leadership.
The Power of Attention in Leadership and Business
Attention is the new currency of leadership. Intentional focus on people, priorities, and productivity drives engagement and results. Leaders who are fully present notice others, allowing them to build stronger connections and evoke more trust and influence.
Why Focus and Clarity Matter
Neen believes that distraction is one of the biggest productivity killers in modern business. She likes to clarify her daily priorities, align her actions with her goals, and remove any unnecessary noise. Her approach to productivity is about doing what matters most rather than doing more. By setting boundaries around attention, professionals can increase both efficiency and fulfillment.
The Role of Connection and Belonging
People crave genuine connection, whether in business meetings or personal interactions. Neen explains that even small gestures of recognition can have a profound emotional impact. When leaders personalize communication and make individuals feel part of something meaningful, it creates loyalty and emotional investment that no financial incentive can replace.
Creativity and Customization in Event Design
Neen has observed a growing shift toward personalization and creativity within the meetings and events industry. Instead of over-catering or offering generic experiences, event planners are focusing on customized, high-quality touches.
Rethinking Corporate Gifting
Neen challenges traditional corporate gifting practices, urging professionals to move away from branded merchandise and instead offer experiences or gifts that truly delight recipients.
Leveraging AI
Neen describes how artificial intelligence can enhance personalization and streamline business operations. She prefers using AI tools like Claude and Fathom to summarize meetings, craft custom proposals, and gather insights about clients before meetings. By combining AI's analytical capabilities with genuine empathy, professionals can deepen relationships and deliver more meaningful experiences.
Systemized Thoughtfulness
Neen's concept of systemized thoughtfulness involves using technology to remember and act on the small details that make people feel special. She illustrates how simple, inexpensive gestures can create lifelong loyalty. The key, she says, is using data not to automate relationships, but to enhance human connection.
Integrating AI Into the Guest Experience
Neen encourages organizations to leverage AI for every phase of guest engagement. Beforehand, AI can help personalize outreach; during, it can enhance service customization; afterward, it can collect insights and generate detailed ROI reports. This full-circle approach can help teams to continually refine their experiences while maintaining the warmth of a personal touch.
Embracing Change and Creative Problem Solving
Neen calls for boldness and experimentation in the hospitality and events industries. With rising costs and changing expectations, she urges professionals to collaborate across departments, rethink menus, and adopt sustainable, creative solutions.
Humanity as the Ultimate Luxury
For Neen, luxury is not about price. It's about care, personalization, and emotional resonance. Whether it's a handwritten note, a remembered detail, or a perfectly timed mocktail, luxury lives in the moments that make guests feel seen and special. While technology can support this, it should never replace it. The goal, she insists, is to use AI to be more human, not less.
Bio:
Neen James is a leadership strategist, dynamic keynote speaker, and the author of Folding Time, Attention Pays, and the upcoming Exceptional Experiences. With boundless energy, quick wit, and actionable insights, she serves as a confidante to C-suite leaders, helping them elevate experiences and achieve greater focus, communication, and influence.
Recently appointed to the board of the World Luxury Chamber of Commerce, James has been named one of the Top 30 Leadership Speakers by Global Gurus multiple years in a row for her work with some of the world's most prestigious brands, including Viacom, Comcast, Virtuoso Travel, Four Seasons, and the FBI.
She empowers individuals to prioritize what matters most so they can create exceptional experiences that drive results and foster lasting connections. Originally from Australia, James is now living her best life in Tampa, Florida.
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We are delighted to welcome the inspiring Sepideh Eivazi as our guest today.
Sepideh is on a mission to move everyone she encounters, leaving them changed and feeling seen. She is a 2025 inductee of the Smart Meetings Hall of Fame, a Smart Speaker, a 40 Under 40 honoree, and a 2025 Meetings Today Trendsetter. Her powerful TED Talk, Breath as an Act of Rebellion, has inspired audiences around the world.
She joins us today to share her journey and insights.
This information is for educational purposes only and is not medical advice. Consult a qualified healthcare provider before using any plant medicine
Sepideh's Journey
Sepideh Eivazi grew up in Iran, navigating a life constrained by societal and political limitations. At the age of 20, she moved to the United States with her younger sister in search of freedom and opportunity. Starting from scratch, she worked in hospitality in Las Vegas, learning about the event industry from the ground up, embracing mentorship, and observing inspiring and cautionary examples of leadership. Eventually, she relocated to Los Angeles, where she joined Elevated Meeting Solutions and later launched her own wellness platform, Dawn of the Earth, which integrates tea culture, somatic breathwork, nervous system regulation, and psychedelic integration practices. Her work focuses on conscious leadership, healing trauma, and empowering others, bridging both Eastern and Western wellness traditions.
Freedom and Feminism
Sepideh shares the challenges Iranian women face under restrictive societal norms, particularly the compulsory wearing of a veil. She emphasizes the importance of personal choice, freedom, and human qualities over appearance or imposed rules.
Singing as Healing and Expression
Reclaiming her voice through singing became an emotional and symbolic act of empowerment, connecting Sepideh to her heritage and generations of suppressed women in Iran. She views singing as both a personal healing practice and a form of standing for those who cannot freely express themselves.
Mentorship and Community
Sepideh credits several mentors and supportive figures for her growth. She emphasizes the importance of showing up for others, paying support forward, and nurturing a sense of community.
Leading Beyond Burnout
Burnout is a result of prolonged stress, fight, flight, freeze responses, and neglecting emotional and physical health. Sepideh utilizes somatic breathwork to help leaders and employees regulate their nervous systems, process suppressed emotions, and create safe spaces for vulnerability and healing. She explains that burnout is preventable when organizations and individuals prioritize conscious, holistic self-care.
Plant Medicine and Integration
Sepideh views plant medicine as a tool for mental health and emotional integration, highlighting it as a catalyst for self-awareness rather than a recreational high. She works with clients to integrate insights from plant medicine into daily life, cultivating emotional intelligence, forgiveness, and presence. Her approach combines body awareness, somatic practices, and intentional reflections.
Performance, Presence, and Ritual
In high-performance industries, constant productivity and measurement can undermine confidence and well-being. Sepideh advocates rituals and presence-based practices, such as mindful breathing, sensory activation, and slowing down during daily activities, to reconnect with oneself and cultivate sustainable performance without anxiety or self-judgment.
Future Vision and Celebration
Sepideh measures success through progress and the ability to give back to humanity. She values learning, growth, and curiosity over rigid goals or timelines, viewing each step forward as a meaningful achievement for herself and others.
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Sepideh's TED Talk, Breath as an Act of Rebellion
Today, Eric is thrilled to welcome Shannon Thaler Cherry as his guest.
Shannon began her career as a model before pivoting to become a successful journalist, emcee, and host. She now leads content sessions at trade shows, corporate events, webinars, awards shows, and other events.
Tune in as she shares her journey and the nuances and facets of the dynamic career she has built.
Bio: Shannon Thaler Cherry
At just 26, Shannon Thaler Cherry has already built over a decade of professional experience. Today, she works as a full-time content specialist, out of NYC, contributing to leading outlets including A Media Operator, BizBash, Corporate Event News, Trade Show News Network, and Vendelux, among others. Beyond writing, Shannon is also an experienced moderator, host, and emcee, leading content sessions at trade shows, corporate events, webinars, awards shows, and more.
Shannon's career began on a very different stage: as a model, traveling the world for brands like Reebok, Louis Vuitton, Sally Hansen, and Colgate, and appearing in the pages of Glamour, Teen Vogue, and Seventeen Magazine. She later shifted her creative focus to journalism, sharpening her craft as a breaking news reporter at the Daily Mail and business reporter at The New York Post, before stepping into the specialized world of events media, where she continues to blend storytelling, performance, and industry insight.
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Email Shannon: shannonthaler@gmail.com
When Eric did his very first public speaking experience, he almost became paralyzed with fear. But that moment also taught him a lasting lesson.
Tune in today to hear what happened and how Eric discovered an antidote to fear and procrastination.
Taking the First Step
When you have done something once, the second time becomes easier. Action is the antidote to fear and procrastination.
Procrastination vs. Action
Planning and scheduling may feel productive, but without action, nothing changes. Many of us hide behind learning and preparation, but progress only comes when we move from thinking to doing.
Accountability as a Success Driver
Having someone to keep you accountable helps you to follow through. An accountability partner helps ensure that your goals translate into daily actions.
Leading vs. Lagging Indicators
Lagging indicators measure outcomes after the fact (like annual revenue), while leading indicators are daily actions that move results forward. Your success lies in identifying and consistently practicing those leading indicators.
The Daily Three
Each evening, Eric identifies three key tasks for the next day. These are small but meaningful steps that move the needle and ensure his steady progress toward bigger goals.
The Urgency of Time
Setting two or three main priorities toward the end of each year will help you to finish strong. Narrowing your focus will increase the likelihood of a meaningful achievement before the year closes.
Preparing for the Next Year
Planning for 2026 begins now, not after the holidays. Writing down your priorities early allows you time for reflection, adjustment, and clarity, and ensures your preparation for the coming year.
The Power of Focus
Distractions like webinars, AI trends, events, and opportunities will always be there, but results come from focusing on what truly matters. Constantly ask yourself, “Does this action move me closer to my main goals?”
Realistic and Optimistic Goal-Setting
We often overestimate our short-term capacity but underestimate our long-term potential. Being realistic yet staying optimistic helps you balance pressure with perspective.
Doing Over Learning
Eric loves learning, but he emphasizes that results come only when knowledge is applied. “Doing” transforms ideas into tangible outcomes.
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Today, Eric is delighted to welcome Melva LaJoy Legrand as his guest.
Melva is an icon in our industry, having built an impressive career that spans the US, France, and Europe, earning numerous recognitions along the way. In this episode, she shares her journey and discusses the honors she received within the industry, offering inspiration and insights for solopreneurs and small business owners.
Her Journey
Melva began her career as a teacher, but her creative spark kept pulling her in a different direction. A volunteering stint at a radio station one summer introduced her to concerts, festivals, and events, and she discovered her true calling. With the unwavering support of her parents, she stepped into event planning, starting at the bottom, and soaking up every lesson she learned along the way. With the help of her mentors, she managed to overcome her fear, learn about leadership, and shape her emotional intelligence. With perseverance, faith, and resilience, Melva built her own business, LaJoy Creative, weaving together her professional achievements and her personal trials.
Her Early Career
Melva describes her early years as a "preparation season”, where she embraced every small task with humility, absorbing lessons from behind the scenes. That shaped her professional values, helping her decide the kind of leader she wanted to become.
Mentorship and Growth
Melva had several mentors who were all central to her development. One of her mentors encouraged her toward a leadership position at a major festival, creating a breakthrough moment where she discovered her own capacity to lead. This experience highlighted the importance of humility, teachability, and persistence in building effective mentor relationships.
Building Confidence and Starting Over
Melva restarted her business in 2019 during a deeply challenging period while caring for her ailing father. His encouragement gave her the courage to relaunch her business, and she also received additional confirmation from her mentors and unexpected encounters, fueling her belief that her business was her purpose.
Overcoming Trauma and Anchoring in Faith
As a survivor of abuse and trauma, Melva knows that therapy, faith, support groups, and resilience are an essential part of the healing process. Her faith and clarity about her values have shaped her leadership and business decisions, ensuring she only accepts work that aligns with her principles.
Awards and Recognition
Melva has received numerous honors, including recognition for organizing survivor-focused events, being named a Top Female Founder 500, and winning Silver for International Event Agency of the Year. Those awards affirm her parents’ belief that the world would always make room for her. She also takes pride in recent collaborations, including honoring cultural icons at a major beauty and artistry event.
Cultural Perspective: US vs France
Living between the US and France has given Melva unique insight into the work-life balance. She contrasts the American culture of overwork with the French emphasis on rest and leisure. While she acknowledges higher US salaries, she credits her best creative breakthroughs to the mental clarity she gained during her time abroad.
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Today, Eric is excited to welcome Megan Nolan, the founder of Vitality Wellness in Maui.
With extensive experience in yoga, mental health, and wellbeing, Megan brings powerful tools to support small business owners and professionals within the meetings and events industry.
About Megan Nolan
Megan Nolan is a yoga teacher and personal trainer based in Maui. She combines movement, mindfulness, and strength training to help people improve their posture, energy, and mental focus. Beyond individual sessions, she specializes in bringing wellness into the conference and events industry by leading yoga, breathwork, and “power pauses” that energize participants and boost engagement. Her mission is to make healthy habits accessible, fun, and sustainable, whether for individuals, teams, or large audiences.
Generational Awareness of Health
Younger generations are highly aware of their mental and physical health. They openly communicate about emotions, seek out wellness tools, and tune into their bodies. Older generations, by contrast, often adapt more slowly.
Technology and Posture
Today’s youth are growing up with devices in their hands, and it shows in their posture. Postures previously associated with aging are now common, even in children, driven by extended hours of sitting and screen use.
Preventing and Correcting Rounded Posture
Megan highlights that a rounded posture is preventable and, to some extent, correctable at any age. Even into the 90s, the body is capable of gaining bone density and muscle strength. Through neuroplasticity, the body can adapt when weak muscles are strengthened and tight tissues are stretched. While skeletal issues may limit the degree of improvement, regular movement and targeted exercises can restore alignment and function.
The Toll of Sitting
Sitting for eight to ten hours a day quickly reshapes the body. Extended events or workdays often leave people feeling one with the chair, collapsing into poor posture. That reduces energy, focus, and creativity. Megan recommends taking short breaks to stand up, stretch, or strike a power pose to instantly improve attention, boost creative thinking, and sustain productivity.
Hot Yoga: Trend or Health Tool?
Practiced in rooms heated to about 105°F, hot yoga can help soften tissues and deepen flexibility. However, Megan cautions that most people are dehydrated, and the extreme heat places extra strain on the heart. Without strong body awareness, participants may overstretch tendons and ligaments. For those who are healthy, hydrated, and experienced, hot yoga can be beneficial. For most others, Megan recommends warm yoga as a safer alternative.
Power Pauses and Adult Recess
Megan has developed the concept of power pauses, short, intentional breaks for breathwork, stretching, or light movement. These re-energize participants during long events, especially after meals. She frames them as “adult recess,” making wellness fun, inclusive, and highly effective for engagement and focus.
Wellness at Events
Megan integrates yoga, breathwork, and energizing breaks into conferences and events, both in Maui and virtually. She often starts mornings with grounding practices, weaves in power pauses throughout the agenda, and closes with mindful exercises. Her keynote, Habits of a Happy Human: Small Shifts for a Chaotic World, adds another layer of impact, helping participants stay engaged, energized, and connected.
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Today, Eric shares five standout books he read this summer. As a passionate reader of 25–30 books a year, he found these books particularly impactful for both business and life.
The Last Lecture — Randy Pausch & Jeffrey Zaslow
This moving and timeless book was written by computer science professor Randy Pausch, as his final lecture after getting a terminal diagnosis. It blends philosophy, practical wisdom, and personal stories, offering lessons on living with purpose, nurturing relationships, and leaving a legacy. It is a book to hold onto for life, and to pass on to the next generation.
Four Thousand Weeks: Time Management for Mortals — Oliver Burkeman
Burkeman reframes time management by reminding us we only have about 4,000 weeks on earth. Instead of chasing endless productivity, he shows how to prioritize what truly matters. The book combines humor, philosophy, and practical tools for blocking, organizing, and auditing time. It is valuable for both business and personal life.
Living with a SEAL: 31 Days Training with the Toughest Man on the Planet — Jesse Itzler
In this book, entrepreneur Jesse Itzler recounts a month of intense training with a Navy SEAL. His experience is raw, funny, and motivating, pushing readers to go beyond excuses and embrace discipline, resilience, and grit. It is a high-energy reminder that we are capable of far more than we think.
Make Your Own Luck: Success Tactics You Won’t Learn in Business School — Peter Kash
Written by entrepreneur and venture capitalist Peter Kash, this book explores how to create luck by preparing, persevering, and being open to opportunity. Through vivid personal stories, he shows how readiness and mindset can transform challenges into breakthroughs. It is a guide to moving forward, even in uncertain times.
Fool Me Once: Scams, Stories, and Secrets from the Trillion-Dollar Fraud Industry — Kelly Richmond Pope
In this book, forensic accounting professor Kelly Richmond Pope reveals the hidden world of fraud, from small-town scandals to billion-dollar schemes. Drawing on her TED Talk and Netflix documentary All the Queen’s Horses, she highlights the risks of misplaced trust and the importance of vigilance in business. It is an eye-opening and essential read for entrepreneurs.
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Book links:
The Last Lecture
Four Thousand Weeks
Living with a SEAL
Make Your Own Luck
Fool Me Once
Today, we are delighted to welcome Marjie Hadad as our guest.
Marjie is a PR expert who has spent the last 4 decades working in media and public relations in various countries. She currently assists private individuals and individual business owners.
Marjie joins us today to share her insights and experience. Tune in to find out how to become more successful in your business and at home.
Marjie’s Journey
Marjie has spent 40 years in media and public relations, working as a reporter, anchor, and producer, and she even won an Emmy Award. She later became an agent in the modeling industry before launching her PR career. For the past 25 years, she has run her own firm, working with clients globally and specializing in medical and venture capital.
Speaking and Training
Today, Marjie focuses on professional speaking and leadership training. Her work focuses on teaching individuals and companies to use communication and PR skills strategically to achieve their goals.
Internal and External PR
Marjie explains that PR applies internally and externally, and that success comes from clear, strategic communication on both levels. Internally, leaders must communicate a vision to inspire their teams. Externally, they should craft and share important messages with their target audience to build partnerships, launch products, or raise funds.
Winning Clients Through Communication
For small businesses, everything starts with the unmet needs of the client. Good communication begins with listening, then positioning your expertise as the solution. Your key messages should reflect how you want people to remember you after the conversation. Marjie recommends going beyond talk and showing your potential clients what you can deliver.
Handling Social Media and Cancel Culture
For adverse online reactions, Marjie advises people to remain positive and professional. She explains that every comment does not require a reply, and sometimes, the best move is to stay silent. If you do engage, keep it respectful and professional, addressing disrespect calmly, deleting toxic remarks, or inviting the person to continue the conversation privately. The key is to remain composed and protect your reputation while deciding which approach best fits the situation.
Building Company Culture
Constructive guidance, support, and recognition foster loyalty and performance. Leaders within organizations should rally their teams around a shared vision and show how their contributions matter. They should also view mistakes as learning opportunities rather than reasons to humiliate people.
Utilizing her PR Skills
Marjie has even applied PR strategies in her family life, which she detailed in her book, The Power of PR Parenting. She applied communication tools, such as crisis management, presentations, and constructive contracts, to raise her children into confident, resilient adults. Her mistakes became lessons, and she reinforced her expectations with agreements.
Communication Across Generations
When it comes to younger generations and technology, Marjie does not see texting as a threat but rather as another mode of communication with its own language. She stresses the importance of giving children real-life opportunities to practice social and communication skills so technology becomes an addition rather than a replacement for human interaction.
Bio: Marjie Hadad
Marjie Hadad has been in media and public relations for 40 years. She is a globally recognized public relations expert, a former television news journalist, an award-winning television producer, and an award-winning author. Specializing in medical and venture capital PR, she designs strategic programs to support the business, clinical, and personal objectives of her clients. A dynamic professional speaker and executive coach, Marjie empowers teams to use THEIR public relations skills to solve various problems and achieve organizational, professional, and personal goals. Her diverse career includes roles as an agent at Ford Model Management in Boston and a media liaison for the Consulate General of Israel to New England. She is the founder of Must Have Communications and Consulting.
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Now is a great time to reflect on both personal milestones and business goals! Planning your priorities now can set you up for a strong finish to this year and prepare you for a successful start to 2026.
Transitions and Emotional Awareness
When your children start school or college, it can be emotionally intense as it reminds you how quickly time passes. Embracing the emotions of those moments can help you process change while you focus on other areas of life.
Planning Your Year-End Goals
With roughly 85 working days left in the year, it is essential to define what you want to accomplish before this year comes to an end. You should also start thinking about next year.
Using Mind Maps Effectively
Mind maps make it easier to translate abstract ideas into actionable steps. They can help you organize your ideas, set your priorities, and clarify your objectives. Mind mapping is a technique popularized by Tony Buzan that visually allows you to structure ideas around a central topic. Mapping your thoughts for the rest of this year and next will help you to identify your priorities and avoid distractions.
The 25-5 Rule
Prioritization is the key. Identify your top 25 goals first, then select the five of your most critical objectives. Focus on those five, and deliberately avoid distractions from the remaining 20. That will ensure your energy goes toward what truly matters. Eric explains that even if the famous Warren Buffett story about this method is unverified, the principle of disciplined prioritization is still powerful.
Action and Focus
Once you have set your priorities, dedicate your energy to achieving your top goals. The rest of the year will go quickly, so focus on what matters most to determine your success, both personally and professionally. Preparing now will set the stage for a productive and fulfilling year-end and a strong start to 2026.
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We are delighted to welcome Kelly Knowlen, currently the Vice President of Sales Engagement and Special Events at Hilton, as our guest today.
Kelly joins us today to share her career journey and talk about her work in the meetings and events industry.
This episode will be of particular interest to event planners who own their businesses and want to increase their engagement, using events as a strategic tool for their organizations.
Bio: Kelly Knowlen
Kelly Knowlen is a dynamic leader in the global hospitality industry with over 30 years of experience at Hilton, where she currently serves as Vice President, Sales Engagement and Special Events. In this role, she leads the execution and strategic priorities of Hilton Worldwide Sales customer events, industry events, and internal conferences for the Americas.
Under her leadership, Hilton has launched groundbreaking initiatives such as the World’s Most Welcoming Events campaign, which leverages original research to unveil the future of the meetings and events industry. In recent years, Knowlen led the commercial workstreams to create and launch Hilton EventReady with CleanStay and the EventReady Playbook, a proprietary tool providing curated resources for teams and event planner customers.
Before her current role, she spearheaded the launch of Global Week of Sales and Ready to Rise, two global initiatives focused on increasing sales engagement across the enterprise.
Beginning her Hilton career as a Sales Manager at DoubleTree Concourse in Atlanta, Knowlen has since held more than 10 key positions, including Director of Sales and Marketing at several Hilton properties. Her journey continued as Regional Director of Sales and Marketing and into critical roles at Hilton Corporate, working in sales operations, global engagement, and events.
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Email Kelly Knowlen: kelly.knowlen@hilton.com
Today, Eric shares a recent coaching experience he had with an entrepreneur who was hesitant to grow her business because she was happy with her current setup and did not feel the need to expand.
Stay tuned as Eric takes a closer look at whether or not that way of working is, in fact, sustainable.
Growth Can Create Freedom
Staying small might feel comfortable, but constantly jumping from one project to the next leaves little room for personal time or long-term progress. Growth allows business owners to step back from their daily tasks and invest their time where it truly matters- on clients, strategy, and the parts of the business they enjoy most.
Delegation Is Essential
Delegating is about sustainability rather than relinquishing control. Many entrepreneurs wait too long before trusting someone else with parts of their business, which often leads to burnout.
Delegation makes space for high-level focus and prevents the business from becoming overwhelming.
Representation
The most valuable contribution a business owner can make is representing the company and nurturing relationships, which includes sales, brand presence, and staying in touch with clients and prospects. Those are all time-consuming tasks, and the only way to prioritize them is by letting go of lower-level responsibilities.
80 Percent Is Good Enough
Client satisfaction should guide your decisions around delegation, not perfectionism. No one will do things exactly the way you do. So, even if someone can only deliver 80 percent of your standard on your behalf, and the client is still satisfied, that is okay.
Personal Lessons from Early Burnout
In the early years of his corporate events business, Eric believed no one could serve his clients as well as he could. So, he avoided delegating, fearing it would compromise his brand. This mindset led to exhaustion, and he nearly burned out. Only after hiring a project manager did he realize clients were happy even without his constant presence. That allowed him to build systems and focus on growth.
Start with a Long-Term Vision
You cannot make aligned decisions without a long-term vision. Defining what you want your life and business to look like in 10 years will give you the clarity to act with purpose. That clarity is also the foundation of strategic growth.
Develop the Right Mindset
Entrepreneurship is not linear. It is a rollercoaster of unpredictable challenges. To be successful, you must be mentally prepared, able to manage stress and stay focused on the reason you started. Surrounding yourself with the right kind of support and using tools like journaling and meditation can help you remain grounded.
Manage the Chaos
Running a business means juggling high-level strategy with everyday tasks. Unpredictable factors add to the stress, especially in fast-moving industries. Learning to navigate the chaos is essential for staying grounded and moving forward.
Stay Consistent
Progress comes from steady effort, not big leaps. Small, repeated actions will create meaningful change over time. Even when momentum feels slow, doing a little bit every day will impact your long-term results and the growth of your business.
Sustainable Growth Requires All Three
By combining your long-term vision with a strong mindset and daily consistency, you can create a foundation for healthy, sustainable business growth. Without those, it becomes much harder to build something lasting and fulfilling.
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Have you ever felt that a client was not the right fit for you, yet you ignored your gut feeling and worked with them anyway?
In this episode, Eric shares two examples of similar situations he experienced in his professional journey, explaining how he handled them and what he learned along the way.
Trust Your Instincts
It is essential to recognize when a potential client or project does not align with your values, standards, or business model. Ignoring your instincts when your gut tells you a client is not the right fit will likely lead to lots of frustration down the line.
Know Your Worth
Never compromise your pricing just to win business. If a client pressures you to reduce your fees, always stand firm when you know your pricing is fair and reflects the quality of your work.
Let Go When Respect Isn’t Mutual
Walk away from clients who fail to respect your work. Even though it may feel risky, it will protect your integrity and lead to better opportunities.
Set Clear Boundaries
Define the kind of clients you want to work with and the fees you need to sustain your business. By filtering out unsuitable clients, you ensure your business remains profitable and focused.
Deliver Exceptional Work
When you commit to a client, always over-deliver as your excellence will earn trust and repeat business.
Long-Term Thinking
Prioritize sustainable relationships over quick wins. You may miss some deals that way, but you will build a stronger and more respected business over time.
Understand Your Clients
Take the time to understand your client’s needs, goals, and expectations. Always ask the right questions upfront to ensure your offer aligns with their objectives and avoid future misunderstandings.
Communicate Your Values
Be clear about how you work, your expectations, and what your clients can count on. Transparency helps to establish trust and discourages potential clients unaligned with your approach.
There Are Always Better Clients
Do not hold on to difficult or undervaluing clients out of fear. There are many respectful and collaborative clients out there who are willing to pay fair rates. When you are clear about the type of clients you want to attract and learn to say no to those who are not the right fit, you create space to find partners who truly support your values.
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Life as an entrepreneur can often feel lonely.
Being a solopreneur or small business owner in the meetings and events industry is a wonderful experience. However, with all the stress and challenges entrepreneurs face, they often find themselves alone, with no one to share their wins, doubts, and fears with.
In this episode, Eric reads an excerpt from the book he is currently reading and shares some valuable tips to help entrepreneurs avoid loneliness.
Digital Nomads
Unlike traditional nomads who rely on each other, digital nomads often go it alone. In his book 4000 Weeks, Oliver Burkeman explains that digital nomads, despite the appealing lifestyle, can feel lonely. They travel the world but miss the shared routines that create strong relationships.
Remote Work
Without casual, in-person conversations, those who work remotely miss out on spontaneous connections. So entrepreneurs need to be intentional about meeting others and making space for interaction.
Build a Circle of Advisors or Join a Community
One solution is to create a board of advisors for your business. They should be people you trust and respect, and those you can share authentically with about the highs and lows of your business. You can also join a community of other entrepreneurs. The key is to make it a regular habit because if it is not on your calendar, it is unlikely to happen.
Reconnect With What Matters
Take time to pause and reflect on what truly matters to you. Ensure your daily actions are moving your business in the right direction, and keep your long-term vision in focus to remain grounded.
Stay Flexible and Open
Growth requires curiosity and adaptability. As a business owner, you must be willing to try new tools, adopt new services, and explore different ways of working.
Keep Your Vision in Focus
Regularly check in with your long-term goals. Stay open to learning and be willing to embrace new tools, services, and ways of working that support that vision.
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Book Mentioned:
Four Thousand Weeks: Time Management for Mortals by Oliver Burkeman
Technology is no longer just a helpful tool for running small businesses. It has become the lifeline for small business success.
In this episode, Eric clarifies why technology is now non-negotiable when running a successful small business.
Tune in to learn why, as a small business owner, you must either evolve and adapt or risk getting left behind.
AI Blackmail
An article on Entropic described a test scenario where AI named specific (fictional) people and made a blackmail demand. Even though the situation was fabricated for testing purposes, it highlighted the potential dangers of advanced AI behavior.
A Double-Edged Sword
Every major invention in history has had the potential for great harm and tremendous benefit. The outcome depends entirely on how humans choose to use these tools. AI is no exception. It represents a societal shift similar to the Industrial Revolution, with its presence growing across all industries. Today, adaptation is essential, especially in the meetings and events space, where technology is now deeply integrated. Those who ignore it risk becoming irrelevant.
From Fax Machines to Automation
During his early business days in Brussels, Eric used to manually collect faxed proposals in the evenings after doing sales visits by day. Now, 70% of that work can be automated. Standard proposals and client-facing documents can now be systematized using technology, drastically reducing the time and effort required.
People vs. Tech
In the past, hiring a high-level executive assistant in Belgium came at a significant cost to Eric due to their high social security contributions. Today, however, business owners can find skilled virtual assistants anywhere in the world for a fraction of the cost.
Smarter Prospecting with AI
Aspects of prospecting that used to take hours of manual outreach before can now be streamlined with CRM systems and AI. By scanning the online presence of a prospect through their LinkedIn profile, AI can recommend tailored messaging and communication strategies, making outreach faster, more personal, and far more effective.
Embrace AI Now
Now is the time to embrace AI and new technologies. Those who do so will be better positioned for success. So, whether you are starting a new business or evolving an existing one, tech literacy is a must.
Face-to-Face Is Still Irreplaceable
Even with the rise of AI, the human connection is likely to become more valuable, not less, as people always crave genuine, in-person experiences.
Bio: Eric Rozenberg
Eric is a business builder and the founder of Event Business Formula, the only platform exclusively dedicated to helping and supporting business owners in the Meetings & Events Industry. He has helped thousands of entrepreneurs grow and manage their businesses better.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries.
His podcast "The Business of Meetings" is the first podcast in the Meetings & Events Industry dedicated to business owners and the largest source of free information, with over 240 episodes and fabulous guests.
His first book, Meeting at C-Level, is the first book on the « Why? » of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds.
His second book, Before It’s Too Late, A Love Letter to My Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric was the first European to serve as Chairman of the International Board of Meeting Professionals International (MPI).
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Anthropic Article
Eric knows that taking three weeks off each year is a European concept, yet he believes that it is up to each entrepreneur to decide for themselves when and how they choose to switch off.
In this episode, he explains that it is not just about the time you take off, but rather about being intentional with how you recharge. He also shares the playful out-of-office email message he set up during the three weeks he recently spent in North Carolina.
Decide How You Disconnect
As an entrepreneur, you get to choose how and when you disconnect. Some people prefer complete time off, while others are okay with handling a few urgent tasks here and there. What matters is being intentional about taking breaks and allowing yourself the time to recharge and connect with your loved ones.
No Need to Wait for Holidays
Without regular rest, your creativity, focus, and overall effectiveness will gradually decline. However, there is no need to wait for holidays to recharge. Skipping work on Saturdays, setting aside time to meditate, and taking short breaks during the week can help you stay focused and energized.
You Are Not Always Needed
With the right systems and support in place, your constant presence is not necessary as an entrepreneur. You may feel you need to stay connected initially, but over time, you will see that taking a step back does not mean that everything falls apart. It is also essential to understand that if a client cannot respect the time you take off, they may not be the right client for you.
Protect Your Time
Make a habit of scheduling time for yourself each day and week, and switch off completely during holidays. Spending time with the people you care about and doing the things that energize you while giving your mind a break from business concerns is the best way to recharge.
Out-of-Office Message
During his recent time off, Eric set up a creative and funny out-of-office email response. In it, he explained that he was away, offered a contact for urgent matters, and encouraged senders to imagine where he might be. The message reflected his personality while setting clear boundaries, showing that it is possible to unplug without being dull or overly formal.
Bio: Eric Rozenberg
Eric is a business builder and the founder of Event Business Formula, the only platform exclusively dedicated to helping and supporting business owners in the Meetings & Events Industry. He has helped thousands of entrepreneurs grow and manage their businesses better.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries.
His podcast "The Business of Meetings" is the first podcast in the Meetings & Events Industry dedicated to business owners and the largest source of free information, with over 240 episodes and fabulous guests.
His first book, Meeting at C-Level, is the first book on the « Why? » of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds.
His second book, Before It’s Too Late, A Love Letter to My Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric was the first European to serve as Chairman of the International Board of Meeting Professionals International (MPI).
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We are thrilled to welcome rockstar business coach Bill Gallagher, the founder of Scaling Coach, as our guest.
Bill has dedicated his career to helping entrepreneurs organize their lives, refine their leadership skills, and elevate their performance. He joins us today to share his journey, insights, and the story behind his impressive startup success.
Tune in to learn the strategies that have helped countless leaders scale with confidence, clarity, and purpose!
io: Bill Gallagher
Bill Gallagher is a highly rated business coach whose passion is helping CEOs and entrepreneurs manage growth more effectively, restore order and sanity to their lives, and achieve greater growth or faster growth. With over 40 years of entrepreneurial and executive experience and 20 years of coaching and training leaders seeking to enhance their leadership and performance, he now works with leaders and teams in more than 31 cities across 15 countries. He has led four companies as CEO/owner and was a partner/executive in two others as they grew from startup to more than $550 million in annual revenue.
A former DJ and radio executive, Bill hosts the Scaling Up Podcast. In his free time, he is an avid surfer, sailor, skateboarder, pilot, scuba enthusiast, and recovering triathlete. Happily married for 30 years, he and his wife, Lori, live in the Oakland Hills and are parents to two very successful young adult entrepreneurs.
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Scaling Up Business (Podcast)
Email: Bill@scalingcoach.com
We are excited to welcome Lil Roberts, the Founder of Xendoo, as our guest today.
Lil is an exceptional entrepreneur with a sharp instinct for people and the confidence to speak the truth. She has served as President of the South Florida chapter of Entrepreneurs Organization (EO) and recently published a book called Small Business Defined: The Ultimate Guide for Small Business Owners.
Stay tuned to hear about her inspiring journey and learn how Xendoo makes accounting easier for small business owners.
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Xendoo
Small Business Defined: The Ultimate Guide for Small Business Owners
Today, Eric tackles the truth about uncertainty.
Many business owners and entrepreneurs find uncertainty unbearable. Eric points out that if you, as a business owner, do not learn the art of navigating uncertain times, you may need to reconsider whether it is genuinely the right industry for you.
Uncertainty Feels Tougher Without a Plan
A friend of Eric, living in Israel, recently made the striking observation that he finds frequent missile alerts easier to handle than the uncertainty of running a business. That is because he has prepared himself for those situations. So, when an alarm sounds, he knows exactly what to do. However, navigating uncertainty in business is much harder because there is no clear structure or step-by-step plan to follow.
The truth is that uncertainty becomes far more manageable when you have a plan.
Nothing Ever Goes According to Plan
With decades of experience running meetings and events worldwide, the constant that always stands out to Eric is that things never go exactly as planned, and disruptions are the norm. So, even though we cannot control everything, we can always control how we respond to it.
When we learn to adapt and prepare ourselves with alternative plans, it makes all the difference!
Focus on What You Can Control
Control is not about fixing every problem. It is about identifying the next best step you can take. When unexpected challenges arise, the solution lies in focusing on controllable factors. Proactive problem-solving, negotiation, and networking help us create viable paths forward.
Keep Perspective During Chaos
When stress builds, especially in uncertain times, return to your values, your purpose, and the progress you have made. Uncertainty will always exist, but so will your capacity to adapt, find solutions, and do what truly matters. That is often the only certainty you will need.
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We are delighted to have Eric Moeller, the founder of Freewyld, joining us today.
Known for his clear mind and sharp perspective, Eric has never been afraid to challenge the status quo of big corporations or industry transformations.
Join us to hear about Eric’s impressive career journey and the bold steps he is taking to revolutionize the hospitality industry.
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Freewyld
We are thrilled to welcome Kevin Hinton as our guest today.
Kevin, who has over 20 years of experience in the global meetings and travel industry, was appointed as Managing Director of Group Travel for the U.S. Travel Association last year. He joins us today to share his career trajectory and dive into the significant role he now plays within the organization.
Tune in today to hear about his impressive career and learn how he is shaping the future of group travel.
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U.S. Travel Association
We are honored to welcome the distinguished Dr. Stanley K. Ridgley, author of the recently released book DEI Exposed, as our guest today.
Dr. Ridgley is a well-traveled and highly respected educator with a reputation for delivering insight with clarity and impact. In his book, he addresses one of the most widely discussed and contentious topics in our industry today, substantiating his arguments with well-researched factual evidence.
Silence implies complicity, so Eric never shies away from tough conversations, especially with those who can back their ideas with proven facts. Join us to hear Dr. Ridgley’s clear-sighted and thought-provoking perspective on the truth about DEI.
What DEI Has Become
The original purpose of DEI, which stands for Diversity, Equity, and Inclusion, was to ensure fairness, opportunity, and support for disadvantaged groups. However, in practice, it has evolved into something quite different. Rather than fostering genuine inclusion, DEI programs are increasingly excluding Jewish students, tolerating antisemitism, and enforcing a rigid ideological framework that leaves no room for open dialogue. The bureaucracy behind DEI has grown massive, and those running it seldom face accountability, even when harm occurs.
Rot at the Core of Academia
Some of the most prestigious universities, including Harvard and Columbia, fail to address this issue and even reward bad behavior. Students who harass or physically attack their Jewish peers get promoted, hired by the university, or given recognition, while the victims get overlooked. That reflects a complete collapse in moral standards, with academic freedom and intellectual honesty eroded by fear, favoritism, and ideological loyalty. Talented researchers and students are being pushed away from these institutions in search of places where truth and fairness still matter.
The Silence of Feminist and LGBTQ+ Groups
Organizations that claim to defend human rights, such as feminist groups and LGBTQ+ advocates, have remained noticeably silent about the rapes of Israeli women and the persecution of LGBTQ+ individuals in Palestinian territories. Yet those groups condemn Israel based on the narrative that it is a settler-colonial state. Their silence is not just disappointing. It reveals a clear double standard based on ideological alignment rather than principle.
Is Ideology More Important Than Reality?
A growing trend in universities and activist spaces is to prioritize ideology over reality. People follow a script. They repeat terms like settler colonialism or perform symbolic rituals like land acknowledgments without stopping to question their meaning or validity. That mindset discourages critical thinking and turns academic spaces into nothing more than echo chambers.
Neutrality is Not Morality
When people stay silent in the face of antisemitism and extremism or claim that it is too political to take a stance, they are not being neutral. They are being complicit. Avoiding uncomfortable truths out of fear of losing a job or facing criticism is understandable, but it allows injustice to flourish. Saying nothing is not a virtue. It is a form of surrender that weakens the very foundations of free and fair societies.
There is a Better Way
If the goal is to help disadvantaged students, there is a straightforward solution. If support is offered based on economic need, many groups that DEI aims to help could benefit, without the need for racial preferences or divisive identity politics. A financial-aid-based approach would be both legal and practical, and far more inclusive. It would also eliminate the need for bloated DEI departments that create more division than unity.
Expose the Hypocrisy Loudly
Change will only happen when people are willing to speak up and ask the hard questions, like Why are Jewish students being left out of DEI programs? Why are certain groups exempt from criticism even when they commit violence or uphold oppression? Why are academic institutions rewarding behavior that goes against their own stated values? Those questions are uncomfortable but necessary. The time for silence is over. Only through clarity, honesty, and courage will things improve.
Dr. Ridgley’s Bio and Resume’
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LeBow College of Business (Drexel University)
We are delighted to welcome Barbara Dunn as our guest today.
Barbara is one of the top legal experts in our industry and an absolute powerhouse in her field! She joins us today to share her professional journey and explore the realities of owning and running a business.
Stay tuned for Barbara’s valuable insights on the legal aspects every business owner must consider to thrive in the current dynamic and competitive business landscape.
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Today, Eric dives into the importance of self-care and focusing on mental health, particularly during times of uncertainty.
Stay tuned as Eric shares practical ways to remain grounded and support your well-being, even when things feel unpredictable.
A Late-Night Emergency in Sardinia
While organizing a sales meeting for a medical device company in Sardinia, Eric experienced a powerful reminder of why health must come first. In the early morning, as his team was wrapping up video edits for a final presentation, he found a man lying unconscious with blood coming from his head. The man had fallen and hit the corner of a table.
Acting Quickly—Even Against Protocol
Eric contacted the head of the company, who happened to be a trained nurse practitioner. She warned that moving the man could be risky, but leaving him could be worse. When the hotel insisted on following procedure before calling a doctor, Eric bypassed protocol. He contacted his local partner, who helped him find an ambulance meant for another injured guest and had the man transferred to the hospital. The next evening, the man was back at the bar with a bandage on his head. He had just had too much to drink the night before.
The Lesson: Take Ownership of Your Health
That incident reinforced something Eric believes firmly: if you fail to take care of yourself, no one else will. In uncertain times, the only thing we can truly control is how we show up for ourselves. We may not be able to influence global events, but we can impact our health, mindset, and those around us.
Making Health Your Priority
Even though most people know what to do to stay healthy, when under stress, those habits tend to slip away. So, Eric encourages us to follow a morning routine that involves meditation, exercise, or writing. He reminds us that the challenge is not about knowledge. It is about making your health a consistent priority.
Start with One Hour a Day
In an unpredictable world, a daily routine can provide stability. Eric encourages everyone to block one hour each morning, even if it means waking up an hour earlier, and do whatever you can to support your well-being. That could be meditating, moving, reading, or writing. Eric reminds us that the best way to help others is by taking care of yourself first.
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We are delighted to have Didi Aurelia as our guest today. Didi is an educator, psychologist, speaker, and the author of 100 Days to a More Aware You.
Having spoken recently at the World Economic Forum about the role of AI in supporting conscious decision-making, Didi is the ideal person for business owners and those seeking to integrate more mindful decision-making processes into their practices to consult with.
Stay tuned for Didi’s thought-provoking insights on using AI to enhance awareness and support intentional choices.
Bio:
Didi Aurelia: Author of ‘100 Days to a More Aware You’
Didi is a psychologist, educator, speaker, and former finance executive. She has charted a dynamic path from leading finance teams across Europe to founding a Montessori school that champions conscious parenting and personal transformation.
Armed with dual credentials in psychology and management accounting (ACMA), Didi brings a rare blend of corporate strategy, emotional intelligence, and deep personal insight to her work.
Through her platform More Aware You, she now speaks, consults, and creates experiences supporting individuals and organizations navigating change gracefully and stepping into purposeful leadership.
Didi believes that awareness is the most powerful tool we have in a fast-evolving world. Whether she’s guiding someone through a personal turning point or exploring how AI can support collective well-being, she is rooted in one mission: to help others ask Why not me?, and move forward with courage.
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In times of uncertainty, like we are facing now, small business owners must stay focused and be proactive.
Today, Eric shares three of his tried and tested strategies for helping small business owners remain steady during times of uncertainty within the industry.
Stay tuned to learn how to turn uncertainty into opportunity with three proven strategies to keep your business moving forward in unpredictable times.
- Review Your Finances
Start by examining every expense in your business, line by line. Go through all your credit card statements and monthly charges, especially those auto-pay items you may have forgotten. Cancel anything that is not essential. Then, take a broader look at your fixed costs and plan to adjust if your revenue drops.
Being prepared now can help you avoid making tough decisions later.
- Reconnect with Clients and Prospects
Now is the time to be visible and proactive. Many people pull back during uncertain times, but staying in touch with your clients and prospects will set you apart. Check in with your clients, reach out, and start conversations with them. Even if there is no possibility of immediate business, showing genuine interest in clients or potential prospects will strengthen your relationships.
- Tackle Whatever You Have Been Avoiding
Focus on everything you have meant to do but have not done. Whether you update your business model, learn a new skill, or explore new services, take advantage of the slower pace and reflect on how you can apply your experience in new ways. Keep on looking for opportunities you may have overlooked.
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Today, we are delighted to welcome Amanda Gore, an Australian powerhouse from the Speaker Hall of Fame, as our guest.
Amanda is a phenomenal communicator who blends her sharp insights with humor and heart, offering fresh perspectives on joy, emotional intelligence, change, management, and leadership.
Get ready to laugh and learn as Amanda shares her story and powerful insights that have inspired her audiences worldwide.
Emotional Intelligence
Emotional intelligence (EQ) is more important than technical skills in leadership and life. EQ helps people navigate conflict, build trust, and maintain strong relationships. If someone feels psychologically safe, they will be more productive, creative, and loyal.
The Brain Reacts First, Thinks Later
The brain is wired for survival. So, when people feel threatened by someone's tone, body language, or words, they shift into fight-or-flight mode, making calm conversation almost impossible. Understanding that can help you lead with compassion and avoid escalation.
Emotional Contagion
Your emotional state does not stay with you. It spreads. The heart's magnetic field changes as your feelings change, which affects everyone around you. That is why a calm leader can anchor a room, and a stressed leader can wreck it.
Lead Yourself First
Leadership starts with managing your internal world, knowing what triggers you, and regulating how you respond in stressful situations. Self-awareness is the key because if you are emotionally reactive, you cannot guide others effectively.
Simple Tools Regulate Big Emotions
Regulating your emotions helps you stay grounded when things get tense. You do not need complicated methods to self-regulate. Breathing slowly and deeply while focusing on your heart area or just naming what you feel will allow you to shift your state almost instantly.
Everyone Carries Invisible Baggage
Most conflict stems from unmet emotional needs. People tend to react out of fear that they are not good enough, not safe enough, or do not belong. Keeping that in mind helps you respond with empathy instead of judging.
Stay Connected in Conflict
Instead of turning someone into the problem, it is better to externalize the issue. That way, both individuals can stay connected and tackle the problem together. So you can protect the relationship while still addressing what needs to change.
Joy
Culture starts with energy, not strategy. Joy is not just a nice-to-have feeling- it fuels performance. You can create more joy in your team by starting your meetings with gratitude, recognizing the wins, and being intentional about how you show up.
Reframing Change
The brain resists change because it does not like uncertainty. However, change is necessary for growth. Reframing change as a challenge instead of a threat will help you adapt faster and stay open to new possibilities.
Focus Shapes Reality
Your area of focus rewires your brain and shapes your relationships. Where your attention goes, your energy flows. Focus on the good in people; you will likely find more of it. If you focus on threats, however, you will create a defensive environment.
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Email Amanda: Amanda@amandagore.com
The Business of Meetings – Episode 267: From Token to Transformative: Making Boards Work with Marc Stockli
We are thrilled to welcome Marc Stockli, an accomplished entrepreneur from Switzerland, as our guest today.
With over 20 years of business experience, Marc has chaired the Global Board of the Entrepreneurs Organization and has also become an author.
Join us as Marc shares his journey and gives us a sneak peek into his upcoming book, Make Boards Work.
Bio: Marc Stockli:
Marc O. Stockli has benefited from a unique perspective for many years in developing and writing this book. Marc has also been a public speaker to thousands of entrepreneurs in more than 30 countries.
Marc has been exposed to board work from early on in his career. First, as a young investment banker, and later a strategy consultant for world-renowned professional services firms. Later on, as an entrepreneur and investor. In sum, he has prepared for, attended, and reflected on about 200 board meetings overall. This profound experience has been gained globally, allowing Marc to provide unique insights and disclose hidden opportunities.
Marc O. Stockli is a co-founder and former CEO of Totemo, whose cybersecurity products are used by 1,500 corporations and more than 3.5 million licensed users. Totemo was sold to Palo Alto-based Kiteworks in December 2021. Marc is an active investor, board member, and coach for entrepreneurial companies and teams in technology and financial services. He acts in such capacity for Amwell (IPO on NYSE in September 2020), Beekeeper, Merantix, Lucy Security (sold to ThriveDX in February 2022), Vara, CleanHub, or Format Vermögen & Anlagen, to name but a few. Previously, Marc worked in corporate finance in Hong Kong, Tokyo, and New York, as well as strategy consulting with BCG. He holds a law degree from the University of St. Gallen HSG and an MBA from the Wharton School at the University of Pennsylvania. Marc recently served as the Global Chairman of the Entrepreneurs’ Organization (“EO”, more than 19,000 members in more than 70 countries).
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We are delighted to welcome Ari Meisel, the king of efficiency and productivity, as our guest today.
Ari has written a book called Less Doing More Living. Everything he writes and shares is about efficiency, and there is always something relevant for small business owners to apply.
So, if you own a small business and are looking for ways to increase your productivity and operate more efficiently, stay tuned. You are in for a real treat!
Bio: Ari Meisel
I Help Entrepreneurs Become Replaceable
Brooklyn, New York, United States
Summary:
Hello, I'm Ari Meisel- a world-renowned productivity expert, author, and passionate advocate for optimized living. My journey began with my own struggles against chronic illness, leading me to develop the Less Doing, More Living productivity system. Today, I'm fortunate to share my insights with thousands of individuals and organizations worldwide, empowering them to achieve more by doing less. Authorship: Published works in the field of productivity, efficiency, and stress management. My writing serves as an influential guide for those aiming to reclaim their time and energy.
Woodworking Enthusiast:
Beyond my professional life, I have a deep-rooted love for woodworking. The craftsmanship involved is not just a hobby; it's a practice that also informs my philosophy about the importance of focus, detail, and dedication in all pursuits. Community Service: As a volunteer EMT and Lieutenant at our local rescue squad in Princeton, New Jersey, I'm committed to giving back to the community. These experiences have imbued me with valuable leadership and crisis-management skills.
Future Ambitions:
I plan on running for local office to drive transformative changes at a community level. My vision includes improved healthcare access, innovative education programs, and sustainable practices that can make Princeton an example for other cities to follow.
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Buy a copy of Less Doing, More Living: Make Everything in Life Easier by Ari Meisel
We are delighted and honored to welcome the legendary FBI negotiator, Chris Voss, as our guest today.
Chris was the head of the hostage negotiations at the FBI, and he significantly changed their negotiation style. He has taught at various business schools and founded the Black Swan Group. He is also an author, having written Never Split the Difference, The Full Fee Agent, and more recently, Empathy and Understanding in Business.
Join us to hear Chris’s fascinating story and to get his advice and actionable tips to implement in your life and business.
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On LinkedIn
Website
Connect with Chris Voss
On LinkedIn
The Black Swan Group website
Books by Chris Voss:
Never Split the Difference
The Full Fee Agent
Empathy and Understanding In Business
We are excited to have the legendary Jesse Cole joining us today!
In today's episode, Jesse shares the incredible story behind how he and his wife, Emily, started the famous Savannah Bananas! He also gets into where they are today and how he leverages the Savannah Bananas for his projects!
We hope you enjoy listening to today’s super-motivating conversation with Jesse Cole!
Bio:
Jesse Cole is the founder of Fans First Entertainment and the owner of the Savannah Bananas. He’s a fanatic about fandom and launched the Savannah Bananas with one mission: to spark a fan-focused movement. Whether at the ballpark, on social media, onstage delivering keynotes, in features for ESPN and Entrepreneur, or in his first book, Find Your Yellow Tux, Jesse continues to create fans all over the world.
The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over their country on their Banana Ball Tour.
Jesse is the proud inventor of Banana Ball and Dolce & Banana underwear and a not-so-proud promoter of the Human Horse Race and Flatulence Fun Night. He’s a raving fan of his wife, Emily, his kids, and peerless promoters like Walt Disney, PT Barnum, and Bill Veeck. Jesse owns seven yellow tuxedos.
Jesse’s story
Jesse was raised by his dad, who spent hours playing baseball with him and taught him the value of putting in the effort to create something special!
Jesse played baseball throughout his life. After getting into the baseball industry about fifteen years ago, he tore his shoulder, and his baseball career ended. So, he started working in the front office and began his journey to where he is today.
Savannah Bananas
Before starting the Savannah Bananas, Jesse spent ten years with the team in Gastonia, North Carolina. He became their GM when he was twenty-three and had to figure out how to make people excited about going to a baseball game. It was much harder than he anticipated, so he tried doing some crazy things!
Then, seven years ago, Jesse and his wife moved to Savannah, Georgia, and had the opportunity to take on an old and historic stadium. Jesse was not successful in selling the way everyone else did because no one took him seriously. So he tried something new.
A vision
Everything we accomplish in life starts with a vision. Especially in business! Going into Savannah, Jesse and his wife truly believed they could change baseball games, make them fun, and create something people had never seen before! It was tough at first, but they knew their idea would work.
Fans first
Many companies focus solely on chasing customers. However, early on, Jesse and his wife became obsessed with creating fans and decided to focus on putting their fans first. So they named their company Fans First Entertainment.
All-inclusive tickets
They decided to make every ticket all-inclusive so that if the game was terrible, the fans would still get some value for their money because everything, including the food, was included.
Spicing things up
They decided to spice things up and go all-in on creating an entertaining experience. They hired a dancing coach and choreographed dances for the players. They introduced a banana baby that they lifted, celebrated, and sang to at the start of the match. They even handed out roses to little girls in the middle of the game!
No more marketing
After that, they no longer had to do any marketing. They just shared what they were doing, and people told others about it!
ESPN
ESPN became aware of what they were doing. So they wrote an article about the Savannah Bananas, which did very well. Then their sports center did a feature on them, which also did very well. Then, Jesse and his wife approached ESPN with an idea they had for a show, and they agreed. The show was highly rated (and still does well today) and led to even bigger things!
Making baseball more fun
Leaning in on making baseball more fun, offering non-stop entertainment, storytelling, creating memorable moments for fans, and building an idea culture helped them get to where they are today!
No more normal
Doing normal things gets normal results. So they work from the premise of doing the exact opposite of whatever would be deemed normal.
What if
Asking what if and trying out new things motivates them to keep finding new and exciting ways to entertain their fans.
Secondary ticket sellers
Jesse always refused to sell tickets to secondary marketing groups. One group even offered to pay twice the ticket value and buy more than a million dollars worth of tickets. But Jesse refused because that would inflate ticket prices, and hurting their fans goes against everything they stand for.
Living the dream
Jesse’s dream for the future is to continue chasing the energy they created, making people happy, and dancing in front of fans all over the world!
Surrounding yourself with good people
When you share your vision, what you stand for, and what you hope to accomplish, you will attract the best people to work for you!
Connect with Eric
Website
Connect with Jesse Cole
Fans First Entertainment: Bananas For Business
The Savannah Bananas
It is a special day as we welcome a true industry icon to the podcast!
Today, we are thrilled to have Frank Passanante, Global Head of Sales at Hilton, joining us for a conversation that has been a long time in the making. Eric has crossed paths with Frank through the MPI Foundation and has been looking forward to having him on the show to share his insights.
In this episode, Frank discusses his career, the art of sales, and the enduring strength of the Hilton brand.
A Passion for Hospitality from a Young Age
Frank's journey into the hospitality industry began in his early teens. While on a family vacation at the Hilton Hawaiian Village, he discovered a book by Conrad Hilton, Be My Guest, which ignited his passion for the hotel business. From that moment, he began working various jobs in hotels and restaurants before specializing in sales. He joined Hilton right after university and has remained in the industry ever since.
Sales as a Noble Profession
Frank believes sales is a noble profession centered on solving customer problems and providing value. He feels that true sales success comes from genuinely caring about customers and helping them find the right solutions. Frank integrates Lisa McLeod's Philosophy of Selling with Noble Purpose into his sales approach, focusing on customer impact rather than revenue alone. His mindset aligns with Hilton's founding purpose—spreading the light and warmth of hospitality.
Building a Strong Sales Culture
Recruiting the right people is essential to maintaining a strong company culture. Frank refers to The Ideal Team Player by Patrick Lencioni, which identifies three key qualities for success: humility, which prioritizes teamwork and continuous learning; hunger, which drives ambition and goal-setting; and emotional intelligence, which ensures strong interpersonal skills. At Hilton, hiring, training, and performance management are structured around those virtues to create a high-performing, customer-focused sales team.
Adapting to Changing Buyer Behavior
The landscape of meeting and event services has evolved in the post-COVID era. Modern buyers expect a seamless blend of self-service digital tools and personalized support for more complex needs. So, they developed a three-channel sales strategy at Hilton: digital self-service options that empower customers to research and book independently, direct sales for high-touch transactions requiring expert guidance, and voice-assisted support for critical moments in the buying process. Companies that fail to adapt to these shifting expectations risk missing valuable opportunities in today's rapidly evolving market.
AI and Continuous Learning
AI and automation are reshaping the industry, so Frank is committed to future-proofing the Hilton sales teams. The company promotes an always-learning mindset and prioritizes a coaching culture. Combining continuous learning with a strong coaching environment ensures that the Hilton sales professionals remain effective and adaptable.
Building a Coaching Culture
Frank emphasizes the power of coaching in leadership and business success. He stresses the importance of being coachable, asking the right questions, and seeking feedback to progress quickly. His organization holds monthly coaching sessions for leaders, focusing on practicing real-life coaching conversations to build communication skills.
The Art of Difficult Conversations
Having tough conversations is easier said than done. As a former SaaS CEO, Frank found that employees initially hesitated to voice their concerns. However, by welcoming constructive criticism and encouraging dialogue, he built a culture where feedback became a strength rather than something to fear.
Continuous Learning & Expanding Perspectives
Frank stays ahead by reading business publications, white papers, and research from Forrester and Gartner rather than constantly chasing new frameworks. He values learning from industries outside his own, believing that cross-industry insights spark fresh ideas.
Year of the Travel Maximizer
Hilton has identified 2025 as the Year of the Travel Maximizer. Their recent Meetings Maximizer report highlights trends like extreme preparedness, where attendees demand detailed agendas and networking guidance. Hilton developed resources to meet these evolving needs, including the World’s Most Welcoming Events playbook, to help planners create more engaging experiences.
Looking Ahead
Frank is excited about Hilton's rapid expansion, with over 800 new hotels added in 2024 and 500,000 rooms in the pipeline. Next year, they will celebrate significant openings, including the iconic Waldorf Astoria New York and new Waldorf locations in Sydney and Tokyo.
Bio: Frank Passanante
Senior Vice President, Global Head of Sales and HRCC, Hilton
Frank Passanante sets the B2B strategy for Hilton through all selling channels. He’s passionate about forging strong customer partnerships that drive mutual success, building winning sales teams through intentionally developing a coaching culture, and quickly adapting strategies to meet the continually evolving nature of B2B sales.
In his current role as Senior Vice President, Global Head of Sales, and HRCC, Frank collaborates closely with commercial leaders worldwide on coordinated global B2B strategies. He takes great pride in his team of purpose-led sales professionals, who consistently develop meaningful customer relationships and consult on solutions. He describes his team as caring, committed to their clients’ outcomes, and striving to be the best in the business.
Frank built and refined his hospitality sales and marketing expertise over three decades, with the vast majority of those years devoted to Hilton in various on-property, regional, and corporate roles. Actively engaged in industry organizations across all travel segments, he has served on the Professional Convention Management Association Board of Directors, the U.S. Travel Association Meetings Mean Business Coalition, and the Events Industry Council APEX Business Recovery Task Force. Currently, he is engaged with the US Travel Association Group Travel Network and the GBTA Allied Leadership Committee.
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Connect with Frank Passanante
On LinkedIn
Hilton Trends Report 2025 – The Vacation Maximized
2025 Hilton Trends Report – Special Section: The Meetings Maximizer – The Next Generation of Meetings & Events
Books mentioned:
Be My Guest by Conrad Hilton
Selling with Noble Purpose by Lisa McLeod
The Ideal Team Player by Patrick Lencioni
The Advantage by Patrick Lencioni
The Five Dysfunctions of a Team by Patrick Lencioni
The Medici Effect by Frans Johansson
Kitchen Confidential by Anthony Bourdain
The Business of Meetings – Episode 262 - The Power of Boundaries: Managing Teams and Clients Effectively with Eric Rozenberg
Today, Eric shares his insights on setting boundaries with clients and within teams.
In this episode, he highlights examples of how boundaries impact business interactions, leadership, and workplace culture.
Setting Boundaries with Clients
Establishing boundaries with clients ensures professionalism and prevents burnout. Eric shares an example of a coaching client who declined a weekend meeting request from a prospect, reinforcing her limits. A more flexible approach could involve making an exception but ensuring it should not become the norm. Recognizing when a client repeatedly disregards boundaries is crucial, as it may signal a lack of respect for professional and personal time. Ultimately, business owners must define their availability based on their values and long-term goals.
Work-Life Integration Over Balance
Business owners must establish boundaries that create a sustainable work environment aligned with their values. Eric believes in work-life integration rather than strict balance. He suggests time-blocking to manage personal and professional commitments.
Setting Boundaries with a Team
A strong company culture relies on clear expectations. Eric avoids evening and weekend calls and uses send later for emails to prevent after-hours disruptions. However, in true business emergencies, exceptions may be necessary.
Generational Shifts in Work Expectations
Workplace priorities have evolved. Eric recalls interviewing a trainee who asked about work-life balance, something older generations never considered and previous generations hesitated to address. Today, professionals expect clear boundaries and value companies that respect them.
Emergency Situations: When Boundaries Shift
Boundaries should be clear, but they must be adaptable when necessary. Eric avoids interrupting personal time. However, urgent situations require flexibility.
Final Thoughts
Setting and maintaining boundaries is crucial for long-term business success. Entrepreneurs must align their boundaries with business values to ensure professional growth and personal well-being, as limits foster respect and set the foundation for a sustainable and effective work environment.
Connect with Eric Rozenberg
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Website
Today, we are excited to welcome two of the most influential and high-energy leaders in the meetings and events industry. The dynamic duo, Liz Lathan and Nicole Osibodu are founders of Club Ichi. Individually, they are powerful, and together, they are dominating the market!
Stay tuned as we explore their journey, the vision behind Club Ichi, and the incredible work they are doing to shape the future of our industry!
Reinventing the Event Industry
Liz and Nicole built their careers in experiential marketing, but they were not satisfied with how the industry operated. They saw a need for more community, innovation, and fresh ideas, and instead of waiting for change, they created it themselves. Through bold projects like Secret Family Reunion and Club Ichi, they are reshaping how event professionals connect, learn, and grow.
The Journey to Club Ichi
Their journey started with Secret Family Reunion in 2019, an experimental networking event where attendees signed up without knowing the destination. The inaugural trip to Tuscany was successful, proving that people craved immersive, meaningful connections beyond standard industry gatherings. By 2026, they plan to host one final edition to push the concept further.
Realizing that the industry needed more than just one-off events, they launched Club Ichi in 2023. The goal was to create a thriving, engaged community of B2B event marketers. It began with a 12-hour digital marathon featuring 75 rapid-fire speakers designed to be high-energy and engaging. The event resonated, and Club Ichi quickly grew into a membership-based platform with thousands of subscribers.
Building a Sustainable Business
Initially, Liz and Nicole worked as consultants, taking on projects and advising clients. But they knew they needed a more structured, scalable business model. So, with the help of a business coach and tax strategist, they refined their focus, making Club Ichi their primary offering. Instead of chasing one-off projects, they built a long-term vision that serves their members and the broader industry.
Evolving Club Ichi
Club Ichi is evolving into a media-meets-community platform. Liz and Nicole have big plans, including an industry magazine and a reality show that provides a behind-the-scenes look at global events. They aim to create a sustainable, self-funded business that keeps the event industry fresh, innovative, and connected.
Innovating and Supporting the Event Industry
Liz and Nicole are actively pushing the boundaries of what is possible within the event industry. Through Club Ichi, they have created a dynamic space where B2B event marketers can connect, collaborate, and learn from each other. Their approach is not just about creating events but fostering an ongoing community of professionals who can rely on each other year-round. Beyond that, they aim to provide deeper insights into the industry with plans for a magazine specifically for insiders, featuring in-depth reports and analysis similar to Fast Company or Wired. They are also working on a reality show that will give event professionals a unique lens to see destinations and events, combining the fun of a travel show with event industry insights.
The Future of Club Ichi
Next year, they hope to grow Club Ichi to 1,000 premium members, expand their team, and build a profitable, long-term business. Their vision is clear: they want to make the event industry even smarter, more creative, and more connected. Liz and Nicole are not just building a business- they are reshaping the industry!
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Liz Lathan and Nicole Osibodu
Liz Lathan on LinkedIn
Nicole Osibodu on LinkedIn
Club Ichi
Would you like to know how to create a truly unforgettable business experience?
Today, Eric explores the power of engagement and explains how to design unique experiences, sharing insights from an inspiring conference and an example of a past touchpoint that left a lasting impact.
Stay tuned for valuable strategies to enhance your engagement and create unforgettable experiences.
Focusing on What Never Changes
Jeff Bezos focuses on what remains constant because Amazon customers always want lower prices and faster delivery. Applying that to the meetings and events industry, Eric identifies two unchanging factors- the need for in-person gatherings, as nothing replaces human connection, and the demand for unique experiences, as people constantly seek unforgettable one-of-a-kind moments.
Examples of Unique Experiences
Eric has organized events in over 50 countries, creating exceptional experiences that people will never forget. A standout example is the 1998 FIFA World Cup, where he ensured his clients had premium tickets, even amid the chaos of ticket fraud. The highlight was a Three Tenors concert under the Eiffel Tower. Another remarkable event he designed was a unique dining experience across multiple hotel locations.
Insights from the MMT Mastermind Conference
Eric recently attended his favorite annual conference, the MMT Mastermind Talk, founded by Jason Gaignard. This event is exceptional due to its year-round engagement, ensuring attendees stay connected beyond the conference. Personalized seating based on in-depth intake forms fosters meaningful conversations, while a carefully curated agenda balances inspiring keynotes with interactive sessions. The conference also offers abundant networking opportunities, leaving participants feeling deeply connected, motivated, and eager to return year after year.
Key Takeaways for Business Owners
Eric highlights the importance of being intentional about designing engagement. By curating thoughtful touchpoints and creating exclusive experiences, businesses can forge deep connections and ensure long-term success. He encourages business owners to break free from the cycle of short-term projects and focus on building sustainable, thriving enterprises.
Connect with Eric Rozenberg
On LinkedIn
Website
How can you consistently delight your customers while also providing exceptional value?
In business, relationships are everything. Companies prioritizing customer delight set themselves apart, creating lasting impressions and strong customer loyalty.
Stay tuned as Eric shares practical insights and examples to help you surprise, delight, and elevate your customer interactions.
The Power of Small, Thoughtful Gestures
The answer to delighting customers lies in making personal yet meaningful connections. A memorable experience might come from a simple, thoughtful action. For instance, Eric recalls how a small gesture when traveling– a message about his favorite TV show being available in his hotel room, left him with a lasting impression, proving that even a small effort can make customers feel special.
Identifying and Improving TouchPoints
To truly delight customers, you need to analyze every interaction with them. Mapping out the touch points throughout the entire customer journey allows you to gain insight into potential areas of improvement. By asking, "What could I have done differently?" business owners can uncover opportunities to surprise their customers, enhance their experiences, and exceed their expectations.
Surprising Customers with the Unexpected
Routine gestures, like sending a Christmas card, might be well-intentioned but fail to stand out. To make a lasting impression, surprise your customers with something unexpected, like recognizing a personal milestone or commemorating a specific event in their company. That can make a big difference, as those thoughtful touches demonstrate your attention to detail and show your customers that you value them.
Leveraging Expertise for Strategic Value
Customer delight also comes from using your expertise to provide additional value. By aligning your services with your customers' goals and strategies, you can shift from being a service provider to becoming their strategic partner.
Customers will appreciate your proactive approach and genuine desire to support their success, and that will strengthen their relationship and build trust.
Tough Love and Assertive Support
Sometimes, you need to be assertive to help your customers. Offering honest feedback and sharing your expertise, even when that feels difficult, shows that you have their best interests at heart. Taking the initiative to speak up when necessary, even if it means pointing out potential issues, demonstrates your commitment and reliability, which can deepen their trust and improve future outcomes.
Bio: Eric Rozenberg
Eric is a business builder and the founder of Event Business Formula, the only platform exclusively dedicated to helping and supporting business owners in the Meetings & Events Industry. He has helped thousands of entrepreneurs grow and manage their business better.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries.
His podcast, "The Business of Meetings", is the first podcast in the Meetings & Events Industry dedicated to business owners and the largest source of free information with over 240 episodes and fabulous guests.
His first book, Meeting at C-Level, is the first book on the Why? of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds.
His second book, Before It’s Too Late, A Love Letter to My Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI).
Connect with Eric Rozenberg
On LinkedIn
Website
Running a business of your own is not for the faint-hearted.
To be successfully self-employed, business owners must develop the resilience to stress most people find overwhelming.
Stay tuned to learn about mindset shifts entrepreneurs need to make to grow successful businesses.
Adaptability is Essential
Entrepreneurs must be willing to change and adapt if they want to be successful. Sticking to old, familiar methods can lead to stagnation, so they must embrace new ways of thinking, working, and problem-solving to stay competitive and grow their businesses.
A Long-Term Vision Provides Stability
Entrepreneurship is like a roller coaster. A clear, long-term vision helps business owners stay grounded and focused during challenging times. Regularly revisiting their ultimate goal will allow entrepreneurs to navigate obstacles with more resilience and ensure that their short-term struggles do not derail their long-term success.
Confidence Over Comparison
Imposter syndrome can lead even the most accomplished professionals to doubt their abilities. Rather than comparing themselves to others, business owners should focus on their journeys, achievements, and progress. Defining success through their values rather than external benchmarks gives business owners a far more fulfilling and sustainable business experience.
Building the Right Team
No entrepreneur has ever succeeded alone. Delegation is crucial for growth, so business owners need to trust their teams to handle responsibilities effectively. Empowering others gives business owners time to focus on areas where they can add the most value. So, even if employees fail to execute tasks just as you, the business owner, would, what ultimately matters is client satisfaction and overall business progress.
Success is Personal
In a world that glorifies billion-dollar startups, it is easy to feel that small-scale success is not enough. However, the reality is that the vast majority of businesses operate on a much smaller scale. Success is about creating something meaningful and sustainable. So, instead of measuring their success through revenue alone, entrepreneurs should focus on building businesses that align with their goals, values, and desired lifestyle.
Final Thought
Eric reminds business owners that to be successfully self-employed, they need to get comfortable with stress levels that would destroy most others.
Embracing challenge, change, and uncertainty is part of the entrepreneurial journey. So, keep working on your business, trust the process, and develop a mindset to support your continued success.
Connect with Eric Rozenberg
On LinkedIn
Website
Do your company values genuinely shape the way you run your business?
Today, Eric dives into how to build a company culture to align with the values of your business and ensure they determine how you operate within your business.
Join us to learn the significance of upholding your company values, even when it involves making difficult choices or sacrificing some revenue.
Turning Down Business for Ethical Reasons
Eric begins by sharing three stories to illustrate the importance of sticking to the core values of a business.
In the first story, he faced a dilemma when a major pharmaceutical client wanted to hold a sales meeting in Vienna just as a controversial political leader had taken power in Austria. Despite needing the business, Eric stood by his principles and refused to organize the event. After discussing his concerns with his client, he was allowed to keep their business and chose a different destination.
Looking back, Eric realizes he could also have accepted the job and donated some of the revenue to an organization opposing that ideology.
Quality Over Cost
In another story, Eric lost a bid because his pricing was too high for a senior project, even though it aligned with industry standards. Months later, the same company was dissatisfied with their chosen provider and asked him to step in for a critical sales meeting. Eric and his team worked all night to deliver an exceptional event. However, when it was time to discuss future projects, the procurement officer insisted on a 30% fee reduction. Refusing to undervalue his work, Eric walked away from the deal. He learned later that the company dismissed the procurement officer.
Letting Go of a Toxic Team Member
Eric had to make a tough personnel decision when a project manager he knew personally before hiring her turned out to be toxic to the team. She often criticized others and fostered a negative atmosphere. So Eric let her go, even though she was highly skilled, prioritizing company culture over individual talent. The immediate improvement in team morale confirmed that he had made the right choice.
Defining and Living by Company Values
For all business owners, establishing values is the key to guiding their choices regarding clients, vendors, hiring, and overall company culture. Business owners build a foundation for long-term success and sustainable growth when their values have been well-defined and consistently applied.
Bio: Eric Rozenberg
Eric is a business builder and the founder of Event Business Formula, the only platform exclusively dedicated to helping and supporting business owners in the Meetings & Events Industry. He has helped thousands of entrepreneurs grow and manage their business better.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries.
His podcast "The Business of Meetings" is the first podcast in the Meetings & Events Industry dedicated to business owners and the largest source of free information with over 240 episodes and fabulous guests.
His first book, Meeting at C-Level, is the first book on the Why? of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds.
His second book, Before It’s Too Late, A Love Letter to My Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI).
Connect with Eric Rozenberg
On LinkedIn
Website
The Business of Meetings – Episode 256: Own Your Success: How to Stay Accountable and Get Results with Eric Rozenberg
Today, Eric dives into the importance of accountability in achieving success.
Drawing from his past experiences, he highlights the transformative power of accountability in driving exceptional results.
Example from Student Days: Planning vs. Execution
There is a huge difference between creating a study plan and executing a study plan with accountability. To illustrate the importance of staying committed to goals despite external temptations, Eric shares a personal anecdote from his student days in Belgium, explaining how he planned for his exams meticulously but still got distracted by a tennis championship.
Leadership at ISEC: Board Accountability
Eric learned the value of accountability through regular board meetings in his leadership role at ISEC. Working with an advisory board of senior executives from Fortune 100 companies, he and his team were tasked with presenting updates on their progress, addressing challenges, and aligning their efforts with the goals of the organization. Knowing that he had to answer to various high-level stakeholders, the quarterly meetings motivated him to stay focused and deliver results, reinforcing the importance of continuous self-assessment and course correction in achieving success.
Business Leadership: Advisory Boards and Self-Accountability
Eric applied the lessons he learned at ISEC about accountability to his entrepreneurial journey in his quarterly meetings with advisors, industry experts, and professionals from unrelated fields. Through those regular meetings and openly sharing his successes and challenges, he ensured that he remained focused on his goals and made informed decisions. That strengthened his businesses and highlighted the importance of transparency and external perspectives in maintaining accountability and driving growth.
Connect with Eric Rozenberg
On LinkedIn
Website
The Business of Meetings – Episode 255 - 2025 Business Deals: What Buyers and Sellers Need to Know with Ami Kassar
We are delighted to welcome Ami Kassar, the founder and CEO of MultiFunding, as our guest today. Ami is a member of the EO and the president of the EO Philadelphia chapter, and he brings a wealth of expertise and experience.
With the shift in administration, most business owners are curious about the future of mergers and acquisitions for small businesses. Some owners are considering selling, while others are looking to buy. Ami is here to shed light on this important topic and share his insights. Join us for his expert perspective on what lies ahead for small businesses.
Founding MultiFunding
In 2010, after losing his corporate position as Chief Innovation Officer at the largest credit card issuer for small businesses, Ami started MultiFunding. During the Great Recession, he got laid off by the company he was working for after helping them terminate 960 employees. It was a sobering experience he vowed never to repeat. On his first day unemployed, Ami withdrew his home equity credit line and founded MultiFunding to help entrepreneurs access optimal debt solutions while maintaining control of their businesses.
Core Values
The core value at MultiFunding is to deal with entrepreneurs in the same way their team members would prefer themselves. That principle underpins every decision, from hiring to firing. The company fosters a transparent culture where employees either thrive within three months or move on. MultiFunding always upholds the standard of only offering advice that the team would follow themselves.
The SBA Loan Advantage
Today, 95% of their work at MultiFunding involves Small Business Administration (SBA) loans, which are often the best option for entrepreneurs seeking to grow responsibly. SBA loans allow lenders to offer riskier loans with government guarantees, typically up to 75% of the loan value in case of default. Ami clarifies that being declined by one lender does not mean disqualification from SBA programs, as many institutions with varying criteria participate in that market.
Challenging Top-Line Growth Celebrations
Ami challenges the focus on top-line growth, as celebrated by rankings like the Inc. 5000. He argues that many fast-growing businesses are unsustainable, leading to burnout or collapse. Instead, he proposes a Sleep 5000 award to reward entrepreneurs who achieve sustainable revenue targets while maintaining a healthy work-life balance.
Selling and Buying Small Businesses
Ami advises business owners to identify their target buyers clearly, whether they are private equity, strategic investors, or individuals, and set realistic expectations for valuation. He emphasizes the importance of knowing the minimum cash required to close a sale.
Economic Outlook for 2025
Predicting economic trends for 2025 is challenging, especially with uncertainties in interest rates, tariffs, and federal policies. Ami warns against relying on forecasts, given the unpredictable domino effects of COVID-era policies and upcoming political changes. He advises entrepreneurs to focus on financial discipline and adaptability rather than chasing speculative predictions.
Bio:
Ami Kassar, founder and CEO of MultiFunding and author of The Growth Dilemma, has earned a national reputation as a thought leader in business finance. An in-demand speaker and trusted advisor to growth-focused business leaders, he has helped thousands of business owners achieve ambitious growth goals through creative and personalized funding solutions.
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Daily Blog
Eric addresses the devastating wildfires raging in Los Angeles in this special episode. He reflects on the unfolding crisis with compassion and concern, sharing his thoughts and offering a message of resilience.
Join us as Eric speaks from the heart, acknowledging the widespread heartbreak for those who have lost their homes or had to evacuate while the situation remains far from resolved.
Connection to LA
Eric shares his early memories of Los Angeles, where he stayed with relatives as a 14-year-old, learning English by immersing himself in the culture.
Reflections on Resilience
Inspired by a poignant quote shared by a Krav Maga instructor, Eric reflects on resilience and the importance of responding to challenges in life. The quote highlights how we should define ourselves by how we move forward rather than by what we have lost.
Community Efforts Amid Disaster
Various organizations and industries, including the Los Angeles tourism sector, are rallying to provide support in the wake of the fires. Eric commends the bravery and dedication of the first responders working tirelessly to combat the crisis.
Lessons from Resilient Figures
Drawing inspiration from various stories of resilience, Eric recounts the ability of Nelson Mandela to forgive and unite, Bethany Hamilton's return to professional surfing after a shark attack, and the perseverance of J.K. Rowling in publishing Harry Potter.
Resilience the Entrepreneurial Spirit
Eric highlights the resilience required in entrepreneurship, sharing the stories of Elon Musk, Jeff Bezos, and Chris Gardner, who overcame significant setbacks to achieve remarkable success.
The Pandemic
Eric reflects on how the pandemic tested global resilience, forcing individuals and industries to adapt and persevere. He encourages small business owners to stay focused on their goals amid adversity.
Closing with Resilience and Hope
Eric closes by reciting the poem If, by Rudyard Kipling, which captures the essence of resilience. He expresses his solidarity with all those facing hardship in Los Angeles and encourages everyone to keep walking- the famous advice of Winston Churchill.
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The Business of Meetings – Episode 253 - Leveraging Partnerships: ELX CEO Nicola Kastner on How Small Businesses Can Attract Big Clients
We are thrilled to welcome Nicola Kastner as today’s guest. Nicola is the CEO of Event Leaders Exchange, an exclusive global community connecting senior corporate event leaders from large companies across diverse industries.
She has had an impressive career with leadership roles at Maritz, Carlson Wagonlit Travel, and SAP, and she has also run her own business. A seasoned traveler and visionary, she earned the Event Marketing B2B Dream Team honor, recognition as a top woman in events, and a well-deserved place in the Canadian Meeting Hall of Fame.
Nicola is motivated, passionate, and purposeful. Join us as we explore her valuable insights, diverse experiences, and inspiring vision for the future of the events industry.
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Event Leaders Exchange
The Business of Meetings – Episode 252: From Conscious Leadership to Wellness: Kim Napolitano’s Insights on Building Great Places to Work
Welcome to our very first podcast for 2025!
We are thrilled to begin the new year with an inspiring conversation with an outstanding leader in our industry. Kim Napolitano is the Executive Director of Industry Relations and Intermediary Group Sales for Hilton Worldwide Sales. She is also a dedicated Peloton rider and a certified master practitioner of energetic medicine.
With a passion for wellness and three decades of invaluable leadership experience behind her, Kim joins us today to share her insights on the best type of workplace, conscious leadership, and ways to weave wellness into every aspect of all we do.
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Hilton Worldwide
As 2024 draws to a close, Eric takes the opportunity to share a selection of books that profoundly influenced his thinking over the past year.
Each recommended book covers a different topic, from AI to pricing, financial psychology, and geopolitics. Eric carefully selected each book to inspire you to reflect on the past year and encourage your strategic preparation for 2025 in business and life.
- Amplify AI by Ronsley Vaz
Amplify AI, written by Ronsley Vaz, is a comprehensive guide to integrating AI into business practices.
The book is in three parts:
- AI adoption, and a historical overview and common pitfalls to avoid
- Using AI ethically and implementing it responsibly
- The Amplified AI Pyramid outlines four critical growth areas
Ronsley’s expertise as a software engineer and business strategist shines through, making this a must-read for anyone curious about effectively leveraging AI.
- Fearless Pricing by Casey Brown
Fearless Pricing by Casey Brown tackles one of the most vital yet challenging aspects of running a business. The book empowers readers to move beyond hourly rates and focus instead on value-based selling.
The book provides actionable strategies to:
- Command fair prices
- Avoid commoditization
- Strengthen team confidence in pricing discussions
This book will benefit service-based business owners looking to enhance profitability and differentiation.
- The Psychology of Money by Morgan Housel
Morgan Housel's The Psychology of Money explores the psychological aspects of financial decisions. Each chapter tells a unique story, with lessons on compounding, risk, and defining how much is enough. A standout chapter for Eric was Never Enough, which dives into the dangers of unchecked ambition in life and business.
This book encourages readers to rethink their financial goals to align them with their priorities in life.
- The War on the West by Douglas Murray
In The War on the West, journalist Douglas Murray boldly examines contemporary societal challenges. Drawing on his firsthand experiences in conflict zones, he advocates for moral clarity and challenges prevailing narratives.
This book offers valuable insights into the sociopolitical dynamics that shape our world. The author’s dry humor and fearless commentaries make this book an engaging and thought-provoking read.
- The End of the World is Just the Beginning by Peter Zeihan
In this book, author Peter Zeihan explores the geopolitical and economic forces currently reshaping our planet. With sections on transport, energy, demographics, and more, he provides a historical and forward-looking perspective on global trends.
This book is a wake-up call for business owners, urging them to consider long-term strategies and prepare for various global scenarios that could impact their operations.
Conclusion
These books are essential for thoughtful preparation for 2025, offering helpful insights for personal and professional growth.
Happy reading, and our best wishes for a prosperous New Year!
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The Business of Meetings – Episode 250: Revolutionizing Business Models: Insights for the Meetings and Events Industry with Alex Osterwalder
We are delighted to welcome Alex Osterwalder as our guest today. Alex is the visionary behind the groundbreaking Business Model Canvas and the founder and CEO of Strategyzer.
Join us as Alex takes us through his journey, from presenting his doctoral dissertation on business models to developing innovative tools, highlighting the power of simplicity and the value of rigorous testing.
His Journey from PhD to Strategyzer
Alex began his journey with a doctoral dissertation on business models, supervised by Yves Pigneur. Surprised by the interest his thesis received online, Alex decided to co-write a book with Yves. They self-published their book and crowdfunded the project before crowdfunding became mainstream. Their success laid the groundwork for Strategyzer.
Special Offer Mentioned:
https://strategyzer.com/business-of-meetings
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Strategyzer
The Business of Meetings – Episode 249 – Amplify AI: Ronsley Seriojo Vaz on Harnessing Artificial Intelligence for Business Growth
We are delighted to welcome Ronsley Seriojo Vaz as today’s podcast guest.
As the host and Executive Producer of the top-rated Amplify AI and We Are Podcasts, Ronsley is a leading voice in helping organizations master the art of AI integration. He is also the author of the book Amplify AI, where he explores the transformative power of AI and its philosophy.
Join us for an engaging conversation filled with insights and innovation as Ronsley takes us on a journey into the AI world.
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We Are Podcast
The Business of Meetings – Episode 248 Unlocking Success: The 5 Essentials You Need for 2025 with Eric Rozenberg
As the year draws toward a close, Eric shares five essential aspects you need to consider to set yourself up for success in the coming year.
Join us as Eric dives into a mix of visionary ideas and concrete steps that you can implement immediately to ensure next year is your best year ever!
- Define Your Long-Term Vision
The foundation of success begins with a clear long-term vision. Consider why you started your business and what you want to achieve over the next 10 years. Your vision is your guiding light in the inevitable ups and downs you will experience as an entrepreneur. Even though team issues, unexpected crises, or technical glitches will likely arise, having a written vision will help you stay grounded. Review it every six months and use it as a compass during tough times. Remember, your long-term vision is not just for next year. It is your North Star for the entire journey you have ahead.
- Set Clear and Measurable Objectives
Translate your vision into actionable, measurable objectives for the next 12 months. Goals, whether they are sales targets or strategic implementations, are there to guide your focus and energy. Be ambitious yet realistic. Aim for goals that stretch your capabilities without overwhelming your resources. Review and refine your objectives quarterly, and involve your team in your process. Sharing clear objectives ensures everyone understands their role and prevents distractions from derailing progress. Let your goals serve as a filter for prioritizing activities and staying on track.
- Create Your Ideal Week
Map out your schedule, blocking time for family, personal health, and key business responsibilities. Life is unpredictable, so always allow some flexibility for unforeseen events. A visual plan will help you focus on what truly matters without overloading your days. Translate your ideal week into your calendar and commit to tasks like daily sales outreach. Remember, success lies in deliberate time management and ensuring that everything that matters gets done.
- Master the Sales Process
Sales is the lifeblood of any business, and success requires systems and consistency. Develop a sales playbook that includes your pitch, common objections, scripts, and processes. Implement a CRM (Customer Relationship Management) system to track interactions and commitments. A well-defined sales process will ensure you and your team operate effectively. Block dedicated time for sales activities in your calendar and review progress regularly. When you implement the right tools and processes, your sales efforts will consistently yield results.
- Prioritizing Your Accountability
Accountability is the glue that holds a plan together. Having an accountability buddy like a coach or a peer group or having someone to hold you responsible will ensure your consistent progress. Set weekly check-ins to review your commitments and plan upcoming actions. Remember that accountability fosters focus, forces follow-through, and keeps you aligned with your goals. It is a simple yet powerful tool for turning your plans into results.
Final Thoughts
To set yourself up for success next year, focus on a clear long-term vision, measurable objectives, an ideal week, a structured sales process, and accountability. By implementing those strategies, you will move from scattered efforts to a thriving, purposeful business.
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The Business of Meetings – Episode 247 - Mastering Digital Presence: Strategies for Success with Leslie Carruthers
We are excited to welcome Leslie Carruthers, Founder and President of The Search Guru, to the show today.
As a seasoned SEO specialist and an expert in integrating AI into marketing strategies, Leslie has vast knowledge about leveraging AI technologies for impactful business growth. She joins us today to share her entrepreneurial journey and offer valuable insights on using AI to drive a more effective and efficient approach to sales and marketing.
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We are thrilled to have Geneviève Retzlaff join us today!
After having a fulfilling career with various organizations, including seven impactful years in HR at Cirque du Soleil, Geneviève founded Grow Better Together.
In this episode, we dive into her experience with Cirque du Soleil, her work with FIFA, and her insights on venues. We also explore how organizations can structure themselves more effectively, particularly their collaboration with the meetings and events industry.
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Grow Better Together
The Business of Meetings – Episode 245 – Inside the Mind of a Corporate Event Production Manager: Insights for Event Business Owners with Evan Babins
We are delighted to have Evan Babins joining us on the show today. Evan is the newly appointed Manager of Event Production at Scotiabank.
In this episode, Evan discusses his career path and shares practical insights for business owners on the best practices for leveraging vendor networks, securing sponsorships, and optimizing trade show opportunities.
Bio:
Evan Babins has 10 years of experience in corporate event production. Throughout his career, he has had the chance to manage event logistics and technical event production for many world-class clients like Nissan Canada, Equitable Bank, Kia Canada, Novartis, and TD Bank, to name a few. Evan has worked in the live, virtual, and hybrid event spaces, honing his craft as a top-tier event industry trendsetter. Evan has been included in BizBash's Top 250 Event Professionals, Eventex's Top 50 Most Influential Event Technology Professionals, Bizzabo's Top 55 Event Experience Leaders & Special Event Magazine's Top 20 Young Event Pros to Watch lists.
Evan is currently the Manager of Event Production at Scotiabank, one of the top 6 banks in Canada. He works on internal and external-facing events and experiences.
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Today, we are excited to welcome Adi Klevit, the CEO and founder of the Business Success Consulting Group, as our guest.
Adi's work is indispensable for any business owner. Join us to hear her story and learn from her impactful insights on the power of effective processes as she clarifies how to document each aspect of your work to allow effective delegation and support your business's growth.
Journey into Process Improvement and Industrial Engineering
Adi began her career in process improvement by choosing to study industrial engineering, drawn by the way it blended science with people-focused work. That discipline sparked her passion for creating order from chaos, which she has carried forward over nearly 30 years, working to streamline and optimize business processes.
Early Career in Process Improvement
Adi worked at a bank during her last college year, focusing on improving data accessibility and analyzing workflows for greater efficiency. That deepened her interest in process improvement and set the foundation for her career.
Transition to Entrepreneurship
Adi has always had an entrepreneurial spirit, running businesses in her youth and early professional years. With extensive experience advising and observing other entrepreneurs, she launched her own company about 14 years ago with a realistic understanding of the challenges involved.
Unexpected Challenges of Entrepreneurship
Working closely with many entrepreneurs prepared Adi for most of the hurdles she faced when founding her business. Her experience gave her insight into many common business problems, and helping other business owners tackle them prepared her for handling similar issues within her company.
Building Business Processes and Procedures
Effective processes can improve onboarding, mitigate risk, and reduce dependency on key employees. Adi emphasizes that while entrepreneurs often prioritize sales and networking, building processes is essential for operational consistency, scaling, and adding value.
Getting Teams to Follow Procedures
Adi designed an eight-step process to promote adherence to procedures across organizations. The first step involves securing buy-in from leadership and team members by clearly communicating the benefits of following established processes. The next step is assessing the personal motivations of each team member, ensuring they understand how the procedures align with their goals and the company objectives. Next, the process includes creating detailed, clear guidelines that outline each step of the procedures, making them easy to understand and implement. Training sessions will be necessary after establishing the guidelines to ensure everyone is on the same page. Regular check-ins and feedback loops help identify any challenges or misunderstandings in the implementation phase.
Open Communication
Encouraging open communication allows team members to voice concerns and suggest procedural improvements. Finally, Adi emphasizes the importance of recognition and rewards for teams that consistently follow the procedures to reinforce positive behavior and foster a culture of accountability.
Productivity Tools and Techniques
Her favorite productivity tools include ClickUp for task management, Slack for internal communication, and Descript for content creation. Adi highlights the importance of choosing tools that add value and structuring their use to avoid inefficiencies.
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Business Success Consulting Group
We are delighted to have a true rock star in the events industry joining us today.
As the lead Events Manager of Altria, Carrie Davenport is the powerhouse behind their event management success. She has received numerous awards from various organizations in the events industry, and she also hosts a podcast called Like an #EventBoss.
Carrie brings a wealth of knowledge and experience to our conversation today. Stay tuned as she shares her expertise and passion.
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Altria
Like an #EventBoss
We are delighted to have one of the foremost industry leaders joining us today!
As the Chief Sales Officer and Senior Vice President of MGM Resorts International, Stephanie Glanzer holds one of the most prominent and visible sales positions imaginable. She is also involved with the U.S. Travel Association and is a member of Meeting Professionals International.
Stay tuned as Stephanie shares her unique perspective on leadership and industry trends.
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MGM Resorts International
Today, we are excited to welcome Stephen Revetria, the President of Giants Enterprises, as our guest.
Stephen has had a remarkable career. He is a trustee at the University of San Francisco. He has chaired the San Francisco Travel Association and the MPI International Board of Directors, served on the advisory board of the U.S. Department of Commerce, and even been invited to the Vatican by Pope Francis for a global conference on sport and service to humanity.
Stephen is known for his kindness and the positive energy he adds to everything he does. Join us for the wisdom and knowledge he has to share.
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Giants Enterprises
We are thrilled to have the incredible Christine Duffy joining us today.
Christine is the president of Carnival Cruise Line. She is a remarkable industry leader with a wide range of impressive accomplishments who has mentored hundreds, if not thousands, of people throughout her career.
Stay tuned for the wisdom and the wealth of experience Christine shares today.
Unconventional Path to the Travel Industry
Her career in the travel industry started with her ambition to become an international flight attendant, inspired by her travels and French heritage. When she lost her dream due to a height restriction, she began working as a travel agent, eventually becoming president at McGettigan and later CEO of Maritz Travel Company. Her leadership in the corporate meetings and events sector and her involvement with MPI and other associations laid the foundation for her future achievements.
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Carnival Cruise Line
The Business of Meetings – Episode 239: Chasing the American Dream: Julius Solaris on Entrepreneurship, Content Creation, and the Future of the Events Industry
We are honored and thrilled to welcome another true legend in the meetings and events industry as our guest today.
Julius Solaris is the CEO and Founder of Boldpush. As a successful entrepreneur who has built multiple businesses, he brings his wealth of experience to the show. Join us for an exciting conversation with Julius Solaris as he shares his journey, insights, and expertise.
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Boldpush
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The Business of Meetings – Episode 238 - 7 Essential Questions to Close More Business with Kay Allison
Today, we are excited to welcome Kay Allison as our guest.
Kay is a marketing genius and talented speaker who specializes in helping creative individuals, companies, and entrepreneurs make tons of money. After enjoying a busy career in corporate America, she decided it was time for a change and became an entrepreneur.
Kay has had an incredible journey. She joins us today to share her story and explain what she does to assist creative individuals and businesses to grow financially.
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Email Kay:kay@kayallison.com
We are delighted to have Lisa Lutoff-Perlo joining us on the show today.
Lisa is the new FIFA World Cup 2026 Miami Host Committee CEO. She is an exceptional leader who changed our industry, and she recently wrote a book called Making Waves.
Previously, Lisa was the Vice Chairman of External Affairs at Royal Caribbean Group and their first female leader. She also served as President and CEO of Celebrity Cruises.
Stay tuned for Lisa’s inspiring story and valuable insights!
Bio: Lisa Lutoff-Perlo:
Lisa Lutoff-Perlo is CEO of the FIFA World Cup 2026 Miami Host Committee responsible for all aspects World Cup strategies and operations for the matches in Miami. Previously she was Vice Chairman, External Affairs for the Royal Caribbean Group, where she worked on broad strategic initiatives with industry organizations and key external stakeholders. Before that, she served as President and CEO of Celebrity Cruises from 2014 to 2023, the first woman to take the helm of a Royal Caribbean Group brand and one of the few women then leading a multi-billion dollar brand.
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FIFA World Cup 2026™ Miami Host Committee
Last month, the world lost a great man, John Ruhlin. John unexpectedly passed away and for the first time ever, I want to share a replay of an interview I did with John a while back. His message of giftology is so important to us personally and in our businesses and I know John would want us to keep sharing his message with others to make a greater impact on the world. Please feel free to share today’s episode with others to help continue John’s legacy.
In this episode, John tells his fascinating story and talks about how he created Gift.ology. He explained how he developed an understanding of giving personal gifts and shared his best marketing and sales referral tools. He also discusses why you should focus on your inner circle and why he wrote the book Gift.ology.
We hope you enjoy listening to today's enlightening conversation with John Ruhlin!
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Books mentioned:
Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention by John Ruhlin
Jab, Jab, Jab, Right Hook by Gary Vaynerchuk
Save Your Asks: Evolve Your Networking Currencies. Grow Your Influence. Triple Your Business by Chris Tuff
We are excited to have another meeting and events industry icon joining us as our guest for this show.
Jeff Gold is a partner and senior sales manager at Event Service Group and the MPI President for South Florida. He is with us today to share his inspiring story of resilience, grit, and success within the industry.
Stay tuned to learn from all the wisdom Jeff has gained throughout his impressive career journey.
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The Event Services Group
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We are delighted to have Paul Van Deventer, the President and CEO of MPI, with us on the show today.
As the leader of the largest association in our industry, Paul has been implementing many industry changes. Join us for a fascinating conversation where we explore the role of the MPI association and discuss the evolving workforce, the various challenges within the industry, and the impact of AI.
Career Journey
Paul was the youngest of four boys in a family that valued faith, education, and hard work. He was more inclined to stretch boundaries than any of his pragmatic brothers. His career followed a somewhat unplanned path after graduating from college. Then, he landed a sales role at 3M, a company known for its excellent training program. Over the years, his career evolved from sales to marketing roles across various industries, including a pivotal stint at American Express, where he gained significant experience and earned an MBA. His career took an unexpected turn when MPI approached him for his current role despite him having no prior experience in non-profits or associations. What began as a three-year plan to gain a CEO title turned into a passionate 13-year journey in an industry he has come to love.
The Importance of Associations for Career Development
Associations offer a vital network of peers, opportunities for business growth, and even personal connections that can shape career trajectories. The learning opportunities and professional networks fostered by associations like MPI are invaluable for career advancement, as those associations are crucial for ongoing career development and learning, especially in industries where professionals often lack internal company resources for training. Many members describe MPI as their career home and credit it with helping them achieve their current positions.
Challenges and Opportunities in Workforce Development
Workforce development is the number one issue in the industry today. It faces a twofold challenge- training the many new employees who have entered the field since the pandemic and attracting new talent to sustain growth. Current efforts focus on creating a comprehensive external marketing plan to highlight the diverse career paths available within the industry. The goal is to shift the perception that hospitality is merely a means to fund other career paths and instead showcase it as a rewarding career option with varied opportunities, from creative roles to management positions.
Expanding and Diversifying the Talent Pipeline
Significant opportunities for diversifying the workforce exist through reaching out to historically overlooked communities. The hospitality industry offers a unique career path where individuals can advance to high levels without having any advanced degrees. By promoting the diverse opportunities within the industry, which range from trades to professional roles, and intentionally reaching out, those in the industry can attract a broader and more diverse talent pool, ensuring its continued growth and sustainability for the future.
Embracing AI in Business
Looking at the impact of AI on business, Paul feels that while AI offers powerful tools for understanding clients and optimizing sales, it will not replace the essential human element in interactions. The ability to connect face-to-face remains irreplaceable and might become even more crucial in the future in an AI-driven world.
Generational Shifts in Technology Adoption
Paul has become aware of a fascinating trend. Contrary to most common assumptions, older generations, particularly Boomers, are more likely than millennials to adopt new technologies like AI without resistance. The recent eye-opening Freeman study revealed that millennials tend to question and challenge the use of any new tools before embracing them.
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MPI
We are excited to welcome Heather Hansen O'Neill as our guest for today. She is an internationally recognized speaker and behavior expert who has delivered two TEDx talks and authored three books.
Heather thrives on adventure. She joins us today to discuss life and adventures, her program, The Element of Adventure, and dive into what it means to have vision, focus, and discipline.
If you enjoy nature, helping others, seeking adventure, and are looking to transform your approach to business, you will love this engaging conversation with Heather Hansen O'Neill. Stay tuned for more!
Early Life and Discipline
Heather’s professional journey began long before she started her business over 25 years ago. She became a professional dancer at the age of 13. She had to juggle her education and passion for dance while also working to help her parents pay for her dance classes. The rigorous lifestyle instilled resilience in her, along with a work ethic that later translated into business success, as it taught her invaluable lessons about discipline, perseverance, and pushing beyond her comfort zone.
The Impact of Dance on Business
Heather credits much of her business acumen to her background in dance. It required discipline for her to excel as a dancer. She had to endure long hours of practice, handle rejection, and maintain focus, contributing to her success in sales and entrepreneurship. Even after a career-ending injury, she continued to find ways to incorporate her passion for dance into her life, which she believes makes her do a lot better at everything else she does.
Transition to Business and Speaking
Her transition from dance to business came through sales, a field she entered while putting herself through college. After a client encouraged her to do it, Heather combined her sales experience and love for helping others to start a business. She initially focused on sales and customer service training, later expanding her career into coaching and becoming a keynote speaker. Her journey into speaking was gradual, driven by her desire to connect with and inspire audiences.
Embracing Vulnerability in Speaking
One of the most valuable lessons Heather learned as a speaker was the importance of vulnerability. Her performance background initially made her strive for perfection in her presentations, which created a barrier between her and her audience. Over time, she realized that being open about her mistakes and failures allowed her to connect more deeply with others, making her a more effective speaker.
The Adventure Mindset
Heather believes in embracing her adventure mindset, which challenges beliefs, assumptions, and judgments, to help individuals and teams unlock their full potential. She is an adventure junkie, so she incorporates her love for pushing boundaries into her speaking engagements. She uses her experiences of jumping out of airplanes, flying on a trapeze, and swimming with sharks to teach others about expanding their comfort zones.
Humanity and Leadership
Heather emphasizes the importance of caring for humanity in leadership. She believes that in the modern world, where isolation and polarization are prevalent, leaders have a unique opportunity to make a positive impact by genuinely caring for their people and communities. Her framework, which draws from the elements of nature, helps leaders assess and optimize their teams, ultimately driving both personal and organizational growth.
Tips for Entrepreneurs
For entrepreneurs, Heather stresses the importance of staying connected to the passion that drove them to start their businesses. She encourages them to focus on transforming their businesses while transforming how they do business by embracing innovation, seeking diverse perspectives, and always keeping humanity at the core of their actions.
BIO:
Heather Hansen O’Neill is an international keynote speaker, behavioral expert, 3x author, and adventure junkie. She is also a 2x TEDx speaker, host of the popular podcast From Fear to Fire, and creator of L-FOCUS (Leadership For Our Children’s Ultimate Success). Heather’s signature model, The Elements of Adventure, is the powerful framework she utilizes to empower leaders, ignite results, and change the world…one adventure at a time.
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The Business of Meetings – Episode 232 - Overcoming Fears: Pamela Schuller's Journey with Tourette Syndrome - Comedy and Embracing Differences
Pamela Schuller is truly a remarkable woman! Several weeks ago, she did a keynote presentation at the MPI World Education Conference in Louisville, where she told her incredible story of having Tourette syndrome, barking unexpectedly, and how she reframed her life, ending up as a keynote speaker.
Today, she joins us on the show to share her touching, inspiring, and amusing journey. Stay tuned for more!
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Today, we are thrilled to welcome a distinguished leader in our industry as our guest on the show.
Marsha Flanagan, the newly appointed President and CEO of the International Association of Exhibitions and Events, has had an extraordinary career. She joins us to share her professional journey, provide insights into the current state of the exhibition industry, discuss workforce trends, and explore the future of work.
Stay tuned for her captivating story and valuable perspectives.
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IAEE.com
I am delighted to welcome Conner Young, co-founder of Kairo, one of the fastest-growing acquisition companies in the US, as my guest on the show today.
I often talk with business owners who want to know about selling, merging, or acquiring a business. So Conner joins us today to dive into the steps to take when preparing a business for sale, the process of selling a business, and the key factors buyers consider when purchasing a company. We also explore how to manage a business while dealing with a challenging health problem.
Stay tuned for Conner's valuable insights on those subjects.
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Kairo Data
The Business of Meetings – Episode 229: Predictable Profits in an Unpredictable World: A Conversation with Charles Gaudet
Have you ever wondered how to elevate your business from seven to eight figures and beyond?
We are diving into that very challenge today with a successful business entrepreneur and coach known for his impressive track record in guiding companies to unforeseen new heights.
Join us for an insightful conversation with the remarkable Charles Gaudet, the Founder and CEO of Predictable Profits. You will learn how to scale your business, effectively integrate AI into your strategy, and manage those overwhelming moments.
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Connect with Charles Gaudet
On the Predictable Profits website
Books Mentioned
THE PREDICTABLE PROFITS PLAYBOOK: The 7 and 8-Figure CEOs’ Guide to Generating Consistent and Sustainable Growth
The Beyond 7- Figures Podcast
We are thrilled to have two super successful entrepreneurs joining us on the show today.
Jay Weintraub is the CEO of Connectiv Holdings, and Greg Topalian is the Chairman of Clarion Events North America. Jay and Greg are two of the most sought-after self-starters within the events industry. They are with us today to share their incredible stories and achievements and tell us about the new organization they have co-founded with several others, called the Events Venture Group.
Stay tuned for more!
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Jay Weintraub
Connectiv Holdings
Jay Weintraub on LinkedIn
Connect with Greg Topalian
Clarion Events North America
On LinkedIn
The Events Venture Group
The Business of Meetings – Episode 227 - Bridging Generations: GenZ's Influence on the Meetings Industry with Taylor Smith
We are all familiar with the various generations, like the Boomers, Gen Xs, Millennials, and Gen Zs. By 2030, Gen Zs will constitute 30% of the workforce.
Today, we are delighted to have Taylor Smith joining us to share her perspective on how generational shifts will shape our future workforce.
Taylor is a journalist and content developer for the Meetings Today Magazine who recently delivered an outstanding presentation at the MPI Modification Conference with Michael Owen. As a Gen Z, she has a unique view of how these generational changes will influence our workforce. Stay tuned for her insights and recommendations for working effectively with Gen Zs.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Taylor Smith
On LinkedIn
Email Taylor: taylor.smith@meetingstoday.com
Meetings Today
Taylor’s Column on Meetings Today
The Business of Meetings – Episode 226: Mastering the Art of Pricing: How to Charge What You're Worth with Casey Brown
How do you determine the pricing for the services your business provides?
Today, we are thrilled to have Casey Brown, the Founder and President of Boost Pricing, joining us to shed light on that topic.
Casey, an accomplished entrepreneur and professional speaker in Corporate America, has delivered a TEDx talk viewed over 5 million times. Stay tuned as she shares her valuable insights on effective pricing strategies.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Casey Brown
On her website
YouTube
The Business of Meetings – Episode 225: Unlocking Resilience: How Justin Schenck Transformed Adversity into Opportunity
We are thrilled to have Justin Schenck on the show with us today.
Justin is the Founder of PodBrand.io. He is also the creator of the Growth Now Summit LIVE! Conference and host of the top-rated podcast, the Growth Now Movement. He was named a Top 8 Podcaster and chosen as an Icon of Influence in the new media space.
Justin has a generous heart. He joins us today to share his fascinating journey and tell some encouraging stories of how he overcame difficulties and achieved success.
Stay tuned for this inspiring discussion with Justin Schenck. It is one conversation you certainly will not want to miss!
Connect with Eric Rozenberg
Website
Connect with Justin Schenck
On Instagram
Get tickets for the Growth Now Summit Live
PodBrand.io
The Growth Now Movement Podcast
Books Mentioned:
Who Moved My Cheese by Spencer Johnson
The Business of Meetings – Episode 224: AI-Powered Productivity: Transforming the Meetings & Events Industry with Mitch Mitchem
We are thrilled to welcome Mitch Mitchem, the Founder and CEO of Hive Interactive, as our guest today.
Mitch excels in making AI tools accessible and practical for businesses and is also a renowned speaker. If you are curious about applying AI in your business, Mitch is the person to advise you, as he is very concrete and human-centric in his approach.
Stay tuned as Mitch shares his journey and explains how he helps companies leverage AI.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Mitch Mitchem
On LinkedIn
AHumanHive.com
Did you know that asking the right questions can significantly enhance your understanding of your meeting attendees and clients and the challenges they face?
Today, Eric focuses on formulating insightful queries to uncover the specific difficulties your clients and attendees encounter in their business lives, enabling you to position yourself better as a strategic partner and offer them more assistance.
Stay tuned for Eric’s insights and expert advice.
Better Positioning Through Effective Questioning
Positioning yourself more effectively through questioning involves asking insightful, strategic questions beyond logistics alone. Inquiring about your clients' core challenges, goals, and desired outcomes will allow you to demonstrate a deeper level of engagement and expertise, shifting your role from a service provider to a strategic partner. So, instead of asking only basic questions about numbers and logistics, delve into the broader context of their industry challenges and objectives. That will help you tailor solutions aligned with their needs and will help establish you as someone invested in their success.
Real-Life Example: Insurance Company Incentive Trip
Eric shares an example from his book, Meeting at C-Level, to illustrate the power of asking the right questions. An insurance company wanted an incentive trip to New York. Instead of just taking the order, Eric spent five minutes asking about their challenges and learned they had three generations working together and a mix of long-term and new employees. So he created a program to address those challenges, including a unique music studio experience that brought all the different generations together, helping them to create lasting memories.
Surprise and Engagement in Zimbabwe
Another example Eric shares is about a media company with a military veteran commercial director. Eric organized a surprise helicopter ride over Victoria Falls instead of the expected drop-off in the bush, creating a truly memorable experience. He also took a group photo during a rafting trip and sent it to attendees a month later, reminding them of the experience and creating a lasting connection.
The Impact of Asking the Right Questions
Eric explains that asking the right questions will give you a deeper understanding of your clients, their challenges, and their goals. It positions you as a strategic partner and allows you to plan more efficiently and create meaningful experiences, leading to more fulfilling business relationships and greater client satisfaction.
Conclusion
By asking the right questions, you can set yourself apart from your competition, understand your clients better, and create more impactful and memorable experiences. That positions you as a strategic partner and helps you build stronger, more satisfying business relationships.
Connect with Eric Rozenberg
On LinkedIn
Website
Meeting at C-Level: An Executive's Guide for Driving Strategy and Helping the Rest of Us Figure Out What the Boss Wants by Eric Rozenberg
We are thrilled to have Dr. Heather Denniston, a trained chiropractor, executive coach, international wellness and resilience speaker, and the Founder of WellFit and Fed, joining us today.
In this episode, Heather explores the connection between personal well-being and business success, sharing valuable strategies for enhancing individual and organizational performance.
Stay tuned for Heather’s illuminating insights on achieving lasting personal and professional excellence.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Dr. Heather Denniston
WELLFit and Fed
On LinkedIn
Books Mentioned:
Outlive: The Science and Art of Longevity by Peter Attia
Today, Eric shares invaluable insights on delegation and personal development, both crucial areas of concern for business owners within our industry aiming to grow their enterprises and refine their management skills.
Join us as Eric dives into these two essential aspects, offering practical advice on delegating tasks efficiently and investing in your personal growth for sustained business success.
The Benefits of Delegation
Eric recounts how handling every project on his own in his early business days led to burnout and stagnation and hindered the scalability of his business. After hiring help, he saw how all his daily tasks could get done successfully without his constant involvement. That shift allowed him more time to focus on his strengths and strategic activities.
Mindset
Eric advises business owners to change their mindsets regarding delegation. He firmly believes that even if others only perform the necessary tasks at 80% of their capability, it will still meet all the customer requirements, allowing the owner more time to spend on higher-value tasks.
Lifelong Learning
Eric believes continuous learning is crucial for business owners to stay relevant in a dynamic business environment. He highlights the importance of continually learning by sharing a story from his academic days, where a professor explained that graduating was just the beginning of lifelong learning.
Investing in Personal Development
Eric has noticed how many individuals in the meetings and events industry neglect their personal development. He believes that may be partly due to the culture of receiving free services and opportunities within the industry. He points out that investing in their personal growth through ongoing learning and development will allow business owners to remain adaptable and innovative in an ever-evolving business market.
Coaching, Mentoring, and Educational Programs
Eric encourages business owners to proactively invest in personal growth through coaching, mentoring, and educational programs. By dedicating time and resources to their personal development, they can better adapt to future challenges and opportunities.
Conclusion
Eric encourages all business owners to embrace the principles of delegation and personal development, as they can significantly improve their business operations and personal lives.
Connect with Eric Rozenberg
On LinkedIn
Website
We are delighted to have Shlomi Ashkenazi joining us today to dive into the risks and ethical considerations surrounding AI.
Shlomi is the CEO of BookingMaster and is also involved with EventMagix and Emakin. In 2022, Congress Magazine awarded him The Most Influential Meeting Innovator of the Year, and in 2023, he received an Eventex award for being one of the 50 most influential event technology professionals.
Shlomi is incredible when it comes to AI-generated content. If you watch this episode on YouTube, you will see some of the mindblowing things he can do.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Shlomi Ashkenazi
On LinkedIn
BookingMaster
EventMagix
Emakin
Book Mentioned:
Trust Me, I'm Lying by Ryan Holiday
We are thrilled to welcome Alisa Cohn as our guest today.
Alisa is a rock star in her field! She is a top executive coach known for her work with senior leaders in major organizations. She wrote From Start-up to Grown-Up, a book packed with practical tips for business growth and leadership development, and she has also done a TEDx talk.
Alisa exemplifies the caliber of top-tier executive coaches companies rely on to cultivate talent and effective leadership strategies. We truly appreciate having her here today to share her insights and experiences.
Stay tuned to learn from Alisa’s expertise in fostering talent and driving organizational success.
Connect with Eric Rozenberg
Website
Connect with Alisa Cohn
On her website
Download Alisa’s 5 Scripts for Delicate Conversations
Podcast: From Startup To Grown Up
Buy a copy of Alisa’s Book, From Start-Up to Grown-Up
The Business of Meetings – Episode 218 – Mastering HR: Recruiting and Leading Effectively with Vicky Brown
We are delighted to have Vicky Brown joining us today.
Vicky is the founder of Idomeneo Enterprises. She is an HR expert with many years of experience and was formerly an opera singer. She has enjoyed a fantastic career in the HR field, and she joins us today to dive into effective team building and explore tactical considerations for payroll management and legal compliance. She also shares key obstacles to anticipate and speaks about her experience as an opera singer.
Stay tuned for Vicky's wealth of HR knowledge and expertise.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Vicky Brown
On LinkedIn
Idomeneo Enterprises
Vicky’s Gift for Listeners: The Ultimate HR Workflow Guide
The Business of Meetings – Episode 217 - Inside the Mind of an FBI Negotiator: Chris Voss on Mastering Negotiations from Hostages to Boardrooms
We are delighted and honored to welcome the legendary FBI negotiator, Chris Voss, as our guest today.
Chris was the head of the hostage negotiations at the FBI, and he significantly changed their negotiation style. He has taught at various business schools and founded the Black Swan Group. He is also an author, having written Never Split the Difference, The Full Fee Agent, and more recently, Empathy and Understanding in Business.
Join us to hear Chris’s fascinating story and to get his advice and actionable tips to implement in your life and business.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Chris Voss
On LinkedIn
The Black Swan Group website
Books by Chris Voss:
Never Split the Difference
The Full Fee Agent
Empathy and Understanding In Business
The Business of Meetings – Episode 216 - Behind the Scenes: The Art of Booking Bands for Corporate Events in the Entertainment Biz with Michael Owen
We are delighted to have another industry icon joining us today!
Michael Owen, the founder and managing partner of EventGenuity, has spent decades providing corporate entertainment, sharing event strategies, and offering education within the meetings and events industry.
He is with us today to highlight the importance of investing in the industry, learning from our past experiences, and building meaningful relationships with clients and vendors.
Michael has been entertaining people for as long as he can remember. Stay tuned for his captivating stories and illuminating insights.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Michael Owen
EventGenuity
Email: m.owen@eventgenuity.com
Phone: (615)-367-4505
On LinkedIn
The Business of Meetings – Episode 215 - Crafting Success: How Culture and Values Framed a Global Leader in Picture Manufacturing with Tony Gareri
Today, we are delighted to have the opportunity to speak with Tony Gareri, the CEO of Roma Moulding.
Tony joins us to discuss the incredible culture he has implemented at Roma Moulding and share actionable strategies and practices for nurturing effective leadership and building an outstanding team.
Today's discussion is invaluable for anyone seeking to enhance the performance of their organization or workplace environment. Stay tuned for Tony's expert advice!
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Tony Gareri
On his website
Roma Moulding
Book mentioned:
Delivering Happiness by Tony Hsieh
The Business of Meetings – Episode 214 – Strength in Business: A Woman Entrepreneur's Journey through Bodybuilding, AI, and AV Event Mastery with Anca Platon Trifan
We are delighted to welcome Anca Platon Trifan as our guest today.
Anca is an entrepreneur and a bodybuilder and she joins us today to dive into AI and AV production events in our industry and discuss bodybuilding.
She is a remarkable individual who is motivated, determined, and truly understands the principles of discipline and excellence.
Stay tuned for her insights and experiences.
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Anca Platon Trifan
On LinkedIn
Events Demystified Podcast
The Business of Meetings – Episode 213 - Balancing Acts: Navigating Marriage, Entrepreneurship, and Mental Well-Being with Chantel Cohen
Today, we are delighted to welcome Chantel Cohen as our guest.
Chantel is the Founder and CEO of CWC Coaching & Therapy, where she provides coaching services and therapy for entrepreneurs. She is on a mission to empower entrepreneurs of color, women, business owners, and funding duos, helping them build the lives they have always dreamed of.
Several years ago, Chantel was named one of the top three marriage counselors in the metro Atlanta region. Join us to hear her inspiring story and learn from the insights she shares today.
Connect with Eric Rozenberg
On LinkedIn
Check out Eric’s Website
Connect with Chantel Cohen
Chantel Cohen-CWC Coaching and Therapy
Chantel Cohen on LinkedIn
Reach out to Chantel via her assistant, Lexi. (470)-296-3090
We are thrilled to have Jennifer Long, the CEO of Own Up®, joining us today. Jen is a certified master coach and the author of the #1 Amazon bestselling book, OwnUp! How to Hold People Accountable Without All the Drama.
Jen is an expert in setting up accountability practices within organizations, which has been invaluable for companies seeking tangible improvements. In our conversation today, we dive into leadership, accountability, and guiding principles for psychological safety. Jen also shares many concrete and actionable tips you can apply directly to your business.
Stay tuned for more!
Connect with Eric Rozenberg
On LinkedIn
Website
Connect with Jennifer Long
On her website
Email Jen: JenLong@own-up.com
Jen’s book, OwnUp! How to Hold People Accountable Without All the Drama is available on Amazon, Barnes and Noble, or most anyplace else books are sold.
The Business of Meetings – Episode 211 – Beyond the Booking: A Record Year in Hospitality with Insights from an Industry Titan with Antonio Ducceschi
We are delighted to have Antonio Ducceschi, the Chief Commercial Officer of the Starhotels Group, joining us on the show today.
With his extensive experience in the hospitality industry and visionary approach to leadership, Antonio sheds light on the current state of the hotel industry and on what is happening within the meetings and events industry. He also shares his career journey and provides valuable insights on how businesses in the industry can effectively prepare for the foreseeable future.
Stay tuned for today’s captivating conversation with Antonio Ducceschi.
Connect with Eric Rozenberg
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Antonio Ducceschi
On LinkedIn
Starhotels
We are thrilled to have two exceptional entrepreneurs joining us on the show today!
Alexa Berube and Heather Stupi are the brilliant minds who founded Reposite, a company that has been revolutionizing the meetings and events industry with AI.
Get ready to explore their inspiring journeys and the remarkable strides they have made as we dive in and uncover the insights and innovations behind their success!
Connect with Eric Rozenberg
Website
Connect with Alexa Berube and Heather Stupi
Reposite
Alexa on LinkedIn
Heather on LinkedIn
The Business of Meetings – Episode 209 – Navigating Solitude: Five Strategies for Entrepreneurs with Eric Rozenberg
Have you ever had to make an important business decision and felt very alone?
Owning and running a business is exciting. However, many entrepreneurs feel cut off and lonely- especially when facing challenging situations.
Today, I share five actionable ideas you can apply immediately to reduce your isolation and gain all the support you need to grow and manage your business.
Stay tuned for my ideas and recommendations for overcoming the solitude of entrepreneurship.
Building Your Advisory Board
One effective way to combat the solitude of entrepreneurship is to establish an advisory board. Drawing from my experience in leading organizations, I understand the value of surrounding yourself with trusted individuals who offer diverse perspectives and professional expertise. Your advisory board will be a valuable resource for guidance, allowing you to make informed decisions and feel supported while navigating all your business challenges.
Engaging with Professional Organizations
Actively involving yourself in professional organizations like MPI (Meeting Professionals International) will allow you learning and networking opportunities and help you grow as an individual. By volunteering for these communities, you can gain helpful insights, forge lasting connections, and contribute to the advancement of your industry.
I have experienced the benefits of participating in professional organizations to combat my feelings of isolation and enhance my professional development.
Prioritizing Mental Health and Serendipitous Connections
I truly understand the importance of mental health. So, I encourage you, my fellow entrepreneurs, to liberate yourselves from the limitations of your workspaces and welcome any unexpected encounters. Participating in physical activities, connecting with others socially, and attending conferences create an environment conducive to creativity and personal development.
Broadening your experiences and embracing new ideas will help you combat your feelings of solitude and become more creative in all your future endeavors.
Leveraging Mastermind Groups
Mastermind groups offer platforms for entrepreneurs to collaborate, share their experiences, and seek advice from their peers. When you join mastermind groups, participate in their discussions, and support your fellow members, you can tap into a wealth of collective knowledge and resources.
I firmly believe in the importance of actively participating in mastermind groups to help one another grow and provide support when tackling the challenges we often face as entrepreneurs.
Seeking Guidance from Coaches and Mentors
I encourage all entrepreneurs to seek guidance from coaches, advisors, or mentors with relevant expertise and experience. By leveraging their insights and gaining accountability from these mentors, you can accelerate your development, personally and professionally.
It is essential to learn from those who have succeeded and recognize the invaluable guidance mentors can offer for navigating the entrepreneurial journey.
Conclusion
My five strategies for combating the solitude of entrepreneurship- surrounding yourself with supportive networks, engaging with professional communities, prioritizing your mental well-being, participating in collaborative groups, and seeking guidance from experienced mentors, have helped me to overcome many business challenges, grow personally, and thrive in my entrepreneurial pursuits. I have no doubt they will also work wonders for you!
Connect with Eric Rozenberg
On LinkedIn
Website
The Business of Meetings – Episode 208 – Incentive Travel: Driving Business Growth with Stephanie Harris
We are delighted to welcome Stephanie Harris, President of the Incentive Research Foundation, as our guest for today's show.
Stephanie brings a wealth of knowledge to our discussion today. Join us as we dive into the impact of incentives, focusing in particular on non-cash options like incentive travel.
Stephanie’s Journey
Stephanie's professional journey has been anything but linear. She began her career as a strategist for advertising and sales promotion agencies, mainly working within the client categories of shoes and shopping.
After over a decade in the agency world, she transitioned to the client side, joining Merits to work on their internal marketing agency, despite knowing little about incentives and motivation then. However, her passion for the incentive world flourished during her tenure there, encompassing everything from program development to travel and gift card rewards. Her expertise caught the attention of American Express, leading to a strategic alliance role where she gained invaluable global experience, exploring diverse cultures and their attitudes toward incentives. Four years ago, she began leading the Incentive Research Foundation.
The Economic Impact of Incentive Travel
Stephanie discusses the challenges in measuring the economic impact of incentive travel, highlighting a study by the Events Industry Council, showing a 1.6 trillion dollar impact on the economy. She explains that although it is difficult to accurately measure the impact of incentives beyond travel, such as gift cards and merchandise spending, she has seen that organizations consistently employing incentives tend to outperform their peers, making incentives a competitive differentiator.
Strategic Use of Incentives to Motivate Workforce
Exploring the evolving reasons for using incentives to motivate the workforce, Stephanie has noticed that they are increasingly seen as essential for building organizational culture, particularly in light of how the pandemic influenced remote work. Stephanie shares insights from the Incentive Travel Index, highlighting how leadership perceives incentives as essential for increasing organizational success and retaining top talent.
Personalized Experiences and Authenticity in Incentive Travel
Looking at the importance of personalized experiences and authenticity in incentive travel, Stephanie emphasizes the need to tailor incentive destinations to the preferences and psychographics of the participants. She explains how unique and authentic experiences foster employee motivation and loyalty, with organizations increasingly seeking to surprise winners with exclusivity in their incentive destinations.
Prioritizing Mental Health and Wellness in Events: Stephanie shares personal anecdotes highlighting the importance of prioritizing mental health and wellness in the events industry. She discusses the impact of the pandemic on remote work and the need for face-to-face interactions to combat loneliness and improve mental health, looking at strategies like incorporating breaks, offering structured networking opportunities, and designing programs with wellness in mind.
Role of AI in Event Planning
Looking at the role of artificial intelligence in event planning, Stephanie highlights how AI can streamline tasks, generate content, and offer valuable insights for event organizers. She encourages industry professionals to embrace artificial intelligence as a helpful tool for enhancing efficiency and innovation in event management, emphasizing the need for hands-on exploration and experimentation with AI technologies.
Bio: Stephanie Harris
Stephanie Harris is President of the Incentive Research Foundation (IRF). In her role, she directs the strategy and efforts of the IRF, which funds and promotes research and education to increase understanding, effective use, and benefits of non-cash incentives for businesses globally.
Before joining the IRF, Harris was part of the American Express Meetings & Events leadership team, leading global event strategy, thought leadership, and marketing. She started her career in incentives with Maritz, where she was VP of Brand Marketing & Strategy. Harris currently serves on the board of the Events Industry Council and has served on the boards of the MPI Foundation, and Incentive Federation.
Harris resides in St. Louis with her husband, has four (mostly grown & on their own) children, and a Labrador Retriever.
Connect with Eric Rozenberg
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Stephanie Harris
The Incentive Research Foundation
Stephanie Harris on LinkedIn
I am thrilled to have David T. Stevens joining me today!
David holds many different certifications and has ranked on the leaderboard of CrossFit for EventProf for many years.
In our conversation today, he explains how to improve your health in meetings, when engaging in projects, or completing daily tasks. He also highlights the physical and mental demands of event management, exploring the importance of personal wellness routines and making a gradual shift toward a healthier lifestyle.
Tune in to hear more!
Connect with Eric Rozenberg
On LinkedIn
On Facebook
On Instagram
On Website
Connect with David T. Stevens
On LinkedIn
On Facebook
On Instagram
The Return on Wellness Podcast on YouTube
We are delighted to engage in a conversation with Joe Curcillo today.
Joe is a man of multiple talents and phenomenal versatility. He has worn many hats, from being a lawyer, engineer, and prosecuting attorney, to a judge, private investigator, and mentalist. He has also just written a book called The Generalist’s Advantage.
Joe joins us today to discuss what it means to be a generalist and explain how a multidisciplinary approach can enhance your skills and business.
Stay tuned for Joe Curcillo's remarkable insights!
Connect with Eric Rozenberg
Website
Connect with Joe Curcillo
On his website
The Generalist’s Advantage
The Multitudes Podcast
Joe Curcillo on LinkedIn
We are thrilled to have Haggai Klorman joining us today!
Haggai is a tech entrepreneur and EO. He has consulted with and built social media and word-of-mouth campaigns for major brands, including L'Oreal, Revlon, and Unilever, and has advised Bain Capital Private Equity. He also owns a digital business card company.
In our conversation today, we discuss technology, the pros and cons of TikTok, and what Haggai is currently doing.
Connect with Eric Rozenberg
Website
Connect with Haggai Klorman
Kardz.Biz
Hate Checker
The Business of Meetings – Episode 203 - The Journey of Belonging: An Immigrant's Path to Nine-Figure Success with Dan Berger
We are thrilled to engage in a discussion with Dan Berger today!
Dan is an industry legend and a true entrepreneur! After a successful exit a few years back, he is now writing a book called The Quest, where he focuses on the theme of belonging.
In our conversation today, we dive into Dan's journey, discussing entrepreneurship, the post-sale depression that often happens after selling a business, and the need to belong. We also explore emotional intelligence and how to apply it.
Stay tuned for some valuable insights from Dan's experiences.
Connect with Eric Rozenberg
Website
Connect with Dan Berger
Website
Halftime: Moving from Success to Significance by Bob Buford
The Business of Meetings – Episode 202 – Voice of the Innocents: Lori Cohen's Battle Against Child and Human Trafficking
We are honored today to speak with a remarkable individual at the forefront of a child-protection organization.
Lori Cohen is the CEO of PACT (Protect All Children from Trafficking), the leading policy organization in the nation on child sex trafficking. She has been instrumental in driving change and safeguarding the most vulnerable within our society.
PACT shines as a beacon of hope for combating one of the gravest challenges we face today. Join us to gain a deeper understanding of the essential work that PACT is doing.
Lori’s Journey
Lori’s journey into combating human trafficking began unexpectedly during her legal career. Initially focused on public interest work and supporting domestic violence victims, she found herself immersed in an entirely different arena when she began working with immigrant women facing abuse. Their harrowing stories of coercion and exploitation led her to discover that her clients were victims of human trafficking, a reality they often did not even recognize for themselves. That led Lori to delve into the complexities of trafficking and question the failure of the system to identify those cases. Fueled by a deep sense of responsibility, she transitioned from legal advocacy to comprehensive support, creating programs that addressed the needs of trafficking victims beyond legal assistance. Her passion for this cause was ignited by the tangible suffering of individuals seeking help in her office, compelling her to advocate tirelessly for those who could not escape their traumatic pasts.
Joining ECPAT USA and the Evolution to PACT
While representing her clients, Lori turned to ECPAT USA for information about trafficking. ECPAT USA has high-quality materials that helped her understand the complexities of trafficking. Years later, when the founder of ECPAT USA retired, Lori felt indebted to the organization and saw an opportunity to contribute her first-hand knowledge to their cause. The name change from ECPAT USA to PACT (Protect All Children from Trafficking) reflects their evolving mission and dedication to preventing exploitation.
Raising Awareness in the US
Lori explains that trafficking is not just an overseas issue, as it is also prevalent in the United States. She acknowledges that it can be uncomfortable to discuss the topic but stresses the importance of businesses embracing education and training to create safer environments.
Taking Action and Free Online Training
Lori encourages listeners to take advantage of free online training offered by PACT, developed in collaboration with the American Hotel and Lodging Association and Marriott. The training, which aims to educate hotel staff on identifying and preventing trafficking, emphasizes that recognizing red flags and reporting suspicious activities can make a significant impact in protecting vulnerable individuals.
Challenges of Intervention
Untrained civilians should avoid intervening in trafficking situations as they could face the risk of armed traffickers and the unknown presence of others. Lori explains that victims must choose the right time to escape, so she cautions untrained individuals to avoid jeopardizing their safety.
Training and Data Tracking
The training program incorporates anti-cheat measures and pre/post-training surveys to ensure effectiveness. Data tracking on the website includes information on user logins and completion rates.
Practical Signs of Trafficking
Lori highlights the importance of dispelling myths surrounding trafficking. Instead, the focus should be on practical signs, like cash payments, lack of luggage, or inappropriate clothing, to identify potential trafficking situations. She also suggests using hotel video cameras to monitor suspicious activity discreetly.
Testimonials and Awareness
It is often challenging to obtain testimonials from organizations that have successfully identified and intervened in trafficking cases. Brands are reluctant to disclose such incidents because they fear getting singled out. However, efforts are underway to find creative ways to encourage organizations to come forward.
Human Trafficking Heatmap and Polaris
A national anti-trafficking organization called Polaris created a heatmap on which Florida has been a hotspot for sex and labor human trafficking. Lori emphasizes the importance of raising awareness of the prevalence of trafficking within the United States, involving both international and domestic victims.
Positive Developments
Lori feels hopeful about the growing partnerships between private sectors and anti-trafficking organizations and is optimistic about the legislative progress in criminalizing sex tourism.
Bio:
Name: Lori L. Cohen
Title: Chief Executive Officer, Protect All Children from Trafficking (PACT)
Lori Cohen has been serving as CEO of PACT since November 2019. PACT is the leading policy organization on child sex trafficking in the nation, and a member of the ECPAT International network, active in over 100 countries and dedicated to the prevention of child sex trafficking and exploitation.
PACT's mission is to protect every child's right to grow up free from sexual exploitation and trafficking through education, outreach, and private-sector engagement. PACT's work in travel and tourism is renowned and features free, online training to identify and safely report trafficking that has been completed by over 1 million members of the hospitality industry.
Before joining PACT, Ms. Cohen founded a program at a leading domestic violence services organization to offer legal representation and holistic care to thousands of victims of human trafficking and related forms of gender-based violence. Drawing upon her experience in obtaining comprehensive care for her clients and observing ways in which their voices can be engaged to inform effective interventions, Ms. Cohen centers the survivor experience in PACT's work. She has garnered international recognition for her work with child and adult clients.
Ms. Cohen is a frequent speaker on trafficking-related matters in the United States and abroad and has served on the University of Michigan Law School and Yale University faculty. She is a graduate of Yale Law School.
Connect with Eric Rozenberg
Website
Connect with Lori Cohen
PACT
ECPAT
Training for professionals in the hospitality and travel industry
The Toll-Free National Human Trafficking Hotline Number is 888-373-7888
We are thrilled to engage in a conversation with George Bandarian today.
George is an AI expert, a well-informed and seasoned Venture Capitalist, and a member of various communities focused on the future of entrepreneurship. He has owned several companies and now assists people in implementing AI.
Get ready to be amazed as we explore the remarkable possibilities AI holds!
Connect with Eric Rozenberg
Website
Connect with George Bandarian
On LinkedIn
Untapped Ventures
Contact George
Book Mentioned:
The Age of Spiritual Machines, by Ray Kurzweil
We are both delighted and honored to have a legend in our industry joining us for our 200th podcast episode!
Geoff Freeman is the President and CEO of the US Travel Association. He is with us today to share his perspective on leadership and explore the strategic use of data in shaping the future of the travel industry.
Get ready for an insightful conversation with a phenomenal leader. You will not want to miss this episode which is packed with valuable insights and wisdom from a true industry champion.
Geoff’s Journey
Geoff’s Washington journey spans 26 years. He spent most of that time working in various industries, including health insurance, pharmaceuticals, and travel. He joined the US Travel Industry Association in 2006 and has contributed significantly to initiatives like Brand USA and TSA PreCheck. He joined the American Gaming Association, where he successfully advocated for having the federal ban on sports betting removed. After leaving to navigate challenges in the consumer packaged goods industry during the pandemic, Geoff returned to his passion for travel, where he currently leads the US Travel Association. He is excited about the industry's potential and looks forward to shaping its future agenda in the years ahead.
The Origin of TSA PreCheck
The TSA PreCheck program was an initiative created to help overcome the inefficiencies and frustrations faced by travelers at TSA checkpoints around 2010. Recognizing the need for change, Geoff understood the importance of proactive problem-solving and the industry's role in collaborating with experts to develop a blueprint for a more effective system. The success of initiatives like Brand USA and Global Entry reinforced the potential for positive change, ultimately leading to the establishment of TSA PreCheck. Geoff credits the courage of individuals like John Pistole, the then-administrator of TSA, for embracing a different approach and making the program a rare win-win for travelers and the industry.
Challenges in Visa Processing
Geoff points out that the lengthy waiting times for visa interviews in countries like Mexico, Colombia, and India deter potential travelers. He emphasizes the need for a more efficient and timely visa processing system and the importance of coordinating efforts across different government departments to create a more competitive and traveler-friendly visa system.
The Impact of Delays and Cancellations
Geoff highlights the impact of delays and cancellations on travelers, attributing those issues to understaffing, outdated technology, and inadequate infrastructure. He believes that significant investments in technology, staffing, and infrastructure are needed to improve the overall efficiency of the aviation system. He urges travelers to become more demanding and less accommodating, pointing out the importance of having an aviation system that can meet the growing demands of post-pandemic travel.
The Future of the Travel Industry
Addressing the future of the travel industry, Geoff provides insights into different segments, distinguishing between leisure travel, international inbound travel, and group/transient business travel. While leisure travel has been relatively strong, he sees signs of it plateauing and explains the importance of understanding the nuances within each segment. He underscores the need for the travel industry to prove the return on investment for group and transient business travel, advocating for more research to demonstrate the value of those activities.
A Renewed Focus on the Group Market
Geoff explains that US Travel has renewed its focus on the group market, hiring a dedicated head of group travel to work on a strategic agenda that will contribute to the industry's growth and resilience.
The Effort Needed to Prove the Value of Travel
Geoff highlights the ongoing effort needed to prove the essential nature and value of the travel industry and the need for the industry to break through the mindset that often perceives the travel industry as less noble than other sectors.
The Importance of Research
Geoff highlights the importance of research and communication to ensure that policymakers and the general public fully understand and appreciate the value of the travel industry.
Strategic Focus on the Group Market
Geoff has a clearly defined intention within US Travel to protect and grow the group market. He anticipates a cohesive effort within the group segment, with various initiatives aligned to champion its merits in ways not seen in recent years. His commitment to tangible evidence and a strategic agenda shows the importance of revitalizing the group travel sector and promoting its significance within the broader travel industry.
Resilience of the Travel Industry
Geoff is optimistic about the resilience of the travel industry, particularly with the extraordinary demand for travel post-pandemic. Despite uncertainties regarding goods purchasing and other services, he believes the travel industry will continue to thrive. His confidence stems from his belief that what the travel industry offers aligns with evolving consumer desires and preferences.
Bio:
As president and CEO of the U.S. Travel Association, Geoff Freeman is the leading advocate for the $1.1 trillion U.S. travel and hospitality industry.
In this role, Freeman is charged with ensuring the industry’s full recovery from COVID-19, positioning the industry to seize emerging opportunities in a post-pandemic market environment, and further establishing travel as a vital economic force in the United States.
Freeman is a seasoned association CEO with a proven track record of building successful organizations that unite member interests, grow member value, increase revenue, and unlock growth opportunities. Before joining U.S. Travel, Freeman was president and CEO of the Consumer Brands Association, the trade association for America’s $2.1 trillion food, beverage, and consumer products industry. During his tenure, Freeman launched a strategic campaign to transform the association into a powerful, modern advocacy organization to drive growth and deliver sound regulatory and legislative outcomes that benefit industry leaders and consumers. He also grew membership by 35 percent and boosted total revenue by nearly 50 percent.
Freeman joined the Consumer Brands Association after serving five years as President and CEO of the American Gaming Association (AGA). In that role, Freeman led a successful effort to reform and modernize the AGA, build public support for the gaming industry, and open new pathways for industry growth. Under his leadership, the AGA spearheaded a multi-year, research-driven campaign to demonstrate gaming’s broad support across the political spectrum and promote the industry’s role in spurring economic growth, job creation, and tax revenues in communities across more than 40 states where gaming is legal. That campaign created the tailwinds needed to advance AGA’s signature initiative achieved under Freeman – the legalization of sports betting in the United States. While leading AGA, Freeman drove a 200 percent increase in membership and doubled association revenue.
Freeman previously served as COO of the U.S. Travel Association from 2011 to 2013, helping to conceive and lead a campaign that resulted in the passage of the bipartisan Travel Promotion Act, which was hailed as “the industry’s biggest legislative victory in a decade.” In the aftermath of 9/11, Freeman created a blue-ribbon panel headed by former Homeland Security Secretary Tom Ridge, to analyze how to improve travel security without compromising travel efficiency. This effort led directly to the creation of TSA PreCheck. Both the Travel Promotion Act and TSA PreCheck demonstrate Freeman’s ability to identify industry opportunities, craft a winning policy response, and drive campaigns that succeed in gaining broad support among diverse stakeholders.
Freeman’s previous experience includes roles at APCO Worldwide, America’s Health Insurance Plans, and Freddie Mac.
A graduate of the University of California, Berkeley, Freeman lives in Arlington, Va., with his wife and three children.
Connect with Eric Rozenberg
Website
Connect with Geoff Freeman
US Travel Association
The Business of Meetings – Episode 199 - Tech and Israel Advocacy: A Conversation with Hillel Fuld
We are honored today to engage in a discussion with the extraordinary Hillel Fuld!
Hillel is a tech journalist, technology expert, and startup marketer who has been instrumental in transforming Israel from a startup to a scale-up nation. Forbes has named him Israel’s top marketer.
Since October 7th, Hillel has become a prominent voice, channeling his energy, time, and network toward advocating for Israel. With a social media presence reaching over 250 million people, his tweets are a powerful vehicle for his activism.
Stay tuned to hear Hillel's views on tech, AI, and the current situation in Israel.
Hillel’s Journey
Originally from New York, Hillel moved to Israel as a child. He developed a passion for technology long before it gained widespread popularity. He decided to start writing after he became bored with his first job, even though it was not a business-generating venture. Inspired by his insights, entrepreneurs began seeking his help, ultimately shaping the path leading him to where he is today.
Israel's Tech Leadership
Israel has risen exceptionally in the tech world. Despite all its challenges, it continues to dominate various sectors, demonstrating remarkable resilience and innovation.
Navigating Anti-Israel Sentiments
Anti-Israeli sentiments continue to prevail worldwide. Hillel finds it paradoxical that countries are calling for boycotts while benefiting from Israeli technology.
Addressing Misconceptions and Lies
Hillel passionately challenges the misconceptions and lies surrounding Israel, particularly those propagated by BDS movements. He provides counterarguments to accusations of occupation, genocide, and apartheid, shedding light on the historical context and offering a different perspective.
Personal Tragedy and Advocacy
A Palestinian terrorist murdered Hillel’s brother, Ari. That tragic loss has fueled his commitment to advocating for Israel. Since October 7th, he has been using his platform to educate people and counter misinformation.
Global Impact and Positivity
Hillel’s advocacy efforts have reached millions, and he has received messages from people acknowledging a shift in their understanding of Zionism. Despite the ongoing challenges, he remains dedicated to providing accurate information and spreading positivity.
Historical Patterns and Clash of Civilizations
Throughout history, Jewish communities have faced challenges as empires grew stronger. Eric and Hillel view the current Israeli situation as a clash between the Western world and radical Islam.
Tech and AI in Warfare
Modern warfare has evolved. Hillel points out that technology has played a more significant role in the current war than in any previous war. Israel has been using technologies for facial recognition in tunnels and to detect crypto fraud when people transfer money.
Hypocrisy and Contradictions
Hypocrisy and contradictions exist within the anti-Israel narrative. Examples include the simultaneous claims that Palestinians deserve a state while supporting violence against Jews.
Resilience and Love for Life
Despite all the challenges, Israelis still maintain their love for life and continue innovating and contributing positively to the world.
The LGBTQ Palestine Contradiction
Hillel finds it ironic that many LGBTQ individuals support Palestine, considering the dangers faced by LGBTQ individuals in Palestinian territories.
Maintaining Identity and Connection to Israel
Hillel advises Jewish people across the world to maintain a connection with Israel. He believes that despite the challenges, Jewish people must continue speaking up and preparing for their return to Israel.
Call to Action and Support
Hillel remains fully committed to the cause and would welcome the assistance of anyone else willing to contribute in a meaningful way.
Bio: Hillel Fuld
Dubbed Israel's top marketer, Hillel works with leading tech entrepreneurs, investors, and visionaries to accompany them on their journey from idea to revenue.
Hillel's work is published in some of the world's top tech publications including TechCrunch, Venturebeat, Inc, Entrepreneur, The Next Web, Business Insider, and more, bringing Israel's energetic tech scene to life. He collaborates with leading global brands including Google, Oracle, Microsoft, and Nike.
Connect with Eric Rozenberg
Website
Connect with Hillel Fuld
On his website
The Business of Meetings – Episode 198 – 7 Key Domains to Grow and Run Your Event Business with Eric Rozenberg
Today, Eric explains how he builds businesses and helps other business owners build theirs.
Drawing from his extensive experience, he reviews the seven key areas crucial for growing and operating an event business. He also suggests one book for each domain that will be helpful in that particular area.
Connect with Eric Rozenberg
On LinkedIn
On Facebook
On Instagram
On Website
Eric’s Recommendations:
Business Model Generation by Alex Osterwalder
Who Not How by Dan Sullivan and Benjamin Hardy
To Sell Is Human by Daniel Pink
Purple Cow by Seth Godin
Simple Numbers 2.0 by Greg Crabtree
The E-Myth by Michael Gerber
Atomic Habits by James Clear
The Business of Meetings – Episode 197 – Shalom Motherfu**er with Eitan Chitayat
We are honored to have Eitan Chitayat joining us today! Eitan spent many years in advertising and now owns a branding agency.
In our conversation today, Eitan discusses his journey in advertising and the big names that have influenced him and offers insights into branding. He also shares his thoughts on leadership, courage, and how to make the world a better place.
Stay tuned for a unique and thought-provoking discussion with Eitan Chitayat!
Connect with Eric Rozenberg
Website
Connect with Eitan Chitayat
On his website: Natie Branding Agency
The Business of Meetings – Episode 196 - Prepare to Unlock a Year of Unparalleled Success!
Would you like to learn a magic formula that will ensure you pave the year ahead with success?
Eric shares a strategy today that will guarantee you stay on track for prosperity in the coming year. In today’s episode, he explains how he organizes his time, sets his priorities, and, most significantly, holds himself accountable for the tasks he undertakes.
Join us today to learn about Eric’s game-changing formula, designed to sidestep all the pitfalls and pave the way for a truly successful and fulfilling year. Stay tuned for a conversation packed with insights and practical tips!
Defining Your Ideal Week
To kickstart a successful year, begin by planning your ideal week. You can use tools like Excel or any other planning software to create a one-page overview of your week, from morning routines to business priorities and personal activities. Blocking out dedicated time for everything you have to do will ensure your week is balanced, purposeful, and aligned with your goals.
Analyzing Time and Delegating Effectively
Next, you need to look at the critical aspect of time management. Eric suggests keeping a detailed record of all your daily activities for a few weeks and categorizing them into “do," "delegate," and "stop" columns. That will help you identify any areas that require improvement, let you delegate tasks efficiently, give you the time to focus on essential activities, and eliminate all the non-productive elements.
Setting and Reviewing Goals
To avoid setting and forgetting your yearly goals, Eric emphasizes the importance of doing regular reviews. Breaking down your long-term goals into quarterly milestones will ensure you stay aligned with your objectives. Adopting this approach will facilitate your smooth transition from yearly planning to monthly, weekly, and daily planning, making your goals more manageable and achievable.
Time Blocking and Priority Reflection
It is essential to incorporate your goals into your calendar. All your commitments, whether personal or professional, should be scheduled to reflect your priorities accurately. The strategy of time blocking will ensure that crucial tasks are allocated the necessary attention and do not get lost in the hustle and bustle of your daily activities.
Daily Planning
Reviewing your schedule for the upcoming week every Sunday will help you to facilitate your daily planning. You can also identify three crucial tasks each evening that will constitute a win for the next day when accomplished.
Accountability
Eric emphasizes the importance of being accountable and explains that most successful individuals have a coach or an accountability partner. Checking in regularly with an accountability buddy will ensure you get the support and motivation you need to stay on track and achieve your goals.
The roadmap to a successful year involves a strategic blend of weekly planning, effective time management, goal setting, time blocking, and daily accountability.
Eric’s comprehensive approach will lead you to a more purposeful and fulfilling year.
Bio Eric Rozenberg
Eric Rozenberg is an acquisition entrepreneur, trusted advisor, speaker, podcaster, and two-time Amazon bestselling author.
Eric has helped thousands of entrepreneurs grow and manage their business better. His purpose is to inspire people with integrity and honesty, help them take action, get results, and develop their businesses and their lives.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries. He believes organizations must create meetings and events that are not only breathtakingly memorable but also bring corporate strategies to life and amplify team motivation/performance.
His podcast, "The Business of Meetings", is the first podcast in the Meetings and Events Industry dedicated to business owners. Every Tuesday, listeners learn something new they can apply in their business and/or get inspired by amazing guests.
His first book, Meeting at C-Level, is the first book on the Why of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds and helps professionals to position themselves as a strategic partner.
His second book, Before It’s Too Late, A Love Letter to My Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric is a current member of the Entrepreneurs Organization (EO) and The Strategic Forum. He also serves on the Board of Trustees of the Demoucelle Parkinson Foundation in Belgium and was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI), the largest professional association in the Meetings and Events Industry.
He lives in Boca Raton with his wife Elsa, their three daughters Naomi, Shirel, and Tilia, and their dog Simba.
Connect with him at www.linkedin.com/in/ericrozenberg.
Connect with Eric Rozenberg
On LinkedIn
On Facebook
On Instagram
On Website
The Business of Meetings – Episode 195 - Differentiation: The Golden Key to Your Success with Mark Levy
We are delighted to have Mark Levy joining us today to discuss differentiation.
Mark is the differentiation expert! He has worked with big names like Simon Sinek and Marshall Goldsmith, and he is the author of Accidental Genius, a book about using writing to stimulate great ideas, available in 11 languages. Mark also created a magic show that got rated even higher than Hamilton in New York!
Join us to learn how to differentiate yourself through Mark's valuable insights and colorful stories.
Bio: Mark Levy
Mark Levy is a differentiation expert. The ideas Mark and his clients have created have been discussed and used by hundreds of millions worldwide. His clients include Simon Sinek (of "Start With Why" fame), the former head of the strategy unit of the Harvard Business School, and the founder of the famed cult TV show, "Mystery Science Theater 3000.” Mark is also a magician. A show he co-created, Chamber Magic, has run in New York City for 21 years and is ranked by TripAdvisor as the city's #1 live show, rated higher than even the musical “Hamilton." Mark has written for The New York Times, and one of his books, Accidental Genius: Using Writing to Generate Your Best Ideas, Insight, and Content has been translated into eleven languages. He can be reached at LevyInnovation.com.
Mark's Journey
Mark has had diverse experiences throughout his journey to becoming an expert in differentiation. He honed his skills as the former director of the third-largest book wholesaler globally, making over 25,000 pitches and selling over a billion dollars worth of books. Mark also gained a unique perspective on business strategies as a magician. He has worked with influential figures, like the former CEO of Popeyes and the President of UPS, where he combined his expertise in sales, magic, and business strategy.
Logic and Illogic in Differentiation
There are often pitfalls in excessive logical thinking because logic can sometimes lack the innovative edge that sets visionaries apart. Mark uses examples like Wikipedia and Red Bull to demonstrate how illogical approaches can defy all expectations and lead to groundbreaking success. He encourages business owners to balance logic and illogic when looking to differentiate themselves to stand out in the marketplace.
Differentiation Process
Mark outlines a four-step approach:
- Phase 1: This is the Schlitz beer phase. It involves discovery and the collection of ideas and insights
- Phase 2: The Barbie phase focuses on finding associations and meanings within all the collected material
- Phase 3: The Captain Inferno phase entails crafting a compelling story around your chosen point of differentiation
- Phase 4: The Philip Crosby stage is where you consistently practice and implement your differentiation
Mark underscores the importance of a thorough discovery phase because it allows exploration and creativity before you narrow things down to a compelling point of differentiation.
Crafting a Differentiated Elevator Pitch
To craft an elevator speech that effectively communicates your differentiation, Mark emphasizes the importance of starting the conversation in the universe of the listener by addressing a common problem or need. He advises against being too fancy initially and instead suggests revealing the category of your work or business. Then, you highlight your unique approach to clarify that you operate differently. The key is to engage the listener by addressing their concerns before introducing your distinctive elements. That will make them more receptive to your differentiation.
The Schlitz Beer Story
Claude Hopkins, a renowned advertising man, transformed the fortunes of the Schlitz Brewery by highlighting seemingly ordinary processes, like a 3,000-foot artesian well and triple steam cleaning, turning them into a compelling narrative. The story underscores the idea that what may seem run-of-the-mill to a business can be extraordinary in the marketplace if effectively communicated.
The Barbie Phase
For the Barbie Phase, Mark drew inspiration from the strategy of Richard Dickson, the CEO of Mattel, to move beyond the toy and game business into the pop culture business. The Barbie Phase is about committing to just one single idea and going all in on it. In exploring various aspects and potential representations of their business, companies can uncover unique angles that set them apart like Mattel did when they approached the Barbie movie, transforming a toy brand into a cultural phenomenon.
The Importance of Exploring Outside Your Industry
Mark suggests exploring businesses and brands outside of your industry. By observing and analyzing what different brands are doing, even in unrelated fields, you can gain valuable insights into differentiation strategies.
Advice for Continuous Learning and Inspiration
Mark advises business owners to actively observe and analyze brands outside their industry, noting differences and considering how the strategies they see might get applied in their businesses. He emphasizes the importance of business owners learning continuously and drawing inspiration from diverse sources to stay innovative and differentiate themselves from others in their fields.
Connect with Eric
WebsiteConnect with Mark Levy
Website
Email Mark
Accidental Genius, by Mark Levy
The Business of Meetings – Episode 194 – Two Easy Ways to Increase Your Sales with Eric Rozenberg
Today, Eric is excited to share two simple yet effective strategies to boost your sales substantially. He will also explain how to fortify your pipeline and refine your pitch.
These strategies are not only straightforward but also incredibly efficient. Get ready to reap the rewards after using these simple yet powerful methods for transforming your sales approach!
Becoming a Strategic Adviser
Positioning yourself as a strategic adviser rather than a logistical expert can be a game-changer. Becoming a strategic partner will allow you to demonstrate your power of understanding and address your clients’ core business concerns.
Personal Accountability for Sales Success
Personal accountability plays a pivotal role in increasing sales. During a conference, Eric noticed a surprising need for more commitment among sales professionals toward dedicating just one hour daily for prospecting and client outreach. One hour per day equates to reaching out to approximately 800 people annually. Your calendar reflects your priorities, and by making this small and impactful commitment, you position yourself to expand your network and increase business significantly. It is a straightforward strategy, yet it often gets neglected. Implementing just one hour each day of focused effort will allow you a proactive stance in shaping your success and positively impacting your sales.
Two Fundamental Principles
Success in sales depends on two fundamental principles:
- Being a strategic adviser
- Maintaining personal accountability
Take Action Now
You can begin integrating these simple and effective strategies into your approach immediately. Understanding and addressing your clients' core business needs and committing just one hour daily to outreach are tangible and actionable steps toward enhancing your sales.
Remember, success is within your control, and there is no better time than now to start implementing these strategies and witnessing the positive impact on your business.
If you have any questions, feel free to reach out!
Bio Eric Rozenberg
Eric Rozenberg is an acquisition entrepreneur, trusted advisor, speaker, podcaster, and two-time Amazon bestselling author.
Eric has helped thousands of entrepreneurs grow and manage their business better. His purpose is to inspire people with integrity and honesty, help them take action, get results, and develop their businesses and their lives.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries. He believes organizations must create meetings and events that are not only breathtakingly memorable but which bring corporate strategies to life and amplify team motivation/performance.
His podcast, "The Business of Meetings", is the first podcast in the Meetings & Events Industry dedicated to business owners. Every Tuesday, listeners learn something new they can apply in their business and/or get inspired by amazing guests.
His first book, Meeting at C-Level, is the first book on the Why of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds and helps professionals to position themselves as a strategic partner.
His second book, Before It’s Too Late, A Love Letter to my Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric is a current member of the Entrepreneurs Organization (EO) and The Strategic Forum. He also serves on the Board of Trustees of the Demoucelle Parkinson Foundation in Belgium and was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI), the largest professional association in the Meetings and Events Industry.
He lives in Boca Raton with his wife Elsa, their three daughters Naomi, Shirel, and Tilia, and their dog Simba.
Connect with him at www.linkedin.com/in/ericrozenberg.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
The Business of Meetings – Episode 193- Five Steps to Define Your Business Vision with Eric Rozenberg
Today, Eric shares a game-changing tool he uses for helping and advising people and coaching business owners. He used the same exercise to help him visualize and map out the future course of his current business.
Prepare to be amazed by the incredible results and clarity of direction this process brings you when you put it into practice!
From Shock to a Life-Changing Vision
In March 2020, during an annual retreat with his EO group, Eric recalls sitting around a campfire and experiencing the initial shock of sports cancellations due to the onset of COVID-19. Interestingly, the theme of the retreat was envisioning your life in 2030. Eric joined the retreat without any expectations and was pleasantly surprised by the life-changing nature of the process he learned there. Since then, he has often returned to the exercise and reflected on what he wrote during the retreat.
A Comprehensive Approach to Shaping the Future of Your Business
This exercise is a comprehensive yet straightforward approach to envisioning and shaping the future of your life and business. To make the process more practical, we have broken it down into five manageable steps and aimed it toward 2030:
- Start by identifying and categorizing the different areas of your life into seven different categories, like health, work, finances, fun, family, and personal development.
- Once you have defined those areas, rate your current standing within each area in terms of where you are today compared with where you would like to be in 2030, and then set goals for 2030. Create a visual representation, like a chart or graph, to further clarify your goals.
- Dedicate time to outlining three concrete actions you will take for each area within the next 12 months to propel yourself toward your 2030 goals. It could involve anything from lifestyle changes to professional development initiatives.
- Make a list of questions based on how you want your life to be in 2030. Start by thinking about every area of your life, and then list a conclusive series of questions about all of those areas. The questions should cover where you want to live, your relationship aspirations, career achievements, legacy goals, and anything else you hope for. Take all the time you need to answer these questions.
- Choose a specific day or date in 2030 and describe it as a day in your life. Take all the time you need to vividly depict that day, incorporating all the details you gathered while answering the previous question. This part of the exercise may only take a few hours, or you may need multiple sessions to complete it.
By approaching these five steps systematically, you can transform this seemingly overwhelming exercise into a practical and transformative tool for long-term planning. Remember, the key is to let the process unfold gradually. You may need to revisit the process from time to time, to refine your vision.
If you have any questions or need guidance, reach out to Eric. He will provide all the support you need.
If you embark on this journey enthusiastically, you will be astounded by all the remarkable results and newfound clarity it brings into your life and business.
Bio Eric Rozenberg
Eric Rozenberg is an acquisition entrepreneur, trusted advisor, speaker, podcaster, and two-time Amazon bestselling author.
Eric has helped thousands of entrepreneurs grow and manage their business better. His purpose is to inspire people with integrity and honesty, help them take action, get results, and develop their businesses and their lives.
For two decades in a previous life, Eric has consulted with Fortune 500 companies and produced award- winning sales meetings, incentive trips, product launches and conferences in more than 50 countries across diverse industries. He believes organizations must create meetings and events that are not only breathtakingly memorable but which bring corporate strategies to life and amplify team motivation/performance.
His podcast, "The Business of Meetings", is the first podcast in the Meetings & Events Industry dedicated to business owners. Every Tuesday, listeners learn something new they can apply in their business and/or get inspired by amazing guests.
His first book, Meeting at C-Level, is the first book on the Why of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds and helps professionals to position themselves as strategic partner.
His second book, Before It’s Too Late, A Love Letter to my Daughters and America, is a story of grit, perseverance, and courage. It describes why and how, he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric is a current member of the Entrepreneurs Organization (EO) and The Strategic Forum. He also serves on the Board of Trustees of the Demoucelle Parkinson Foundation in Belgium and was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI), the largest professional association in the Meetings and Events Industry.
He lives in Boca Raton with his wife Elsa, their three daughters Naomi, Shirel, and Tilia, and their dog Simba.
Connect with Eric
Website
We are delighted to introduce the multi-talented Nir Zavaro as our guest on today’s episode!
After running his own agency, Nir decided to shift his business and go into teaching. With a multifaceted background working for various companies in sales, business development, novel writing, and teaching thousands of students, he has become an expert in communication and marketing. He is now launching his latest book, F*ck the Slides, which is about the art of storytelling and its persuasive power.
Nir is a master of storytelling, marketing, and communication. He joins us today to discuss his new book and share his business insights.
Bio:
Nir Zavaro is an entrepreneur, author, and speaker. He regularly tours the world and has a mission to help as many people as possible become better storytellers. Using his experience, storytelling fundamentals, and methods, he brings a fresh perspective on how to implement these into businesses, working with founders and CEOs in over 30 countries.
After a career in the retail industry serving in various roles, Nir founded Streetwise Creative Sales Agency specializing in outsourced marketing services. Founded in 2011, the company has worked with hundreds of brands.
Teaching is a major part of his passion. Since 2014, he has been a resident lecturer in leading universities and colleges, teaching regular courses about branding and marketing and new venture creation and sharing the concept of Fck the Slides. He gives his time mentoring in several hubs and accelerators, helping companies improve their story, brand messaging, pitch decks, and marketing tactics. With two novels under his belt, Fck the Slides is his third book, and the plan is to keep publishing many more, both novels and self-help books.
Nir has been involved in several businesses, from online to partner in several successful food and beverage businesses. Today, he sits on the advisory board for startups, supporting their brand and marketing efforts. He is meeting with entrepreneurs all over the world with his workshops about storytelling, branding, marketing, and sales. He has worked with Microsoft, Unilever, EO, Tech stars, and many others, helping them craft a better story.
Nir’s Journey
Nir's journey has been a blend of learning and teaching. As an avid reader, he thrives on acquiring new knowledge, believing in its transformative power. Over the past decade, he has shared his wisdom as an educator in universities and colleges. His book, F the Slides, conveys his two-year journey of refining his thinking. Nir published his book to empower people to learn independently, and it became a number one best-seller on Amazon for meetings and presentations. Even though he is not allowed to promote the book, he remains steadfast in his mission, driven by his belief in the value of his methodology, choosing to focus on being a product and marketing expert rather than a self-promoter.
The Power of Words and Emotions
In the dynamics of language, the perceptions of some words can vary across cultures. Strong or profane words, in particular, carry different connotations in various parts of the world, eliciting diverse reactions when public figures use them. Nir emphasizes the importance of choosing words carefully to evoke emotions and capture the attention of an audience.
Storytelling as a Skill
Nir leveraged his journey of teaching startups to tell compelling stories and develop his concept of a trailer pitch. A trailer pitch is a concise three-minute presentation designed to ignite the curiosity and interest of an audience. Nir highlights the importance of preparing a powerful narrative to make an emotional impact while using visuals and keywords as effectively as possible. He compares the limitations of the traditional approach of bombarding presentations with information with the power of telling a well-crafted and enthralling story.
From Startup Pitches to Keynote Presentations
Nir’s methodology can be applied to many different presentation scenarios, including startup pitches, corporate meetings, and keynote presentations. He stresses the value of having a well-structured story and eliciting emotional audience resonance within all those contexts. He also highlights the importance of practicing and adapting to different presentation lengths.
Connecting and Sharing through Language
Nir explains that the power of storytelling goes beyond professional presentations and extends to everyday conversations, sales meetings, and more. He emphasizes the importance of creating an emotional connection with the audience, whether it is a potential investor, a class of students, or a large crowd at a keynote event. He encourages individuals to develop their storytelling skills because it enables them to inspire others while engaging with them.
In Conclusion
Nir highlights the profound impact words and storytelling have in communication and calls attention to the practical application of storytelling as a vital skill in various presentation contexts. The overarching theme throughout today's conversation is that words, when wielded effectively, can elicit emotions and make a lasting impression on the audience, ultimately influencing the success of any pitch or presentation.
Connect with Eric
Website
Connect with Nir Zavaro
Website
YouTube
Medium
F*uck the Slides Creating A Winning Pitch Using Storytelling
We are delighted to have Darcy Luoma joining us today!
Darcy is the author of the book Thoughtfully Fit. She has spent many years as a coach, training teams and organizations to work better and achieve thoughtful fitness in all their professional endeavors.
Today's discussion is based on Darcy’s extensive research, coupled with her practical experience. She joins us to shed light on the principles and strategies that form the foundation of becoming thoughtfully fit within a business setting.
Bio:
Darcy Luoma, CPCC, CSP, MCC, BCC, ORSCC, MSOD is the CEO of Darcy Luoma Coaching & Consulting, a company that specializes in creating high-performing people and teams. She’s a sought-after coach and consultant who has worked in forty-eight industries, with more than five hundred organizations, impacting tens of thousands of leaders and employees. Darcy is the author of Thoughtfully Fit: Your Training Plan for Life & Business Success, published by Harper Horizon.
Darcy has been coaching since 2004. She is one of America’s most highly credentialed coaches, having earned the prestigious Master Certified Coach certification from the International Coach Federation, a distinction held by less than 4% of coaches in the world. In 2012, the University of Wisconsin–Madison sought out Darcy to design its rigorous nine-month Certified Professional Coach training program. She has served variously as the program’s director, lead instructor, and director of training and quality assurance since its inception.
Before Darcy founded her business in 2013, she served as the director of U.S. Senator Herb Kohl’s office for twelve years, did national advance work for the White House, worked for two presidential campaigns, and served as a trusted senior advisor to a governor.
Darcy has a Master of Science in Organization Development from Pepperdine University. She received the distinguished Certified Speaking Professional™ award from the National Speakers Association, the largest speaker association in the world. She has spoken at more than five hundred events, in front of audiences ranging from five to five thousand.
For the last twenty-five years, she has been an avid triathlete and Ironman. She uses her grit and determination in both her athletic and professional endeavors.
Along with her favorite job being a mom of two energetic teenage daughters, Darcy enjoys adventure travel, yin yoga, kickboxing, spicy chai lattes, and afternoon naps.
Darcy’s Story
Darcy's professional path initially led her into government and politics, working for a U.S. Senator for over a decade. However, in 2012, the senator she worked for retired without seeking to be re-elected. Then, a pivotal question from her coach changed her life and encouraged her to envision a future without regrets, and Darcy made a bold leap into entrepreneurship. With the support of her then-husband, who took on the role of a full-time stay-at-home dad, she launched her own business in early 2013, defying the odds of small business failure. Then, in March 2016, her life took an unexpected turn when her husband was arrested for a serious crime. Darcy found herself navigating a tumultuous legal system, undergoing a divorce, and suddenly becoming a single mother with sole custody. Amidst all the chaos, she embarked on a journey of healing and recovery, later writing a book about her experiences. She subsequently learned that everyone has traumatic experiences and has challenges and hurdles to overcome in life.
Overcoming Challenges with the Thoughtfully Fit Model
After Darcy’s husband was arrested, she had to test her concept of being thoughtfully fit. She emphasizes the importance of pausing, thinking, and then acting when faced with challenges and encourages people to have faith that things will be okay, even when it seems impossible. She highlights the significance of training and practices to develop thoughtfully fit responses and actions when confronted with adversity.
A Practical Technique to Help with Pausing
Darcy believes that it is essential to practice Thoughtfully Fit skills to be able to respond effectively to challenges. However, it is often hard to pause, especially when we witness an injustice or feel conflicted about our values. Darcy explains that everyone has different default responses, like pausing, thinking, or acting when facing challenges. She points out that our strengths can become weaknesses when taken to the extreme. She shares a practical technique called the Pause Pinch for those who struggle with pausing. It involves squeezing a reflexology point to reduce tension and calm the nerves.
Navigating Conflict in Teams
Most successful teams have healthy conflicts, so it is essential to create a psychologically safe environment where teams can navigate their conflicts, disagree with one another, and voice their opinions respectfully. Darcy highlights the significance of articulating and planning for a psychologically safe culture within a team. Encouraging open dialogue, respecting differing perspectives, and addressing the aftermath of decisions contribute to building a harmonious and productive team culture.
Healthy Leadership
A team leader must consider the opinions of team members, make decisions, and ask what is required for team members to support those decisions. Darcy emphasizes the importance of addressing concerns immediately to prevent post-meeting discussions and triangulation. She explains that leaders should lead, follow, or get out of the way when responding to situations and team dynamics.
Handling Toxic Team Members
Darcy stresses the importance of maintaining a healthy team environment and preventing the spread of toxic behavior. Managing toxic team members who resist change or cooperation despite coaching and conversations can be challenging. If all attempts to address their toxicity have failed, the best action is to part ways with the toxic individual because allowing their behavior to persist could negatively impact the morale and culture of the rest of the team.
Maintaining Work-Life Balance and Prioritizing Self-Care
Darcy maintains her sanity and a work-life balance as a business owner and mother by setting boundaries, minimizing extensive travel, and prioritizing her workouts. She explains that her commitment to regular exercise contributes to her overall well-being. She discovered the strategy of delegating tasks and recognizing her unique abilities to improve her work-life balance and productivity, allowing her to focus on things that only she can do as the CEO and Founder of her business.
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Book Mentioned
Thoughtfully Fit: Your Training Plan for Life & Business Success, by Darcy Luoma
The Business of Meetings – Episode 190 - A Life Leading the Exhibitions Industry with David Dubois
We are delighted to be speaking with an industry legend today!
David DuBois has a career spanning several decades in the industry. He now holds the positions of CEO, President, and Publisher of the Exhibitor Group.
In today’s enlightening conversation, David shares his insights on workforce development, the integration of AI, and the role of experiences for the future of our industry.
Bio:
David DuBois is the president and CEO of Exhibitor Group and publisher of EXHIBITOR magazine. Before coming to Exhibitor, he was president and CEO of the International Association of Exhibitions and Events®(IAEE). As IAEE’s president, DuBois was responsible for managing 25 full-time professional staff, producing the annual business operating plan and budget, overseeing the support of all meetings of governance units, leading business development, directing fundraising efforts, advocating for the industry and the organization’s members, and providing organizational leadership and strategic counsel to the board. He also served as the association’s representative within industry coalitions, partner organizations and strategic alliances. In 2019, DuBois was inducted into the Events Industry Council’s “Hall of Leaders,” one of the industry’s most prestigious honors.
David’s journey
David’s journey began when he graduated from college and declined his father's offer to buy out their family's dry cleaning business. Instead, he opted to join his friend in enrolling at the School of Hospitality Business at Michigan State University. That allowed him to spend thirteen years working for Sheraton and Ritz Carlton. Following that, he dedicated three decades to working with various organizations, including, PCMA (Professional Convention Management Association), MPI (Meeting Professionals International), Fort Worth Convention Visitors Bureau, and the International Association of Exhibitions and Events. He has enjoyed a blessed career, and has made many friends along the way.
David’s Advice on Personal Branding
David offers invaluable advice on the concept of personal branding. He explains that a resume catalogs personal achievements, and a CV outlines backgrounds, so it is essential to consider those integral components of your personal brand. He emphasizes that every action and decision we make contributes to our personal brand, ultimately shaping how others perceive and respect us. His central message is that personal branding is a crucial element in a professional journey, so it is essential to cultivate your brand consciously from the outset.
Embracing AI for Industry Advancement
AI has played a pivotal role in shaping the future of the meeting and events industry. While acknowledging the need for caution, David also emphasizes the importance of integrating AI into various aspects of event planning and execution. He explains that AI can enhance decision-making because it offers a hybrid approach that combines human intelligence with machine intelligence, allowing businesses to remain innovative and competitive.
Addressing Workforce Development Challenges
Workforce development is a pressing concern in the events industry. With over a million job openings in the hospitality sector, finding and nurturing talent is paramount. David points out that success in the industry does not necessarily require a college education but rather a combination of intelligence, commitment, and people skills. He believes there is an urgent need for a strategic outreach program to help cultivate a robust workforce.
Crafting Unforgettable Experiences
The role of experiences in the events industry is a central theme of today’s conversation. Drawing on the wisdom of author Jim Gilmore and his Experience Economy, David introduces the concept of experiential marketing. He points out that creating memorable experiences has been a pivotal element in the industry for decades. Those experiences are not limited to trade shows and exhibitions but also extend to incentive trips and consumer shows. The world is teeming with options, and incentive trips and consumer shows provide unforgettable and valuable experiences that are the key to event success. Attendees leaving those experiences are eager to return because they foster engagement and reinforce a sense of community within organizations or associations.
Balancing Human and Machine Intelligence
While AI holds much promise for the future, a balance between human and machine intelligence is necessary. David explains that while AI can process vast amounts of data and provide insights, it should serve as a tool to enhance human judgment instead of replacing it. Maintaining the equilibrium between human and AI intelligence is essential for the growth of the industry and its progress.
Designing Unique Incentive Trips
Incentive trips are a prominent aspect of the events industry. A common misconception around incentive trips is that they are simply luxury getaways. That is why they should offer experiences that participants cannot easily replicate for themselves. Incentive trips should celebrate top performers and reward them with unique and memorable experiences. That approach serves to boost morale, motivation, and a sense of belonging, making incentive experiences a crucial element in the success of any company or organization.
The Art of Creating Unique and Memorable Experiences
With his wealth of experience in the events industry, David understands that unique and memorable experiences form the essence of what makes an event truly special. He points out that events are about crafting moments that leave a lasting impact, foster community, and build long-standing connections.
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Books mentioned:
Traction: Get a Grip on Your Business by Gino Wickman
Sapiens by Yuval Noah Harare
The Experience Economy by B. Joseph Pine and James H. Gilmore
The Business of Meetings – Episode 189 – Empowering Women and Heart-Centered Leadership with Suzette Bravo
We are delighted to have Suzette Bravo joining us on the show today!
Suzette is an empowerment coach dedicated to helping women and young ladies journey toward self-discovery and personal growth. With a passion for nurturing heart-centered leadership, she guides individuals to unlock their inner potential and embrace authenticity and self-love as the cornerstones of their success. She is also an accomplished author and host of the inspiring new podcast, Bravo Unscripted.
Today’s conversation encompasses a wide range of topics, from personal growth and mental health awareness to the power of sharing stories and supporting women and girls through meaningful organizations.
We hope you will enjoy listening to our conversation with Suzette Bravo. Stay tuned as we explore her insights and wisdom!
Bio:
Suzette Bravo stands at the intersection of heart-centered leadership and deep personal empowerment. As an Empowerment Coach, keynote speaker, accomplished author, and the spirited voice behind the Bravo Unscripted podcast, she is deeply committed to helping women leaders forge meaningful connections, both with themselves and with those they inspire. Drawing from her personal journey and the resilience she cultivated along the way, Suzette's coaching has been a guiding light for many, steering them toward a place of authentic leadership and genuine self-love.
Holding distinctions as an Elementum Certified Master Coach and a John Maxwell Certified Coach and Speaker, Suzette's holistic approach combines elements of self-leadership, confidence cultivation, and self-love. With over 25 years of invaluable experience in leadership and team-building, her credentials are backed by numerous coaching certifications, a degree in Business and Psychology, and deep expertise in mindset optimization, gut-brain health, and resilience-building. Committed to continuous growth, she is currently immersed in studying leadership psychology at Cornell University.
Behind the microphone, she hosts "Bravo Unscripted," a podcast that celebrates everyday heroes with extraordinary experiences. As an author, she has contributed to "Activate Your Life" and the bestselling book “BECOMING YOU,” where she shares insights alongside other esteemed coaches.
A nationally recognized authority, Suzette explores themes such as Heart-Centered Leadership, Resilience, Authenticity, and Self-Love. Beyond coaching, she mentors teenage girls through the "Women of Tomorrow" initiative and serves as the esteemed Vice Chair of the Board of Directors for the PACE Center for Girls.
Suzette's mission remains steadfast: to empower accomplished women leaders, helping them recognize and harness their innate strengths and potential. She aims to nurture a deep sense of self-worth and confidence, allowing these leaders to elevate their impact and inspire their teams. Always cheering from the sidelines, Suzette is devoted to supporting individuals as they craft extraordinary lives brimming with purpose and passion.
Suzette’s journey
Suzette's transformative journey and her current work with women and girls stem from a deeply personal place. Having faced significant childhood trauma and struggled through high school and early adult years, she sees herself as a supporter of the woman and girl she used to be. Despite her tumultuous past, she managed to graduate high school on time, leading what appeared to be a well-functioning life. However, when her husband was diagnosed with an aggressive brain tumor in 2013 and passed away just eight days later, her world was shattered. That devastating loss forced her to confront the buried traumas of her past, leading to a profound healing journey. She embarked on a path of self-development and therapy, gradually shedding the I'm not good enough mindset she previously held. Through vulnerability and sharing her story with other women, she discovered the power of connection and healing. That realization led her to become an empowerment coach, focusing on supporting women and girls during their formative years to prevent the accumulation of toxic behaviors over time.
Suzette's journey demonstrates that within our stories and shared experiences, beautiful gifts and profound healing are waiting to be discovered.
The Power of Taking Action
Suzette acknowledges the resistance she faced before when taking action. She explains that formulating ideas is necessary, but the real answers usually only emerge after action gets taken because that allows us to see how things unfold. Helping others and actively engaging in tasks can also be powerful ways to overcome difficulties and find a sense of purpose.
Vulnerability and Mental Health Awareness
Discussing vulnerability has become more accepted recently, but that has not always been the case. The power of having open conversations about mental health, seeking help when needed, and having a space where it is okay not to be okay should never be underestimated.
Loneliness
It is essential to recognize loneliness as another significant mental health concern.
Self-Love
Suzette emphasizes the crucial role self-love plays in our ability to achieve goals and make sound decisions. Self-love can prevent self-sabotage and help us lead more fulfilling lives.
Catharsis Through Writing and Sharing Personal Stories
Writing about traumatic experiences that happened in the past can be a cathartic process because it helps us to heal and gain a new perspective. Suzette participated in a collaborative book project and wrote a book, soon to be launched, where she delves into her personal journey and all the lessons she learned.
The Bravo Unscripted Podcast
Suzette is excited about all the meaningful conversations she will have on her podcast, Bravo Unscripted. She will be featuring a diverse range of guests and their inspiring stories on the podcast, which focuses on connecting people and creating a movement where the shared stories and experiences of individuals can contribute to the healing and personal growth of others.
Organizations Supporting Women and Young Ladies
Suzette is involved with two organizations dedicated to empowering women and young girls. The PACE Center for Girls is an alternative school and counseling center in Florida, and Women of Tomorrow is an organization providing mentoring to high school girls. Both organizations focus on helping girls overcome challenges, find their greatness, and succeed in life.
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Website
Email Suzette: suzette@suzettebravo.com
Bravo Unscripted
The Business of Meetings – Episode 188 – How to Measure Behavioral Changes and Learning and Development with Chris Taylor
Today, we have the great pleasure of speaking with Chris Taylor, the Founder and CEO of Actionable.co, a company at the forefront of revolutionizing how organizations measure the impact of their investments in learning and development.
There are many parallels and commonalities between the meetings and events industry and the work Chris is doing. He joins us today to discuss some valuable insights revealed in a survey, share stories, and impart the wisdom he has amassed throughout his journey.
Bio:
Actionable.co CEO Chris Taylor works at the leading edge of learning sustainment and impact measurement for progressive organizations.
Described once by a client as "a curious blend of Boomer and Gen-Y”, Chris is often called upon to act as a bridge and translator between generations at work, our new state of constant change, and the impact technology has on team dynamics. He brings a self-deprecating sense of humor and groundedness to his keynotes and workshops, ensuring attendees leave inspired and well-equipped to drive real change back in the workplace.
Through Actionable.co, Chris brings empirical evidence and stories to illustrate how we measure ROI on corporate learning initiatives and the systems to ensure every program creates a lasting impact. He has personally consulted with over 400 organizations across six countries in almost any sector you can name.
In addition to being a regular speaker for both public and private events, Chris has penned over 150 articles for dozens of publications, been quoted in The National Post, Toronto Star, and Globe & Mail, and hosted 90+ thought leader interviews for the iTunes #2 ranked business podcast, The 21st Century Workplace.
Chris’s story
Chris embarked on his first business venture at the age of twelve. Later, with dreams of becoming a film producer, he pursued a path in film school, only to realize its challenges. He then shifted his focus to sales and marketing, discovering a profound passion for sales leadership and the art of selling. In his early 20s, he successfully ran his own business, but success got the better of him, and his arrogance led to its downfall, motivating him to embark on a soul-searching journey to understand where he went wrong. That journey disillusioned him with how information got consumed conventionally and drove him to explore the transformative power of how a different learning application could lead to changes in behavior, eventually leading him to create a training company. His company eventually evolved into a licensing business and became a software company. Actionable.co satisfied his desire to quantify and improve how learning gets applied.
Chris currently resides in Toronto with his wife and two children and frequently divides his time between Canada and Australia.
Key Insights from the Survey on Achieving Impact through Training
From a recent survey focused on achieving impact through training programs, several pivotal insights emerged, emphasizing the critical interplay between content, context, and personal relevance in driving successful behavioral changes.
Content-Context Balance to Elevate Training Effectiveness
One of the central findings of the survey underscored the significance of the content-context ratio within organizational training programs. Traditionally, many training sessions focus on cramming as much information as possible into a limited timeframe. However, that approach often needs to pay more attention to the essential element of context. The survey revealed that the emphasis has to shift in order for training to lead to changes in behavior.
More Effective Training Sessions
Training sessions should not merely deliver information but also provide an environment where participants can reflect and answer the fundamental question, "So what?”. For optimal results, training initiatives should allocate a minimum of three to one, ideally, five to one, in terms of time spent on context building versus content delivery. By affording participants ample time and space for self-reflection, the training becomes more effective in promoting meaningful change.
The Power of Personal Relevance
Executives may articulate why a change is vital at a high organizational level. Yet, genuine motivation for change only arises when individuals discern how that change would affect them personally. So, a connection between training content and unique aspirations, challenges, and objectives of every individual is required to foster deeper motivation and commitment to change. Training programs should create an environment that encourages participants to reflect on and internalize the content.
Leveraging Meetings and Events for Organizational Impact
For professionals in the meetings and events industry, the survey findings emphasized the potential for meetings and events to become instrumental in driving organizational impact. Events can serve as valuable touchpoints for organizations, effectively communicating their goals and objectives. Including meaningful content-context discussions and ensuring that the content resonates personally with the attendees allows meetings and events to become catalysts for changing how people behave within organizations.
Demonstrating the Long-Term Impact of Meetings and Events
Incorporating training and learning components into events presents an opportunity for organizations to showcase their long-term impact. By tracking the behavior changes of event attendees over time, organizations can establish a direct link between the event and outcomes such as improved employee retention, increased sales, or enhanced leadership skills.
The Power of Defining Event Objectives
Defining a clear objective for an event and measuring its progress allows organizations to ensure that their event will drive meaningful change and align with strategic priorities.
Integrating Training Components into Events for More Impact
By integrating training and learning components into events and measuring their long-term impact, organizations can demonstrate the value of those initiatives and justify investing in them.
Smaller Cohorts and Accountability in Learning
Smaller cohorts of around five to eight participants are ideal for fostering engagement and driving change. Accountability partners also play a significant role in maintaining commitment to learning and change. Emphasizing one behavior change at a time and implementing accountability measures allows organizations to increase the likelihood of participants successfully applying their new knowledge and skills.
Overcoming Business Challenges with Humility
An important lesson Chris learned was the value of seeking honest and sometimes critical feedback from trusted advisors. Surrounding yourself with people who challenge your ideas and provide candid assessments can lead to more informed decisions and ultimately contribute to resilience and business growth.
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Actionable.co website
Actionable.co resources
The Business of Meetings – Episode 187 – How People and Culture Build Value with Aaron Bludworth
We are delighted to be speaking with Aaron Bludworth today! He is a true thought leader who has massively impacted our industry!
Until recently, Aaron was the CEO of Fern Expo. He joins us today to discuss his process of managing the company and selling it. He also shares his views on the future of the industry.
Getting Into the Industry
Aaron's initial introduction to the industry was largely accidental. While he was pursuing his education and working elsewhere, his uncle was working as an official contractor in the service sector of the industry. Aaron initially steered clear of the industry, even though his uncle kept mentioning all its potential opportunities. However, he eventually decided to try it out, thinking it would be a brief detour during his time in school. Yet, he is still there thirty-one years later!
Joining Fern
Aaron had been working for a private equity firm that recruited him when he started working at Fern. He joined Fern in 2008, initially as the Chief Operating Officer and eventually becoming the CEO due to the absence of a formal CEO. A while later, he found an investor, got a group of people together, and bought the firm. Sometime after, he took out the investor, leaving him with just the group of individuals within the firm.
The Unique Culture of Fern
Fern has a unique culture and history dating back 115 years. The company had a traditional image with a regional focus, and Aaron was committed to preserving the culture and the way the company focused on growth. However, it was challenging for him to find talent, customers, and acquisitions that aligned with the values and culture of the company.
Balancing Culture and Corporate Consolidation
Aaron feels concerned about the increasing corporatization of the industry and how that could impact personal relationships and innovation. He emphasizes the need for a mix of large and small players to maintain the innovative spirit of the industry and personal connections.
Navigating the Pandemic and Prioritizing People
Fern managed to weather the myriad of challenges posed by the COVID-19 pandemic. The company was committed to its people and customers and focused on keeping employees engaged during difficult times. Their proactive approach included developing innovative solutions like Fern Health Check, which did vaccine and COVID testing to support their customers so they could resume their activities safely.
The Speedy Recovery and Unexpected Growth
The post-pandemic recovery of Fern exceeded all expectations. Aaron attributes their rapid rebound to customer loyalty, winning new business during the pandemic, and introducing innovative products. Despite all their initial challenges with labor and supply chain issues, Fern still managed to achieve record revenue in 2022.
Navigating a Sale Process
Aaron explains that emotional factors often come into play when selling a business, especially for sole proprietors. He cautions against entering the sale process with a specific monetary goal because that could lead to disappointment. Instead, he suggests that the timing should rely on having a viable, strong business and the right representatives in the market environment.
Selling Fern
Selling the business was a complex process. Aaron received offers from many potential buyers, including strategic and non-strategic buyers. He considered the long-term outlook in addition to the financial aspects of the business because he was looking for a buyer who would maintain the existing leadership team, treat customers well, and bring value to the table. While acknowledging the uncertainty of selling a business, Aaron aimed to set up a successful transition for his team and customers.
Aaron’s Thoughts in the Transition Period
Between signing the letter of intent and closing the deal, his primary focus was on the impact the transition could have on his team and customers. He was concerned about ensuring a smooth transition for both parties and making the right decisions for the future of the business.
The Ever-Changing Events Industry
Aaron worries about excessive corporatization as the industry continues to evolve. He mentions the importance of maintaining a mix of players to preserve the unique character of the industry, emphasizing the need to keep innovators, thinkers, and passionate individuals involved to ensure its continued growth and vitality. He hopes that personal connections, community, and innovation will remain integral to the industry as it evolves and faces consolidation, stressing the importance of smaller and more personal businesses in driving success and maintaining the unique character of the industry.
Life After Selling a Business
During the post-sale period, business owners often struggle with maintaining a sense of purpose and finding direction after exiting their businesses.
Maintaining a Work-life Balance
Business owners should maintain balance between business and other aspects of their lives rather than allowing their companies to become the sole focus of their existence.
Promoting Innovation and Passion
Aaron underscores the need for the industry to keep innovators, thinkers, and passionate individuals involved to ensure its continued growth and vitality. Because of the positive impact of the events industry on his life and hopes he will remain connected to it.
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Fern Expo
The Business of Meetings – Episode 186 - A New Approach to Online Marketing with Nicholas Kusmich
We are delighted to have Nicholas Kusmich back on the show today!
Nicholas is truly phenomenal! He is a seasoned expert in Facebook advertising and online marketing. He describes his role as one who helps information entrepreneurs scale their revenue and attract more clients effortlessly through fun marketing that does not suck!
In today’s conversation, we dive into business strategies, exploring ways to position our businesses most effectively. Nicholas explains how he operates as a professional marketer, tells inspiring stories, and shares insights into the profound lessons we can learn from unexpected challenges in life, like the harrowing experience he faced with his family during the Kelowna fire.
Join us as we engage in an enlightening and insightful discussion with Nicholas Kusmich, delving into the wellspring of wisdom and resilience he brings to his professional endeavors and personal life. We trust our conversation will leave you energized and inspired!
Bio:
Nicholas Kusmich, Founder of the H2H Media Group, is best known as a Leading Digital Advertising Strategist, and for having the highest ROIs in the industry (up to 30,973.32%).
Working with A-List clients, including top thought-leaders, NYT Best Selling Authors, Top Inc 500, and fast-growth companies, he creates advertising campaigns that don’t suck and allows you to generate qualified leads without a funnel.
A Journey Fueled by a Desire to Help Others
For all his life, Nicholas has been driven by a calling to help others and positively impact the world. His journey began with a religious experience during junior high school that significantly shaped his perspective on life and led him into the field of ministry. At nineteen, he was ordained as a minister, started a church, and spent fourteen years as a pastor. However, there were certain things he did not like about traditional religious institutions and he did not want to continue taking a salary from the church as his primary source of income. So he started a side hustle doing internet marketing to cover his expenses. He eventually left the church to work full-time with internet marketing and online advertising.
Positioning Yourself as a Category King or Queen
If you want to position your business as a category king or queen, you must distinguish it in the market rather than compare it with your competitors' businesses. Nicholas explains that being different can have more power in the market than striving to be better than others. That's why business owners should address their unique customer needs and problems and educate the market to recognize their distinctiveness.
Understanding the Why Before Going Online
Nicholas explains that not everyone needs an online presence, and business owners should avoid following trends blindly or giving in to marketing pressure. Before they start the process of creating an online presence, business owners must consider whether or not they genuinely need one. They should also understand why they want an online presence and know their desired outcomes. That approach involves asking a series of questions to unearth their true motivation for seeking an online presence.
Selecting the Right Partner
When selecting the right partner for building an online presence in a competitive digital landscape, Nicholas recommends focusing on the who rather than the how. He suggests that businesses identify individuals or businesses that have been successful in their specific industry and have a proven track record of delivering results. He emphasizes the importance of asking for references from current and past clients to gain insights into working relationships, potential challenges, and overall satisfaction.
Positioning in a Crowded Digital World
Establishing a strong online presence in today's competitive digital world can be challenging. Nicholas advises business owners to position themselves as an industry leader or category king by offering something unique and different from their competitors. He emphasizes the importance of understanding human behavior and psychology and suggests that businesses should focus on fundamentals rather than being overwhelmed by rapidly changing algorithms and technologies. When crafting their online presence, business owners should always prioritize human interactions and the psychology of their target audience.
Educating the Market and Defining Problems
Nicholas uses examples like Uber and Netflix to illustrate how businesses can redefine their industries by addressing unmet needs and educating the market. He highlights the power of identifying problems customers may not know about and then offering a solution. That approach involves businesses educating customers about such problems and explaining how their unique offering addresses them. Successful positioning requires business owners to think beyond competing on price or value. Instead, they should focus on delivering a unique and valuable customer experience.
Facing Disruption by Creating a New Category
By marketing existing problems, businesses can become industry leaders without directly advertising their products or services. Nicholas uses the example of Netflix to emphasize how category kings or queens present an existing problem in a new light, prompting customers to realize previously unaddressed issues. That strategy challenged the status quo and positioned them as innovators.
Challenging the Conventional Sales Funnel
Nicholas advocates for rethinking marketing strategies and targeting the right audience by presenting unique solutions that resonate with potential customers and challenge conventional marketing wisdom. He questions the effectiveness of traditional sales funnels, explaining that funnels often slow the buying process by attracting seekers of information rather than solution seekers. For that reason, premium prospects and those who value their time when seeking solutions may find funnels unappealing.
Authenticity and Community in the Face of Adversity
Nicholas shares his experience of evacuating his home during a wildfire in Kelowna. In prioritizing his relationships over material possessions, he found a deeper appreciation for life. He emphasizes the importance of focusing on what truly matters when facing adversity and highlights the power of community and mutual support in times of crisis.
Conclusion
The unique insights Nicholas shares today challenge traditional marketing approaches and highlight the importance of creating a new category to resonate with those seeking innovation and authenticity in their business strategies.
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X (formerly Twitter)
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We are delighted to have Judson Laipply joining us on today's show! Judson is a legendary speaker who achieved viral stardom on YouTube with his video, The Evolution of Dance!
Today, he shares the story behind his iconic video and offers us a glimpse into his fascinating journey after his video went viral.
Judson has appeared on the Today Show, Ellen, Tosh. O, GMA, Oprah, and more. He is the world’s first YouTube celebrity, having had the most-watched video for four years. He has been speaking professionally for over twenty years and resides in the Cleveland, Ohio area.
Bio:
Judson Laipply M.Ed, CSP is an enigma wrapped in an anomaly contained inside a quandary. Combining comedy and content, laughter and learning, energy, and engagement, Judson gives his audiences immediate joy and lasting impact. He helps audiences understand the difference between change and evolution while teaching them to embrace struggles, and ultimately evolve. He has been featured on the Today Show, Ellen, Oprah, GMA, and more. He is the world’s first YouTube Celebrity and his finale “The Evolution of Dance” has over a billion impressions and was the first video ever to hit 100 million views. He’s been speaking and performing for over 20 years and has been all around the globe. He is also an Ironman Triathlete, terrible singer, and reformed Kool-Aid eater.
Judson’s journey
Judson's journey mirrors the journey of many others who aspired to make their mark as professional speakers. What set him apart, however, was a fortunate turn of events that propelled him toward viral fame. Back in the 90s, professional speaking was still a relatively exclusive niche. Intrinsically outgoing and driven by a passion for engaging with people, Judson believed in the power of play as a tool for teaching, embracing Plato's timeless wisdom that an hour of play reveals more about a person than a lifetime of conversation. That belief drove him to seek opportunities, from working on a cruise ship as a youth coordinator to orchestrating evening events at a Colorado camp. Those experiences helped to hone his public speaking skills and expanded his horizons. Throughout his journey, Judson remained steadfast in his quest to make speaking a full-fledged career. That aspiration led him to graduate school, as he recognized that a master's degree would solidify his credibility and fortify his commitment to his chosen path. He took advice from a seasoned speaker, learning that the key to leaving an indelible mark lay in crafting memorable moments. Thus, the Evolution of Dance was born. It was a fusion of Judson’s modest dancing abilities and a powerful message about change and evolution destined to become an unforgettable hallmark in his career!
A Compliment from a Choreographer
The success of the Evolution of Dance video allowed Judson to experience incredible opportunities, including appearing in a Weezer music video. An LA choreographer praised his dance, acknowledging his lack of formal training but appreciating the joy and emotion he conveyed through his moves. That compliment marked a significant moment in his career as an entertainer and dancer!
The Birth of a Viral Video
His video was uploaded to YouTube in 2006. At the time, YouTube was still emerging as a popular website and viral videos were not as commonplace as today. His video gradually gained traction, becoming one of the first viral videos on YouTube. The timing was crucial because the popularity of the video coincided with the rise in prominence of YouTube.
The Challenges of Going Viral
Going viral was a roller coaster ride for Judson, filled with unexpected twists and turns. His video garnered millions of views, and he received numerous emails and messages from various platforms and media outlets. While tempting offers came in, his sudden fame also presented new challenges, like managing the influx of opportunities and distractions and making choices aligned with his long-term goals and identity as a speaker and influencer.
Navigating Success and Opportunities
His experience taught him the importance of staying true to his core identity and goals. Amid the overwhelming success and attention, he faced offers to pursue acting, reality TV, and other opportunities that could have taken him off his desired path. However, he chose to prioritize his passion for speaking and comedy, making strategic decisions to maintain his course while also enjoying the benefits of his viral fame.
Appearing on Television Shows
Judson had the opportunity to appear on various television shows, including Ellen, Oprah, and Good Morning America. His interactions with show hosts varied. Sometimes, he had limited interactions with hosts due to their busy schedules and other high-profile guests. Nonetheless, those appearances were significant milestones in his career, allowing him to reach broader audiences and share his unique brand.
Monetizing Viral Videos
Monetizing a viral video can be complex, particularly when it contains copyrighted music material. In Judson's case, the original Evolution of Dance video did not generate any direct revenue, as it was uploaded before the establishment of the YouTube partnership program and ad monetization. Regardless, Judson remains content with the cultural impact of his video and the opportunities it brought him without dwelling on the potential revenue it could have generated.
Building a Brand
When building your brand, you must focus on your goals and maintain momentum.
Succeeding as a Speaker
Succeeding in the speaking industry involves the performance aspect of captivating audiences on stage and the often-overlooked business side of the profession. Judson took the advice of seasoned professionals to heart and set out on a five-year business plan to establish a strong foundation for his speaking career.
Transitioning into Corporate Settings
In his quest to move into more corporate settings, Judson capitalizes on his experiences and research. His transition aligns with his desire to evolve his speaking career and explore new opportunities.
How Comedy Has Changed Over Time
While reflecting on the evolution of comedy over the past 15 years, Judson emphasizes the need for comedians to adapt to changing norms. He points out that shock comedy and humor targeting specific groups have become less acceptable. He praises comics like Brian Regan, Jim Gaffigan, and Mike Birbiglia for their clean and relatable comedic styles.
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The Business of Meetings – Episode 184 – How Do 58+ Million American Households Spend their Holidays?
Today, we are delighted to speak with David Basler, Chief Strategy Officer of the National Association of RV Parks and Campgrounds (ARVC).
In an industry boasting a trillion-dollar economic footprint, with 12 to 13,000 sites across America, and serving the vacation ambitions of over 58 million households, the ARVC plays a pivotal role in shaping and supporting the thriving world of RV parks and campgrounds.
David joins us to share his expertise, insights, and perspective on the current state and future potential of the dynamic RV and campground industry.
Bio:
A champion of whatever community he's a member of, David Basler is an entrepreneurial spirit, business leader, and philanthropist.
After working in publishing on the East Coast, David moved to historic Creede, Colorado in 2002 and started Creede Magazine Publishing, which he owned and operated until 2008. During this time, he also founded Keep Creede Beautiful, a nonprofit to maintain the beauty of Creede, and the John David Lentz Memorial Fund, which provides annual funding to the Creede Repertory Theatre.
After a 6-year stint with Meeting Professionals International (MPI) in Dallas, David, along with his wife, two daughters, and two dogs, moved to Denver in 2014. He is currently the Chief Strategy Officer for the National Association of RV Parks and Campgrounds, an organization representing more than 3,000 privately owned RV parks and campgrounds across North America.
He and his wife, Amanda, are avid collectors of fine art and they remain extremely active philanthropically in the arts and education. Working alongside their oldest daughter, they lead both the John David Lentz Memorial Fund and the Genny Basler Memorial Fund. David also sits on the board of the Creede Center for the Arts and the advisory board of the Creede Repertory Theatre.
When it's playtime, David enjoys fly-fishing, hiking, running, and travel, having visited all 50 states and more than 25 countries on three continents.
David’s journey
David's journey began in high school when he discovered his passion for writing and communications through the guidance of a dedicated teacher and joined a remarkable high school magazine project. That publication, unlike most other school newspapers, was a full-color glossy magazine that earned numerous awards. Joining the magazine staff led to lasting friendships, and the impact of that formative experience left an indelible mark on his career trajectory, underscoring the profound impact of mentorship and community engagement. After college, he worked as an editor on the East Coast before realizing his dream of starting his own publication in Colorado. That venture expanded into a successful publishing company, producing calendars and visitor guides, and becoming a vital part of the local community. Subsequently, David moved to Dallas and began working for MPI after selling his business.
MPI
During his time with MPI, David played a pivotal role in its publishing, marketing, and communications sectors. His efforts included overseeing the launch of One Plus, a rebrand of a magazine previously called Meeting Professional, aimed to educate and inform meeting professionals worldwide. The rebranding initiative persisted for about four years before the strategic decision was made to revert to the original Meeting Professional brand to align the publication more effectively with the identity of the organization and its members.
An RV Trip Planning Session
Eric and David had a serendipitous encounter that led to a memorable RV trip planning session. David drew on his expertise in the RV and campground industry to assist Eric in crafting an unforgettable journey that served as a testament to the industry's collaborative spirit and its emphasis on fostering a sense of community.
The Flourishing RV and Campground Landscape
The RV and campground industry in the United States is economically significant, constituting approximately 2% of the GDP. The industry's consistent growth was underscored by an influx of new enthusiasts, particularly during the COVID-19 pandemic. David attributes the industry's appeal to its diverse accommodation options and the unique experiences offered within campgrounds.
Championing the Industry
The National Association of RV Parks and Campgrounds (ARVC) is tireless in its efforts to advocate for the RV and campground industry in Washington, D.C. Its endeavors mostly revolve around showcasing the considerable financial impact of the industry and the sway wielded by campground owners as influential voters. These advocacy undertakings focus on emphasizing the industry's significance to legislators and stakeholders.
A Kaleidoscope of Campgrounds
The vast spectrum of campgrounds ranges from intimate, cozy sites to sprawling mega parks with thousands of slots. David highlights the pivotal role of diversity in catering to the varied preferences of campers. The ethos of campgrounds is centered on inclusivity, ensuring that every individual, regardless of background or preferences, can find a campground that resonates with their desires.
Creating Lasting Memories
The transformative power of camping experiences is unparalleled! Campgrounds play a significant role in crafting enduring memories and fostering a profound sense of community among campers.
The Industry's Forward Trajectory
David envisions a future where the RV and campground industry continue flourishing over the next decade. Despite potential hurdles, such as fluctuations in interest rates, the innate strength and resilience of the RV and campground industry are anticipated to weather any storm.
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National Association of National Parks and Campgrounds (ARVC)
The Business of Meetings – Episode 183 - 15 Minutes of Shame with Des Hague
Today, we are both honored and delighted to have Des Hague joining us on the podcast!
Des was enjoying a fascinating career in the hospitality industry when his life took an unexpected twist and he found himself entangled in the pervasive web of cancel culture. He courageously chronicled his experience in a book he wrote called Fifteen Minutes of Shame, which officially hits the shelves today.
In this episode, Des dives into his career trajectory and tells the story behind the pivotal moment that forever altered his life. This episode is one of the most enthralling episodes Eric has ever recorded, so you will not want to miss it!
Bio:
Des Hague is an author and a highly regarded innovator in the international business community having more than thirty years of experience leading global companies. His forward-thinking approaches as president/CEO of Centerplate, president of IHOP, and president of perishables at Safeway, as well as high-level executive positions at Maytag and 7-Eleven, helped those companies achieve sustained growth and robust competitiveness in an uncertain world.
Hague currently serves as co-founder and CEO of Hague Enterprises, sits on the boards of Messenger Sports, Ikoniq Inc, MRGN, and YoungCaruso, and is an active mentor, advising several start-up ventures and working with numerous private equity groups to create more than half a billion dollars in returns for investors.
Outside of the business world, Hague has received numerous community leader awards and helped raise more than $100 million for various nonprofits. Hague holds an MBA from the American College in London and resides in Colorado with his wife, Carol. They are the proud parents of two sons, Patrick and Desmond Jr.
Des’s story
Des was born in Belfast to an Irish mother and an English father. At the time, interreligious relationships were stigmatized and their family faced much adversity, including the destruction of their business due to the violence in Belfast. After fleeing to the UK and settling in a village near Sheffield, Des’s mother became seriously ill with ovarian cancer and soon succumbed. Then, his father married a troubled woman plagued by alcoholism and violent tendencies. Des faced increasing abuse at the hands of his stepmother, beginning with psychological torment and eventually escalating to physical violence when she was intoxicated. At age nine, Des felt compelled to intervene to protect his younger brothers from her brutality. Despite his fear, he stood his ground, motivated by his mother having taught him never to strike a woman, and endured years of abuse, often on a nightly basis. Des has agonizing memories of near-miss assaults, hospitalization after brutal attacks, and his father's inexplicable inaction. At fifteen, he finally reached a breaking point and left home, embarking on a journey of homelessness and self-reliance, determined to carve out a new, more stable life for himself.
Fish and Chips
Being homeless, Des turned to a family friend who owned a fish and chips shop for a lifeline. His journey into the world of hospitality began in that fish and chips shop, peeling countless bags of potatoes each day. Things eventually shifted when Des embarked on a journey to expand his horizons. He opened the first video shop in his town and diversified into other businesses like butcher shops and convenience stores. At 17, Des managed all the properties, gaining valuable experience and business acumen. Despite his young age and being challenged with dyslexia, he thrived in the business world, soaking up knowledge and skills.
From Trauma to Entrepreneurship
Des's life took an unexpected turn when he faced a traumatic incident, suffering a violent assault. Despite his size and self-perceived toughness, the ordeal left him shattered. Then, he ventured into a food caravan business, and on the very first day, a car accident destroyed his business and left him homeless again. That setback failed to deter him, and he managed to secure a job at Wimpy Burgers. That marked the start of a journey that would eventually lead him into corporate enterprise.
The Power of Education and Resilience
Despite a lack of formal education and challenges along the way, Des's thirst for knowledge was unquenchable, and he sought to pursue an MBA. However, the academic world questioned his suitability due to his unconventional background. Undeterred, Des devised a plan and presented himself to the decision-makers. He undertook aptitude tests, and within two years, he earned his MBA and became passionate about continuous learning.
Relocating From the UK to the USA
Des's dream of relocating to the United States eventually came to fruition when his wife secured a prominent position at PepsiCo. The immigration process was fraught with hurdles, but his determination saw him through, and the move laid the foundation for his subsequent endeavors within corporate America.
A Cascade of Adversity
Des's life took a harrowing turn when his wife was diagnosed with breast cancer, his son battled depression after suffering concussions from sports injuries, and Des received his own diagnosis of prostate cancer. In an effort to maintain his image as the rock of the family, he kept his illness hidden and tried to manage everything alone.
Infidelity
While grappling with pain, and struggling to cope with overwhelming stress, Des succumbed to temptation and engaged in infidelity. That episode left him deeply ashamed because he knows that he should have sought help and taken a sabbatical from his responsibilities instead of allowing his ego to prevent him from doing so.
The Infamous Video and Cancel Culture
Des's life took a dramatic turn when a video clip from an elevator surveillance camera, showing him disciplining a dog, surfaced on Twitter. Even though the video was taken out of context, an avalanche of online hatred descended upon him, with thousands of people demanding his firing, threatening his family, and even physically attacking his son.
A Police Raid
The police, prompted by the video, raided Des's apartment in Vancouver and launched an investigation. Although he did not get mistreated physically during the raid, the situation intensified his trauma, and the online harassment continued relentlessly, targeting his family and making Des feel besieged and vulnerable.
A Conversation with the Board: The Resilience of a Leader
Des’s leadership journey took an unexpected turn when the board had a change of heart after initially expressing their support following the social media incident and asked for his resignation within 24 hours.
The Power of Cancel Culture
Cancel culture is a formidable force that plays a pivotal role when social media trolls amplify negative stories and target individuals with a track record of philanthropy and good deeds. Some corporate leaders lack courage when facing such situations. Social media platforms have become very powerful in shaping public opinion, often without a proper understanding of the person behind the headlines.
Embracing Hope and Resilience
Des’s current status in life bears testimony to his resilience and determination. His sons have embarked on successful careers, his wife has fully recovered, and his current plans include launching a podcast and writing a second book. Despite his past challenges, he remains optimistic about the future and the possibility of returning to a leadership role in the corporate world.
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Fifteen Minutes of Shame: How a Twitter Mob Nearly Ruined My Life
The Business of Meetings – Episode 182 – The Meeting Show is Coming to Asia with David Blansfield
We are delighted to introduce David Blansfield today! He is a prominent figure who has been instrumental in molding the events and meetings industry!
David is the Executive Vice President and Group Publisher for Northstar Meetings Group. He joins us to share how he got to where he is today, discuss the launch of The Meeting Show in Singapore, and offer his perspective on the transformative impact AI is poised to have on the industry.
David brings a wealth of knowledge to today’s discussion! His expertise shines as he takes us through the dynamic world of event management and navigates the ever-evolving landscape of trends that shape the meetings industry.
Bio:
David manages Northstar Travel Group’s meetings brands and events businesses. The Northstar Meetings Group – comprised of brands such as Meetings & Conventions (M&C), Successful Meetings, Meeting News, Incentive, SportsTravel, M&IT, AMI, and M&C Asia, as well as 30 MICE industry events – is the leading source of research, analysis, media, and marketing services to event organizers and hospitality service providers in the US and worldwide.
David’s story
David’s early ambition was to become a foreign correspondent for prestigious newspapers. Unfortunately, that had to shift due to economic constraints, so he found a job teaching English in Tokyo and engaged in journalism on the side. That experience broadened his global perspective and deepened his appreciation for cultural differences. After returning to the United States, he transitioned to media entrepreneurship, founding and selling financial magazines. That led to his current role, overseeing the meetings side of things at North Star Travel Group. Positioned to assist event organizers and MICE professionals worldwide, David’s expertise bridges the gap between buyers and sellers, facilitating impactful connections within the travel industry.
The Significance of Face-to-Face Interactions in a Global Context
The pandemic has reinforced the significance of face-to-face interactions, leading to a robust recovery worldwide. This trend, evident in the empirical data and research, highlights the enduring importance of personal connections, especially in international business dealings. Despite technological predictions, the value of in-person experiences remains unparalleled. The demand for face-to-face interactions has surged, contradicting expectations of technology replacing such engagements. That becomes particularly pronounced when navigating diverse cultures and customs.
AI and Changing Industry Dynamics
AI has catalyzed significant changes across various facets of business operations, from automating administrative tasks to revolutionizing customer engagement strategies. David explains that AI tools streamline operational efficiency while freeing up valuable time for businesses to focus on strategic thinking and fostering meaningful client connections.
The Role of AI in Event Enhancement
David sheds light on the transformative role that AI has played in enhancing event experiences by sharing a fascinating example from Marina Bay Sands, where they use AI-driven technology to gauge audience engagement in real-time. That provides presenters with tools to tailor their delivery and maintain a captivating presence. The dynamic interaction between technology and human engagement exemplifies the potential of AI in redefining event engagement for both presenters and attendees.
The Role of AI in Talent Acquisition and Understanding Clients
With a shift towards a gig economy and an increasing reliance on third-party talent, AI can serve as a formidable ally in augmenting business operations. Automating routine tasks allows business owners to have time to focus their energy on strategic initiatives and meaningful interactions with clients and teams. David emphasizes the integral role of AI in fostering deeper client understanding. Through data-driven insights, AI allows businesses to create highly personalized experiences that cater to individual preferences and needs.
A Positive Industry Outlook and Key Trends
Backed by research findings, David emphasizes the optimistic outlook marked by substantial budget growth and plans for expansion. A notable trend he highlights is the growing prevalence of remote work and its impact on the significance of face-to-face events. Sustainability and climate change are also key concerns on the industry's radar, with a collective push towards more environmentally responsible practices and solutions.
Lessons from Hawaii and Travelers’ Perceptions
Drawing from recent events in Hawaii, David illustrates the critical importance of considering geographical contexts and nuanced perceptions within the industry. He recounts an intriguing scenario where travelers' perceptions were influenced by an outbreak in a different location, highlighting the necessity of balanced information. With that, he urges industry professionals to conduct thorough research and offer unwavering support to destinations navigating challenges, ultimately fostering well-rounded perspectives.
Core Themes from the Insights of an Industry Expert
The core themes that emerged from David’s insights in today’s conversation were the transformative power of AI, the promise of elevated event experiences, the evolving gig economy, and the ongoing commitment the industry has demonstrated to sustainability.
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The Business of Meetings – Ep. 181 My Summer Readings - Ten Books I Enjoyed
Today, I am delighted to present you with a selection of ten diverse books I read and savored during the summer months!
All of these books impacted me profoundly! I sincerely hope you will take as much pleasure in reading them as I did, and I trust they will inspire and stir you as much as they did me!
Please share your thoughts and impressions with me after reading these books. Your feedback means the world to me!
The Cancel Culture Curse by Evan Nierman
This thought-provoking work, which I had the privilege of listening to on Audible, delves into the insidious phenomenon of cancel culture. Authored by Evan Nierman, the book is a compelling call for awareness and action. Nierman vividly defines the concept of cancel culture, offering insightful criteria to identify its manifestations. Beyond merely diagnosing the issue, he equips readers with strategies to combat this modern-day scourge on our freedom. The book is enriched further by real-world examples, including the cases of individuals like Alan Dershowitz, who have confronted cancel culture head-on. The Cancel Culture Curse is a must-read, as it raises a clarion call against a disturbing societal trend that threatens our liberty.
Simple Numbers 2.0 by Greg Crabtree
In Simple Numbers 2.0, Greg Crabtree, a seasoned finance and business management expert, imparts invaluable wisdom to entrepreneurs and business owners. Drawing on his extensive experience, Crabtree unveils a blueprint for managing and scaling businesses. With an accountant's precision and the insight of an entrepreneur, he clarifies the pivotal numbers and ratios that guide business success. Backed by charts and real-world examples, this book provides a practical toolkit for financial growth and strategic decision-making. Whether you are a financial novice or a seasoned professional, Simple Numbers 2.0 offers a treasure trove of knowledge to propel your business endeavors.
The Family Board Meeting by Jim and Jamie Shields
Jim and Jamie Shields bring us a heartwarming guide that champions the concept of quality time in our busy lives. Their book, The Family Board Meeting, encapsulates the essence of meaningful connections within families. Rooted in the notion that we have a finite number of summers to bond with our children, the book encourages dedicated one-on-one time without distractions. The authors emphasize the significance of being fully present during these moments, offering a framework for engaging conversations and mutual commitments. This heartening approach fosters lasting relationships and provides a valuable lesson for both families and businesses.
15 Minutes of Shame by Des Hague
15 Minutes of Shame recounts the gripping tale of Des Hague, a man whose life got upended by a single incident caught on camera. Hague's journey from success to infamy is a poignant exploration of the destructive power of online shaming. The book delves into his personal and professional fallout, highlighting the double standards and chaos that ensue when individuals become targets of online attacks. Hague's resilience and determination to rebuild his life after facing the brunt of cancel culture exemplify the spirit of survival against the odds. A compelling narrative interwoven with business and personal growth lessons, 15 Minutes of Shame is a powerful testament to the human capacity to overcome adversity.
The Mastermind Dinners by Jason Gaignard
Jason Gaignard's book, The Mastermind Dinners, is a compelling guide for anyone seeking to orchestrate impactful mastermind dinners and events. The book offers a detailed blueprint to illuminate the power of these gatherings in fostering meaningful connections and facilitating valuable discussions among like-minded individuals. With Giagnard drawing on his life experiences, this book equips readers with practical steps to curate successful mastermind dinners that inspire collaboration and personal growth.
A Dose of Hope: A Story of MDMA-Assisted Psychotherapy by Dr. Dan Engle
Dr. Dan Engle's A Dose of Hope delves into the groundbreaking realm of MDMA-assisted psychotherapy. Through the lens of this transformative treatment, Engle presents a captivating narrative that highlights the potential of MDMA to address conditions like PTSD. The book encapsulates the experiences of individuals undergoing this therapy, shedding light on the profound impact MDMA has on their healing journey. Engle's expertise and passion shine through as he explores the promising future of MDMA therapy within the mental health realm.
How to Work with Almost Anyone by Michael Bungay Stanier
Michael Bungay Stanier's How to Work with Almost Anyone offers insightful guidance for navigating complex interpersonal dynamics in the workplace. By drawing on his expertise in coaching and communication, Stanier provides readers with practical tools to foster effective collaboration and understanding. With thought-provoking questions and strategies, the book empowers individuals to build more harmonious relationships with colleagues, ultimately enhancing productivity and teamwork.
The End of the World Is Just the Beginning by Peter Zeihan
Peter Zeihan's The End of the World Is Just the Beginning presents a thought-provoking exploration of geopolitics and global trends. With meticulous analysis, Zeihan dissects the collapse of globalization and its implications for various sectors, from energy to manufacturing. Backed by data and historical context, the book offers an illuminating glimpse into the shifting geopolitical landscape, providing readers with a comprehensive understanding of our world's evolving dynamics.
Mindset: The New Psychology of Success by Carol Dweck
Carol Dweck's seminal work, Mindset, delves into the concept of mindset and its influence on personal and professional success. Examining the distinction between fixed and growth mindsets, Dweck reveals how our beliefs about our abilities shape our behavior and achievements. The book provides insights into fostering a growth mindset, offering valuable lessons for parents, educators, and individuals striving for self-improvement.
The Infinite Game by Simon Sinek
Simon Sinek's The Infinite Game challenges conventional notions of competition and success in business. Sinek introduces the concept of infinite games, emphasizing the importance of a long-term perspective and collaborative mindset. Through engaging anecdotes and illustrative examples, Sinek urges readers to reevaluate their approach to leadership and decision-making, encouraging them to prioritize purpose and sustainability over short-term gains.
Conclusion
I’m thrilled to have shared this array of impactful books that enriched my summer! Every one of these titles resonated deeply with me, and I trust they will do the same for you. I eagerly anticipate hearing your thoughts and insights. Your feedback holds immense value, as it fuels meaningful conversations and learning experiences. I trust that the knowledge and transformative influence within the pages of these books will nurture growth and inspire meaningful connections!
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Episode 85 with Greg Crabtree
Episode 164 with Evan Nierman
Episode 180 with Michael Bungay Stanier
Episode 100 with Jason Gaignard
Books Mentioned:
The Cancel Culture Curse by Evan Nierman
Simple Numbers 2.0 by Greg Crabtree
The Family Board Meeting by Jim and Jamie Shields
15 Minutes of Shame by Des Hague
The Mastermind Dinners by Jason Gaignard
A Dose of Hope: A Story of MDMA-Assisted Psychotherapy by Dr. Dan Engle
How to Work with Almost Anyone by Michael Bungay Stanier
The End of the World Is Just the Beginning by Peter Zeihan
Mindset: The New Psychology of Success by Carol Dweck
The Infinite Game by Simon Sinek
Step into the world of coaching brilliance today as we embark on an extraordinary journey with coaching industry rockstar, Michael Bungay Stanier!
Michael's reputation precedes him! Armed with a treasure trove of simple and remarkably effective ideas, he has left an indelible mark on countless individuals seeking growth and transformation. From the resounding success of his bestseller, The Coaching Habit, with over a million copies sold, to the launch of his latest book, How to Work with Almost Anyone: Five Essential Questions, his wisdom knows no bounds!
Prepare to be inspired as we dive into the mind of the one and only Michael Bungay Stanier and unravel the secrets to his remarkable success!
Bio:
Michael Bungay Stanier helps people know that they're awesome and are doing great. He is best known for The Coaching Habit, the best-selling coaching book of the century and recognized as a classic. His most recent book, How to Work with (Almost) Anyone, shows how to build the best possible relationship with key people at work. Michael was a Rhodes Scholar. He is Australian and lives in Toronto, Canada.
How It All Started for Michael
Michael's journey into the coaching world began during his teenage years when he noticed he had a knack for listening to his friends and offering advice. Intrigued by the power of asking questions and listening to the answers, he became a crisis telephone counselor for youth. That experience taught him the value of staying curious and understanding that the first answer might not be the whole truth. His interest in coaching grew while working in the world of innovation and organizational change in London and Boston. In 2001, he moved to Toronto, where he did his first coach training and launched a coaching practice that led him to write books on coaching.
Becoming a Reference in the World of Coaching
Michael's journey to becoming a reference in the coaching industry took shape with the publication of his book, The Coaching Habit. Initially rejected by traditional publishers, he decided to self-publish the book and took control of the brand, look, and feel. His commitment to making it a classic and marketing it extensively through podcasts and writing contributed to its success. The book focuses on simplifying coaching, emphasizing curiosity, and refraining from rushing to give advice. That resonated with readers and made it highly influential. Subsequent books and his unique podcast, Two Pages with MBS, further solidified his position as a prominent figure in the world of coaching.
Balancing Curiosity and Giving Advice
A lesson Michael learned was about the power of staying curious and helping people figure things out themselves. As a coach, he emphasizes the importance of understanding a client's challenges before rushing to provide immediate solutions. He cautions against trying to solve the wrong problem and highlights the value of enabling individuals to learn and grow, fostering their autonomy and self-sufficiency. By refraining from rescuing them and instead being a guide in their journey, he believes coaches can add value to their clients' lives.
How to Work with Almost Anyone
Michael's latest book, How to Work with Almost Anyone: Five Essential Questions, addresses the critical aspect of working relationships and their impact on success and happiness. The book explores having "almost" working relationships, where some individuals may present challenges. Michael invites readers to consider how improving key working relationships can lead to positive outcomes. The title resonates with many, as almost everyone has experienced challenging working relationships at some point. The book offers essential questions and insights to help individuals navigate and enhance those crucial connections.
Building the Best Possible Relationships
Michael emphasizes the importance of having a keystone conversation with colleagues or employees before diving into work. He explains that the keystone conversation is about understanding each other's best qualities, preferred working practices, past successful and frustrating experiences, and how to repair the relationship when things go wrong. He points out that having this conversation can make working relationships less awkward and more productive.
Creating Safe Environments
Michael believes that while there may not always be a completely safe environment, there can be safe individuals. He explains that psychological safety is essential for people to feel comfortable expressing themselves honestly and openly. That is why fostering an environment where team members can be straightforward and share their positive and negative experiences is necessary.
Applying Keystone Conversations
Implementing keystone conversations in the orientation process can be valuable when onboarding new team members, enabling them to understand their colleagues' working styles and preferences. There are other contexts where that practice can also be helpful, such as hiring students and working in procurement to build better relationships and save time and money.
The Five Questions of the Keystone Conversation
- The Amplify Question (People asking each other about the moments when they are at their best and in a flow state.)
- The Steady Question (Individuals discussing the logistics and mechanics of how they prefer to work together, including communication tools and working hours.)
- The Good Date Question (People learning from their past successful working relationships to understand what contributed to their success.)
- The Bad Date Question (Understanding past frustrating working relationships to avoid repeating negative patterns.)
- The Repair Question (Individuals agreeing on how to fix things when issues arise, emphasizing the inevitability of conflicts and the importance of addressing them constructively.)The Importance of Strong Working Relationships
Michael stresses the significance of building strong working relationships. He explains that improving challenging relationships can profoundly impact the reduction of stress and the improvement of overall well-being. Fostering positive relationships and creating a safe and supportive environment can lead to more successful outcomes within and outside of organizations.
Best Possible Relationship
The "best possible relationship" concept connects with the keystone conversation. The best possible relationships are characterized by psychological safety, bravery, and the ability to repair themselves. The keystone conversation is a tactic to help individuals build such relationships by discussing their best qualities, working practices, past experiences, and ways to address challenges.
Coaching Session with Brené Brown
Michael had a personal experience of coaching Brené Brown during a podcast interview. He remembers being surprised when she asked him to coach her during the conversation and how he successfully guided her through the coaching process, showcasing the power of silence and active listening in coaching.
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The Business of Meeting – Episode 179 – Design for Human Connectivity with Peter Mandeno, Ph.D.
Join us today as we embark on an enthralling journey and step into the world of boundless human connectivity with Peter Mandeno!
A seasoned expert in the meetings and event industry and having recently completed a Ph.D. in designing human connectivity, his career has been nothing short of extraordinary!
We have the distinct pleasure of delving deep into the vast realm of Peter’s experiences and insights, exploring the bridges he built between academia and industry in today’s engaging conversation!
Prepare yourself for an intellectual adventure as we uncover the wonders of human connection with the brilliant mind of Peter Mandeno!
Bio:
Peter Mandeno, Ph.D., is an expert in creating the optimal conditions for human connection. He has spent 15 years in industry and more recently in academia, developing new knowledge and frameworks that support organizations in improving human connectivity outcomes by design, rather than by chance.
It is well-understood that better-connected organizations perform better. Peter’s work builds on decades of social science and management research that reveal human connections are critical for well-being, creativity, and productivity at work. Through his unique combination of research and design, Peter has helped improve the performance of all manner of businesses and contexts from financial institutions and business schools, to global medical networks and multi-disciplinary corporate events.
With a background in marketing and psychology, Peter has always been fascinated by human behavior. His passion for human connection was ignited by a social experiment he launched in New York in 2010; Wok+Wine. Traveling the world for several years with a giant wok, Peter connected thousands of curious strangers through more than 150 events in 12 countries. The concept was featured in Harvard Business Review in an article making the business case for serendipity or, as Peter describes it, “finding the people you didn’t know you were looking for.” Seeking to understand what made Wok+Wine so universally and consistently effective led Peter to complete his Ph.D. in Design Engineering (Behavioral Design) in 2022.
Having identified and articulated the factors that influence and explain human connectivity outcomes, Peter is on a mission to create a better-connected world, starting with organizations. He’s often to be found on stage delivering keynotes to share his research with audiences ranging from senior leadership teams and community builders to designers and conference organizers. Otherwise, you’ll find him developing new people-centered approaches that help make organizations more innovative, productive, resilient, and overall better places to work.
A native of New Zealand, Peter’s career spans the travel industry, graphic design, digital technology, entertainment, strategy, innovation, experience design, and animation in New Zealand, the United States, Denmark, The Netherlands, and the UK, where he’s currently based. He is most comfortable at the crossroads of industry and culture where, as he puts it, “the most interesting things happen.”
Peter’s story
Peter grew up in the scenic landscapes of New Zealand. He earned degrees in business and science, focusing on psychology. Afterward, the allure of overseas experience called him to Minneapolis for an internship at a marketing travel company. He embarked on a journey across Europe and was exposed to the communication design industry in London, which led him to a whirlwind of experiences, traveling the world and perfecting presentation graphics for high-profile executives. His journey eventually led him to Amsterdam, where he joined the events world, working backstage to understand the inner workings of grand corporate spectacles. Then his curiosity led him to New York, where he pioneered Wok+Wine, a concept that laid the groundwork for his ultimate quest—designing human connectivity. Through Wok and Wine, he connected people and discovered the power of universal effectiveness in fostering meaningful encounters. That revelation led to his collaboration with academics and his decision to embark on a five-year Ph.D. journey to explore the principles of effective human connectivity.
Transition to New York and the Role of Connections
It was challenging for Peter to move to New York and establish Wok+Wine. Having connections in the United States made the transition smoother and his track record in the creative agency and events world allowed him to build a case for obtaining a visa. But even so, the bureaucratic process of moving from place to place was frustrating and time-consuming. Peter emphasizes the significant role connections play in his journey, enabling him to access opportunities and foster various serendipitous encounters that shape his path.
The Power of Serendipity and Unlikely Connections
Peter believes in the power of serendipity and the need for connection. He understands the magic that happens when diverse minds come together to share experiences in unconventional settings. His concept of Wok+Wine brought together open-minded individuals and created the perfect conditions for serendipitous encounters. He met many people and experienced life-changing opportunities, forming friendships and even starting companies through chance meetings at his Wok+Wine events.
The Evolution and Global Expansion of Wok+Wine
Wok +Wine evolved organically from a small event in New York, gradually expanding to different countries and cultures. Initially, there was no intention for the concept to become a business. It was a personal experiment to explore the effects of bringing diverse people together. As the word spread and participants encouraged the continuation of the events, Wok+Wine gained momentum and international recognition. The growing network of participants led to unique encounters, often with strangers, which Peter found to be the most magical and transformative experiences!
Unleashing Human Potential and Creating Connection Spaces
Peter observed how diverse groups of people, who might feel socially awkward or uncomfortable in conventional networking settings, thrived in the intimate and informal environment of the Wok+Wine events. The power of connection spaces like Wok+Wine allows individuals to shed their apprehension and anxieties about connecting with others. Those environments also let people unleash their potential, converse with unexpected counterparts, and foster meaningful connections. The unique format of the Wok+Wine events, coupled with their locations and the willingness of participants to embrace the unconventional, contributed to its remarkable success in bringing interesting individuals together.
Obstacles to Wok+Wine Events
Two main obstacles got in the way of the Wok+Wine events. The first challenge was Peter starting a Ph.D. program, which consumed much of his time and creative energy. The second obstacle was the emergence of COVID-19, which posed a problem for Wok+Wine events since they involved close social interactions, which was not allowed during the pandemic.
Resuming Wok+Wine Events
Having completed his Ph.D., Peter is considering restarting the Wok+Wine events because people seem less apprehensive now about close social interactions.
Addressing Dietary Preferences and Cultural Considerations
There is a concern that the growing popularity of dietary preferences and cultural considerations (such as vegan, non-gluten, Kosher, etc.) could make it challenging to cater to different needs. Peter is familiar with that issue and understands that providing diverse options is essential when organizing events for larger groups and organizations.
Peter's Transition to Academia and Ph.D.
Peter’s curiosity and fascination with human connectivity led him to academia. He did a PhD to gain a deeper understanding of the power of connections and learn how to design experiences that foster authentic and meaningful human interactions.
Breaking the process of human connectivity down into phases
Peter emphasizes the importance of dividing human connectivity into phases like finding, forming, maintaining, leveraging, and disconnecting.
An informed and intentional approach to design experiences
There is a need for more informed and intentional approaches to design experiences that promote human connections. Peter would like to apply his research to organizations and products or services that enhance human connectivity to positively impact well-being, creativity, and productivity in individuals. He looks forward to collaborating with others to achieve his goal!
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The HBR article Peter mentioned
A very early article Peter published on Medium (well pre-Ph.D.) - The Curse of the Canapé
The Business of Meetings – Episode 178 – Anyone Can Become a Great Salesperson with Ron Hubsher
We invite you to step into the world of sales expertise and negotiation finesse as we delve into the expertise of a true industry pioneer!
Today, we have the distinct privilege of speaking with none other than Ron Hubsher, the visionary behind the field of business-to-business negotiation. Ron is a luminary in his domain. He has authored books on business-to-business negotiation, documented the close of a staggering $600 million deal, and held a distinguished position as a guest lecturer at Harvard University.
As the Founder and President of the esteemed Sales Optimization Group, Ron’s wealth of experience promises an enlightening and transformative discussion on how to become a better closer, and a more adept negotiator.
Brace yourself for an exceptional experience as we unlock the secrets to sales success and explore Ron’s tremendous career! If the notion of sales captivates your spirit, prepare to be enthralled by his brilliant insights!
Bio:
Ron Hubsher is an internationally acclaimed and recognized sales and negotiation effectiveness expert.
Ron is CEO of the Sales Optimization Group, an international sales and negotiation training and consulting organization. The company assists clients in technology, health services, medical devices, financial services, professional services, business services, and manufacturing accelerated sales by using its patented sales and negotiation methodologies and tools to increase close rates, reduce discounting, accelerate sales, bring opportunities in as forecasted and make sure clients achieve their goals and hit their numbers.
Ron's Journey in Sales
Growing up with an entrepreneurial father who constantly sought to improve his selling skills, Ron got drawn into the world of business-to-business negotiation. The influence of his father, combined with inspiration from Dale Carnegie's timeless book, How to Win Friends and Influence People, sparked his interest in the art and science of selling. From an early age, he read books on sales and ventured into various small businesses, honing his skills as an entrepreneur and sales enthusiast. Having a background in engineering, he approached sales like an engineer, breaking down the process and seeking to manufacture successful outcomes.
Key elements for success in business-to-business sales
Ron explains that keeping things simple and process-driven makes it possible to achieve remarkable results consistently. He outlines three key elements necessary for success in business-to-business sales, including strong listening and questioning skills, a well-crafted opportunity plan, and a robust negotiation plan.
Harnessing Information to Prepare for Sales
There are advantages and potential challenges presented by the abundance of data on prospects. Ron points out that while having access to information could be empowering, using it effectively depends on the salesperson's approach. Finding commonalities and demonstrating a genuine interest in prospects' lives can create meaningful connections, reduce perceived risks, and facilitate successful negotiations.
Virtual Selling
Virtual platforms, like Zoom and Teams, have advantages and disadvantages in sales interactions. While face-to-face encounters might be more difficult to recreate online, Ron emphasizes the value of intimate virtual meetings, where meaningful connections and focused conversations can still occur. He stresses the importance of using those tools to give the salesperson the advantage of adapting the sales process to make it more effective on virtual platforms.
The Magic of Leveraging Personal Passions in Sales
There is power in finding and leveraging personal passions in sales, as it can foster a deeper level of connection and trust. Ron explains that highlighting his passion for pole vaulting allowed him to connect with potential clients who resonated with his story.
Navigating Challenges and Opportunities when Negotiating on Virtual Platforms
Embracing technology and refining negotiation skills are essential for success in the rapidly evolving landscape of virtual sales. Ron acknowledges that negotiating virtually can present challenges, particularly around reading body language. He emphasizes the importance of active listening and probing questions to gain insights into the needs and concerns of the other party. Practical strategies for addressing these challenges include utilizing one-on-one meetings and adapting negotiation tactics to suit virtual interactions.
The Complexity of Business Mechanics
Business sales negotiations differ from other types of negotiations. In business sales negotiations, one must consider factors like competing sellers, similar products, and spot transactional negotiators that can make the process more intricate. By interviewing successful business salespeople, Ron developed a seven-step process to simplify and repeat the negotiation approach.
The Keys to Being a Successful Negotiator and Closer
Ron emphasizes the importance of having a strong sales effort coupled with a robust negotiation plan when looking at the essential qualities one needs to become a successful negotiator and closer in business-to-business sales negotiations. He points out that a powerful sales effort, which focuses on creating value and reducing business and personal risks for the customer, is crucial. By combining that with a well-thought-out plan, negotiators can capitalize on potential and find success.
Differentiating Business-to-Business Sales Negotiations
Business-to-business sales negotiations require a distinct approach compared to other types of negotiations. Ron mentions three main types of negotiation: conflict/resolution negotiation, spot transactional negotiation, and business-to-business negotiation. He explains that applying conflict/resolution or spot transactional methods to business-to-business negotiations might do more harm than good. Instead, understanding the unique dynamics of business sales negotiations and utilizing a tailored negotiation process can lead to better outcomes.
Establishing Trust and Maintaining Relationships with Customers
To maintain strong relationships with customers after closing a sale, Ron stresses the significance of following up and maintaining communication with customers to reinforce trust and demonstrate value. He explains that successful sales should lead to quantifiable success stories that are worth much more than the price paid by the customer. Delivering substantial results allows businesses to build lifelong relationships with customers and ensure continued success.
Transitioning from Salesperson to Sales Manager
The skill set required for sales management differs from the skill set of a salesperson. While a salesperson should excel in functional sales skills, a sales manager needs to focus on hiring, motivating, handling problems, and removing obstacles for the sales team. Ron advises against assuming that the best salesperson will naturally make the best sales manager and suggests implementing a system to support the success of sales managers.
Recognition and Success at Harvard and in the Industry
Ron attributes the recognition he experienced as a guest lecturer at Harvard and the great opportunities his company received in the industry, to the positive feedback and success stories shared by his satisfied clients.
The Right Approach for Successful Business Sales Negotiations
There are critical differences between various types of negotiations, so it is essential to use the right approach for business-to-business sales negotiations. For long-term success in business sales negotiations, it is crucial to demonstrate a strong sales effort, have a well-planned negotiation approach, and maintain customer relationships.
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The Business of Meetings – Episode 177 – How to Build the Best Team Ever with David Burkus
We are honored to have the distinguished David Burkus returning to the podcast today!
David recently set the literary world ablaze with his groundbreaking new book, Best Team Ever: The Surprising Science of High-Performing Teams. He is a true thought leader, an exceptional entrepreneur, and an inspiring speaker.
In our riveting discussion, we dive into David's remarkable journey, the art of building exceptional teams, and the invaluable role of people in the ever-evolving landscape of business.
Today’s conversation promises to enlighten, motivate, and transform your perspective on the power of collaboration and leadership! Join us as we delve into the depths of the fascinating world of high-performance teams with the brilliant mind behind it all, David Burkus! You will be inspired and amazed by David’s captivating stories and the profound insights he has to share!
Bio David Burkus
One of the world’s leading business thinkers, Dr. David Burkus’ forward-thinking ideas and bestselling books are helping leaders build their best teams ever.
He is the bestselling author of four books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. Since 2017, Burkus has been ranked multiple times as one of the world’s top business thought leaders. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, USAToday, Fast Company, Financial Times, Bloomberg Businessweek, CNN, the BBC, NPR, and CBS This Morning. A former business school professor, Burkus now works with leaders from organizations across all industries, including PepsiCo, Fidelity, Adobe, and NASA.
David’s Journey
At 17, David aspired to be a writer focusing on fiction and literature. However, in college, he was exposed to classes that piqued his interest in long-form journalism, true stories, and blending storytelling with insights from social science. That fascination led him to pursue a master's degree and eventually a doctoral program. His primary goal remained writing, but his expertise and captivating speaking abilities gradually attracted requests for speaking engagements. That transition naturally evolved his role from a traditional business school professor to a speaker, with his books and ideas at the core of his business model.
Transitioning from Teaching to Speaking and Consulting
In 2016, David released his second book, which explored practices, policies, and the future of work in the business world. That endeavor kept him remarkably occupied, leading him to gradually scale down his teaching commitments and shift his focus toward speaking engagements and consulting work.
A Significant Change
The COVID-19 pandemic accelerated a significant change in David’s career trajectory. While teaching during the pandemic, the financial constraints faced by private institutions prompted him to reassess his priorities. Recognizing the growing demand for his expertise outside of academia, he transitioned away from teaching and immersed himself fully in speaking engagements and consulting opportunities.
The Origin of Best Team Ever
The idea for David’s latest book, Best Team Ever, took shape as he worked with organizations, especially when discussing the concept of leading from anywhere. During those interactions and team collaborations, he realized that one's work experience is often influenced more by team culture than organizational culture. That revelation gained further significance during the pandemic, as remote and hybrid work models reshaped the landscape of teamwork.
The Key to Building High-performing Teams
David emphasizes that the key to building high-performing teams lies in cultivating a strong team culture and equipping every manager, regardless of their level, to serve as Chief Culture Officer for their respective teams. This shift in focus from macro-level company culture to micro-level team culture became the central theme of his book, emphasizing the profound impact of team dynamics and how they shape performance in the modern work environment.
Common Understanding
Common understanding consists of two essential components: clarity and empathy. Clarity focuses on how well team members understand their tasks, expectations, and their trust in one another to fulfill those expectations. Empathy is about understanding individual differences, work preferences, communication styles, and the context in which team members operate. It is essential to understand those nuances, as they enable effective collaboration and remove assumptions, ultimately fostering a stronger sense of understanding within the team.
Creating a Safe Environment
High-performing teams require a safe space for individuals to express their differing opinions, engage in difficult conversations, and take interpersonal risks. David explains that psychological safety is not about avoiding disagreements or divergent ideas. It is about cultivating a team environment where individuals respond respectfully when faced with risk or disagreement.
Leadership
Leaders play a pivotal role in modeling that behavior, fostering a culture of respectful communication, and ensuring that people feel heard, acknowledged, and supported after taking risks.
Psychological Safety
Building psychological safety involves teaching individuals how to respond respectfully to differing opinions. By recognizing that logical conclusions stem from unique perspectives and assumptions of individuals, teams can approach disagreements by exploring underlying assumptions and finding common ground. That approach enhances the decision-making process, encourages personal growth, and fosters an environment of open communication and trust.
Two Surprises in Best Team Ever
Two surprises are to be found within Best Team Ever. The first is that talent alone does not make a successful team. Instead, the team's culture should bring out the best in individuals. The second is that despite the unique aspects of dysfunctional teams, high-performing teams consistently exhibit the same three elements: common understanding, psychological safety, and a pro-social purpose. Those insights challenge conventional beliefs and shed light on the unexpected factors that drive team success.
Leaders Being Vulnerable and Admitting Uncertainty
When the leadership in large organizations believes it always has to have the answers and be invincible, it can lead to clueless leaders unwilling to admit their lack of knowledge or understanding. By being open about not having all the answers and seeking help, leaders can create a safe space where others feel comfortable contributing their knowledge and expertise.
Prosocial Purpose with Meaning and Impact
The emphasis in organizations should be on understanding who the work serves and how it impacts specific individuals. Instead of crafting mission statements that mention shareholder value and other generic terms, leaders should tell stories about the people directly affected by the work. That shift in perspective motivates and engages employees, fosters a sense of meaning and contribution among team members, and promotes a stronger commitment to the organization's goals.
Vulnerability, Openness, and Honesty
Today’s conversation highlights the importance of leaders starting with their own vulnerability to set the tone for psychological safety within the organization. By creating an environment where honesty and openness are valued, leaders can inspire their teams to be authentic and collaborative. That approach, coupled with a clear pro-social purpose, can drive employee engagement, foster innovation, and lead to long-term success for the organization.
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We are thrilled to converse with the legendary Bruce Merrin today!
Bruce is the mastermind behind the renowned Celebrity Speakers Bureau and has been a driving force in shaping the entertainment industry for over fifty years! With an unparalleled ability to spot talent and bring together remarkable individuals, he has curated a legacy that has left an indelible mark on Hollywood. From the quick-witted banter of Johnny Carson to the heartfelt charm exuded by Michael Landon, and from the unmatched charisma of Muhammad Ali to his mesmerizing encounter with the iconic Elvis Presley, Bruce has had the privilege of experiencing captivating stories from the forefront of the industry.
Join us as we embark on an unforgettable journey through the glitz, glamor, and untold secrets of the stars through the eyes of the man who made it his mission to bring their voice to the world!
Where it all started for Bruce
It all began fifty years ago with his first celebrity client, the iconic Michael Landon! In a lunch meeting, Michael shared his excitement about a new show he was working on called Little House on the Prairie. Bruce immediately took Michael to appear on The Tonight Show with Johnny Carson, who happened to adore him! After the show, Johnny invited Bruce and Michael to his lavish Malibu home for dinner and proposed a life-changing idea. He suggested that Bruce start a celebrity speakers bureau, with Johnny as the first client. Bruce agreed, and Michael Landon declared himself the second client! The next day, Ed McMahon reached out to Bruce to express his desire to join the bureau.
The Influence of His Mother
Bruce credits his beloved mother for the incredible opportunities and successes he experienced throughout his career. From encouraging him to pursue journalism classes in high school to suggesting he apply to UCLA's prestigious film school, his mother played a pivotal role in shaping his path. Her guidance led him to secure a job at MGM Studios, where he worked in the renowned Thalberg building.
Bruce's Mother
As a pioneer in public relations, Bruce’s mother operated a successful Hollywood-based entertainment PR firm. She recognized Bruce's talents and potential and made him an enticing offer to join her at General Service Movie Studios, where she continued teaching him the intricacies of the PR business. In the three years Bruce worked with his mother, he gained invaluable knowledge and experience, particularly in handling high-profile authors.
Simon and Schuster
Securing the account of Simon and Schuster, the world's largest publisher, was a remarkable achievement because it allowed Bruce and his mother to handle the monthly PR for all their top authors.
A Remarkable Invitation
Within his first week at MGM, Bruce received a remarkable invitation from the president himself- a lunch meeting with Elvis Presley! That encounter marked the beginning of Bruce's involvement in handling the publicity for Elvis's film, Elvis on Tour, which cemented his connection with the legendary performer.
Elvis Presley
Elvis, known for his humility, treated everyone with kindness and generosity, whether they were part of the film crew or fellow performers. Bruce was privileged to work with Elvis on multiple films and witnessed the star's genuine thoughtfulness. After completing a movie, Elvis would gift extravagant presents to the entire staff, including directors, producers, grips, and sound technicians!
Muhammad Ali and Jackie Robinson
Muhammad Ali and Jackie Robinson left indelible marks on Bruce, not only for their athletic achievements but also for their resilience and powerful messages. Bruce had had meaningful exchanges with both of them about addressing racism and its ugly consequences. Ali and Robinson exemplified strength and integrity in their respective fields and left lasting impressions on Bruce's life and career.
Scott Carpenter's Troubled Appearance
Bruce had a notable incident involving Scott Carpenter, one of the original seven astronauts, whom he had booked for a speaking engagement in Orlando. Scott arrived intoxicated, leaving the event organizers in a difficult situation. In spite of the embarrassment, Bruce still considered Scott's well-being and urged him to seek help for his alcoholism. Scott later addressed his struggles in a book and found a path to recovery.
Custom-Tailoring Celebrity Talks
When booking celebrities, Bruce connects them with certified meeting planners to discuss the event's theme, demographics, and audience. That allows the celebrities to craft talks that will resonate with the attendees on a deeper level.
Randy Otto
Randy Otto has a deep understanding of Churchill's persona. That, combined with his dedication to studying and embodying the iconic figure, allows him to deliver impactful speeches that provide insights into managing businesses effectively. Bruce emphasizes the power of well-crafted impersonations and personalized talks in captivating audiences and making a lasting impression.
Negotiating Terms
When negotiating with celebrities, Bruce emphasizes the importance of being clear about the keynote fee and establishing additional activities, such as roundtables or photo sessions, as part of the overall agreement.
Bruce's Advice for Negotiating Celebrity Bookings
Bruce highlights the importance of setting clear expectations when booking celebrities and negotiating their terms. By establishing a comprehensive agreement upfront, event planners will ensure a smooth and satisfactory experience for all parties involved.
Bio: Bruce Merrin
I was born in Louisville, KY, and my client Muhammad Ali loved that! We talked about that a lot!
I graduated from Grant High School in San Fernando Valley, CA, and my best friends were Tom Selleck, Mickey Dolenz (The Monkees), Mike Curb (Curb Records Nashville), Mike Post (12 number-one hits to TV series like Hill St. Blues and Law and Order), John Washbrook (TV star of My friend Flicka). My girlfriend at Grant was Cheryl from The Mouseketeers Show, with gorgeous blonde hair and blue eyes.
I graduated from the legendary UCLA Film School.
While I was there, I starred in the Broadway hit play Tea and Sympathy. I had the lead role. Unforgettable experience! My acting teacher recommended only me to audition for Hollywood Squares. I got on the show and won the Secret Square with Paul Lynde, with tens of thousands of dollars in prizes!
My mom suggested after graduating from UCLA that I apply for a job at MGM Studios. I got a gem job working in the Thalberg Building. My first client was Elvis in his film, Elvis on Tour. I had a memorable lunch with Elvis in the commissary and told him "We are going to get along great...we are both MAMA's BOYS!"
I then joined my beloved mom's historic entertainment PR Firm at General Service Studios in Hollywood. Mom was one of only two women who had Hollywood PR firms. For three years, she taught me the PR business. I owe everything to my Mom! During the first week working for Mom, I walk into the office and Oscar Academy Award winner Joan Crawford is seated at moms desk! Joan gets up, hugs me, and says, “Your mom is the BEST PR exec that has ever represented me!”.
George Burns was our next-door office member at the movie studio. Many movies and hit TV series were shot there. One day Mom told me that Michael Landon was shooting a film. I got entrance into the stage set, met Michael, and gave him my business card. He became my first PR client.
Working with mom, Simon & Schuster was our client. Every month, we had a number one S&S author. We set national tours for them. It was an invaluable experience! Mom taught me how to handle entertainment PR. Invaluable!
After three years, I launched my own PR Firm. My first two entertainment clients were Michael Landon and Johnny Carson. My first two sports star clients were Jackie Robinson and Muhammad Ali.
You have heard the Johnny Carson story. After booking Michael Landon on the Carson show, Johnny invited us to dinner at his Malibu home. Johnny toasted us with Cabernet Sauvignon and told me to start a Celebrity Speakers Bureau. Johnny said he would be my first client. Michael then chimed in, and Ed McMahon called me the next day.
So, Bruce Merrin's Celebrity Speakers & Ent was launched FIFTY YEARS ago!
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The Business of Meetings – Episode 175 - What Do You Need to Be Employable? with Ira Wolfe
In an era defined by rapid technological advancements and shifting employment landscapes, the future of work remains a topic of paramount importance.
Today, we have the privilege of engaging in a conversation with Ira Wolfe, a renowned expert in the field. We delve into his remarkable career trajectory and explore the challenges and rewards of changing professions later in life. We also uncover Ira’s invaluable insights on pursuing passion and navigating the uncharted waters of growth, mindset, and adaptability.
Join us as we embark on this enlightening journey, destined to illuminate the path to success in the ever-evolving world of work!
Bio:
Ira S Wolfe, the "Millennial trapped in a Baby Boomer body," is one of the top 5 global thought leaders on the future of work and HR. He is the president and Chief Googlization Officer of Poised for the Future Company, senior consultant with Dame Leadership, and host of the top-rated Geeks Geezers Googlization podcast. Ira is a TEDx Speaker and 2022 inductee into the HRSouthwest Conference Speaker Hall of Fame. He is co-author of Create Great Culture in a Remote World, and author of Recruiting in the Age of Googlization, consistently nominated to best recruiting and HR book lists. He is a frequent contributor to Forbes and Medium and has been featured in The Wall Street Journal, INC Magazine, Fast Company, and dozens more.
Ira’s story
Ira’s remarkable journey was driven initially by his childhood desire to become a dentist. Despite having no familial background in dentistry, he persevered and traversed the educational milestones from high school to dental school, eventually establishing his own successful practice during economically turbulent times. However, he could not shake his aversion to the fundamental tasks of drilling and filling. Realizing his true passion lay elsewhere, he left his dental career to seek more fulfilling work. Although career transitions and soul-searching have become commonplace today, Ira undertook this journey more than three decades ago when such shifts were far less prevalent. Embracing his calling to assist others in finding meaningful work and reassessing their priorities, he embarked on a mission to help people discover genuine fulfillment in their professional lives.
From Dentistry to Business in Practice
In his dental practice, Ira focused on marketing, content creation, customer service, staff management, and hiring the right people. However, he wanted to help professionals in technical fields like dentists, physicians, accountants, attorneys, and engineers with the business side of their practices. So he started a business called Business in Practice to offer advice and guidance. Despite his success, he soon realized that many clients only wanted him to solve their problems without changing their behavior. Unable to accommodate their demands, Ira fired them all, rebranded his company as Successful Performance Solutions, and discovered his passion for employee assessments and diagnostic processes.
Personality Tests
Ira was always passionate about leadership, frequently participating in personality tests and management courses. Those experiences eventually led him to a sales training office where he encountered the DISC assessment tool, which he had previously used to understand his dental partners' different personality styles. Understanding the four P's: problems, people, pace, and procedures, Ira realized that personality assessments worked as a common language for teams with diverse approaches. With a team of 16 individuals, including two providers, he embraced the variety of personalities within the team, recognizing that each individual's unique perspective added value to the overall functioning of the group.
Becoming a Thought Leader
Ira found his passion in diagnosing and solving problems. (Which he enjoyed in dentistry as well.) He integrated various personality assessments into his business and became a thought leader in the future of work. Eventually, he sold the business and shifted his focus to speaking about the future of work and advising business owners on team-building and the changing workforce.
A diminishing labor market
Ira created a video discussing the declining birth rate in the United States and its implications on the workforce. Comparing it to countries like China, Russia, and European nations with low birth rates, he emphasizes that the US also faces socio-economic challenges due to a shortage of young people to support an aging population. His video presents statistical data showing that from the 1950s to the 1980s, there was a significant influx of new workers into the US workforce, driven by economic growth and increased female participation. However, with the emergence of Generation X in the late 1980s and 1990s, although their numbers were smaller, it did not cause much impact due to the continued presence of the large baby boomer generation. The introduction of the millennial generation further increased the population entering the workforce. However, since 2010, the birth rate has declined, and immigration policies have significantly reduced the number of new workers. The current trend indicates that by 2025, only 200,000 natural-born workers will enter the workforce annually, compared to the previous average of 2 million. Additionally, the aging baby boomer generation further diminishes the labor market.
The Future of Work
While the United States may have a larger population of young people than other developed countries, it still falls short of the workforce needed to sustain its economy. Ira suggests that automation could provide some assistance but dismisses the fear that AI and technology will completely replace jobs. He contends that individuals who refuse to learn new skills and adapt are the most likely to be displaced.
A High Demand for Blue-collar Skills and Trades
Ira emphasizes the high demand for blue-collar skills and trades because the jobs they do are not easily replaceable by automation or robots. He acknowledges the importance of education but argues that not everyone needs a four-year college degree.
The Challenges Retiring Baby Boomers Face when Returning to the Workforce
While some boomers may need to return to work for financial reasons, many lack the necessary skills and physical stamina for jobs that require technological expertise. Better leadership, management, and productivity are needed to address those challenges. There is also a shift in the mindset of younger generations, who prioritize work-life balance and are unwilling to sacrifice their personal lives for work. That, coupled with a shrinking working population, further complicates the labor market. The lack of caregivers is another issue in the broader context of workforce concerns.
A Polarized World
Ira acknowledges the highly polarized nature of the current world and highlights the consensus among economists and business leaders that a different immigration policy is needed. While countries like Europe and Asia face low birth rates and aging populations, Africa has a large population of capable individuals willing to take on various job opportunities. However, it is still essential to provide fair wages and avoid exploitation.
Overcoming the Fear of Change
Despite the challenges and fears associated with technological advancements and societal changes, Ira remains hopeful about the future. He believes that technology and progress will lead to breakthroughs in healthcare and allow people to enjoy life rather than carrying the burden of medical expenses. He emphasizes the importance of having a growth mindset, being open to learning new skills, and overcoming the fear of change.
Adapting to an Evolving World
Adaptability is a crucial skill for the future, in addition to resilience, cognitive agility, and the ability to unlearn outdated practices. Despite being an older baby boomer, Ira encourages individuals of all ages to embrace a better future and remain productive by continuously adapting to the evolving world.
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Geeks Geezers Googlization Podcast
The Business of Meetings – Episode 174 – She Is Crushing It! with Sindhu Srivastava
We are delighted to be speaking with Sindhu Shrivastava today!
Sindhu is a true embodiment of the American Dream! She made her mark in the business world as the owner and CEO of Meaningful Data and with We Crush Events. Her latest feat, the successful acquisition of a prominent company within the meetings and event industry, has brought her even greater acclaim.
Today, we have the privilege of delving into the captivating story of Sindhu's entrepreneurial prowess and discovering the secrets behind her triumph. Prepare to be amazed by the extraordinary journey of this acquisition entrepreneur extraordinaire!
Sindhu’s story
Sindhu was born in Nellore, India. Her parents, a Hindu father, and a Christian mother, each hailed from unique backgrounds. Her father was the first educated individual in his family. Excelling academically, he also became a gold medalist in college. Her mother's upbringing was equally extraordinary, with her grandmother raising three daughters as a single parent in the 1950s in India, defying societal expectations. Despite the challenges they faced, Sindhu's mother and her sisters achieved remarkable professional success, with her mother even becoming a national chess champion! Against the wishes of their community, her parents married.
With an unwavering focus on education, Sindhu's journey from a small town in India unfolds as a testament to resilience, determination, and the pursuit of excellence!
A rare achievement
Sindhu was one of the few women in India to secure a spot in the prestigious Indian Institutes of Technology (IIT). Out of 500 million women in India, she was one of only 150 to make it into the IITs in her year. She attributes her success to the unwavering support of her parents, even if their methods were sometimes intense.
Giving back
Sindhu believes in providing support and resources to people to encourage them to strive for excellence and reach their full potential. Giving back and offering assistance is a fundamental aspect of her life because she believes it contributes to the overall success she experiences.
Management consulting
Upon arriving in the United States to pursue a graduate program at Ohio State University, Sindhu's primary motivation was to secure a stable income to alleviate her father's debt. While exploring various career paths as a graduate student, she discovered management consulting and was captivated by its potential to solve complex problems. She then delved into management consulting and began advising companies on improving their business operations and fostering growth. That experience naturally paved the way for a career in analytics.
Wharton
With a flourishing career in analytics spanning nearly two decades, Sindhu realized the significance of having an MBA to advance to leadership positions. Observing that many Vice Presidents and Heads of Analytics held this qualification, she saw the need to pursue higher education. In her search for the world's top business schools, Wharton emerged as the ideal choice, aligning with her quantitative mindset and ambition. She applied to Wharton and was admitted. The experience at Wharton transformed her goals, shifting her aspirations from heading analytics departments to aspiring to become a CEO. Today, Sindhu proudly serves as the CEO of two companies, a testament to her relentless pursuit of success and unwavering dedication to personal and professional growth.
Striving for recognition
As a person of color, Sindhu strives for recognition based on her intelligence, ambition, and the valuable contributions she can offer rather than enduring dismissive treatment. She encourages others to confront their own realities, ensuring that truth prevails, and to take decisive action to pursue more fulfilling endeavors.
Seeking a better fit
Sindhu initially believed that joining a large corporation with diversity initiatives would provide the necessary backing. However, she discovered that the politics within these corporations were more intense than anticipated. Seeking a better fit, she transitioned to smaller companies but encountered a recurring pattern where her identity, personality, and values clashed with the corporate culture.
Sindhu’s ambition
Sindhu realized that no existing corporations in the US aligned with her vision, so she decided to create her own company. Her ambition with We Crush Events is to establish a Fortune 500 company that embodies her values and provides an inclusive and fulfilling workplace.
Meaningful Data
Sindhu started Meaningful Data in October 2022 and became an acquisition entrepreneur several weeks ago.
Data-driven strategies
Data alone lacks interest and significance unless it applies to a meaningful context or situation. Sindhu believes that data-driven strategies need a muse, a story, or a scenario to become engaging and impactful. That realization led her to desire her own company where she could consolidate her knowledge and apply her data-driven recommendations to drive growth. Her goal was to demonstrate the power of data-driven thinking by growing a company and by sharing the success story with others. As the CEO of such a company, Sindhu aims to showcase the transformative results achieved through efficient business operations and emphasize the value of analysts having a seat at the decision-making table.
Karma
Sindhu has always believed that if you spend your life doing good things, they will return to you multiplied.
Joyful workplaces
Sindhu believes building joyful workplaces requires people to gather together to foster connection and support mental health. Despite budget cuts and the perception of events as unnecessary luxuries, she argues that organizations cannot expect to have deeply engaged individuals without the meaningful interactions facilitated by events. Investing in employee, customer, partner, shareholder, and investor engagement is crucial for organizational success. Sindhu predicts that over time, people will recognize the significance of those engagements and aims for her company to be a leader in spearheading that realization.
Caring
Sindhu discovered the importance of caring because it benefits others while also enhancing her own emotional intelligence. By genuinely caring, she experiences personal growth and becomes a better wife, mother, and overall individual. She realizes that caring can also be selfish in a positive way, as it allows her to learn and expand her understanding of the world.
Overcoming sexism and racism
Realizing she was racist and sexist came as a moment of deep shame for Sindhu, mainly because she is a woman of color. By recognizing the influence of societal norms and communities, she realized that racism and sexism can permeate everyone's beliefs, including her own. She points out that accepting our biases is a crucial first step toward effecting change.
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The Business of Meetings – Episode 173 – BLUR - Clear the Way Ahead with Susan Ford Collins
We are delighted to speak with the remarkable Susan Ford Collins today!
With her extensive experience as a coach for diverse individuals and organizations, Susan has touched the lives of countless people all over the world, helping them overcome obstacles and achieve unparalleled success. Having initially captivated readers with her previous book, The Joy of Success, Susan has recently graced us with her latest literary triumph, BLUR: Clear the Way Ahead.
In this episode, we have the privilege of delving into Susan's wealth of knowledge. She shares invaluable insights, discusses her journey, and enlightens us on navigating the complexities of life and the importance of believing in yourself.
Bio:
Susan works with founders and leaders, creators and innovators, startups, and restarts. Susan has a busy Executive Coaching Practice in Miami and worldwide via Zoom. Susan has facilitated more than 4,000 training sessions in major corporations, educational and governmental organizations, and coached teams and individuals worldwide in person and via Zoom.
She is the Founder and CEO of The Technology of Success, a training, consulting, and coaching company that teaches 10 skills she discovered highly successful people use unconsciously and struggle to consciously pass on.
Are you using ALL TEN Success Skills, at the right time?
Susan Ford Collins is the bestselling author of the Technology of Success Book Series: The Joy of Success, Success Has Gears, Our Children Are Watching, and now, Book 4, BLUR: Clear the Way Ahead, and all are available on Amazon and Audible.
Susan’s story
Working as a researcher at the National Institutes of Health (NIH), Susan initially believed she would study the keys to success and what contributes to individuals becoming valuable members of society. However, she soon realized the focus was on illness and dysfunction. Undeterred by the laughter of senior psychologists when they expressed their opposing viewpoints, she remained steadfast and embarked on a mission to study successful people and uncover their unique skill sets. Through a serendipitous encounter with Buckminster Fuller, a renowned architect, Susan began her journey of learning and sharing skills with others.
The importance of believing in your dreams
Susan emphasizes the importance of believing in your dreams. She highlights the significance of being open to unconventional ideas, as they often hold the potential for remarkable breakthroughs, and the practice of success filing, where people foster a sense of self-worth and motivation by taking the time to acknowledge their daily achievements and milestones. She also stresses the power of celebrating the successes of others, as that creates a positive and supportive environment that uplifts individuals and teams.
Promising ideas often get dismissed
With extensive experience in corporate boardrooms and collaborating with numerous CEOs, Susan gained a profound understanding of the unfortunate reality where promising ideas frequently get dismissed and ridiculed, resulting in their failure to materialize.
Success filing
One of the skills Susan observed among successful individuals is what she refers to as success filing. It involves taking time each day to acknowledge your accomplishments, regardless of how insignificant they may seem. Success filing allows people to recognize their progress and build a positive mindset. Engaging in success filing only requires a few minutes of reflection to review the day's actions, thoughts, lessons learned, and beneficial encounters. That practice cultivates self-awareness, motivation, and a sense of accomplishment.
Success
Most people have never taken the time to define what success truly means to them. In exploring the concept, Susan discovered a three-fold understanding of success from conversations with successful people. Those individuals described success as encompassing three essential components. The first is completion, which involves finishing tasks and projects and acknowledging the accomplishment. The second is deletion, which refers to recognizing when a particular approach or strategy is not working and letting go of it to explore alternative paths. Finally, success can involve creation, where individuals can identify and commit to viable and innovative ideas and take action to bring them to fruition.
Flexibility
Flexibility and adaptability are essential when approaching challenges or pursuing goals. Many people repeat the same actions and encounter the same obstacles without considering alternative approaches. Recognizing the need for a shift in strategy is crucial. It involves acknowledging the value of your ideas while being open to modifying them to better align with the situation at hand. You also need to know when to let go of an approach that is not working.
Envisioning your success to perform better
By programming your brain's reticular activating system correctly, you can tap into your unconscious abilities and perform better. However, if you dwell on old painful memories or have been through a series of negative experiences, fear could dominate your thinking, leading to constant anticipation of negative outcomes.
Revisiting the ten skills she had been teaching
Susan faced multiple traumatic events, including natural disasters and cancer diagnoses within her family. She felt so overwhelmed, confused, and traumatized that she began developing fears and difficulties in daily life. To cope with those challenges, she revisited the ten skills she had been teaching in numerous training sessions worldwide. By consciously applying skills like successful selling and creating detailed plans, she managed to experience a positive mindset shift and regained clarity and control over her life.
Why Susan wrote her latest book, BLUR
Before the pandemic, Susan experienced the loss of both her husband and sister. Then she observed the devastating impact COVID had on her businesses and the people she coached. Many others also found their lives completely disrupted, losing their identity and struggling to navigate the uncertainty. Many people have been living in a blur since then.
It felt like the book chose Susan
For Susan, it felt like the book chose her rather than the other way around. It consumed her thoughts and woke her up at night, compelling her to take notes even when she did not want to. She felt an inner drive to organize her thoughts and use her skills to regain her sanity. In the book, she shares personal stories, including the confusion surrounding the death of her husband and the impact it had on her mental state.
The people we surround ourselves with
We must be careful when selecting the people we surround ourselves with because negative influences can hinder our progress and discourage our entrepreneurial endeavors.
Learning from failure
Avoid becoming fearful of failure. That could prevent you from trying anything new. Failure is a crucial aspect of the learning process. People learn from their own mistakes as well as the mistakes of others.
Remembering our losses and failures
Our bodies and brains are wired to remember. Remembering our past experiences helps us avoid danger and make better choices. Trying to forget is futile because our memories are deeply ingrained. Instead, we should adopt a healing approach to remembering and reconstructing past events with the knowledge and experience we have gained since then. Taking detailed notes and seeking input from others present during our challenging moments can assist us in remembering events scientifically and constructively.
A harmful habit
A harmful habit people often engage in is avoiding open discussions and burying their thoughts and experiences. By doing so, they miss out on valuable opportunities to learn from others and gain insights from the subtle nuances that emerge through meaningful conversations.
What you stand to gain from reading BLUR
The pandemic brought about a profound sense of isolation and disconnection, leading many to sadness and depression. The fear and anxiety surrounding the virus have created a pervasive sense of apprehension, where even simple acts like hugging or traveling have become sources of fear. Amid this challenging time, we must engage in conversations and share personal stories. When we open up and discuss our experiences, we can find solace in the fact that we are not alone in our struggles. BLUR catalyzes those discussions, providing a platform to delve into deep and personal narratives.
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Susan’s Books
BLUR: Clear the Way Ahead... even in the worst of times
The Joy of Success: 10 Essential Skills for Getting the Success You Want (The Technology of Success)
Success Has Gears: Using the Right Gear at the Right Time in Business and Life (The Technology of Success)
Our Children Are Watching: 10 Skills for Leading the Next Generation to Success (The Technology of Success)
The Business of Meetings – Episode 172 – Never Lose an Employee Again with Joey Coleman
Get ready to embark on a journey filled with invaluable insights and captivating stories! We are delighted to be joined by the one and only Joey Coleman, a true master in the art of customer and employee retention!
With his groundbreaking new book, Never Lose an Employee Again, Joey has delved once more into the depths of human connections and organizational dynamics - this time to unravel the secrets of building long-lasting, loyal, teams. His tireless dedication and the meticulous research of his team yielded remarkable insights and the profound wisdom he brings to the table!
Joey Coleman is a trailblazer whose storytelling prowess will leave you spellbound! Prepare to be inspired today as he shares his compelling stories, anecdotes, insights, and wisdom!
Joey Coleman Bio
When organizations like Whirlpool, NASA, Volkswagen Australia, Principal Financial, and Zappos need to boost their customer or employee experience, they call on Joey Coleman for assistance.
For over twenty years, Joey has helped organizations retain their best people (customers and employees) and turn them into raving fans via his entertaining and actionable keynotes, workshops, and consulting projects. His First 100 Days® methodology helps fuel the successful experiences his clients deliver around the world.
In his Wall Street Journal #2 bestselling book, Never Lose a Customer Again, Joey shares strategies and tactics for turning one-time purchasers into lifelong customers - while dramatically increasing profits along the way. His upcoming book, Never Lose an Employee Again, details a framework that companies around the world can use to reduce turnover and increase employee engagement.
As a recognized expert in experience design and an award-winning speaker at national and international conferences, Joey specializes in creating unique, attention-grabbing experiences for customers and employees. He works with companies ranging from small VC-funded start-ups to large Fortune 500s, with hundreds of mid-size businesses in between.
Joey developed his narrative skills as a criminal defense trial attorney, advised and counseled Fortune 500 companies as a business consultant, honed his communications and messaging skills at the White House, and did things for the U.S. Secret Service and the CIA that he can't talk about publicly!
His design and artwork have been displayed in museums, featured in juried shows, and graced publications in the U.S. and abroad. When not traveling the world (52 countries and counting on all seven continents) for keynote presentations, client workshops, and quality beach time, Joey enjoys playing board games, building LEGO sets, and reading bedtime stories with his amazing wife and two young sons.
Where business owners, leaders, and entrepreneurs tend to fail
One of the most common frustrations expressed by business owners, leaders, and entrepreneurs is the desire for their employees to care about the business as much as they do. However, employees also yearn for care and concern from their employers. The principle of reciprocity in human relationships emphasizes that if we want others to treat us a certain way or share our beliefs, we must demonstrate it to them first. While most employers are adept at telling their employees about the benefits they provide, they often fail to lead by example to create personal and emotional connections.
Showing care right from the start
Employers should showcase how they will care for their employees from the outset. Showing care should start immediately when a potential employee reads the job description and encounters the employer's brand.
The philosophy behind Joey’s new book, Never Lose an Employee Again
Just as companies sell their products or services to clients, they should also sell the company to their employees. That perspective underlies the philosophy behind Joey's book, Never Lose an Employee Again, in which, despite his change in focus from customer experience to employee experience, he recognizes that humans crave appreciation, value, and a sense of belonging, whether they are customers or employees.
The inspiring story of Sir Ernest Henry Shackleton
Sir Ernest Shackleton, a renowned explorer of the early 20th century, was best known for his ambitious Endurance Expedition to Antarctica. As he assembled a team for this unprecedented endeavor, Shackleton sought to recruit individuals from various backgrounds, including cooks, sailors, seamen, captains, and scientists. Their mission was to explore Antarctica and reach the South Pole. After preparing in South America, they set sail for Antarctica, only to have their ship trapped in the ice, ultimately breaking apart and sinking after ten months. Stranded on the ice, they embarked on a challenging journey back to civilization, enduring harsh conditions for two years. Astonishingly, despite the treacherous circumstances, all 27 crew members survived.
Shackleton's research shed light on something unique
Shackleton's research shed light on a unique factor contributing to their survival. During the interview process, he asked each candidate if they sang because he recognized the power of communal singing in boosting morale and fostering a sense of connection on the cold Antarctic nights. He understood that joining together in song around the fire could motivate people to persevere.
A question for employers to consider
That revelation has prompted employers to come up with a single question they can ask prospective employees to determine if they possess the right attitude to join their organizations. Employers should focus not only on skills and qualifications but also on the qualities that contribute to a positive and cohesive team dynamic.
Employees’ expectations
Employees have evolved in their expectations. They no longer only desire a job or a paycheck. They also seek a meaningful career and a promising future. They crave a sense of progress and accomplishment and expect their employers to acknowledge and support those aspirations. That is why merely instructing employees to figure things out and follow the traditional career-development path is no longer sufficient today.
A partnership mentality
Employers must embrace a partnership mentality and actively participate in the journeys of their employees, recognizing their ambitions and helping them navigate the ever-changing professional landscape.
Creating meaningful connections within an organization
Leaders are responsible for demonstrating and encouraging meaningful connections within an organization as it expands and the number of employees grows. By setting an example and emphasizing the importance of relationships, leaders can inspire their direct reports to prioritize and nurture connections with their teams. Actively engaging with frontline workers and employees outside the immediate team also helps to foster a sense of community and strengthen connections within a company.
The importance of engaging with employees on a personal level
As a leader, it is essential to engage with your employees on a personal level. Take the time to discover their interests, such as their favorite sports teams, actors, or musicians. That will allow you to have friendly conversations, engage in playful banter, share jokes, foster a sense of camaraderie with your team, and create a positive and enjoyable work environment.
Why Joey recommends sending interview questions to candidates in advance
Instead of asking generic questions about strengths and weaknesses, it is better to ask thought-provoking questions that will allow candidates to showcase their problem-solving skills and critical thinking abilities. That approach provides a more engaging and insightful way to learn about the personalities and capabilities of the candidates.
Where have all the people gone?
The shortage of available workers post-pandemic can be due to several factors. There was a significant reduction in the workforce due to COVID-related deaths. Many individuals had to leave their jobs to care for family members and have yet to return or have returned to more junior positions. Changes in immigration policies resulted in a decrease in the number of eligible workers, and many employees realized that their jobs undervalued them, prompting career changes and relocations. Additionally, there is a declining trend in the number of young workers entering the workforce each year, and the shift toward remote work and global competitiveness for talent has changed the landscape. The shortage is a combination of those factors rather than a single cause.
Benefits for employees
Employers should focus on understanding what truly matters to their employees rather than relying on superficial perks like foosball tables. They could offer employees unlimited babysitting or reimbursement for house cleaning. Those benefits create stability in their employees' personal lives, which ultimately translates to workplace stability.
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Episode 13: How to Never Lose a Customer with Joey Coleman
Joey’s Books
Never Lose An Employee Again
Never Lose A Customer Again
The Business of Meetings – Episode 171- How Trust is Impacting Business and Life with Dr. Yoram Solomon
Today we have the great pleasure of speaking with Dr. Yoram Solomon!
With an impressive background that includes organizing, facilitating, and speaking at five or six TED conferences, Yoram has emerged as a prominent figure in the realm of trust and entrepreneurship. His extensive expertise is reflected in the 19 books he has authored on the subject, showcasing his unwavering commitment to unlocking the power of trust. He also has a podcast called The Trust Show.
Step into the world of trust and inspiration today as we bring you an exclusive conversation with the remarkable Yoram Solomon! In this episode, we delve into the captivating world of trust and the behind-the-scenes magic of TED conferences, and we uncover the invaluable insights of the guru of trust!
Bio:
Dr. Yoram Solomon is the author of The Book of TRUST and host of The TRUST Show podcast. He published a total of 19 books, holds 9 patents, and was one of the creators of Wi-Fi and USB 3.0 technologies, for which he was dubbed "TI's Great Innovator." Dr. Solomon was named one of the top 10 global thought leaders in Culture and HR by Thinkers360 and one of the Top 40 Innovation Bloggers by Innovation Excellence. He was a columnist at Inc. Magazine, Innovation Excellence, and other publications, where he published 300+ articles.
Dr. Solomon holds a Ph.D. in Organization and Management from Capella University, an MBA from the University of Colorado at Colorado Springs, an LLB from the Tel-Aviv University Law School, and an Associate Degree in Electrical Engineering from Ort Singalovski. He completed the Executive Marketing Management Program at Stanford University and the Developing the Strategic Leader program at the Center for Creative Leadership (CCL) in Colorado Springs. Dr. Solomon is certified by CCL to administer the KEYS and SKILLSCOPE assessments and is an authorized provider of school board training by the Texas Education Agency.
He has founded several startups and sold a startup company in Silicon Valley. He has held various positions from General Manager of a $100m business unit in a Fortune 200 company to Vice-President of Corporate Strategy and Innovation and CEO.
Dr. Solomon held (and still holds) positions as an adjunct professor of entrepreneurship and innovation at Southern Methodist University, the University of Texas at Dallas, and Hadassah Academic College in Jerusalem.
A National Speakers Association Professional Speaker, he spoke at several different national and regional conferences, including the Human Resources Southwest Annual Conference, the Association for Strategic Planning National Conference, CDX Annual Conference, and many more.
Yoram was the host of the first TEDx Plano (2014) and spoke at TEDx Oaklawn (2018) and TEDx Plano Senior HS (2022). His customers include a wide range of Fortune 500 companies as well as startups, for-profit, non-profit, and government organizations, in a broad spectrum of industries from technology to retail, healthcare, defense, and education. He served companies such as AT&T, Dannon, Amway, Texas Instruments, and many more, who described his keynotes and workshops as transformative.
In 2015, he was elected to the Plano Independent School District Board of Trustees. Yoram served in the IDF 35th Airborne Paratrooper Brigade and as a USAF CAP pilot and Aerospace Education Officer.
How Yoram’s passion for trust came about
Thirty years ago, Yoram started his journey as an engineer, immersing himself in software and hardware development. His unwavering passion for innovation always burned brightly within him, and he found it challenging to select a topic for his doctoral dissertation that would not only enrich his own life but also enhance the lives of others. So he embarked on an endeavor that diverged from the prevailing notion that a good dissertation is a completed one, and a question emerged: Why do individuals display greater creativity in small startup companies compared to larger, more established ones? That inquiry deeply resonated with his personal experiences, and it started his two-year research journey, which ultimately revealed that the answer lay within the realm of innovation culture, encompassing the vital elements of autonomy, accountability, and constructive disagreement. However, an unexpected revelation awaited him—a paradigm shift from innovation to a foundational aspect of human interaction: trust. Yoram discovered that the absence of trust within organizations manifested in various forms, impeding the elements that fostered a culture of innovation. This realization propelled Yoram onto a new path of exploration, where he found himself standing at a crossroads, torn between the domains of innovation and trust. Seeking counsel, he turned to his closest friends and family. Despite their overwhelming support for innovation, he resolutely chose to delve into the profound depths of trust. That marked the beginning of his transformation into the trust man, and he embarked on a remarkable journey to unravel the intricate dynamics of trust and its profound impact on entrepreneurship and human collaboration.
Becoming a professional speaker
Being a professional speaker has become the main focus of Yoram’s life. He only discovered his passion at 50, after working as an executive in the technology sector and running a $100 million business unit at Texas Instruments. Approaching his 50th birthday, he realized he did not want to spend his days idly. Recognizing his love for researching, writing, and speaking, he decided to explore the possibility of turning those interests into a profession. In 2015, he took a leap of faith and left his position as an Executive Vice President of Corporate Strategy to start his own business.
How to instill trust within a team
Yoram believes trust is relative, non-universal, and varies depending on individual personalities and behaviors. He believes that analyzing the trusting relationships within a team is essential for building trust, and the level of a team's vulnerability gets determined by the least trusted person. Trust can develop over time through better understanding, training, or adjusting personality conflicts. Yoram explains that holding onto someone the team does not trust could compromise the performance of the whole team.
Political correctness
High levels of political correctness can lead to a lack of trust because people may not say what they truly mean. Conversely, individuals may hesitate to express their true thoughts and feelings when trust is lacking.
Constructive disagreements
Constructive disagreement is significantly higher when there is trust among individuals. Yoram conducted a survey where he asked participants about their perspectives on agreements. He provided options ranging from disagreements being unproductive to passionately disagreeing with someone while remaining friends. The results showed that the positive responses outweighed the negative ones by 71% in contexts where trust was present.
Yoram’s eighth book
Yoram’s eighth book is titled Cause of Death: Political Correctness. He co-authored it with Laurie Van, a counselor specializing in non-suicidal self-injury and suicide among teenagers. The book explores how political correctness negatively affects the creativity and productivity of children and is divided into three parts: the impact of political correctness, its manifestations, and consequences; the reasons behind its existence; and a connection between events and the culture of litigation in America.
Yoram’s first TED Talk
Yoram’s first TED Talk was titled The Day That Forever Changed America's Culture. In it, he discussed the culture of litigation in the US and its impact on human resources and productivity.
A major problem in current politics
Yoram believes that a problem in current politics is how money influences elections. He argues that money buys votes and suggests that one solution would be eliminating money-funded advertisements. Removing such advertisements would reduce the ability of wealthy individuals or corporations to influence politicians by paying for advertising. He feels the current system favors candidates who can afford extensive advertising, leaving many other candidates unheard of.
Money spent on political advertisements
Yoram proposes the elimination of money spent on political advertisements and political action committees (PACs). He believes that politicians should focus on working hard and engaging with people directly rather than relying on television or other forms of media.
Gun violence
Yoram believes that when it comes to gun violence, the real issue lies in the lack of responsibility and the divisive political culture that dehumanizes others. He emphasizes the importance of promoting understanding and unity rather than focusing on labels such as liberal or conservative.
Yoram explains how to do a Ted Talk
It is essential to select a topic that aligns with your expertise and is relevant and evergreen. Be proactive in finding TED events and organizers, and be one of the first to apply. Do your best to establish personal relationships with organizers to build trust. Once accepted, you must consider the time limit and script your content accordingly because you may find it difficult to condense your ideas into a short timeframe. During the TED Talk, consider both the live audience and the camera. It is essential to engage the live audience and elicit a reaction from them while also keeping the potential audience behind the camera in mind. That will ensure you communicate effectively both in person and through the camera.
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We are delighted to be speaking with Danet Linares today!
Danet is a powerhouse in the commercial real estate world and an influential leader in championing women's empowerment!
As the Executive Vice-President of Blanca Commercial Real Estate, based in the vibrant state of Florida, Danet brings an impressive track record of 25 years in the industry! Her impact also extends far beyond her professional success. She is President of the International Women’s Forum and has dedicated herself to breaking barriers and creating opportunities for women around the globe.
Join us as we dive into Danet's captivating, inspiring, and empowering journey!
Danet’s Bio:
Danet Linares is Executive Vice-Chairman of Blanca Commercial Real Estate, Inc., the leading independently-owned commercial real estate firm in Florida, and has more than 25 years of experience in the commercial real estate industry.
On behalf of the firm, Ms. Linares leads the leasing of several significant office projects such as MiamiCentral, 1450 Brickell, The Plaza Coral Gables, 396 Alhambra, The Main Las Olas, Royal Palm Office Park, and others. She is an integral part of the Blanca CRE team and has been involved in several of South Florida’s largest real estate transactions, including the Miami Herald’s relocation to Doral, and has served as a real estate advisor to notable companies, including Blockchain.com, Knight Foundation, Miami Foundation, White & Case, Lydecker Diaz, Aterian Investment Partners, Endeavor Miami, and NovoPayment. Since joining the firm, Danet has played a key role in the strategy development and leasing of more than 7 million square feet of office lease transactions throughout South Florida on behalf of owners and users of commercial real estate.
Before joining Blanca Commercial Real Estate, Ms. Linares served as Senior Vice-President at Foram Group. She served as Vice-President for Blue Capital, where she led the leasing and marketing strategy for Miami Tower and successfully brought the building from 74% to 97% occupancy within four years. Before that, Ms. Linares held the position of Senior Leasing Manager at Shorenstein, where she managed leasing and marketing for Southeast Financial Center, the tallest office tower in the state of Florida with over 1.2M square feet of office space, and increased the occupancy to 97%.
Ms. Linares attended St. John’s University in New York.
She is an active leader in the South Florida community and fluent in Spanish and English.
Danet’s story
Danet Linares's remarkable journey traces back to her Cuban roots and the courage of her parents, who fled Castro's regime in the late 1960s. Sponsored by Danet's aunt, her parents settled in New York City. Despite the bitter cold of December 1966, they embraced their challenges head-on. Her father tirelessly worked three jobs to support his family, while her mother, with a growing belly, sewed in a nearby clothing factory. Danet inherited her parents' unwavering work ethic, learning from their example right from the beginning. Their resilience and determination shaped the trajectory of her life, instilling in her a deep appreciation for hard work and setting the stage for her future accomplishments.
Doing whatever it takes to succeed
Danet emphasizes the importance of doing whatever it takes to succeed, even when starting at the bottom. Her journey in commercial real estate began when she found a job as a secretary in downtown Miami's Southeast Financial Centre, the largest office building in the state. With determination and willingness to learn, she seized an opportunity to work exclusively with the leasing agent when a significant portion of the building became available. She obtained her real estate license and devoted herself 24/7 to the job, earning the respect of the brokers’ community and tenants through her integrity, hard work, and expert negotiations. While her focus was on achieving results rather than seeking credit, starting from a lower position enabled her to gain a comprehensive understanding of building management and the intricacies that shape lease negotiations. This knowledge empowered her to make informed decisions for the benefit of both the landlord and the tenants, earning her a reputation as a trusted and capable professional.
Mentorship
Danet had the privilege of being mentored by a leasing director who recognized the underrepresentation of women in commercial real estate. He encouraged her to identify inspiring figures in the field, leading her to admire Tere Blanca. Danet now works alongside Tere as her partner at Blanca Commercial Real Estate, marking a fulfilling full-circle moment.
Blanca Commercial Real Estate
Blanca Commercial Real Estate is proudly women/minority-owned and stands as the foremost independently owned commercial real estate company in Florida. Competing with global brands, they have consistently secured over 30% market share for the past six to seven years, solidifying their position as a formidable presence in South Florida.
The International Women's Forum
The International Women's Forum (IWF) is a prestigious and exclusive network organization comprising over 7,500 exceptional women leaders from 33 countries and 74 local forums. It was established to create a space where women could support and inspire each other's successes. Founded in 1974 in New York, the organization was born out of the need for a platform that provided professional and personal support to women breaking glass ceilings and achieving significant milestones. It has a diverse membership, including Presidents, Prime Ministers, astronauts, philosophers, and professionals from various industries worldwide. The IWF believes that diversity is its strength in all aspects, fostering a sense of unity among its members and enabling them to thrive collectively.
The pandemic opened the floodgates in South Florida
The floodgates opened in South Florida during the pandemic as people's perspectives and behaviors shifted. Initially, there were concerns about the worldwide impact of the lockdown and the transition to remote work. However, the situation led many executives and professionals to realize they owned vacation or winter homes in South Florida. They started migrating to the region, knowing that they could work from anywhere as long as they had a stable Internet connection and access to communication tools like Zoom, Teams, and Google Meet.
South Florida is experiencing significant growth
South Florida is experiencing significant growth and remains an attractive market, despite the ongoing trend of working remotely. Many corporations in the South Florida region have downsized their office spaces, leading to available vacancies, which have been absorbed quickly by numerous new companies entering the market. High-quality office spaces, particularly Class A properties, have an impressively low vacancy rate of less than 10%.
South Florida has the advantage of being positioned as a direct connection to Latin America, South America, the Caribbean, and Europe.
The advice Danet would give to her younger self:
- Be proactive in seeking opportunities because they can lead to career advancement.
- Work hard and maintain your integrity to build trust with others.
- Be honest and transparent because people like to work with those they can trust.
- Never give up and follow your gut instincts.
- Be nimble and be ready to change course when necessary.
- Do not get stuck in your ways.
- Maintain a positive attitude.
- Always be willing to take on new challenges and find solutions.
The uncertain future of commercial real estate
Changing interest rates have led to some uncertainty regarding the future of commercial real estate. Despite those concerns, Danet is optimistic and believes the situation may not become as dire as some anticipate. She advises people to make the most of the situation until 2025 because credit markets may improve significantly by then and banks prefer finding solutions to make things work instead of repossessing buildings.
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Connect with Danet Linares
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Blanca Commercial Real Estate
International Women’s Forum
Books mentioned:
Lean In: Women, Work, and the Will to Lead, by Sheryl Sandberg
The Business of Meetings – Episode 169 – Are You Ready for AI? With Jim Spellos
Today, we have the great pleasure of speaking with an old industry friend and true industry luminary, Jim Spellos!
Jim is the President of Meeting U. He holds a wealth of knowledge, matched only by his captivating personality, that can guide individuals and companies in navigating and harnessing the power of technology. He joins us to share his insights and expertise, dispel fears, and equip listeners with the confidence to apply technology effectively.
Meeting U is a company dedicated to demystifying technology and empowering its users. In today’s exclusive interview, we embark on an insightful journey of exploring the intricacies of AI technology. We discuss its seamless integration into our lives and touch on the age-old question of whether we should fear its advancement. Jim also shares the inspiring story of his journey to good health.
Get ready for a thought-provoking conversation as we dive into the world of tech and beyond with the extraordinary Jim Spellos!
Jim’s story
Jim stumbled into the hospitality industry by chance, just like many others. After college, he worked at a physics organization, doing basic copy editing tasks under the guidance of his boss, a brilliant man who had worked on the Manhattan Project and held the esteemed position of Dean of Nuclear Physics at Columbia University. It was there that Jim's journey took an unexpected turn. About a year into his job, his boss offered him the responsibility of handling meetings, assuring him that it was a straightforward task. Little did Jim know that his next assignment would be overseeing a gathering of 1,500 people in New York. Determined to rise to the challenge, Jim embraced the opportunity with gusto, marking the beginning of his 20-year-long career in the meeting industry. Simultaneously, his boss introduced him to a new technology—an IBM PC, the only one in the organization. Intrigued, Jim began exploring the possibilities and taught himself database management. That marked the beginning of his second career as he transitioned into teaching and became a go-to expert in the industry. Over the years, Jim's passion for technology and teaching led him to join NYU as an instructor specializing in event technology. By the late 1990s, he realized that teaching technology could be his calling. In 1999, he embarked on a journey that continues to this day.
Things were different back in the 1980s
During the 1980s, the landscape of events and meetings was distinctively different. While there were occasional events that required Secret Service involvement, such as gatherings with Nobel laureates, most of the meetings were comprised of everyday individuals.
What should we be thinking about AI technology?
We need to embrace technology as a tool that can be used for both positive and negative purposes. Technology, including AI, is neither inherently good nor bad because its use and application determine its impact. On the positive side, technology has advanced medical research and scientific understanding, allowing for the processing and utilization of vast amounts of information. However, it also has the potential to influence people's beliefs and narratives.
Job security
Some jobs may be lost, and some gained, as technology evolves. AI, like ChatGPT, is a tool that can process information quickly and engage in conversations, which can blur the line between human and AI interaction.
The impact of AI on the industry
The hotel and large business sectors already understand the power of AI for analyzing customer data and improving decision-making. However, the future influence of AI on the meeting industry is still uncertain.
Looking ahead
In the future, organizations will utilize compartmentalized AI to scrape and combine information to create personalized content. However, it will be essential to address any biases in AI systems.
AI as a complement to human intelligence
AI should be seen as a complement to human intelligence because it allows the generation of nuanced and valuable insights when used together with human input.
Productivity for business owners
Jim realizes the potential of AI for business owners but acknowledges its imperfections. He explains that AI, like ChatGPT, is generative and does not access the internet for information. It operates on what it has learned from a specific dataset and predicts the next word based on context and the question asked without having comprehensive knowledge. So, to utilize AI effectively, it is crucial to ask the right questions and not expect AI to possess all-encompassing knowledge.
Coding
There is currently a shortage of coders. Jim focuses on teaching people to use low-code tools that allow them to build apps without extensive coding knowledge. However, those tools will not eliminate the need for coders because quality control, nuanced tasks, and proper integration still require coding expertise.
A most exciting time
Jim is enthusiastic about the current tech landscape and considers this time the most exciting time for consumers since the emergence of search engines 25 to 30 years ago!
A challenge for business owners
It is challenging for business owners to scale their organizations when involved in day-to-day tasks. That is why they should focus instead on raising capital, understanding marketing and sales, and finding the right people to handle those areas. Jim believes management issues are not only technology-related but also a constant challenge across generations. Business owners need a good understanding of technology and its potential to guide their teams in utilizing it effectively. It is also crucial for them to provide the necessary resources, whether internal or external, for their teams to learn and implement new technologies.
A delicate balance
A delicate balance is required for business owners to allow their teams space while staying involved enough to provide guidance and direction based on their knowledge. Jim encourages business owners to be aware and informed about technology but avoid excessive micromanagement.
Certificates
Jim holds a certificate from Cornell that does not directly relate to meetings and events. He recognizes the challenges of obtaining certificates and diplomas and acknowledges their value.
Jim’s health journey
Jim experienced health issues that involved battling heart disease and struggling with excess weight over the past seven years. Through extensive research and scientific findings, he discovered the immense benefits of embracing a plant-based lifestyle that includes more than just dietary choices. It also involves stress reduction, sufficient sleep, and a holistic approach to well-being.
Engaging with the plant-based community
Jim engages actively in the plant-based community. He collaborates with organizations and delivers presentations on his own transformative experience. He is particularly excited about the Jewish Veg Jumpstarters, where he guides participants through a 21-day program focusing on the health advantages of a plant-based lifestyle and its impact on society and the environment. Jim and his team provide the participants with essential resources, scientific evidence, and mentorship, empowering them to adopt positive changes and incorporate them into their lives according to their preferences.
Jim’s passion for promoting healthy lifestyles
While Jim thoroughly enjoys teaching technology, he is also passionate about promoting healthy lifestyles and educating others on the importance of proper nutrition. Inspired by his personal journey, he has merged his tech expertise with health information to create an app that features 400 plant-based recipes.
The importance of pursuing passions
Jim firmly believes in the significance of pursuing passions and embracing diverse interests. Rather than limiting oneself to a single endeavor, he advocates for integrating various aspects of life to cultivate a fulfilling and enriching existence. Whether it involves teaching technology, advocating for healthy living, or exploring other areas of interest, Jim remains dedicated to making a positive impact and empowering others to lead healthier and happier lives!
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Connect with Jim Spellos
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The Business of Meetings – Episode 168 – 18 Summers - Leveraging Family Board Meeting with Jamie and Jim Sheils
We are excited to speak with Jamie and Jim Shiels today! They are the Founders of 18 Summers and The Family Board Meeting.
Jamie and Jim work together and they are amazing entrepreneurs! They join us to share their wisdom and talk about life, family, priorities, business, entrepreneurship, and the concept they came up with called 18 Summers. They also dive into how we must enjoy our relationships with our children because they will leave home after just 18 summers!
About Jim & Jamie Sheils
Boy meets girl. That’s always the simple story in movies. In real life, it’s a lot more complicated.
When 18 Summers founders Jim and Jamie Sheils first met, they faced a whole new challenge. Suddenly, they were a blended family, with the challenges of disconnection and time scarcity that all families face. It was Family Board Meetings that bridged the gap, helping a new family connect, and helping the kids find sure footing on uncertain ground.
Now, through 18 Summers, Jim and Jamie reach families and organizations around the world, helping them discover the benefits of quality time and enduring relationships.
About Jamie Sheils
Co-Founder, 18 Summers
Jamie Sheils founded Florida’s only Waldorf-inspired public charter school and directed a Public Montessori Charter School. She has also developed and implemented programs in several other public and private schools.
She is the grateful ringleader of four beautiful children ranging in age from toddler to teen.
Along with her husband, Jim Sheils, entrepreneur and author of The Family Board Meeting, she founded the 18 Summers movement.
About Jim Sheils
Co-Founder, 18 Summers
When YPO, EO, Harvard University, and other world-class organizations want to help their people succeed at home, they call on Jim Sheils.
There’s a reason people call him “Crazy Glue for Families.”
In keynote presentations, workshops, team events, and private consulting, Jim has helped hundreds of top entrepreneurs and thought leaders around the world focus and implement where it really counts - at home.
Different backgrounds
Jamie and Jim came from different backgrounds. Jim was in real estate and business, and Jamie was in education. Jamie had two boys and had full custody of them after leaving a negative relationship. When Jim came into their lives, they all had trust issues. Fortunately, Jim's love and adoration for the boys helped to bring everyone together as a blended family. As they navigated their relationships, Jim's entrepreneurship and Jamie's education came together to create the framework for The Family Board Meeting.
The Family Board Meeting
The Family Board Meeting is a framework developed by Jim and Jamie for their blended family, inspired by the quarterly board meetings of entrepreneurial companies. It started as gym coupons that the boys could cash in for a day with Jim every 90 days, and it helped strengthen their relationships. They wrote a book about it, which gained a grassroots following and has impacted at least 300,000 families. They hope to reach 2 million families with their concept of one-on-one time to deepen and strengthen family relationships.
The Dinnertime Challenge
The average dinnertime in the US has drastically decreased from 90 minutes in the past to just under 12 minutes in 2017. To combat this, Jamie and Jim created “the dinnertime challenge" during the pandemic, where electronics and media get turned off for an hour during dinnertime, allowing for decompression and better communication among family members. Jamie and Jim's family also include the daily practice of sharing their best and weirdest fun and freaky moments at dinnertime to strengthen their relationships.
Make the most of the time you have with your children
A study shows that parents typically spend most of their time with their children during the first 18 years, after which their children become more independent. Parents should create memorable experiences with their children, such as quarterly one-on-one days without electronic devices. The goal is to create guideposts for the relationships and prevent time from passing by too quickly without meaningful interactions.
Healing ourselves and our relationships
Healing ourselves and our relationships with our children can positively affect future generations. There is value in being intentional and present in our interactions with our children and creating consistent rhythms and experiences they can rely on. The goal is to create a lasting habit of prioritizing quality time and one-on-one interactions. That habit can get passed down through generations to ensure deep and lasting relationships between parents and children.
The focus of The Family Board Meeting
The Family Board Meeting focuses on spending quality one-on-one time with each child every quarter. There are three rules: One-on-one time, no electronics, and the child plans the day. The family board meeting is an opportunity for family members to give one another sincere compliments and apologies, which helps to strengthen their relationships.
Working together as a couple
Their family has three main buckets: The family enterprise led by Jamie, the real estate enterprise led by Jim, and the 18 Summers enterprise they run together. Jamie and Jim try to communicate and understand their roles and responsibilities in each bucket in order to work effectively.
Playing into each other’s strengths
Jamie believes it is important for couples to play to each other's strengths in a relationship. She and Jim communicate well. By understanding one another's strengths and weaknesses, they support each other better and both achieve what they want.
Date night
For Jamie and Jim, date nights are an ongoing process that they constantly work at improving. They do not allow phones on date nights and may not talk about the children or their work. They have also started doing date nights with relationship-building question workshops for couples and organizations.
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Connect with Jamie and Jim Shiels
On their website
Get a copy of Jamie and Jim’s book: The Family Board Meeting: You Have 18 Summers to Create Lasting Connection with Your Children
We are delighted to have a rockstar in the speaking industry joining us today!
Joel Block was a professional blackjack player and card counter before embarking on a career in auditing and consulting for VCs, private equities, and real estate. Now, he speaks about what it takes to become an advantaged player.
Joel is a genius when it comes to explaining how the economy works! He joins us to share his unique journey and tell some fascinating stories about things that happened along the way!
Bio:
Former professional blackjack player and card counter, Joel was a member of one of the most elite teams in the game during the 1980s. Playing solo and with the team, he took money out of casinos before leaving Las Vegas for that giant Casino on Wall Street, where he spent the rest of his career in venture capital and Hedge funds. Joel has been a party to more than a billion dollars in transactions, and what he learned during those years about playing at the top of his game and securing a competitive advantage will fascinate your audience – enabling them to think, see, and act differently so they can know what cards are coming next in business and life.
Kicked out of a casino
Joel was once part of a team playing at a casino, but he got kicked out! He was afraid because he thought he might get his knees broken, but the people who asked him to leave were professional and just escorted him out. He was also worried because his teammates disappeared when he was told to leave. Fortunately, they eventually met up with him at a predetermined meeting spot.
An important business lesson
Joel admits he brought trouble on himself by being too flamboyant and not following the rules while playing blackjack. He learned an important business lesson from the experience; rules exist for our protection and should be followed. He believes that the blackjack experience guides his approach to business and life because playing at the top of one's game in anything requires understanding what it means to do so.
Advantage play
Joel explains that the trick when using advantage play is to remain inconspicuous and not draw attention to oneself. However, he let his guard down and became too enthusiastic, which caught the attention of the casino staff.
Using memory tricks for card counting
Joel read a book in high school called The Memory Book, by Harry Lorayne, a memory expert. The book helped him do better in school by teaching him tricks to improve his memory. He learned to memorize decks of cards and later attended a blackjack seminar with his dad. He impressed the seminar instructor by counting a deck of cards in 18 seconds and was taken under his wing to become a professional gambler. He joined a team led by Jerry Patterson and became very good at blackjack.
How Joel’s card counting days ended
Joel played poker for a few years and had a great time. He used to go to Las Vegas on weekends during college and got into playing blackjack. He became very good at counting cards, and a mentor taught him more advanced techniques. He was invited to join a team of gamblers led by Jerry Patterson. He eventually realized that he was hanging around people who did not care about his education and were using him to make money. He had a moment of self-awareness and decided to stop playing blackjack. He has not played much since then because he fears that he would get too addicted to it again. He has, however, helped others play by advising them on how to bet and which moves to make.
Working for a big accounting firm
Joel worked at one of the big accounting firms, Price Waterhouse, and had an assignment counting ballots for the Academy Awards. He explains that the secrecy of the process gets maintained by breaking the job into many little parts, with only a few people at the top who put the puzzle together and understand what will happen.
The real estate syndication business
Joel left Price Waterhouse to start his own real estate syndication business and later a venture capital operation and publishing company that was sold to a Fortune 500 company. He retired from his hedge fund and now shares what he learned with other executives because few truly understand the money business.
Teaching leaders how to be advantage players
Money is a complicated business, and even with a background in venture capital and hedge funds, Joel still struggled to explain it to meeting planners and professionals. He hired a consultant who asked him to list 100 extraordinary things he had done in his career. One of the items on the list was his ability to take money out of a casino. The consultant saw that as a unique skill for Joel to use as a metaphor for teaching business principles. Joel now teaches leaders how to be advantage players using blackjack as a metaphor, helping them become more aware and better at predicting outcomes in business.
Asking the right questions
While it is impossible to predict some events, many things can be predicted and prepared for in order to make real money. Asking the right questions, understanding situational awareness, and analyzing industry trends can help companies make informed decisions and place their bets strategically. Joel produces an annual Trend Report to help clients better understand how Wall Street works and how to apply predictive logic to their business decisions.
Strategic retreats
Joel leads strategic retreats for senior executives and boards of directors, where he asks good questions to help them come up with breakthroughs. He emphasizes the importance of thinking, seeing, and acting differently to gain an advantage in business, and has started an Advantage Player Institute to teach people these techniques. The strategies he teaches are legal and smart but require out-maneuvering competitors aggressively and ambitiously.
What is going on with the economy
The market is in turmoil, and in times like this, cash is king! People with cash have an advantage as they can make the most of opportunities when others struggle. Prices have risen due to supply chain disruptions, but this is not necessarily inflation. The whole economy has reset to a new level, and the Feds are using a tactic that may be ineffective in addressing the current situation. Economists are not scientists, and the economy is a behavioral art form, making it difficult to predict.
Cash is becoming obsolete
Joel is concerned that the United States dollar has lost its value as countries like Saudi Arabia, France, Russia, and China are moving away from using it as their primary currency. He believes the US needs to get ahead in the cryptocurrency markets to stay competitive. He predicts that the US will move toward an electronic system within the next ten years, as cash is becoming obsolete.
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Connect with Joel Block
On his website
On LinkedIn
Book mentioned:
The Memory Book, by Harry Lorayne and Jerry Lucas
We are delighted to speak with Danica Tormohlen today! Danica is a journalist and the VP of Content for the Tarsus Group (now part of Informa).
Danica is an icon in our industry with tons of experience! She has been through many crises in the trade show industry and has been writing about it since 1994. She joins us today to discuss her fascinating career and to share her unique perspective on where the exhibition industry is heading and how we can better use technology.
Bio:
An award-winning journalist who has reported on the trade show industry since 1994, Danica Tormohlen is VP of Content for Tarsus Group, which was recently acquired by Informa for $940 million. In her role, she oversees content for Trade Show News Network, Corporate Event News, and Exhibitor News Network. These leading media brands publish websites, newsletters, social media channels, videos, podcasts, and online and in-person programming for the trade show, corporate event, and exhibition industries.
Tormohlen is proud to be a founding member of the Women In Exhibitions Network (WIEN) North America chapter and was appointed to serve on its executive committee in March 2023. The mission at WIEN is to empower women in the exhibition industry while helping to nurture the next generation of female leaders. She served as Co-Chair of the Education & Events Committee for the North American Chapter in 2021, hosting and producing monthly Zoom meetings with guest speakers, games, breakouts, Q&As, and more during Covid.
Danica’s journey
Danica is proud to have been educated at the Missouri School of Journalism at the University of Missouri. In 1994, she began writing for Expo Magazine and immediately fell in love with the trade show industry, which, for her, is very much like a magazine come to life! She loves how it has allowed her to learn about different industries and keep up with emerging trends!
Danica worked for some great people
Danica was fortunate to have worked for some great people. She worked for Donna Sanford, the Founder of Expo Magazine, for seventeen years and then went to work for Trade Show Executive for the next ten years.
Changes Danica has seen in the trade show industry
Danica has seen the trade show industry experience many changes, including recessions, 9/11, COVID, and the digital revolution. What struck her the most was how resilient the industry is and how much people wanted to get back together with others, face to face. She also believes the ability to use digital tools and data in conjunction with an in-person experience has changed the industry.
Trends in the trade show industry
The trade show industry is driven mainly by products and people wanting to meet with others to do business. The trends Danica has been noticing include the use of technology, flexibility around meetings, and how people have been personalizing and customizing meetings and events to suit their needs.
People are spending less time in the digital space
People have been investing less time in the digital space since the return of in-person events. Danica has seen virtual trade show platforms where people can have an avatar walking through a virtual trade show floor and stopping at booths. But nobody seems to want to do that because the experience is not particularly interactive.
E-commerce discovery
Danica has seen some e-commerce sites doing well lately because people have been doing some discovery first. That means people are looking at and selecting products on the e-commerce websites before meeting with vendors on-site at events to close the deals.
Using data to do better business at events
In the past, obtaining data was cost-prohibitive for many events. Fortunately, the cost of technology is coming down. So people are now using their phones to track where attendees are at events and do sentiment analysis to help them improve their exhibits and make better business decisions.
Verify the source of online content
It is scary to know that some online content is manipulated or fake. To ensure the content you are using is real, fair, and relevant, consider whether or not the source is reputable and trustworthy. If you have any doubts, verify the source.
Women in Exhibitions Network
Danica is a co-founder of the Women in Exhibitions Network. The network is to empower and support women in the exhibition industry and increase their networks. The Women in Exhibitions Network is inclusive, so any woman in the industry can become part of it. The members meet online and in person to talk to one another. They are launching their first in-person global summit in June this year in the Netherlands.
Exhibitor News Network
Danica's latest project, the Exhibitor News Network, launched recently. It is a media platform for exhibit managers and event marketers. It has a website for sharing daily industry news, educating exhibitors, and helping them do their jobs better.
Connect with Eric
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On Facebook
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On Website
Connect with Danica Tormohlen
On LinkedIn
On Twitter
Tarsus Group
Women in Exhibitions Network
Exhibitor News Network
Books mentioned:
Trust Me, I'm Lying: Confessions of a Media Manipulator, by Ryan Holiday
The Business of Meetings – Episode 165 - The Science Behind Mental Health with Dr. Romie Mushtaq
We have the great pleasure of speaking with Dr. Romie Mushtaq today!
Dr. Romie is a true expert and thought leader in mental health, wellness, and mindfulness! She has done and achieved many things over the last two decades and knows our industry well! She joins us today to share her knowledge and explain what leaders should be doing for their mental health and the well-being of their teams.
Bio
Dr. Romie is a board-certified physician, award-winning wellness speaker, and the founder of “brainSHIFT at Work.” She brings together over 20 years of authority in neurology, integrative medicine, and mindfulness to not just deliver programs, but create cultural change.
She is on a mission to transform mental health and wellness in the workplace and currently works with Fortune 500 companies, professional athletes, & global associations. Dr. Romie is also the Chief Wellness Officer for Evolution Hospitality, where she scaled a mindfulness & wellness program to over 7000 employees. Her expertise is featured in the national media such as NPR, NBC, TEDx talks, and Forbes. Find the cure for your busy brain at drromie.com or @drromie on social media.
About Dr. Romie and her company, the brainSHIFT Institute
Dr. Romie is a triple board-certified physician in neurology and integrative medicine, so she combines Eastern and Western medicine. She is also Chief Wellness Officer at Evolution Hospitality and knows the events industry well.
The brainSHIFT Institute brings mental health programs to corporate America. People contact them because they know Dr. Romie has taken care of the well-being of employees in the workplace, and they want to know how to do that for themselves and their teams.
Dr. Romie’s journey
Dr. Romie is the daughter of South Asian immigrant parents. She was born and raised in the United States, and from the time she was born until she turned eighteen, her father always insisted she became a doctor. Her parents were STEMinists and raised her to be one too. When she entered the world of neurology, less than five percent of American brain doctors were women. In addition to seeing patients, she was also doing cutting-edge research. Although she loved her job, she suffered between 2008 and 2009 because she felt alone. Her patients noticed her suffering, but none of her colleagues did. She got so sick from all the stress that she had to have life-saving surgery in 2010. On her journey to healing after the surgery, she found her path to mindfulness and integrative medicine. Between working with healers around the world, returning, and getting board-certified in integrative medicine, she realized that American employees are being killed by the workload and all the stress. So she embarked on a mission to stop corporate America from hurting the brains of its employees. She did a TEDx Talk in 2018, and it went viral. Then the pandemic happened, and the mental health crisis that the experts already knew existed became publicly known, and people began to talk about it.
Dr. Romie got to where she is today because she does not want anyone else to feel alone and suffer without help.
Breaking the stress-success cycle
The mentality of professionals in the meetings and events industry, thinking they are only as good as their last event, must change because it is a recipe for disaster for their brains and can lead to burnout. Dr. Romie breaks it down into brain science and calls it the stress-success cycle. She points out that there is a way for event professionals to stop chasing a success high, keep an even keel in their brain, and allow that to translate to their business.
Some symptoms of the stress-success cycle
- Waking up with no energy.
- Needing caffeine to get going in the morning and keep going throughout the day.
- Having a constantly-multiplying to-do list, yet being unable to focus. (Adult-onset ADD)
- Feeling anxious.
- Disturbed sleep. (Known as a busy brain)
- Not being able to take work out of your brain.
- Needing to use alcohol or supplements to take the edge off.
- Needing to take a sedative at night to calm down.
A better way to function
There is a better way to function. Events professionals can be successful in their business and with clients- even with a busy brain. The first step is to become aware that you are in a stress-success cycle and have a busy brain. (Take Dr. Romie’s free online test to assess your stress level.)
Sleep
Research has shown that sleep is the foundational requirement for resetting a busy brain. So getting enough sleep is essential for professionals who want to be successful. In the brainSHIFT protocol, they say that sleep is the new status symbol of successful professionals.
Chasing the dopamine-adrenalin high
Some event professionals continue to do event planning because they are chasing the rush of the dopamine-adrenalin high that comes when an event has gone well. But constantly seeking that high is unhealthy for the brain because it can damage the HPA access and deplete the cortisol and adrenalin coming from the adrenal glands.
Finding balance
To find balance, you must create micro-habits or make small brain shifts to maintain sustained dopamine and adrenalin levels. That will allow you to wake up each morning feeling energized without needing a crisis to fuel you. To get a natural dopamine high each morning, you must get more than four hours- preferably six to nine hours of sleep every night.
Easy actions to take at night
Modern-day lifestyles do not give most of us the luxury of having mindful morning routines. So, at brainSHIFT, they have designed some mindfulness meditation exercises for busy brains that are to be done at night after digital devices have been put away.
Dr. Romie’s morning rule
Dr. Romie has found one morning rule particularly effective for her clients: They must give her thirty minutes before they pick up their phones, look at their calendars, read emails, or engage with social media.
Instilling corporate mindfulness
BrainSHIFT has developed an entire framework called Building a Culture of Wellness to assist leaders in putting their people first and caring for the mental health of their teams.
Toxic leaders
When a leader is toxic, it usually means they have something toxic and unprocessed in their life. As a consultant, Dr. Romie believes her job is to show toxic leaders compassion. In the leadership talk at brainSHIFT, they engage all levels of leadership within organizations to teach them how to brain-shift for their entire team.
Health advice for women entrepreneurs and their teams
Dr. Romie advises women entrepreneurs to prioritize sleep and have their thyroid panels and hormones checked annually. The best thing women leaders can do for their teams is to leave them alone from 9 pm to 7 am.
Connect with Eric
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Connect with Dr. Romie Mushtaq
On her website
On LinkedIn
Dr. Romie’s book, The Busy Brain Cure
The Business of Meetings – Episode 164 - The Cancel Culture Curse with Evan Nierman
Today we have the great pleasure of speaking with Evan Nierman, the Founder, and CEO of Red Banyan, a well-known specialist crisis management, and PR firm!
Evan has recently published an important book called The Cancel Culture Curse: From Rage to Redemption in a World Gone Mad. He joins us today to tell his story and talk about his book.
Bio:
Evan Nierman is the Founder and CEO of Red Banyan, an international crisis management, and public relations firm. He and his team have provided counsel to thousands of clients across the world, including scores who have been the targets of cancel culture attacks. Evan’s writings on issues related to communications and marketing are featured in a range of leading outlets. He speaks at various conferences and universities around the world and is often called upon by the media to provide insight and analysis.
Evan’s Journey
Evan grew up in Shreveport, Louisiana. He enjoyed growing up there but could not wait to leave Louisiana, so he went to George Washington University in Washington DC. In DC, he got to do an internship while being a student. One of the organizations where he interned became his first job. He left the organization seven-and-a-half years later to work in high-stakes crisis PR for a small firm that did interesting work for some high-profile clients. He was unhappy there because he did not like the firm’s values and decided that one day he would have a firm like that one and do things differently. Before becoming an entrepreneur, Evan spent a year-and-a-half working in-house at a startup, which moved him to South Florida. Working for the startup, he learned about interacting with investors, raising money, and the challenges of exponential growth. He then left to start an enterprise of his own. He set out to build what he was looking for and create the culture he would like to have had when looking for a job. He wanted to do work that would empower people and improve the lives of his clients. Now, almost twelve years in at Red Banyan, he feels he is right where he should be and is happy with the work they're doing!
Social media
Evan tries to be active on social media to let people know what is going on with Red Banyan.
Crisis Averted
In his book Crisis Averted, Evan spoke about pressing the truth. That means you must put your message out there and advocate for yourself. Because if you fail to do so, someone else will!
Red Banyan is expanding
Evan is pressing the truth about the expansion Red Banyan is going through right now. They currently have people in locations across the United States and 30 full-time team members, coast-to-coast. They are also getting an increasing number of clients from across the world.
The Cancel Culture Curse
Evan is patriotic and believes that America is the land of opportunity. Writing The Cancel Culture Curse was the labor of his love for democracy and America. He thinks America is off-track and believes we can and must do better. He and his co-author, Mark Sachs, wrote The Cancel Culture Curse to define cancel culture, help people better understand what it is and the devastating impact it has on people’s lives, and help small business owners prepare their organizations for dealing with potential cancel culture attacks or how to avoid them entirely.
The elements of cancel culture
Evan identified six key elements to cancel culture. He based the elements he identified on previous research by sociologists and academics and also added some of his own. (Most of the earlier research focused on political witch hunts.)
The six key elements of cancel culture
- The perceived crime the targeted person committed against the collective
- It arises very quickly.
- The nature of the offense is usually minor, or it gets fabricated.
- There is a disproportionate response.
- Everyone is afraid to defend the accused.
- The moral absolutism of those doing the condemning.
How to survive cancel culture
The first thing you must do is refuse to get canceled. Then, don’t apologize unless you are clear about what you are apologizing for and to whom you are apologizing. (Because in a cancel culture world, no mistakes are allowed. So you will not be forgiven, and your apology will become the rope on which they hang you.)
The media
The mainstream media is essential for making cancel culture all-powerful because it jumps onto manufactured scandals, amplifies them, and helps spread them.
Teaching our children
Children should be taught the difference between journalism and sensationalism. They must learn to review online content critically and be encouraged to develop critical thinking skills.
Why it is so difficult to cancel politicians
Most people assume the worst about politicians and believe political leaders are unlikeable, self-interested, corrupt liars who will do anything to hold onto their power and advance their careers. So when they say stupid, objectionable, or distasteful things, people tend to accept them. Additionally, politicians refuse to be canceled.
Evan's deepest wish for the future
Evan hopes that his book, The Cancel Culture Curse, will contribute to moving America back to when people could disagree politically, remain friends, and be happy to be surrounded by others with different beliefs.
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Connect with Evan Nierman
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Red Banyan
Books Mentioned:
The Cancel Culture Curse by Evan Nierman and Mark Sachs
The Scarlet Letter by Nathaniel Hawthorne
Trust Me I’m Lying by Ryan Holiday
What’s Our Problem by Tim Urban
The Business of Meetings – Episode 163 - The Future of Work with Joe Mechlinski
We are delighted to speak with Joe Mechlinski today!
Joe Mechlinski is the Founder and CEO of SHIFT, New York Times bestselling author, and a TEDx speaker, who wants to change how we work to transform the way we live. At SHIFT, a tech-enabled management consulting firm nationally recognized as a ‘Best Workplace,’ Joe helps leaders build healthy and high-performing organizations by disrupting outdated norms, building engaged teams, and using technology to unlock human potential. Passionate about equity in the workplace, Joe is a partner at Conscious Venture Partners: a group that invests in minority and female-founded businesses.
Joe’s journey
Joe grew up in difficult circumstances in the inner city of Baltimore. With the help of some wonderful people who stepped into his life and gave him a hand, he was able to attend Johns Hopkins University, even though he came from an academically-challenged environment. He became an entrepreneur and started some small businesses that did well in the late 1990s. Joe lost his mom after he left college and experienced some personal challenges. At 23, he started SHIFT with a partner who had a lot of experience and began doing management consulting for companies. He used the idea of learning and development to put himself and his partner in situations where they had to figure things out and find a way. He read tons of books, attended conferences, and had some smart mentors to help him think through how to help businesses grow. After twelve years, he wrote a book about all he had learned. It became a New York Times bestseller and the number-one book in the world for three days! Then Joe started working with bigger companies, and his small management consulting company got to work with companies like John Hancock, New Balance, and Crocs at the executive level. That allowed Joe to get involved in a VC firm and start thinking of ways to help others.
The best play for organizations
The traffic patterns in organizations have changed since the pandemic. Right now, the best play for organizations is to figure out what makes sense for their model based on the labor market for their business and mentor the next generation. Companies should also get creative about building environments where people know they are seen, heard, and understood and feel that their team and the organization have their back.
Leadership
Leaders must be clear about where they want to go and what is most important to them in order to lead organizations effectively.
Employees
To retain employees, organizations need to look at the average tenure in their marketplace and try to meet or exceed that with their allocation of capital and available resources. They can also offer incentives.
How to rise within an organization
Generally, people tend to rise within an organization through learning. Whether it involves consuming content and applying it from a book perspective or learning from platforms like LinkedIn Learning, people should spend between ten and twenty percent of each week investing in themselves, their learning, and their development.
TEDx
When TEDx came out in 2008, Joe applied immediately and put it behind him. (He has made his audition tape available on YouTube.) Sometime later, he got a call from one of the curators in the DC Chapter looking for someone to speak about the future of work. So he began the process. He would usually ask questions and then listen carefully to the responses from the audience. However, that is not how TEDx works. Their talk process requires speakers to stick to a script. It was hard for him, so he got a speaker coach.
Why the TEDx Talk was difficult for Joe
Doing the TEDx talk was hard for Joe because he struggled to say everything within fourteen minutes. He was also writing a new book entitled, Who Says, which was not intended to give advice but rather to invite sovereignty, curiosity, and questioning, and the point of it is to explain why we should stop looking for answers from “the sage on the stage”. Joe believes his talk was one of the first TEDx talks that did not give advice. It was ranked the number one talk worldwide in August last year and ranked 40th out of 15,900 TEDx talks globally! It took a lot of work, and Joe is happy it turned out the way it did!
The Tony Hsieh Award
Joe volunteers to be part of the Tony Hsieh Award delegation. It is a delegation established to honor the work and legacy of Tony Hsieh, the late Founder, and CEO of Zappos. He is excited to continue being part of that community and to have the opportunity to enlist others to do the same!
A platform for leaders and executives
Joe has built an AI-driven tech platform to work with leaders and executives to encourage asynchronous communication and to help them get their teams on the same page each week without scheduling more meetings. (Go to www.shiftthework.com/latch)
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SHIFT
On LinkedIn
Books mentioned:
Thinking Fast and Slow by Daniel Kahneman
Reinventing Organizations by Frédéric Laloux
Joe’s Books
Shift the Work: The Revolutionary Science of Moving From Apathetic to All in Using Your Head, Heart,and Gut
Grow Regardless
The Business of Meetings – Episode 162 – The Groove Cruise with Jason Beukema
Today, we are excited to speak with Jason Beukema, the founder of the Groove Cruise!
Jason started the Groove Cruise almost twenty years ago. He joins us on the show today to tell the fascinating origin story of the Groove Cruise and to share his experiences and insights.
Bio:
Jason Beukema
I own a couple of travel companies focused on creating unforgettable experiences that connect communities to their passions in unique & exciting ways. Under the Whet Travel umbrella, we specialize in chartering cruise ships for large-scale music and themed experiences (2000-4000 people) on major cruise lines such as Norwegian, Carnival, Princess, Royal Caribbean, MSC & Celebrity.
Whet Travel received the prestigious charter partner of the year award from Norwegian Cruise Line, and Carnival has been on the Inc 500 list twice and has been featured in media such as USA Today, NY Times, Travel Channel, MTV, NBC, WSJ, Billboard, and Forbes.
Groove Cruise is the World's Premiere Electronic Music Cruise & the only music charter that sails yearly from both coasts. Salsa Cruise is A Ship Full of Pura Salsa. MotorBoat, the Loudest Boat in the World, Inception Cruise, the World's first Spring Break Charter, & Zen Cruise is a Transformational Journey at Sea focused on yoga, health, and wellness. Cruise Event GPS specializes in corporate events & incentives on cruise ships.
Whet Foundation is a 501c3 that offers exciting experiences & programs to deserving children in South FL & the Caribbean through our Community Captains & Destination Donation programs.
I'm the youngest person to single-handedly charter a cruise ship, we have executed 27 full ships to date & send up to 15,000 people on cruises each year.
I coined the concept of ‘Celebration Marketing’. I have been a featured speaker at several events, such as SXSW, Canadian Music Week & Cruise360. I created the Mentorship program for the Entrepreneur Organization as well as the Tourism + Hospitality & Emerging Leadership Councils at the Miami Beach Chamber of Commerce.
I currently live in Miami and have lived across the US, Australia, Bali, and Ecuador. I am from and went to college in MI (CMU Fire up Chips). I've also been to 50 states, 68 countries, and have sailed on 149 cruises.
Jason’s journey
After graduating pre-med at Central Michigan University, Jason realized he did not want to join the medical industry. He decided to become an entrepreneur instead, to make enough money to help others. Unfortunately, his business failed, and he got into debt. So he found a job as a sales manager at Georgia Pacific, a big Fortune 100 company, and sold timeshares for Radisson Vacation Villas in his spare time to settle his debt.
Personal Coaching
When his boss offered to pay for school, Jason declined and asked if he could hire a FranklinCovey personal coach instead. His boss agreed and during the coaching process, Jason was told to look for something he loved doing and find a way to get paid for doing it.
The travel industry
He loved going on vacations, so he signed up for a two-and-a-half-week course at the International Tour Management Institute in San Francisco. Following that, he was hired by a couple of tour companies and started doing motor coach tours throughout North America.
How the Groove Cruise began
Jason’s friends asked him to put a tour together for them. So in 2004, he joined a seven-day Royal Caribbean cruise ship tour, found 125 people join him on board, and called it the Groove Cruise. After the cruise, Jason saw how life-changing the experience had been for everyone! Even though he had no money and knew nobody in the cruise industry when he started the Groove Cruise, he created a business plan to charter a cruise ship within the next five years. It took seven years to charter his first cruise ship, and since then, they have done 28 full ships and have become Norwegian’s and Carnival’s Charter Partner of the Year!
Other experiences
Jason offers experiences other than the Groove Cruise. They have had salsa, rock, heavy metal, country music, and yoga cruises. They even have a board game and a dental continuing education cruise coming up!
A huge jump
Since the Groove Cruise started twenty years ago, they have jumped from having 125 people on board to having 4000 people on each cruise!
Transformational cruises
Many people have shared feedback to say that they found Groove Cruises transformational. New personal and business relationships have formed on the cruises, and marriages have been saved. After the Orphanage Cruise experience, many were inspired to volunteer once they returned home.
The pandemic
The pandemic was beyond a nightmare for the cruise industry and the live events space! The cruise industry was the first industry to get shut down, and it stayed that way for the next two years. It was a depressing and very mentally challenging time for Jason. Fortunately, he had his young nieces around to distract him from his problems. The Groove Cruise returned in full-force after the pandemic.
Online live cruise sailing events
Journaling and thinking of those less fortunate than him helped Jason get out of himself, overcome his depression, and start thinking of ways to help others. He came up with the idea to utilize all his contacts and do online live cruise sailing events called Virtual Sailaways. Doing those events, he raised around $50,000 for people experiencing hardships in his community.
Accommodation for events is challenging
Accommodation is always a big challenge for events because the organizers do not want to take on too much risk and do not want to get tied into a contract where they cannot fulfill all the accommodation requirements.
Forced relationships
No other place offers the kind of relationship-building that happens when people are on a cruise with others from the same company, with a similar lifestyle, or with the same taste in music. You cannot go anywhere on a cruise ship, so forced or serendipitous relationships tend to form, and that’s where all the magic happens!
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Connect with Jason Beukema
On his websites:
http://www.WhetTravel.com
http://www.GrooveCruise.com
https://www.groovecruise.com/miami/whet-foundation
On LinkedIn
The Business of Meetings – Episode 161 – The Fabulous Story of VidCon with Colin Hickey
Today we are delighted to speak with a true entrepreneur, Colin Hickey! Colin is the Senior Vice President of Operations for VidCon and Paramount!
Colin’s career path has been a poster journey of American entrepreneurship, and VidCon is an amazing convention that brings up to 75,000 people to Anaheim each year!
Colin joins us today to share his phenomenal story!
Colin’s bio:
Colin Hickey started as a music promoter turned entrepreneur and event manager who has made a mark in the industry with his innovative ideas and exceptional management skills. Starting his career as a music promoter in the early 2000s, he quickly made a name for himself and worked with various artists, venues, and performers.
In 2009, he co-founded Gatherboard, an event management and promotion platform that aimed to revolutionize how people discover and attend events. Gatherboard is still going strong today and has become a popular choice for event organizers and attendees alike.
From 2011-2013, he worked at the Missoula Downtown Association, as the Marketing and Events Director, contributing to revitalizing the downtown area and organizing several successful events.
In 2013, he was hired as the first full-time employee at VidCon, one of the world's largest conferences for online video creators and enthusiasts. His expertise and experience were instrumental in making VidCon a massive success and reaching new heights globally. He is currently Senior Vice President of Operations and co-leads the business globally.
With his passion for events and entrepreneurship, he continues to make waves in the industry, always striving for new and innovative ways to bring people together and create unforgettable experiences.
Colin’s journey
After spending half a semester at the University of Wyoming, Colin realized college was not for him. His brothers were heavily into the music scene in Missoula, Montana, and he was a small-time music promoter in Wyoming. A well-known club in Missoula was looking for someone to run it, so Colin moved to Montana in the summer of 2000 to run the club and become a music promoter. He ran the club for three years, became a singer in a band, began booking tours for bands, and started going on tours. That gave him the notion of doing live events.
Sometime in 2004 0r 2005, Colin had an idea for people to go online to find out what was happening in the local music scene and then created a website called Gardencityevents.com. It was a hit and was acquired shortly after by an online news company. Colin continued to run websites for events in local and surrounding areas for the news company for the next few years. That was how he met and made friends with Hank Green, the founder of VidCon.
VidCon
One week before the VidCon convention in July 2013, Colin joined the VidCon team. A few weeks after the show, Hank told Colin they were parting ways with their production company and asked him to run VidCon and build a new team. VidCon kept growing, so they decided to expand internationally. Five years ago, Hank sold the company to Viacom, and they continued running in the same way as before but with more resources. Then Viacom merged with CBS and later rebranded as Paramount. About a year ago, Paramount made Colin a co-leader of the business.
VidCon creators
The VidCon creators are approachable and relate well to the attendees because many are the same age. Many of the creators also grew up being fans!
Security at VidCon
The core VidCon fan-track attendee is between twelve and seventeen years old and most of them are female. Fans often get into places they should not be, so VidCon takes the security of the Anaheim Convention Center very seriously.
Advice for creators
Colin advises new creators to stay true to themselves, be consistent with their content, and to get onto multiple platforms. That will encourage more people to connect and follow them.
New platforms
As new platforms arise, different kinds of creators surface to join them. The VidCon team likes that because it makes VidCon more diverse.
The in-person experience
Colin feels that the experience of an in-person event can never be replicated via the metaverse, no matter how life-like the virtual experience may be.
Family life
It can be difficult for parents to juggle their professional and family lives. Colin feels lucky to have children who are interested in and enjoy what he does. He likes to teach them about the business and tries to get them even more invested in the show.
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Connect with Colin Hickey
On LinkedIn
VidCon
The Business of Meetings – Episode 160 – Wonderhell with Laura Gassner Otting
We are delighted to be speaking with Laura Gassner Otting today! Laura is an amazing entrepreneur, executive coach, and writer who has helped people in politics and often appeared on TV!
Laura's life is rich and diverse! She joins us to share her story and discuss her new book, Wonderhell.
Bio:
Laura’s secret superpower is seeing your greatness and reflecting it back to you so that you can get “unstuck” and achieve extraordinary results.
A frequent contributor to Good Morning America, the TODAY Show, Harvard Business Review, and Oprah Daily, Laura’s 30-year resume is defined by her entrepreneurial edge. She served as a Presidential Appointee in Bill Clinton’s White House, helping shape AmeriCorps; left a leadership role at a respected national search firm to expand a tech start-up; and founded, ran, and sold her own global search firm, partnering with the full gamut of mission-driven corporate and nonprofit executives.
Laura is turned on by the audacity of The Big Idea and that larger-than-life goal you just can’t seem to shake. She’s an instigator, motivator, and provocateur, and she’s never met a revolution she didn’t like. Just ask her enduringly patient husband, two almost-grown sons, and two troublesome pups with whom she lives just outside of Boston, MA.
Laura’s journey
Laura has had a long journey of accidental successes. She did many interesting things with interesting people and many interesting opportunities arose along her path. She dropped out of law school to join the Presidential campaign of an unknown Southern governor who offered a policy solution of community service in exchange for a college education. She ended up in the White House and helped build AmeriCorps. Four years later, she wanted to get onto the campaign trail again but was too old. She took a job with her mentor as a head hunter. After five years, she left, started her own firm, grew it, and sold it fifteen years later to the women who helped her build it. She started blogging and was asked to do TEDx talk. The talk got people’s attention, and she began receiving offers to speak for money. That prompted her to write a book. She is now five years into her speaking career and is about to launch her second book, Wonderhell.
Wonderhell
Wonderhell is based on the concept of an amusement park that is divided into three sections, Impostor Town, Doubtsville, and Burnout City. Each section contains five “rides” that mimic the emotions people go through along the journey to becoming successful.
Figuring out who you are
The first “ride” is figuring out who you are and what you are capable of. Doubt (the trapeze) tends to creep in when you want to try something new, which can be scary. That's why you have to appreciate whatever you did to get you to where you are today because it created a foundation for you to grow and build from, even though it may not get you through the next thing. In other words, you can borrow the confidence you gained in one place and use it in another until you have firmer ground to stand on.
The loop de loop
The loop de loop is the ride where you keep going back to the beginning, over and over again. That is where people start self-sabotaging and have to adopt a beginner’s mindset. It is essential to notice when you get bored or complacent, stop caring about outcomes, and are no longer bringing your best to your work.
The discomfort of not knowing
Laura has never known exactly what she wants to do next, and she thinks that happens to many others, too. She advises anyone leaving a job to spend time sitting with the discomfort of not knowing before starting something new.
Success does not make things any easier
An idea that emerged in Wonderhell is that we tend to think things will get easier when we attain success. They will not! Things generally get even harder when we become successful.
Becoming
Everything we do in life helps us continue with the process of evolving and becoming. The idea behind Wonderhell is that when we have one foot in yesterday and the other in tomorrow, it keeps us in the process of becoming.
The tunnel of love
Being an entrepreneur can be lonely. If you have someone at your level you respect and admire going through the tunnel of love (the process) with you, it will keep you in check and help you avoid settling for mediocracy.
Overcoming impostor syndrome
So many capable and successful people still have impostor syndrome when they embark on something they have never done before. Having a mentee or teaching something that comes to you naturally is the best way to get yourself to feel that you know something. It will also build your confidence moving forward. Overcoming impostor syndrome involves renegotiating our emotions around the doors we are walking through.
Advice for women applying for positions
Twenty years of executive search experience taught Laura that there are no perfect candidates and that anything people bring to the table counts, even if it is not on the list. She advises women to keep their resumes and cover letters current and apply with abandon. Even if they don’t get the jobs, they will gain experience in the interview and job application process.
Make your own luck
Being in the space where you put yourself in the deal flow makes you luckier! (There is a chapter in Wonderhell called The Fortune Teller, which is about how you make your own luck.)
Mentorship
Rather than trying to find mentors, Laura prefers to look for mentoring moments. She is also happy to offer mentoring moments to advise anyone who asks to pick her brain or needs her help to work through something specific.
How Wonderhell came about
Laura did not intend to write Wonderhell. It happened after a series of events that began when she wrote a blog post while on a redeye flight home after appearing on the Today Show, where she described the space she was in as Wonderhell.
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Connect with Laura Gassner Otting
On her website
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On all social media platforms @heylgo
Books mentioned:
Lean In by Sheryl Sandberg
Wonderhell is available at www.wonderhell.com, on Amazon, or anywhere fine books are sold.
Today, Donna Kastner, the founder of Retirepreneur, joins us to share her insight and experience and dive into what you can do if you are over 50, 60, or 70+ years old and still want to contribute to society.
Donna is an amazing individual who has had a unique, fascinating, and diverse career in the events industry for many years! She has tons of experience and loves re-inventing herself!
Bio:
Donna’s career journey has been described by many as eclectic, starting as a high school band director and continuing through a series of sales, marketing, and start-up endeavors. With a mid-career pivot to the events industry, working for Maritz Global Events and Velvet Chainsaw Consulting, she’s now lasering her focus on a demographic that has much to offer our industry and our world– the age 60+ segment. Donna is the founder of Retirepreneur, where she helps executives make a smooth segue from employment to entrepreneurial endeavors. She’s also a Fellow at The Dayton Foundation, where in partnership with AARP, she’s helping dozens of cities throughout the Midwest to make their communities more age-friendly.
Donna’s journey
Donna’s journey has been wild and eclectic. She grew up in the greater New York City area and went to the University of Dayton in the Midwest, where she majored in music and met her husband. During the next fifteen years, she and her husband moved nine times, in and out of five states, where she taught in various school districts before starting a family.
A home-based business
Teachers’ salaries were woefully low in the 80s and Donna had to figure out how to make things work financially after the birth of her first child. She started a home-based typesetting business, recruited a half dozen moms to help out, and made more in a part-time capacity than she earned as a teacher!
An eclectic career
Donna’s eclectic career started as a high school band director. She was also a magazine editor and even sold real estate during her summer breaks, where she listed and sold the house next door to where John Travolta grew up in Englewood, New Jersey!
The events industry
After a chance meeting with a friend in her mid-career, doors opened for Donna to move into the events industry. She started working for an organization where she segued through various roles and ultimately became responsible for training across the organization.
Why relationships matter
Relationships must be maintained and nurtured because you never know when someone may recognize something in you that prompts them to recommend you.
Becoming a champion for older adults
When she reached her fifties, Donna noticed that people were leaning into working with the younger generations, and those in their fifties were not getting much attention. She decided to leave her job in 2008 to pursue her Retirepreneur idea. It was a tricky venture and there was a lot of financial turbulence at the time, so she was fortunate to have her husband’s full support.
Needing stronger filters
The mistakes Donna made along the way mostly centered around agreeing to the wrong things to create more cash flow. She subsequently learned she needed stronger filters to check the opportunities presented to her.
Modern elders
Donna focuses her consulting side on work that aligns with age-friendly initiatives because she believes that today’s elders have much to offer. New roles should be created because people are living longer now, and sixty-something looks different from how it looked for previous generations.
Retirepreneur
Retirepreneur started with assistance and workshops for people getting laid off, possibly due to age. Donna initially spent all her time speaking about it, writing about it, and taking on side gigs that did not align with it to keep it going. She now seeks out clients in the later stages of their careers and helps them develop skills and do whatever else they need to do to remain relevant and valuable.
The silver tsunami
Donna points out that by 2034, for the first time in history, there will be more people aged 65 and older than those aged 18 and younger. She used to focus on income, jobs, and starting businesses but now focuses on a fellowship with The Dayton Foundation, where she supports communities and works to improve health care, transportation, and housing. She also works with AARP on a program for age-friendly, livable communities.
Silver is Gold
Last year, Donna was involved in another fellowship through the Dayton Foundation, Silver is Gold, to help connect organizations struggling to find talent with a pool of recently-retired executives.
Two phases of life
There are two phases of life when people move into their sixties. Late adulthood is when people in their sixties and seventies feel too young to be done and still want to contribute, and there is old age. Some people keep on getting older but never reach old age!
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Connect with Donna Kastner
On Website
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Email donna@donakastner.com
The Business of Meetings – Episode 158 – Intentional Growth with Ryan Tansom
The Business of Meetings – Episode 158 – Intentional Growth with Ryan Tansom
Today, we have the great pleasure of speaking with Ryan Tansom, the Co-founder of Arkona!
Ryan knows a lot about acquisition entrepreneurship! He joins us to share his insight along with a wealth of experience building and selling businesses. He dives into how to create value, different types of exits, and everything else you need to know when planning to sell a business.
Bio
Ryan Tansom started his entrepreneurial career at his family business where he was the executive vice -president and responsible for the strategic, operational, and financial strategy of a $21 million company. Ryan helped turn the company around and bring intentional focus to the right strategies, which enabled it to be sold for eight figures to a local competitor in 2014.
Ryan took his experience and founded Arkona to create the Intentional Growth Framework, which helps owners grow the value of their company with the end in mind, through educational training, fractional CFO services, and strategic planning.
Ryan is a passionate, energetic, and highly-skilled communicator who loves his work and the message he delivers. Both of the keynote presentations he frequently delivers are near and dear to his heart because they tell the story and solutions to the challenges he had when he was running his family business. Since founding Arkona, he has been able to teach other entrepreneurs and business owners what he wishes he had known before they sold their company, which was how to clarify a path to a more valuable business with an end in mind. He wants business owners to turn their visions into reality.
Ryan also hosts the popular Intentional Growth Podcast, which has 280+ episodes and 380k+ downloads, with Todd Herman, Bo Burlingham, Jack Stack, Gino Wickman, John Warrillow, Dan Martell, and Alan Beaulieu.
Ryan’s journey
Ryan is on a mission to make the entrepreneurial journey worthwhile for everyone. Through Arkona, he offers education and services to help people with their businesses and business finances.
It all stems from Ryan’s experience growing up in a business his dad started from the ground up. At the end of 2009, their family business lost $940,000.00 and they had to choose between doubling down to make it worthwhile keeping or selling the business and shutting it down entirely. They decided to keep going. Over the next five years, they sold two branches, built out the managed IT services and software automation, rolled out a new ERP (Enterprise Resource Planning) system, replaced most of their employees, and rebranded while juggling a $240,000 payroll every two weeks. In 2014, they sold the business because they could not align their goals and strategies.
What do you want?
When people call Ryan to say they want out of their business, he asks them whether they want out of their job or assets. Mostly, they are sick of all the duties associated with their role in the business.
Reverse engineering an equity valuation
Many entrepreneurs don’t even know if what they are doing is worth it, and their goals are often based on revenue, which is not a good indicator of whether or not they have made it. Ryan likes to ask entrepreneurs what target equity value they want for their business at a point in time, regardless of whether or not they want to sell. (If a company is viewed and run like a financial asset, it needs to grow in value!)
What business owners need to have in place and do:
- A dashboard to monitor their numbers
- A goal
- Hire people and delegate
- Make it unnecessary to be in the business themselves
Ryan’s 5 Intentional Growth Principles
Ryan has adopted five principles to bring clarity to business owners and crystalize and synthesize the questions they often ask:
- Your vision; What do you want from the business, and why?
- Your financial targets (target annual income, asset net worth, and the equity value of the company)
- Exit Options (Internal - Management/Family/Partners, Acquisition Entrepreneurs ESAPs, Private Equity, Strategic Buyers)
- Creating sustainable, predictable, and transferable cash flow (The more sustainable, predictable, and transferable the cash flow, the more intrinsic value the business will have.)
- Team of advisors (Hire experts to advise you on optimizing all aspects of the business.)
The best outcome
When most business owners consider the best outcome, they tend to gravitate toward a number. A better option would be to focus on growing the intrinsic financial value based on the cash flow valuation because that will likely guarantee five multiples within the ESOP. (Employee Stock Ownership Plan)
The benefits of ESOP
If you’re in an ESOP and sell your company, you can put up to 15% of the rolled equity back into your company. You also get to be a paid CEO, make all the decisions, and do not pay taxes.
What is happening in the market?
Private equity raised almost a trillion-and-a-half dollars in capital, they are charging investors 2% to manage that money, and they have not yet bought anything.
Enterprise-purchasing power
The US technically has 8 million dollars of enterprise purchasing power to buy companies that comprise only 4% of the market. That creates a problem for those who want to sell and for those who have invested in private equity. So private equity companies are now readjusting all their models. Prices will drop, and people will get higher earn-outs, more equity, and less debt.
A great opportunity
A great opportunity exists for people to buy companies, grow value, and monetize when they want to exit.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Ryan Tansom
Arkona
On LinkedIn
The Business of Meetings – Episode 157 – Running Your Business as Though You Plan To Sell It with Eric Rozenberg
Today, Eric shares some recent content he created for a webinar for a group of business owners. It focuses on increasing the value of your business and preparing your business to be sold- even if you are not looking to sell it. Make sure your business can function without you!
We hope you find the information helpful!
Bio
Eric Rozenberg has helped thousands of entrepreneurs grow and manage their business better. His purpose is to inspire people with integrity and honesty, help them take action, get results, and develop their business and their Life.
For two decades in his previous life, consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries. He believes organizations must create meetings and events that are not only breathtakingly memorable but which bring corporate strategies to life and amplify team motivation/performance.
Eric is an acquisition entrepreneur, speaker, podcaster, and two-time Amazon bestselling author.
His podcast, "The Business of Meetings," is the first podcast in the Meetings & Events Industry dedicated to business owners. Every Tuesday, listeners learn something new they can apply in their businesses and/or get inspired by amazing guests.
His first book, Meeting at C-Level, is the first book on the “why” of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds and helps professionals to position themselves as a strategic partner.
His second book, Before It’s Too Late, A Love Letter to my Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric is a current member of the Entrepreneurs Organization and The Strategic Forum. He also serves on the Board of Trustees of the Demoucelle Parkinson Foundation in Belgium and was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI), the largest professional association in the Meetings and Events Industry.
About Eric
Eric has always been working in small businesses. He has started and exited several small businesses and has been involved in various organizations. He loves what he does, which includes sharing content via his books and this podcast, and being a trusted advisor for entrepreneurs. He also seeks to acquire small businesses, mainly in service, hospitality, and in continued professional education.
Why did you start your business?
Business is a rollercoaster, and it is never easy. When you are going through difficult times, it helps to remember why you started the business in the first place.
Why would you want to sell your business?
People sell their businesses for various reasons. Some build their businesses so the next generation can take over, while others consider selling because they no longer have the drive to continue. Sometimes, people sell to make money or because they want more time to focus on what they enjoy most.
What is your number, and what is your time frame?
If you are considering selling your business five years from now, you need to know how much it is worth today, how much you will need to make when you sell it, and how to increase its value by the time you are ready to sell it. You will be taxed when you sell, so you will not get 100% of the proceeds.
What are your values?
Define your values because they will influence whatever matters to you. They will influence how you grow your business, how and when you sell it, who you sell it to, and what you do to protect those working there.
How much is enough?
Work out how much will be enough to cover whatever you want from life. That should include your lifestyle choice and the goals you hope to achieve.
What buyers look for
You will likely get a higher price if you sell to a company that sees your business as a strategic acquisition rather than selling to someone who would operate the business.
Venture capital and private equity buyers look for good investments and they usually have a lot of funding to invest. However, you might not be at their level of investment.
Eric is an acquisition entrepreneur. He looks for businesses between one and two million EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization).
Potential buyers
It is helpful to look at potential companies that could acquire your business. Look at the type of businesses they have and the acquisitions they make. Get to know them, and perhaps even develop a relationship with them.
Buyer expectations
You will need to match your potential buyers' expectations to your values and numbers.
Increase the value
Your business will be worth more if it can function without you. You can also create value by hiring the right people, building the right culture, and having the right processes in every department.
Team building
Focus on your strengths and leverage them. Hire for your weaknesses and delegate everything outside of your zone of energy, to increase the value of your business.
Know your numbers
You need to know the numbers, the analytics for projects, and your profit. Plan for your cash flow and the KPIs that matter, and focus on EBITDA (Earnings Before Interest, Taxes, Depreciation, and Amortization).
Retiring rather than re-tiring
When you stop doing something you have been doing for many years, replace it with something to keep you busy and occupy your brain. Find something stimulating to do after you sell your company.
In summary
Focus on the processes, people, and culture. Most importantly, ensure you have a good plan to execute and focus on your accountability. (Eric suggests having an accountability buddy.)
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Recommended books:
Before It’s Too Late, A Love Letter to my Daughters and America by Eric Rozenberg
Meeting at C-Level by Eric Rozenberg
Simple Numbers 2.0: Rules for Smart Scaling by Greg Crabtree
Scaling Up by Verne Arnish
Traction by Gino Wickman
Atomic Habits by James Clear
Who Not How by Dan Sullivan and Benjamin Hardy
Buy Back Your Time by Dan Martell
The Number by Lee Eisenberg
The E Myth by Michael Gerber
The Psychology of Money by Morgan Housel
Links:
Entrepreneurs Organization (EO)
The Strategic Forum
Demoucelle Parkinson Foundation in Belgium
Meetings Professional International
The Business of Meetings – Episode - 156: How Luxury Brands Talk To Their Clients with Neen James
We are delighted to be speaking with Neen James today!
Neen has been working in various industries across the world. She is the author of Attention Pays and the President and CEO of Neen James, Incorporated. She is with us today to share her journey and discuss the fascinating survey she did recently on luxury brands, how people look at luxury, and the best way to speak with clients dealing with luxury brands.
We hope you enjoy listening to today’s inspiring and informative conversation with Neen James!
Bio:
Neen James is the author of nine books including Folding Time™ and her most recent, Attention PaysTM. She was named one of the top 30 Leadership Speakers by Global Guru several years in a row because of her work with companies like Viacom, Comcast, Cisco, Virgin, Johnson & Johnson, and the FBI, among others.
Neen is a leadership expert who delivers high-energy keynotes that challenge audiences to prioritize focus in their work and lives. Understanding that attention and productivity can only come after clarifying what matters most, audiences leave Neen’s keynotes with practical strategies they can then apply personally and professionally to get them where they want to be.
Compelling in delivering presentations, Neen is adaptive and responsive to the unique needs of live, virtual, and hybrid experiences. Meeting planners love working with her – they often describe Neen as the energizer bunny for their events.
With a strong background in learning and development and managing large teams at various corporations, Neen is the perfect fit for organizations that want systems thinking-based, implementable strategies. After working with Neen, their employees are able to create space and allow the freedom to avoid distractions, stop interruptions, prioritize daily objectives, and say ‘no’ to requests that steal time and focus from real goals and priorities.
Neen earned her MBA from Southern Cross University and the Certified Speaking Professional designation from National Speakers Association. She has received numerous awards as a professional speaker and is a partner in the international education company Thought Leaders Global.
Oh, did we mention that Neen is Australian? Why does that matter? Well, it means that she’s a bit mischievous, pretty witty, and a little cheeky. She also considers herself an unofficial champagne taste tester ... and is obsessed with her Peloton bike... a bike that goes nowhere!
Neen’s journey
Neen grew up in corporate business, in Australia. She worked in retail banking, telecommunications, and the oil industry. As an executive strategist, she became obsessed with finding out how to get people to pay attention to what really matters. Someone once nudged her to become a speaker. She set up a company and found her first retainer client immediately. Her company has grown since then, she relocated to the United States, wrote some books, and did some research studies.
Leaving corporate Australia
There were various things that prompted Neen to leave corporate Australia. She was working in the prepaid cellphone industry and did some fun projects there, including launching Virgin® in Australia. She became known as someone who got things done and people kept on asking her to speak at conferences. So, she decided to do something for herself. She managed to convince the board that the best strategy was to re-engineer the business, centralize the roles, and let many people go, herself included.
Corporate life
Neen loved corporate life, and she still loves corporate clients! Being a corporate girl was a great gift for her because she now does a lot of corporate work, particularly with CEOs and their teams.
Referrals
An entrepreneur was born…Neen built her company from scratch! All of her business opportunities have come from referrals from people in her audience or her network.
Changing
According to Neen, anyone thinking of making a change needs to be courageous, believe in yourself, know what you’re good at, and look for what will truly light you up!
The difference between Aussies and Americans
Because Neen enjoyed living in the US so much, she became a citizen. She believes one difference between Australians and Americans is that Australians work hard and play hard. Americans work hard.
Using your out-of-office and voicemail
Use your out-of-office and voicemail as ways for people to experience you. It can be a fun way to extend your personal brand, provide information for people sending you notes, and manage people’s expectations.
What Need discovered through her survey on luxury brands
Thoughts create feelings. Neen wanted to find out what people think about luxury rather than how they feel about it. The research firm that did her survey interviewed hundreds of leaders and found that there are four different luxury mindsets (or archetypes). Through the survey, they were able to discover how each of those mindsets makes decisions, how they define luxury, what’s important to them, and who influences their decisions. Knowing that can help brands assess the mindsets with which they want to work with, and then align their messages to attract those mindsets.
The four luxury mindsets/archetypes:
- Reluctant and removed – Luxury is hard
- Pro-prioritizer – Luxury is power
- Confident and content – They’ve got this
- The luxury-lover – They think they are worth it
Helping companies speak luxury language
Companies should speak the luxury language of the luxury mindset they want to attract. Neen helps them do that.
Various implications
There are many different implications for luxury brands in research, and Neen loves sharing them with the audiences she works with!
Time
Neen believes time can only be managed if things will happen whether we like it or not. (She talks about that in her book, Folding Time.) However, you can manage your attention. (Neen talks about how to be more intentional with your attention in her book, Attention Pays.)
Is luxury recession-proof?
Whether or not a recession occurs, some people will continue having the luxury lifestyle they have always enjoyed. So she does not foresee a crisis for luxury brands. However, she does see luxury brands having to market differently and align their messages to appeal to luxury mindsets.
Inter-generational travel
Neen has noticed a trend of inter-generational travel, where one family member pays for the whole family to take a luxury cruise together.
How Neen helps her clients
When Neen consults with her clients, she looks at how they assess the mindset of the person they want to attract and how they align their messages to ensure everything is consistent with that mindest. She also helps her clients build advocates for their brands.
Neen’s advice
Whether you are in the luxury space or not, think about the kind of people you want to work with, the companies and brands with which you would like to be aligned, and the actions you intend to take to support those companies or brands.
Tiny changes
By implementing some tiny changes, it’s easy for anyone to transform an ordinary, everyday experience into a luxury one!
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Neen James
On her website
On Instagram
On LinkedIn
Email Neen: neen@neenjames.com
Download Neen James Luxury Mindset Research Executive Summary
Books by Neen James
Folding Time: How to Achieve Twice as Much in Half the Time
Attention Pays: How to Drive Profitability, Productivity, and Accountability
Secrets of Super-Productivity: How to Achieve Amazing Things in Your Work Life
We are delighted to be speaking with Gijs Hillmann from CultureBeatz today!
Gijs has spent many years working in an international environment, and has had some unique experiences! He joins us today to share his journey, discuss cultural diversity, and dive into working with different cultures within the same organization.
We hope you enjoy listening to today’s captivating conversation with Gijs Hillmann!
Bio:
Gijs (Gys) Hillmann is an international corporate management trainer focused on organizational development and cultural diversity, primarily within industries that work regularly with labor migrants, economic migrants, or transient groups of international workers.
Gijs's work is inspired by his experiences growing up and seeing migrant workers in positions that they were severely overqualified for, for organizations that didn’t care about them; he has seen them treated inhumanely and dehumanized and he is determined to be an agent of change. Gijs dedicates his work to ensuring migrants’ voices are heard in an effort to end the unfair treatment they so often receive. Gijs specializes in building and retaining High-Performance and High-Impact Cultures for international organizations.
Described as an inspirational and pragmatic speaker, Gijs combines local and world-class examples with practical case studies. In his keynotes, training, and consulting, managers and employees learn how to lead, develop themselves, build teams, manage conflicts, and communicate effectively on how to create inspiring workplace cultures. Gijs has trained multiple teams and individuals in the skills they need to be more productive and successful in a wide range of countries across Africa, Europe, and Asia.
Gijs’s journey
Gijs was born to Dutch parents in a mining town on the Zambian Copperbelt. His parents struggled to readjust after returning to the Netherlands, so they returned to Africa two years later. Gijs spent the next nine years growing up in Namibia. Toward the end of the apartheid years, he and his family moved to a conservative town in South Africa. After completing his schooling, Gijs joined the South African military, where he experienced a stark contrast to the multicultural Namibian environment. Several years later, he returned to the Netherlands, where he spent almost two years working on the lines in the logistics environment in a warehousing supply chain and living in migrant labor locations with his mostly Polish colleagues.
Working for an international temporary labor migration agency
Gijs spent the following 18 years growing up and developing while working for an international temporary labor migration agency that specialized in relocating people from Eastern Europe to Western Europe.
A corporate trainer
Gijs became a corporate trainer in 2010. He spent much of his time dealing with blue chip clients, discussing diversity and ways to integrate people from diverse cultures onto the work floor. On the work floor, he noticed that people often failed to understand each other, and there was a lack of fundamental understanding that everyone has the same capacities and capabilities. As a result, the economic migrants got a very raw deal.
Motivated by people’s struggles
Seeing the struggles people had with integrating on the work floor, and the struggles operational leaders across all sectors had in integrating with the people, motivated Gijs to take action.
Migrants pay a massive price
Migrants pay a massive price to work in a different country. They have to leave many things behind, including family, way of life, and sometimes even their studies. Gijs believes that when working with economic migrants from other countries, he must treat them in a way that they do not have to pay twice the price for their freedom. (For the first time when they leave their place of origin, and for the second time on the work floor, when they perhaps get misunderstood and are not appreciated or valued, and get treated in a menial way.)
Diversity
For Gijs, diversity is much larger and more encompassing than just cultural diversity. He feels that diversity also encompasses generational diversity, gender diversity, and diversity in people’s values or belief systems.
Understanding the context
Gijs believes that if you would like to challenge one aspect of any business, it is essential to understand the context of the larger business and approach it from multiple angles.
Helping companies work better
Gijs runs training programs to help migrants deal with workplace challenges and helps operational leaders understand those with whom they are working. He also trains HR leaders to understand that shaping and changing a company culture requires more than change management. It is about doing the right thing for a larger group of people. He teaches them about what they need to put in place to ensure that their workplaces are equitable, and he helps them understand that everyone working there must have a voice and be able to add to the tapestry of work.
How Gijs helps economic migrants
Gijs helps economic migrants understand the expectations of the work environment. He also helps them understand that the work environment is not yet ready to accept all the baggage and experience they have brought with them.
Creating a safe environment for conferences
The most important thing to remember when creating a safe conference environment is to be curious and sensitive about the backgrounds of everyone across the floor- whether they are speakers, hosts, or attendees. It is also essential to create an inclusive environment.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Gijs Hillmann
On LinkedIn
CultureBeatz
Books mentioned:
Taken for a Ride by Bill Vlasic and Bradley A Stertz
154 – Where Do We Go From Here with Michael Dominguez
Today we have the pleasure of speaking with a legend in the industry!
Michael Dominguez is the President and CEO of Associated Luxury Hotels International (ALHI). He has a gift for explaining very complex economic issues simply. He joins us today to discuss the economy and where we are going.
We hope you enjoy listening to today’s informative conversation with Michael Dominguez!
Bio:
Michael Dominguez
President & CEO, Associated Luxury Hotels International (ALHI)
Michael Dominguez serves as the President & CEO of Associated Luxury Hotels International (ALHI). ALHI is the largest Global Sales Organization with a team of nearly 80 professionals located among 26 offices across North America and Europe. Before joining ALHI, Michael served in executive sales leadership roles with MGM Resorts International as Chief Sales Officer and many brand and independent branded companies.
Michael is an award-winning hospitality industry veteran. He has received multiple honors for his leadership and influence and has been recognized as a change agent by his peers. He has also been a speaker with Fortune 100 Companies on topics ranging from disruption to the economy and a passion for leadership and was invited as a speaker at SXSW in 2018.
ALHI
ALHI is a membership-driven sales representation company for independent hotels and brands. It has been around for the last 35 years. About two years ago, they saw a need for specific consulting disciplines and started gathering expertise from various areas that they felt would be valuable to the industry. Recently, they launched their first internal consultant to help independent hotels understand data science and how to use it to drive their decisions.
A confusing environment
Today, we are living in a confusing environment where information gets given to us in bite-sized pieces. Unfortunately, most of us do not have the time to research the real story and find out what all the data means.
Hotels
Hotels have been achieving record revenues when compared with 2019. Most of that was due to rate growth. However, the gross operating profit margins for convention hotels decreased by two-tenths of a percent. So even though hotels are hitting record revenues, they are making less profit due to wage inflation. (In the hotel industry, wage inflation has over-indexed that of all other industries by ten percent.)
Growth
We will see the rate of growth slowing down in the hotel industry but that will not indicate a recession or mean things are going backward. There will still be healthy growth within the industry.
Food and beverage
The price of everything within food and beverage has risen. The good part is that things are settling. The negative is that we will settle at a higher baseline. That still does not mean we are going backwards.
A missing piece in the conversation
According to forecasts, we should be back to a growth rate of a CPI of around 3% by 2024. That means we will have grown 18% in CPI over three years, which is normal. That is the missing piece in the conversation that proves we are not going backward- we are still growing. We have just reset the baseline.
A potential wheat crisis
59% of Ukraine's land gets used for growing food to be exported to some of the world’s poorest and neediest countries. Ukraine had no harvesting season last year because the invasion started just after they started laying their crops. The US did not have a good wheat crop last year due to drought conditions followed by floods in all the major areas. As a result, Michael is concerned that there may be a wheat shortage in the US, which means that the cost of wheat will rise dramatically. Additionally, there may be a famine situation in certain parts of the world for which the US will need to offer support.
The effects of a changing financial environment on the hotel industry
The financial environment has changed. The Federal fund rate that was zero is now pushing 5%. Many hotel owners opted to re-finance their debts or start projects when the interest rate was zero. That means they will have to re-finance within the next few years in a rate environment that is five percentage points higher. That will add a massive amount of debt to the operation of properties, which will strain hotel operators and delay the building of any new hotels.
What has changed for hotels?
- The debt environment
- The interest environment
- Countries are re-considering putting their reserves into the US dollar. (If no one buys our debt, we will have to pay much more for it.)
What is the solution?
We have a spending issue, not a revenue issue. So we need discussions around ways to control spending and get our spending back under control.
People working in hotels
Hotels are not experiencing a great resignation. However, there is realignment with people moving to different jobs and environments within the industry. Michael believes that the hotel industry needs to get better at teaching young people about what goes on and the variety of disciplines and opportunities within the industry. He also feels that it is essential to address the issue of child care.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Michael Dominguez
On LinkedIn
Associated Luxury Hotels International
The Business of Meetings – Episode 153 – The Power of Storytelling with Andy Henriquez
Today we have the great pleasure of speaking with Andy Henriquez, founder of Master Storyteller Academy!
Andy’s journey has been an interesting one. He is an amazing storyteller, and is adept at linking his stories to the business! He joins us today to tell his story and share his secrets to success.
Andy’s bio:
Andy Henriquez, also known as the “master storyteller” and founder of the Master Storyteller Academy, is a business storytelling coach, keynote speaker, and author of the game-changing book, Show Up For Your Life. A sought-after speaker, Andy has been featured in Huffington Post, Black Enterprise, Entrepreneur Magazine and has made several national television appearances. Andy trains corporations, non-profit organizations, and entrepreneurs how to unlock the power of story to elevate their brands, build greater connections and increase revenue. Some of his past clients include Office Depot Foundation, Accenture, Pratt & Whitney, NASA, and Bacardi, to name a few. Whether standing on stage and captivating an audience or conducting workshops and training, Andy is known for transforming audiences. When he’s not on stage, Andy loves spending time with his wife Casandra, and his daughter, Ava Skye.
Andy’s story
Andy grew up in a Caribbean household where his mom taught him that the key to success lay in getting a good education, and a good job. He studied hard, graduated summa cum laude, did a master’s degree in corporate accounting, and passed the CPA exam. However, when he started working as an associate for a company, he was miserable and felt that there had to be more. So he spent the next year thinking about becoming a speaker and coach. In 2004, things shifted and he decided to take a chance and act on faith instead of fear. He had no idea what would come next, but he was sure he could no longer keep doing what he had done before.
Life will test you
Whenever you make a life-changing decision, that decision will get tested! On the day Andy was ready to resign, he got offered a promotion! Even though part of him wanted to play things safe and stay on, he followed through and left corporate America.
Costa Rica
A family friend heard that Andy was looking for an opportunity. He said that Costa Rica was growing and held many possibilities for the future. He invited Andy to join him in a real estate project there. When Andy arrived in Costa Rica, things looked good so he invested most of his savings in some land on which they intended to erect some pre-manufactured homes and he returned to America. Things seemed to be going well for the first few months, but then Andy learned that his friend had lost all his money on a bad short-term investment with which he had hoped to get a quick return.
A big lesson
The lesson Andy learned from that experience was to expect to get tested.
Understanding the negativity of those who love you
When people who love you speak negatively about a risky entrepreneurial idea you’ve come up with, understand that they only do so because they want to protect you. They project their fears and limiting beliefs onto you because they love you. When that happens, know that you do not have to accept what they say, nor do you have to apply their limitations in your life.
Learning from failures
Some of the best lessons entrepreneurs ever learn come from the failures and the challenges they experience.
A key to success
Andy learned that one of the keys to success lies in knowing that life is rigged for you to succeed. So when life punches you in the face, don’t throw in the towel! Understand that it is part of your journey to success.
Investing in yourself
Les Brown is one of the top five speakers in the world. He had a massive impact on Andy’s life and taught him that you have to invest in yourself at the level at which you expect results. Through Les, Andy learned that the more you pay for coaching, the more you pay attention!
The power of storytelling
Attention is the new currency. Andy has found that the best leaders are the best storytellers because storytelling is one of the best ways to capture people’s attention, connect with them emotionally, and direct their attention to action.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Andy Henriquez
On his website
On Master Storyteller Academy
On LinkedIn
On Instagram (@showupforyourlife)
On all social media: @AndyHenriquez
Books mentioned:
Rich Dad Poor Dad by Robert Kiyosaki
The Millionaire Next Door by Thomas J. Stanley
The Millionaire Mindset by Thomas J. Stanley
Think and Grow Rich by Napoleon Hill
The Business of Meetings – Episode 152 – The Amazing Story of the Savannah Bananas with Jesse Cole
We are excited to have the legendary Jesse Cole joining us today!
In today's episode, Jesse shares the incredible story behind how he and his wife, Emily, started the famous Savannah Bananas, the year-round baseball team! He also gets into where they are today, their vision, and how he leverages the Savannah Bananas for his projects!
You will absolutely love listening to today’s super-motivating conversation with Jesse Cole!
Bio
Jesse Cole is the founder of Fans First Entertainment and the owner of the Savannah Bananas. He’s fanatic about fandom and launched the Savannah Bananas with one mission: to spark a fan-focused movement. Whether at the ballpark, on social media, onstage delivering keynotes, in features for ESPN and Entrepreneur, or in his first book, Find Your Yellow Tux, Jesse continues to create fans all over the world.
The Bananas have sold out every game since their first season and have a waitlist for tickets in the thousands. They have entertained millions of fans in Savannah and at ballparks all over their country on their Banana Ball Tour.
Jesse is the proud inventor of Banana Ball and Dolce & Banana underwear and a not-so-proud promoter of the Human Horse Race and Flatulence Fun Night. He’s a raving fan of his wife, Emily, his kids, and peerless promoters like Walt Disney, PT Barnum, and Bill Veeck. Jesse owns seven yellow tuxedos.
Jesse’s story
Jesse was raised by his dad, who spent hours playing baseball with him and taught him the value of putting in the effort to create something special!
Jesse played baseball throughout his life. After getting into the baseball industry about fifteen years ago, he tore his shoulder, and his baseball career ended. So, he started working in the front office and began his journey to where he is today.
Savannah Bananas
Before starting the Savannah Bananas, Jesse spent ten years with the team in Gastonia, North Carolina. He became their GM when he was twenty-three and had to figure out how to make people excited about going to a baseball game. It was much harder than he anticipated, so he tried doing some crazy things!
Then, seven years ago, Jesse and his wife moved to Savannah, Georgia, and had the opportunity to take on an old and historic stadium. Jesse was not successful in selling the way everyone else did because no one took him seriously. So he tried something new.
A vision
Everything we accomplish in life starts with a vision. Especially in business! Going into Savannah, Jesse and his wife truly believed they could change baseball games, make them fun, and create something people had never seen before! It was tough at first, but they knew their idea would work.
Fans first
Many companies focus solely on chasing customers. However, early on, Jesse and his wife became obsessed with creating fans and decided to focus on putting their fans first. So they named their company Fans First Entertainment.
All-inclusive tickets
They decided to make every ticket all-inclusive so that if the game was terrible, the fans would still get some value for their money because everything, including the food, was included.
Spicing things up
They decided to spice things up and go all-in on creating an entertaining experience. They hired a dancing coach and choreographed dances for the players. They introduced a banana baby that they lifted, celebrated, and sang to at the start of the match. They even handed out roses to little girls in the middle of the game!
No more marketing
After that, they no longer had to do any marketing. They just shared what they were doing, and people told others about it!
ESPN
ESPN became aware of what they were doing. So they wrote an article about the Savannah Bananas, which did very well. Then their sports center did a feature on them which also did very well. Then, Jesse and his wife approached ESPN with an idea they had for a show, and they agreed. The show was highly-rated (and still does well today) and led to even bigger things!
Making baseball more fun
Leaning in on making baseball more fun, offering non-stop entertainment, and storytelling, creating memorable moments for fans, and building an idea culture helped them get to where they are today!
No more normal
Doing normal things gets normal results. So they work from the premise of doing the exact opposite of whatever would be deemed normal.
What if
Asking what if, and trying out new things, motivates them to keep finding new and exciting ways to entertain their fans.
Secondary ticket sellers
Jesse always refused to sell tickets to secondary marketing groups. One group even offered to pay twice the ticket value and buy more than a million dollars worth of tickets. But Jesse refused because that would inflate ticket prices, and hurting their fans goes against everything they stand for.
Living the dream
Jesse’s dream for the future is to continue chasing the energy they created, making people happy, and dancing in front of fans all over the world!
Surrounding yourself with good people
When you share your vision, what you stand for, and what you hope to accomplish, you will attract the best people to work for you!
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Connect with Jesse Cole
Fans First Entertainment: Bananas For Business
The Savannah Bananas
Jesse’s Books
Fans First
Find Your Yellow Tuxedo
The Business of Meetings – Episode 151 – Every Seat Matters with Cleo Battle
Today, Eric is joined by Cleo Battle, the President, and CEO of Louisville Tourism and the new Chair of the international board of MPI!
Cleo Battle Biography:
Cleo Battle, a hospitality industry veteran of nearly 35 years, currently serves as President & CEO of Louisville Tourism. Before coming to Louisville, he spent 12 years as Vice President of Sales & Services of the Richmond Convention & Visitors Bureau in Richmond, VA. He held the positions of Director of Sales and Sales Manager at the Richmond CVB.
Battle began his hospitality career in the hotel industry by working for Embassy Suites, Holiday Inn, and Sheraton Hotels. Battle is a native of Denver and a graduate of Metropolitan State University in Denver with a bachelor’s degree in Hotel/Restaurant Management. He earned his Master's of Business Administration in 1997 from Averett University in Virginia. He is both a Certified Destination Management Executive (CDME) and Certified Association Sales Executive (CASE).
Battle’s most recent industry recognition includes Events Industry Council 2020 Social Impact award winner, Business First Louisville’s inaugural Power 50 as well as The Courier-Journal’s 12 People to Watch in 2021.
Battle currently serves on the Meeting Planners International Board of Directors, Kentucky Derby Museum Board of Directors, Louisville Sports Commission Executive Board, LRAA Board, Kentucky State Fair Board, Louisville Zoo Foundation Board, Funds for the Arts Board, and Board Member for Northeast YMCA of Louisville. He is the Past Chair of Destination & Travel Foundation, Destination International Sales & Services Committee, and the Virginia State University Hospitality Department Advisory Board.
Cleo’s journey
Cleo was a college track and field athlete. In his third year, he tore a leg muscle and since he was still undecided about what he would major in, he spoke to a school counselor who suggested going into the field of hotel restaurant management. He began taking classes and also worked as an intern in a hotel. Eventually, he was hired into the management training program for Promise Hotels. That’s when his career took off!
How athletics set Cleo up for success
Learning how to run hurdles gave Cleo adaptability and flexibility and many other skill sets he needed to grow and become successful in his career. Cleo truly understands the importance of having a strong team and learned that you cannot do everything by yourself in business and that you are only as good as the people around you. His old boss from Richmond, Virginia, taught him the key to any successful endeavor lies in hiring well. He used to tell Cleo to hire well, provide good resources, and then get the hell out of the way!
Trust
Trust is an essential ingredient for teamwork. People do much better when they work in a professional space where constructive criticism is valued, they can be honest about their thoughts, and where they know their opinions will be respected, regardless of what the leaders ultimately decide to do.
Every seat matters
At staff meetings, Cleo always tells the members of his organization that every seat matters. He wants them to understand that regardless of whether they are the director of sales, a marketing manager, or an administrative assistant, their seat in the organization matters!
Enabling people
Whenever there is a new subject matter, Cleo enables his team by inviting them to share ideas, thoughts and opinions on it.
Cleo’s current position
Even though his current position as President and CEO of Louisville Tourism involves a lot of legislative work and more talk about politics than customers, Cleo maintains the belief it’s vital to stay true to the core mission of Louisville Tourism and bring visitors to the community.
MPI
Since the beginning of January, Cleo became the Chair of MPI and serves on its International Board of Directors. He insists on his team having a growth mindset rather than one of recovery.
The cost of doing business has changed
Since the pandemic, the cost of doing business has changed. So a lot of work has to be done on the industry brand to help those outside it see its value, what is being done, why it is important, and how the industry impacts people’s lives.
Getting more people to join the industry
Cleo points out that personnel of hotels, convention centers, museums and attractions, restaurants, and airports cannot work from home. So the industry will need to figure out the right balance between automated and personal services going forward. He believes that the industry must invest in its brand to let more people know why it is such an exciting industry to join.
Appreciation and acknowledgment
Cleo feels that openly acknowledging his staff members and appreciating what they do are the best ways to encourage them to offer customers the best possible service!
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Connect with Cleo Battle
On LinkedIn
Louisville Tourism
MPI
Books mentioned:
Team of Rivals: The Political Genius of Abraham Lincoln, by Doris Kearns Goodwin
The Business of Meetings – Episode 150 – Buy Back Your Time with Dan Martell
We have the great pleasure of speaking with Dan Martell, the founder of the SaaS Academy, today. Dan has just launched a book called Buy Back Your Time.
Dan became a millionaire at twenty-seven and he joins us to tell his story and share his understanding and experience.
We hope you will enjoy listening to today’s insightful and inspiring conversation with Dan Martell!
Bio:
Dan Martell is an entrepreneur, angel investor, thought leader, and highly sought-after coach in the SaaS, or software as a service, industry. He founded, scaled, and successfully exited three technology companies within a ten-year period. In 2012, he was named Canada’s top angel investor, having invested in more than 50 start-ups, such as Intercom, Udemy, and Unbounce. In 2016, Martell founded the SaaS Academy and grew it to become one of the largest coaching companies in the world. He is also an Ironman athlete, philanthropist, husband, and father of two incredible boys.
Dan’s journey
Dan grew up in a crazy environment where his mother was an alcoholic and his dad often traveled and was seldom around. Dan had tons of energy and was always pushing the limits and organizing things like wars with the neighborhood kids. Everything fell apart when he got introduced to drugs at a very young age, became an addict, got put into group homes, crisis centers, foster care, and ended up in juvenile detention. From there, things spiraled out of control until Dan found himself imprisoned for six months. He was released to a live-in rehab center and spent 11 months working on himself. During that time, his mom got sober, his dad was there for him, and he was able to rebuild his family relationships.
Building internet companies
He then used a computer to learn Javascript and became obsessed with writing code and building software. When he left rehab, he discovered the internet and started building internet companies, which became his ultimate self-development program.
Personal development
In rehab, Dan learned about personal development and took what he learned to his business.
Software companies
Eventually, Dan went on to build and exit many different software companies. He also invested in more than 50 billion-dollar technology companies. Today, he runs two eight-figure companies, SaaS Academy and High-Speed Ventures.
An active life
Completing three Iron Mans last year is only one way Dan lives an active life. This year he will do an Ultra and a Spartan. He also spends two-and-a-half months each year traveling and skiing with his two young sons.
Inspiring others
Because of all of Dan’s childhood challenges, he now wants to inspire people to understand that their history is not their ultimate biography. Your mess can indeed become your message.
Buying Back Your Time
The buy-back principle and buying back your time became a way of living that Dan taught privately to his coaching clients for quite some time.
Serendipity
Serendipity has a way of showing up, but it is ultimately up to each of us to answer the call. Dan hopes that anyone listening to this podcast who has to make a life-changing choice chooses the best path forward!
Building a business
People tend to build businesses they grow to hate because they hire people in the wrong order, outsource things in the wrong sequence, and delegate in sloppy ways, according to Dan. That tends to create a prison rather than a life of freedom.
Success
Dan’s philosophy is that success is born of the emotional fuel you bring to your pursuit.
Dan’s book
Dan’s book, Buy Back Your Time, is not only about productivity, but it is also about considering your being-ness in your business, creating more income, and experiencing more freedom.
Spending time with your family
Many people tell themselves they are working hard for their families when those people seldom have the time to see their families, have experiences with them, or be present for significant moments.
Creating more income
You can create more income if you buy back your time. Success does not require more of your time. It requires you to understand and invest in leverage and skillsets, and develop better beliefs and character traits.
SaaS Academy
The book, Buy Back Your Time, was a by-product of Dan’s coaching service. After investing in companies, he would teach the CEOs methodology he’d perfected through the early advising of the CEOs he invested in. This has subsequently become core to the SaaS Academy.
Investing in yourself
Most people won’t buy back their time because they don’t trust themselves or they do not feel worthy of it. They may even believe that building a business requires suffering. Dan points out that feeling unworthy is a decision. If you want to believe in yourself and invest in yourself, you just have to do it.
When you can, you must
Dan has developed the philosophy that when he can, he must, which has helped him build the muscle to keep going when faced with anxiety or adversity.
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Connect with Dan Martell
On LinkedIn
On Instagram
Buy Back Your Time website
Today, we are happy to be speaking with Matt Wolff, the Founder, and CEO of the Ticket Time Machine!
In this episode, Matt gets into how his niche is taking him in the opposite direction from where the rest of the market is going.
We hope you enjoy listening to today’s captivating conversation with Matt Wolff!
Bio:
Matt is the Founder & CEO of Ticket Time Machine™, a souvenir ticket company that specializes in commemorative keepsakes. They are keeping the printed memory alive with their commemorative keepsakes and enhancing the fan experience with their digital experiences. He grew up in Marlboro, NJ, and graduated from the University of Florida (Go Gators!) in 1998 with his twin brother. He got married on Leap Day (2/29/20) and currently lives in Lake Worth, FL with his wife and cats. He has 3 Nieces and 3 Nephews and likes to spoil them whenever he visits. Ever since graduating college, Matt has been going to sporting events and concerts non-stop. He has traveled the world (over 20 countries and 41 states) watching sporting events, trying new food, and listening to music.
Matt’s journey
Many years ago, Matt started his sales career by selling ticket printing services for Worldwide Ticket Craft. After six or seven years, he left the ticketing world to find a new sales opportunity and started selling anti-money laundering software.
About four years later, he was at a no-hitter Marlins game with a digital ticket when they announced that anyone who wanted a printed ticket could get one from the box office. He asked them to customize his ticket to say the game was a no-hitter, and they said they could not, even though Matt knew they could. That very day, Ticket Time Machine was born, and about a year later, Matt quit his job to go all-in on his souvenir-ticketing business.
Covid
Matt gave his notice about three months before Covid hit. Even with a year of lost sales, he would not think twice about making the same decision again because without having had a year with no pressure to sell anything, he would not be where he is right now.
A keepsake
Offering a souvenir-collectible item that was functional and useful as a keepsake for events, proved successful, even if it was not used for admission.
Matt’s goal
Matt wants to become the Ticketmaster of souvenir tickets! When he started Ticket Time Machine, he set the goal that by 2025, he will have a Ticket Time Machine Suite in the swamp.
Matt’s ambition
Even though he is a solopreneur, Matt has tech and silent partners, and he surrounds himself with a network of mentors and others helping him get to where he wants to go. His ambition is to become part of the international market.
Revenue
Matt’s revenue for 2022 is 10x what it was in 2021, and he hopes to go 10x again in 2023!
Getting everything done
Matt has some things that have to get done and other things he would like to do. He does a lot of multi-tasking and tends to push things around a bit, but he always ensures that whatever is most important gets done first.
Mental health
Matt’s number one rule for mental health is that he never argues with his body. So, if he feels tired during the day, he stops doing whatever he is doing and takes a nap. He has experienced depression before, so he is aware that he needs to take care of himself and find the time to do things that make him happy. He also cares about others and likes to take care of them too.
Customer service
Matt believes that all the various aspects of his excellent customer service have led to his success in sales.
Building a company culture
Building a healthy and sustainable company culture requires everyone to be flexible until the right way gets figured out. Regardless of the culture and size of the company, everyone must always get treated well.
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Connect with Matt Wolff
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Ticket Time Machine
Email Matt: Matt@tickettimemachine.com
Today, we are honored and delighted to speak with Mark Divine, a former Commander of the SEALs!
Mark is an amazing individual! He is spent 20 years with the Navy SEALs and is a business entrepreneur and a New York Times Bestselling author! In this exciting episode, he discusses how to get to know yourself, knowing how to breathe, how to focus, and how to control your thoughts.
We hope you enjoy listening to today’s fascinating interview with Mark Divine!
Mark Divine Speaker Bio:
Mark Divine is an entrepreneur, New York Times best-selling author, philanthropist, and one of the world’s top leadership and coaching experts.
After a successful 20-year career as a Navy SEAL and SEAL Commander, Mark was hired by the Navy to create a nationwide coaching and leadership program for the SEALs. The bold goal of this program was to give the SEALs the best leadership and mental-management tools in the world – to help them forge unbeatable SEAL teams that achieve mission success in the most stressful, challenging environments on earth.
Divine’s leadership and coaching program for the SEALs was so effective that it’s now being used outside of the Navy by top CEOs, Fortune 100 companies, USA Olympics, elite universities, major league sports franchises, celebrities, and successful individuals from all over the world.
Mark Divine is the author of 5 best-selling books, including his latest book Staring Down The Wolf: 7 Leadership Commitments That Forge Elite Teams. He hosts a #1-ranked podcast on iTunes (Mark Divine’s Unbeatable Mind) and is the founder of 5 successful companies: Unbeatable Mind, SEALFIT, NavySEALs.com, CrossFit, and the award-winning Coronado Brewing Company in California.
Divine believes that any individual, team, or company can unlock 20X performance with the right tools and training. His company, Unbeatable Mind, helps millions of people achieve their full potential in life and business through their free training resources and advanced training programs for leaders, corporate teams, coaching professionals, and high-achieving individuals.
As a philanthropist, Mark Divine founded the Courage Foundation to help our wounded Veterans suffering from Post-Traumatic Stress (PTS). Recently Divine and his Courage Foundation team set a world record by completing over 22 million burpees to raise awareness, support, and funding for our Veteran heroes.
Mark’s story
While getting his MBA at New York University Stern School of Business and working toward becoming a CPA, Mark began meditating under the auspices of his martial arts instructor, who was also a Zen practitioner. He discovered he was physically amenable to the meditation practice and started training daily. Six to nine months later, he began experiencing intense flow states and sensing energy moving through his body. He also started coming out of meditations feeling that he was accessing who he truly was and bringing back information. He saw that he had been following someone else’s script and understood that he was not supposed to be the CPA, MBA financial guy making a ton of money.
Finding his calling
Mark began journaling and asking questions about his true calling before meditating. Then, after meditating, he began sensing the idea that he was meant to be a warrior. Through that, he learned that one’s calling in life is not a job or career. It is what you are, and it has an archetypal energy to it.
Becoming a warrior
The notion of the warrior kept coming back to him. So he accepted it and began to imagine different ways of becoming a warrior. When he saw a poster in a Navy recruitment office about the Navy SEALs, he knew that would be his path to becoming a warrior. He decided to finish his MBA and CPA studies and apply what he had learned with the SEALs.
A sense of certainty
Mark applied for the SEALs but did not get his hopes up because they only take two civilians a year into Officer Candidate School and Navy SEAL training. After about nine months of visualizing himself as a Navy seal, a sense of certainty washed over him. Two or three days later, the recruiter called to tell him he was accepted.
Visualization
The essence of visualization is creating a “future memory” by tapping into who you are and focusing on the purpose of what you are doing and how you will use it to serve others. The more you focus on that future memory, the more you create a magnetic pull, and the more real whatever you visualize becomes.
The Mind Gym
After being accepted by the Navy, Mark knew he needed to do everything in his power; physically, mentally, and emotionally, to get through the SEAL training. So, inspired by the book Think and Grow Rich, by Napoleon Hill, he developed a visualization practice to help him succeed. He later developed that practice even further to become the Mind Gym. The Mind Gym is a mental place you go into to do meditation and visualization. In it, you build an imaginary sacred place where you are held and protected, and your mind is held steady. You can invite imaginary advisors and your future self to join you and share information in your Mind Gym.
SEALFIT
After getting married, Mark transitioned into the reserve SEAL teams and launched SEALFIT to teach the skills he had learned to other SEALs, operatives, business professionals, and corporate teams.
The Big Four
Mark refers to the skills he developed, refined, and taught as the Big Four. When practiced for 20 minutes daily, those skills help people reconstruct their lives and achieve goals they previously believed were insurmountable.
They are:
- Breath Control (Box breathing)
- Mental control (With positive thoughts and internal dialogue)
- Imagery (Imagining or visualizing the desired outcome)
- Focusing wholly on the task at hand and breaking it down into micro-goals
The SEALFIT Academy
Mark created a 30-day in-house training program called the SEALFIT Academy to teach his Big Four skills to the “Western Warriors” who wanted to learn them. Out of that, he developed another three complete training programs: SEAL FIT, Kokoro Yoga, and Unbeatable Mind. Those programs are so effective that 90% of the Navy SEAL candidates who complete them get through the Navy SEAL training!
Mark’s Six Pillars
To overcome the training programs of consumerism, corporatism, and social media, Mark teaches his trainees to notice where they get conditioned and how to deconstruct that conditioning. To do that, they must create healthy habits around nutrition, sleep, exercise, time in nature, stress management, and community practices. He calls these the Six Pillars.
Mental toughness
People develop mental toughness when they learn how to control their thoughts and emotions. That can be achieved by practicing mindfulness and meditation.
The future
To overcome unhealthy societal conditioning and create a new and non-violent culture, we need to take back control of our lives. Mark recommends doing that positively. So, we should not fight back against the government or corporate interests. Rather, we should ignore all the negativity and violence, develop and cultivate a positive mindset, and have a positive view of the world and the future.
The Courage Foundation
Mark created the Courage Foundation about five or six years ago to raise awareness about the high suicide rate among veterans, to support veteran organizations, and to help veterans with PTSD.
Connect with Eric
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Connect with Mark Divine
On his website
SEALFIT Training
On LinkedIn
The Courage Foundation
Books mentioned:
Think and Grow Rich by Napoleon Hill
Today, Eric Rozenberg is excited to share with you, the listeners, ten books that impressed and impacted him. He sincerely hopes that you will read and enjoy them and that they will inspire you as much as they did him!
Bio:
Eric Rozenberg has helped thousands of entrepreneurs grow and manage their businesses better. His purpose is to inspire people with integrity and honesty, help them take action, get results, and develop their businesses and their lives.
For two decades in his previous life, Eric consulted with Fortune 500 companies and produced award-winning sales meetings, incentive trips, product launches, and conferences in more than 50 countries across diverse industries. He believes organizations must create meetings and events that are not only breathtakingly memorable but also will bring corporate strategies to life and amplify team motivation/performance.
Eric is an acquisition entrepreneur, speaker, podcaster, and two-time Amazon bestselling author.
His podcast, "The Business of Meetings", is the first podcast in the Meetings & Events Industry dedicated to business owners. Every Tuesday, listeners learn something new they can apply in their businesses and/or get inspired by amazing guests.
His first book, Meeting at C-Level, is the first book on the Why of a meeting. It has been endorsed by 20 of the most influential leaders from the corporate and association worlds and helps professionals to position themselves as strategic partners.
His second book, Before It’s Too Late, A Love Letter to my Daughters and America, is a story of grit, perseverance, and courage. It describes why and how he and his wife brought their daughters to America and why it is the greatest country on Earth.
Eric is a current member of the Entrepreneurs Organization (EO) and of The Strategic Forum. He also serves on the Board of Trustees of the Demoucelle Parkinson Foundation in Belgium and was the first European to serve as Chairman of the International Board of Meetings Professional International (MPI), the largest professional association in the Meetings and Events Industry.
Eric’s ten recommended books:
- The Joy of Success, by Susan Ford Collins
- The Business Model Generation, by Alexander Osterwalder and Yves Pigneur
- The Hawke Method, by Eric Huberman
- Trust Me, I’m Lying, by Ryan Holiday
- Who Not How, by Dan Sullivan and Dr. Benjamin Hardy
- The Alter Ego Effect, by Todd Herman
- Building a StoryBrand, by Donald Miller
- The Psychology of Money, by Morgan Housel
- One Last Talk, by Philip McKernan
- Before It’s Too Late, by Eric Rozenberg
The Joy of Success, by Susan Ford Collins
Susan is a Co-founder of the Strategic Forum in Miami. She has been coaching people throughout her career. The Joy of Success: Ten Essential Skills for Getting the Success You Want was the first of the several books she has written. While writing the book, she looked into what made people successful and realized there are ten essential skills every successful person applies, regardless of their culture or country.
Eric found the ten skills she mentioned exciting and easy to apply. He particularly likes her idea of creating a Success File.
The Business Model Generation: A Handbook for Visionaries, Game Changers, and Challengers by Alexander Osterwalder and Yves Pigneur (Designed by Alan Smith)
Eric often refers to this book in his workshops or when people talk to him about their businesses because it is an interesting story. Alexander Osterwalder was writing a dissertation on business models, and that became his business. The idea behind it is to have different blocks to consider for any kind of business. You can download a tool called Business Model Canvas, where everything is mapped into one box to brainstorm a business model for a business of any size. It will eliminate the need to do market research for at least six months.
The Hawke Method, by Erik Huberman
Erik Huberman leads one of the fastest-growing digital agencies in America. He positioned the term “fractional CMO”. The book, The Hawke Method, is centered around the principles of awareness, nurturing, and building trust. The author gives concrete examples to illustrate ways to implement those principles. Eric recommends this book for anyone from beginners in the marketing field to seasoned entrepreneurs.
Trust Me, I’m Lying: Confessions of a Media Manipulator, by Ryan Holiday
Ryan Holiday has written several books, including Stillness Is the Key and Perennial Seller. Trust Me, I’m Lying is a frightening book, but it is also enlightening. In the book, the author explains that incorrect information does get corrected after an article has been published. He also discusses what he did with a well-known retail chain regarding using social media to launch a product.
Who Not How by Dan Sullivan and Dr. Benjamin Hardy
Dan Sullivan is a master coaching guru. Who not How is a principle that entrepreneurs and business owners who think they are irreplaceable and nobody can do things as well as they do, can apply to encourage them to move in the opposite direction.
The Alter Ego Effect: The Power of Secret Identities to Transform Your Life, by Todd Herman
Todd Herman is a fascinating person who coaches athletes and individuals. He wrote The Alter Ego Effect to explain that athletes reach a point where they have to go above and beyond what they would usually do, and the person they become when they put their engine in overdrive is known as their alter ego. In the book, the author explains how to create an alter ego and how to leverage its power to overcome challenges and achieve way more than you would usually achieve in your life.
Building a StoryBrand: Clarify Your Message So Customers Will Listen, by Donald Miller
This book is a must-read for anyone considering starting a new business or who may be re-inventing an existing business. The book explains the entire methodology and journey of using seven steps to create a StoryBrand to help them define the StoryBrand for their companies.
The Psychology of Money: Timeless Lessons on Wealth Greed and Happiness, by Morgan Housel
This is a fascinating book about money. It contains impactful stories and themes to help readers reflect on their values and relationship with money.
One Last Talk: Why Your Truth Matters and How to Speak It, by Philip McKernan
One Last Talk is an invitation for readers to find their truth and speak it out loud to at least one person. The book gives a framework to help readers do it. It is called One Last Talk to challenge and inspire readers to focus their minds and open their hearts by making them face their metaphorical death. It is an inspiring and fascinating read!
Before It’s Too Late: A Love Letter To My Daughters and America, by Eric Rozenberg
Eric is very proud of his book! It is a legacy project. It is the story of why Eric and his family left Europe, the rise of antisemitism, the rise of Islamism, and the cowardliness of leaders. The book goes into the current situation that prompted them to leave for America and the similarities and differences they see in America. The book has many links and references to help readers fact-check and learn more about what Eric has written.
Eric hopes you will enjoy reading these books!
Resource:
Business Model Canvas
Books Mentioned
Meeting at C-Level, by Eric Rozenberg
Before It’s TooLate, A Love Letter to my Daughters and America, by Eric Rozenberg
The Joy of Success, by Susan Ford Collins
The Business Model Generation, by Alexander Osterwalder and Yves Pigneur
The Hawke Method, by Eric Huberman
Trust Me, I’m Lying, by Ryan Holiday
Who Not How, by Dan Sullivan and Dr. Benjamin Hardy
The Alter Ego Effect, by Todd Herman
Building a StoryBrand, by Donald Miller
The Psychology of Money, by Morgan Housel
One Last Talk, by Philip McKernan
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
The Business of Meetings – Episode 146 - From Corporate to Convention Bureau with Christoph Tessmar
Today we have the great pleasure of speaking with Christoph Tessmar, the Director of the Barcelona Convention Bureau!
Christoph is well-known all over the world in the meetings and events industry. He has had an incredible journey, from pharmaceuticals to events to becoming the head of the Barcelona Convention Bureau. He joins us today to discuss his journey and to share many fascinating stories!
We hope you enjoy listening to today’s inspiring conversation with Christoph Tessmar!
Bio:
Christoph Tessmar was born in Heidelberg (Germany) on the 3rd of May 1964. After his education, he started his professional career (always in the pharmaceutical industry) in Boehringer Mannheim as an area manager for some countries in South America. In January 1990, he moved to Boehringer Mannheim in Barcelona, where he started with the organization of some events and congresses. In 1999, he joined Sanofi-Aventis Spain, as congress manager. He was in charge of the organization and coordination of all the events of the company (national and international congresses, product presentations, symposia, sales conventions, and booth design) nearly 500 events per year, where he worked until January 2012. Since March 2012, he has been the Director of the Barcelona Convention Bureau. Since April 2019, he has been president of the ICCA Iberian Chapter and a member of the PCMA European Advisory Board.
Christoph’s story
Christoph started his career working for a pharmaceutical company in Germany while he was still studying back in 1981. In 1989, he went to Barcelona to work with an affiliate company. He liked it so much that he asked for a permanent position there. He was offered a job on the salesforce and had to go out selling to gain experience. The marketing manager contacted him saying they had a new product to launch, and asked him to help them organize an event in Berlin. The event was a success! As the company grew, he was asked to do more events. In 1998, the company was sold, and he had to leave. He then received an offer from Sanofi-Aventis in Spain to create a congress department. He remained with that company until he joined the Barcelona Convention Bureau in 2012.
The Barcelona Convention Bureau
As someone from the corporate world, Christoph felt challenged when he was asked to join the Barcelona Convention Bureau, but he accepted the position because it was a chance for him to do something new and different.
Gaining trust
Christoph gained the trust of those he had to represent because he was known to be open and present as a Congress Manager in the meetings industry. The Convention Bureau is within the DMO of the Barcelona Tourism Board. He was known by many people who had confidence in his ability, and they welcomed him happily.
The Barcelona Football Club
The Barcelona Football Club was a member of the Barcelona Convention Bureau. However, the membership is frozen while the stadium goes through a four to five-year process of reconstruction and renovation.
Unexpected crises
There have been many attacks, riots, and crises in Barcelona since 2014. The Barcelona Convention Bureau managed to get through all of the unexpected crises, including Covid.
Fortunately, Christoph has developed a good relationship with the police over the years, and they have been very helpful. When something important is about to happen in the city, the Convention Bureau forms a security committee, including the police, to plan and prepare in case something unforeseen occurs.
Cancellation policies
Since the pandemic, many cancellation policies in Barcelona have changed because clients have asked to cancel with a shorter notice period.
IBTM
Christoph recently closed one of the best and most successful IBTMs he has experienced in all his years with the Convention Bureau. He was surprised by how successful it was because he had no idea what would happen or how many buyers, visitors, and exhibitors would be there. They have subsequently signed a contract to have IBTMs (Incentives, Business Travel & Meetings) in the city for three more years.
ICCA
ICCA organized an event for students considering careers in the meetings industry. Three or four ICCA members will explain what they do, share insights about the industry, and answer questions, to convince the students to join the industry because the meetings and events industry needs new talent.
The benefits of volunteering
Christoph has found volunteering a way to bring his experience into various associations, open people's minds, and help them change and adapt.
Connect with Eric
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On Website
Connect with Christoph Tessmar
On LinkedIn
Barcelona Convention Bureau
Today, we have the pleasure of speaking with Cindy Lo, another rockstar in our industry! Cindy is the Founder and current CEO of Red Velvet in Austin, TX.
Cindy is an incredible entrepreneur! She used to have a DMC and has planned meetings all over the world. She joins us to dive into her experience over the last twenty years, talk about coping with change during Covid, and discuss how she manages her time and team.
We hope you enjoy listening to today’s inspiring conversation with Cindy Lo!
Bio:
When Cindy Lo started RED VELVET 20 years ago, she did so with the mission to Outplan, Outplay, and Out party! RED VELVET is an international award-winning events agency that creates compelling human connections through design and collaboration for brands on the cusp of disruption. Cindy is the current Visit Austin Chair and a recent author of Behind the Red Velvet Curtain. Connect with RED VELVET on all the major social media channels (@REDVELVETEVENTS) to see behind the scenes what event life is like at RED VELVET. Cindy calls Austin, Texas home with her husband of 18 years, their 2 children, and Darwin their Frenchie
Cindy’s story
Cindy was working in New York City when 9/11 happened. Even though she enjoyed her corporate tech job, that event made her question her motivation for what she was doing professionally. At that time, she thought the only way to make money was to work as a venue, either on the hotel side or as a venue manager, neither of which appealed to her. So she applied for three different jobs and got rejected for all of them because she lacked formal experience. She found the rejection hard to handle, so she decided to start Red Velvet, and then reapply for the jobs a year later. Needless to say, she never reapplied!
A book
Looking back, Cindy wishes she had known how to scale Red Velvet faster because it took ten years to reach its growth stride. Several years ago, she wrote Behind the Red Velvet Curtain, a book to help people understand what to be realistic about while starting a business.
Events
Cindy loves the event industry because it’s all about solving problems and doing extraordinary things in a very creative environment.
Internships
Internships are a way for people to see that although events are fun, they also involve a lot of hard work.
Word-of-mouth
Until 2020, Cindy’s business was entirely word-of-mouth. It was only in 2020 that they started doing paid ads.
Virtual
Cindy’s first virtual event took place in April 2020. She and her team learned a lot from that event!
Lay-offs
Cindy managed to keep all her staff on board until the end of December 2020, when she had to lay some people off. All of those not laid off quit because they were exhausted from working through the pandemic, and they did not like doing virtual events.
Raising her rates
When business returned, it happened fast! That made things hard for Cindy because she did not have enough people and did not want to sacrifice the quality of her work. She then raised her rates to ensure she only worked with qualified clients who valued her work.
Getting back into production
Cindy had not been involved in the production side of events for about five years until 2020. In 2021 and 2022, however, she became the lead producer because her team burned out and she wanted to retain her business. She is now working on finessing various aspects of production because she intends to step back into her previous sales role in 2023.
Time tracking
Cindy feels that time tracking is essential if business owners want to know how much effort they are putting into each program and how much time their teams spend on sales leads, event executions, and recruiting people for events.
In-person
Cindy prefers meeting people in person because people are usually more relaxed when you have a conversation with them over a cup of coffee or a meal.
Finding balance
Finding the right balance between all aspects of your work and home life requires integration. If you have a life partner, he/she must match you, and support you. You also need to employ enough people and follow a strict schedule.
Avoiding burnout
To avoid burnout, you have to know what works for you. When Cindy feels she is approaching her burnout point, she mixes some leisure with her work. So, rather than becoming completely unreachable, she sets a range of times during which she will respond to her emails.
Changing her business model
Cindy began changing her business model in 2017 because she wanted to move away from DMCs (Destination Management Companies) and strategize more. When the pandemic began, she took the opportunity to expedite the process.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Cindy Lo
Red Velvet Events
On LinkedIn
Cindy’s book, Behind the Red Velvet Curtain, is available on Amazon
The Business of Meetings – Episode 144 – BounceBack Leadership with Brian Wagner
We are delighted to be speaking with Brian Wagner from Radical Vision today!
Brian experienced a major setback at 43 that left him blind, apart from having a slight bit of vision in one eye. He joins us to share his unique and encouraging story and to discuss how he uses his life-changing experience to influence and motivate leaders to keep moving forward!
We hope you enjoy listening to today’s inspiring conversation with Brian Wagner!
Bio:
Embrace your own personal blindness to drive better performance. That's what Brian Wagner has done through BounceBack Leadership.
He is the founder and CEO of A Radical Vision. His mission is to help people embrace their own personal blindness to achieve a greater focus and drive better performance. Brian has worked with boards and organizations to clear the path for growth.
On March 4, 2011, he awakened on the couch and couldn't see. For the next six months, he was blind. Only brain surgery and multiple eye surgeries have allowed a portion of his vision to return.
Since then, Brian has become the author of the semi-autobiography book Sometimes It DOES Take a Brain Surgeon.
Brian is the Immediate-Past President of the National Speakers’ Association, Ohio Chapter.
Brian’s journey
Brian’s journey began when he was ten years old. He had fluid on the brain and a shunt was inserted into his head to drain the fluid into his abdomen. When he was 43, a malformed blood vessel in his brain began to bleed, and the pressure on his nerves caused him to go blind. In 2011, he had brain surgery to remove one of three malformations on his brain stem. Recently, however, the remaining two malformations bled, putting pressure on the nerves that control his voice, so he now has a speech impediment that comes and goes.
What Brian does
All Brian wants to do is help people along in their journeys. He has a disability, so he encourages others to recognize their disabilities, whether visible or not and helps them bounce back.
Driving
Brian was able to drive a motor vehicle for ten years. He no longer does so because his eye with vision sometimes tends to close during the course of the day.
Speaking
Brian spoke at his high school graduation when he was seventeen and that helped him realize he wanted to be a speaker. So, he went to Toast Master meetings to practice speaking in front of crowds. He also had opportunities to speak at NSA.
Managing his life day-to-day
Brian has worked at the Ohio School for the Blind for the past five years and finds it incredible to see how well blind people can cope! He sometimes finds it hard to do day-to-day things like writing emails and making phone calls, but he is motivated to do whatever he can to get by because he knows there is a good reason for his disability.
Making a better experience for people with disabilities
To those with disabilities, it means everything to them when workers at hotels and function venues ask them what they can do to improve their experience!
Inspiring and influencing leaders
When speaking to leaders, Brian encourages them not to discount or disregard their disabilities. He hopes to inspire them to be more confident in doing whatever their work requires and to become successful without becoming boastful or cocky.
We can all make our own past
Looking at our past, reliving it, and telling others about it, helps us to engage and tell our stories in the way we want them to be heard.
Helping executive leaders
Brian enjoys speaking to executive leaders looking to inspire their teams. Apart from speaking to groups, he serves leaders via his book, and through retreats and workshops. He has also done a TEDx Talk.
Empathy versus sympathy
Brian does not want sympathy from others. Even though he does not want anyone to feel sorry for him, he appreciates it when others authentically try to put themselves in his shoes.
Bouncing back
Brian advises people facing challenges to embrace their setbacks, to do whatever they can to avoid being pitied and to ultimately find purpose and meaning from their setbacks.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Brian Wagner
A Radical Vision
Call Brian on 614 946 1635
On LinkedIn
Brian’s TEDx Talk
The Business of Meetings – Episode 143 – How to Keep Your Best People with Mike Desjardins
We are delighted to be speaking with Mike Desjardins today! Mike is an amazing development leader! He created a company called Virtus that works with large corporations to help them with leadership development.
Mike is with us today to discuss his business and developing a company culture.
We hope you enjoy listening to today’s fascinating conversation with Mike Desjardins!
Bio:
MIKE DESJARDINS:
At the heart of ViRTUS is our CEO, Mike. Mike is emotionally intelligent and driven. His core motivation is to make a difference in the lives of others. That is to say, his passion is creating positive change for his colleagues, clients, and community.
With a Bachelor of Commerce from UBC’s Sauder School of Business, a CPHR designation, and over two decades of experience transforming businesses, he is a master in the realm of strategy and leadership development. From entrepreneurial businesses to large public companies and public-sector organizations, Mike focuses on driving return on investment in every client engagement.
In June 2002, the Entrepreneurs’ Organization (EO) invited Mike to become a member. After spending six years on the board, he served as President of the Vancouver Chapter. In January 2006, Mike was the recipient of the BIV Top 40 Under 40 Award. From 2010-2016, Mike sat on the board of directors for the Human Resource Management Association of BC (now CPHR BC). Since 2017, Mike has been a member of the Advisory Board of Robinson Group.
Mike focuses on strategy, growth, and vision for ViRTUS. Passionate about leveraging his team, he engages them all in co-creating ViRTUS’s future vision and determining their role in it. Above all, ViRTUS is his vehicle to empower leaders, both within the company and among our clients.
Mike is passionate about skiing, yoga, running, CrossFit, and anything in the self-improvement bucket. In his community, his focus is on what he can do for others, and he loves nothing more than spending time with his daughter and wife.
Mike’s journey
Mike’s story began when he was in his second year of college when a company offered to pay for the rest of his business school tuition in return for him working for them after he graduated. That turned into a ten-year journey, which led to him becoming president of the second-largest division of that company.
A journey of personal exploration
Mike achieved all the goals he wanted to have by the time he was thirty, just after he turned twenty-six. Although his life looked great on paper, he realized he did not enjoy the life he had created. That sent him on an eighteen-month journey of personal exploration to figure out what he truly wanted. Then an opportunity arose for him to do a startup. So he quit his job in 2000, joined the startup, and leaped into an uncertain future.
A new business model
Over the next few years, Mike bought out all four other partners in the original business, which focused on developing leaders in peer groups. He did not want to replicate his previous life in which he traveled all the time, so he decided to go after what was ten percent of the business revenue and grow and expand that so he would not have to travel so much.
Surviving the recession
When Mike’s company lost half its revenue in September of 2008, he gave himself four months to get things working again. Just before his deadline, a utility company in British Columbia asked him to do some work for them the following year. They also asked him to pre-invoice them, which covered all his outstanding costs, and kept the company going.
Big brands
Soon after that, they landed five big brands. That put them on the map, so they leveraged those brands to get as many other companies as possible. That allowed them to spend the next ten years focusing on doing the work they love, developing leaders, from CEOs and executives to VPs, directors, high-potential leaders, and managers, with a firm grounding in emotional intelligence.
Mark’s decision to build a great life
Part of Mark’s decision to build a great life came from him recognizing that his father’s premature decline and early passing as a result of Parkinson’s disease; Lewy body dementia, could also happen to him.
Holidays
Mark insists everyone on his team takes their vacation every year rather than getting paid out for it, and everyone gets to take off the week in and around Christmas. In the summer when they are not so busy, he also gives his people “Happy Fridays” so they get more time to enjoy the good weather!
Flexibility
Mark’s employees are given the flexibility to take time off during the week to get their hair cut, do some shopping, or pick up their kids from school They will make up the time later.
Accountability
Mark's business has a very high level of accountability, and everyone looks out for everyone else. That is why it works so well!
Culture
A big challenge with company culture is not letting things slide. When they are allowed to slide, it says that things are okay and that eventually becomes part of the culture. Similarly, exceptions must get recognized as exceptions.
A deeper level of empathy
As a result of the pandemic, there's been a fundamental shift over the last two years that resulted in a need for leaders to have a deeper level of empathy.
Mark’s prediction
Based on what we are seeing today, Mark predicts that the business world will change to a hoteling model in the future. That means people will no longer be expected to work in centralized offices from nine to five, Monday to Friday. Instead, they will work with a flexible hybridized model that allows them to come and go as they choose between their homes and company-owned offices, with empathy from their boss.
Changing occupations
He also thinks that many people will leave companies that are inflexible or change their occupations entirely and get into different lines of work.
Narcissistic leadership
When fear gets in the way, people tend to do bad things. The same thing can happen to leaders with strong personalities.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Mike Desjardins
On his website
On Twitter
On LinkedIn
Books mentioned:
Build: An Unorthodox Guide to Making Things Worth, Making by Tony Fadell
The Business of Meetings – Episode 142 - Find Your Voice with Caroline Goyder
We are delighted to be speaking with Caroline Goyder today! Caroline is a well-known speaker coach who helps her clients find their voice.
Caroline is based in the UK and is known internationally and is the author of three books. She also did a TED Talk that has reached more than nine million people! In today’s episode, she shares some practical tools to implement immediately to help you find your voice and have more impact within organizations.
We hope you enjoy listening to today’s captivating conversation with Caroline Goyder!
Bio:
Caroline’s global reputation as a speaker and voice coach is built on her warm, engaging, relaxed, and highly practical style, and her expertise is honed by her work with actors, teachers, broadcasters, and the corporate sector. She worked for many years at the Royal Central School of Speech and Drama as a voice coach. Her skill is to take ideas previously known by performers and broadcasters and make them immediately usable when facing personal and professional challenges. She is regularly sought after by the media as an expert in her field. Caroline’s work has been featured on television and in numerous national and international newspaper articles. Her TED Talk on speaking with confidence has had many millions of views. On Caroline’s website, you will find information about booking Caroline to speak and signing up for her ‘Find Your Voice’ events. You can also download and take short audio courses to help you speak with confidence.
Caroline’s story
Caroline attended Oxford University with plans of becoming an actor. She then went to drama school only to discover that it was hard to be on stage and look relaxed.
Change is possible
Caroline has spent the last twenty years unpacking what it means to get told that you have no presence or your performance was terrible. In those situations, people tend to think they cannot change. But they can!
Some speaking advice
If you feel nervous and speak too fast, or you mouth-breathe when speaking, it is best to close your mouth and breathe in a feeling of relief whenever you hit a full stop. That will allow your system to reset and get out of fight or flight.
If your tone is flat, spend some time before you speak, imagining that you are in the audience listening, and consider what you need to do to engage yourself. Or imagine that you are talking to a clever fourteen-year-old. Then slow down and simplify what you are saying.
Being yourself
Caroline has spent many years working out quick ways for people to stand on stage and be themselves.
Changing course
Acting did not come naturally to Caroline, but she realized she could learn to do what others, to whom it did come naturally, were doing. She changed course because her heart was in acting. She also knew that as an actor, she would not be in control, and she wanted to have more agency. So she decided to become an entrepreneur instead.
Entrepreneurship
To be successful as an entrepreneur, you really need to want it because it is hard. You need to know that you have a skill no one else has. You also need the drive and energy to get back up and keep going after getting knocked down.
Caroline’s advice about changing course
Caroline loved voice, so she trusted her instincts and trained as a voice teacher. She advises people in their twenties to keep flipping when things don’t feel right and to keep going until they find something that really lights them up!
Dialects
If you would like to know how to speak a dialect different from your own, you need to listen carefully to the patterns and absorb them.
Flood your ears
If you are American and get invited to speak in the UK, there are a few things you should do to prepare yourself beforehand. Firstly, do your research and have an informal mini-focus group with a few people who will be at the event so that you can flood your ears with whatever drives them. You can also go to YouTube to listen to the dialect, energy, and speech patterns so that you can take on some of the language and dialect and use words that reflect the values of the people in the area in which you will be speaking.
TEDx
Caroline prepared extremely well before her TED Talk because she understood the jeopardy of being a speaker coach who “messes up” a speech.
If you are thinking of doing a TED Talk, Caroline suggests you ditch Powerpoint and find a prop that engages the audience and brings your idea to life.
Selecting ideas
Caroline’s coaches helped her select the best and freshest ideas from those she had in mind for her TED Talk. She urges anyone working on a speech to be open to feedback. Her idea process starts with a mind map. She uses voice notes on her phone to hear what her ideas sound like when spoken. She also tries them out on people.
Showing up as herself
As an actor, Caroline learned that when her body and breath were centered, she showed up as herself. She advised speakers to look after their bodies, keep fit, and learn how to breathe diaphragmatically so that their voices can develop authenticity.
Caroline’s books
Caroline’s latest book, Find Your Voice, is about the voice and its potential to express whatever you feel in life and allow you to step up, speak up, and stand out. Her previous book, Gravitas, is about how speakers can find authority and credibility.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Caroline Goyder
On her website
On social media: @Carolinegoyder
Caroline’s books
Find Your Voice
Gravitas
The Star Qualities
The Business of Meetings – Episode 141 – The Challenges Faced by Senior Planners with Shawna Suckow
We are delighted to speak with Shawna Suckow today! Shawna is the founder of SPIN (Senior Planners Industry Network). She is also a writer and speaker.
Shawna joins us today to share her insights, discuss her take on what is happening within the industry, and talk about mental health, finding balance in life, and how to care for oneself.
We hope you enjoy listening to today’s enlightening conversation with Shawna Suckow!
Bio:
Shawna Suckow, CSP, CVP, CMP, is a former planner who became a professional speaker in 2012. She speaks to salespeople, marketers, C-Suite, and business owners across all industries seeking insight into the shifting marketplace and how to reach customers better.
What Shawna is proud of: Her latest book was recommended by Forbes as a top-six marketing book of 2022 (woohoo!). She has spoken in 17 countries on 5 continents (c’mon, Australia and Antarctica!). In 2019 she earned her CSP (like a Master's in professional speaking).
Three memorable things about her: She is so good at parallel parking, she should get a trophy. Her first car was a Volkswagen Bug that caught on fire on her way to school. Also, she once did a turkey call for the Jimmy Kimmel audience. (She’s still embarrassed about it).
How Shawna got into the industry
After college, Shawna joined a commercial real estate company. She worked her way through PR and into the training department they were launching, where she helped create a training curriculum for real estate professionals. She fell into the industry through the meetings she planned to deliver the curriculum. It was hard initially because she had no one to guide her, but she loved it!
Leaving the industry
After she wrote the tell-all book, Planner Pet Peeves: Straight Talk for Meetings Industry Suppliers to Understand How Planners Really Think, Act and Buy, people began asking Shawna to speak. So she left the industry and transitioned to becoming a speaker.
Speaking on stage
She learned that when stepping on stage, only the first few minutes were about her. After that, it was about what she had to offer and how she engaged with the audience.
Mentorship
Shawna is always there to help up-and-coming speakers and answer their questions.
SPIN
Shawna started SPIN in 2008 because she wanted a more senior and distilled type of conversation than she was getting at the industry associations, where they speak to planners at multi-levels.
SPIN currently has 2500 members. It also has a free Facebook group for planners with more than ten years of experience.
Stress
One of the top five most stressful occupations nationally is being a planner. It became even more stressful for planners when the pandemic hit because they had to cancel live meetings without knowing when they could reschedule them. Shawna points out that unplanning a meeting is almost as complicated as planning one!
Self-care
Many planners failed to practice self-care during the pandemic. As a result, they suffered mental health challenges including depression and anxiety.
Brain, body, being, and business
People need to speak about what they are going through, especially during difficult times like the pandemic. Soon after a well-known SPIN member took her own life, Shawna appeared on stage at SPINCON and spoke about it because, at that point, no one in the industry was talking about mental health. That was when they, in addition to business, began focusing on the brain, body, and being.
Board of advisors
Shawna joined a mastermind with two other speakers about six years ago. Since then, all of their businesses have grown exponentially. They look out for one another and help each other physically and emotionally. The other two speakers have become Shawna’s board of advisors.
Balance
Shawna has been feeling more balanced since she stopped traveling and started focusing more intentionally on her self-care.
Speaking
Shawna speaks about sales and marketing from the customer's perspective. She loves helping people in businesses better-understand their prospects.
A new course
Shawna believes that now is a good time for small business owners to compete, especially if they focus more on telling their stories. She is creating a new course to help small business owners rethink branding, improve marketing, and enrich their stories.
Trust
People care about what others do. That is why Shawna advises speakers, coaches, and meeting planners to regain trust by rebuilding their brands, humanizing themselves, and telling their stories. That will help them avoid getting perceived as commodities and being put into the same category as everyone else.
SPINCON
The SPINCON annual conference took place virtually during the pandemic. This year, it will be happening live in Tempe, Arizona, from the 11th of December through the 13th. It will focus on self-care and great conversations!
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Shawna Suckow
On her website
SPIN
Books mentioned:
Touching Two Worlds by Sherry Walling
Planner Pet Peeves: Straight Talk for Meetings Industry Suppliers to Understand How Planners Really Think, Act and Buy by Shawna Suckow
The Business of Meetings – Episode 140 - All About Psychedelics with Matt Zemon
Today, we are speaking with Matt Zemon, the Founder, and CEO of HAPPŸŸ. He is joining us to discuss a fascinating topic most of us know nothing about, even though many are curious about it.
Matt has just written a book called Psychedelics for Everyone. He has a degree in psychology and neuroscience and is a member of EO. He joins us today to share his knowledge, experience, and understanding- and some unexpected and eye-opening statistics, on psychedelic treatment for PTSD!
Matt’s entrepreneurial journey
Matt is good at building businesses. He built several before qualifying for EO and a few more while in EO. However, nothing changed after hitting different goals and milestones, and it did not satisfy him. Then, about three years ago, some trusted friends suggested trying a guided psychedelic experience. He liked the idea of learning about himself differently, so he took part in one, and it blew his mind wide open! That sparked his interest as an entrepreneur, and he wanted to learn more about it and get involved.
Psychedelics for Everyone
Matt dove right in, getting a Master’s in psychology and neuroscience and attending many different psychedelic conferences and webinars. Then, about a year ago, he built a company called Psychable to create a directory of psychedelic-friendly practitioners with hundreds of pieces of easy-to-find relevant content. Then he put that content together in a medically-reviewed book, Psychedelics for Everyone, along with some personal stories, to give those who know nothing about psychedelics an understanding of how psychedelics could impact them, the people they love, or their communities.
Ketamine
Ketamine is the only psychedelic that is legal in all fifty states in the US. It is a powerful medicine that we can use for depression, anxiety, OCD, and substance-use disorders.
Clinical trials
The FDA allows MDMA (Ecstacy) and psilocybin use in clinical trials.
MDMA
There has been a 67% success rate in clinical trials using just two sessions of MDMA for people with treatment-resistant post-traumatic stress disorder. So MDMA should be legal federally as a medicine within two years.
Psilocybin
Psilocybin is the active ingredient in “magic mushrooms”. There have been some incredible results in clinical trials using psilocybin for people with treatment-resistant depression and anxiety. It has also been proven effective with terminal patients and substance abuse.
Drugs
In the 1970s, there were campaigns to lead people to believe that all drugs, including psychedelics, were addictive and bad. Those campaigns were not truth-based, however. They were just a political tactic that had nothing to do with science.
Research
Before 1970, researchers were doing thousands of studies on the power of psychedelic medicine. But they were forced to stop due to the prohibition. In the last ten years, however, there has been a resurgence of academic research, and currently, 309 institutions are studying the benefits of psychedelics.
Anti-depressants
Anti-depressants are ineffective for 40% of those who try them. Even when they do work, there are lots of side effects, including sexual dysfunction, gastrointestinal problems, and suicidal ideation in young people. So another option is sorely needed, especially for veterans returning from wars unable to function normally.
The side-effects of psychedelics
There are very few short-term side effects from psychedelics. Sometimes, people may experience some nausea, and there is always dissociation which is a necessary feature. But they have no long-term side effects, and many psychedelics have no lethal dose.
Risks
Drugs like ketamine are serious and must get treated with respect. Recreational use has led some people have become addicted to it. However, it is the only psychedelic with an addiction risk, and no one using it medicinally in clinical studies has become addicted.
Danger
Psychedelics are unlikely to cause any danger for those using them or for others.
How ketamine works in the brain
Ketamine alters glutamine activity and increases BDNF in the brain. That increases neuroplasticity and synaptic strength. It also turns down the default mode network in the brain. So it can provide relief from worry and anxiety. Disassociation side-effects unlock subconscious thoughts and repressed memories, and emotions. So it removes shame, blame, and guilt, and with some people, it also awakens a spiritual effect.
Connecting and caring
Psychedelic medicines can help people to connect better with one another and care more for others.
Different models
Many different models are available for entrepreneurs to provide psychedelic therapy through business-controlled health centers. Various financial and ethical issues still have to be ironed out. But Matt believes that thousands of opportunities exist for entrepreneurs to create businesses to provide mental health care in America.
Microdosing
Microdosing means taking a minute dose of mushrooms or LSD. It is very popular. If done correctly, you will not feel it, so you can still work and do whatever you usually do.
Download Matt’s free guide to microdosing to learn about the different protocols and the latest research.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Matt Zemon
On LinkedIn
Download Matt’s free guide to microdosing
https://www.happyy.me
Recommended books:
A Really Good Day: How Microdosing Made a Mega Difference in My Mood, My Marriage
My Life by Ayelet Waldman
Episode 139- Representation Matters with Kevin Iwamoto
Today, we are delighted to speak with another icon in our industry, Kevin Iwamoto!
Kevin has received many awards! He is the Chief Customer Officer of Bizly and is also a speaker, singer, and writer. He joins us today to talk about our industry, changing careers, and racism against Asian people and people from the Pacific Islands.
We hope you enjoy listening to today’s engaging conversation with Kevin Iwamoto!
Bio:
Condensed Bio for Kevin Iwamoto, GLP, GTP | Chief Customer Officer | Bizly Inc.:
Kevin Iwamoto is an award-winning speaker, industry influencer, author, educator, and subject-matter expert consultant in business travel, GDPR, SMM, the meetings/events marketplace, and personal branding. His progressive industry expertise is featured regularly in industry trade publications, such as Business Travel News (BTN), Northstar Meetings Group, and MeetingsNet. He was President and CEO of the NBTA (now GBTA) from 2001-2003 during the tumultuous 9/11 aftermath.
Kevin is the recipient of many industry awards and recognition, including the 2015 Travel Weekly Gold Magellan Award for Best Overall Industry Blog, which is now syndicated and featured as Industry Insights via Northstar Meetings Group online. Kevin is also the 2016 MPI RISE Award for meetings industry leaders, and in 2014 he received a rare honor from GBTA with a designation as Industry Icon. Throughout his career, he has also been included in numerous industry Top Most Influential Executive lists.
He has two published books to his credit, Strategic Meetings Management: From Theory to Practice published in April 2011, and, Your Personal Brand, Your Power Tool to Build Career Integrity, published in October 2016. Both are available via Amazon. Before joining Bizly, Kevin was Sr. VP at GoldSpring Consulting and VP of Industry Strategy at Lanyon, Active Network, and StarCite. As a buyer, he was a Sr. Global Category Manager for HP’s global travel and meetings team and Sr. Travel Account Manager for Disney Worldwide Services.
Kevin’s journey
Kevin received a scholarship from Hawaiian Airlines to attend the University of Hawaii’s Travel Industry Management School and graduated with a Bachelor’s degree in business. While at college, he made a living and contributed to his tuition fees by performing in nightclubs and working part-time for Hawaiian Airlines. His business degree helped him focus on the business side of his entertainment career. He did several recordings, collaborated with other local artists in Japan and California, and later created a label of his own. After retiring from live performing, he transitioned to a career in business travel, meetings, and events.
Regaining ownership
Kevin recorded three vinyl albums. Many years later, he saw that others had placed his music online without his permission. During the pandemic, he finally had the chance to regain control by successfully monetizing his music after remixing and digitizing it, re-registering and re-copyrighting it, and then making it available on the internet.
Racism
In the 1980s, after moving to California, a high-profile manager informed Kevin that he would not represent him because there was no market for Asian or Pacific Islander performers. Kevin had grown up in Hawaii, where people were mostly Asian and Pacific Islanders. So that was the first time he ever encountered racism. Even though he chose to overlook that incident, he decided to stop performing, and look for something different.
From business travel to meetings and events
Kevin moved into business travel and became a travel manager for various companies, including Walt Disney and Hewlett-Packard, where he successfully managed global travel programs for big corporations.
A corporate standard
After that, he transitioned to meetings and events and wrote a book about initiating the Strategic Meetings Movement. He got a lot of recognition for that. Then he helped to institutionalize a corporate standard for how big corporations and enterprises should manage their meetings programs on a global level. After that, he took to the road to evangelize the corporate standard globally and won some awards along the way.
The 9/11 President
Two months after Kevin got elected as the president of the National Business Travel Association (now the Global Business Travel Association), 9/11 happened. The industry came to a halt, and Kevin and his board of directors managed to get business and leisure travel up and running again. Since then, he has become known as “The 9/11President”.
No problem is unsolvable
After pulling the travel industry out of the 9/11 global crisis, Kevin realized that no problem is unsolvable.
Kevin’s role at Bizly
As the Chief Customer Officer Head of Enterprise at Bizly, Kevin leads the customer and enterprise efforts and guides sales and customer success teams.
Focusing on others
Kevin has always focused on what is good for everyone else rather than what is good for him.
Diversity equity and inclusion
Kevin believes that DEI awareness occurs in people at different points in their careers. Some people get it when they experience racism directed toward them. Others get it after hitting a glass ceiling when trying to advance their careers and attributing it to racism.
Overcoming scapegoating and racism
Kevin points out that scapegoating is easy when people look different from you. People need to realize that second or third-generation Asian Americans are American on the inside.
Educating people about racism
Kevin has realized that it is up to him to overcome his cultural programming, speak up, correct people, and take the time to educate racist individuals on why racism is not okay.
Representation
Kevin feels that representation is essential for Asian American and Pacific Islander actors because, without it, most Asian American and Pacific Islander actors will never believe they can become lead actors.
Fighting racism in the industry
Representation starts with a voice. For Asian Americans and Pacific Islanders to have a voice within the industry, associations, or corporations, there should be a sub or separate group that accepts responsibility for education and awareness.
Mentorship
Mentorship programs are vital for creating easier paths to the top for underrepresented individuals.
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Bizly
138: From Cinderella to CEO with Cary Broussard
Cary Broussard, the Founder, and CEO of From Cinderella to CEO is today’s guest!
Cary is an amazing industry leader! She started her career in Corporate America and is now an entrepreneur. She joins us today to talk about her journey and share her insights and experiences as a woman in the industry and an entrepreneur.
We hope you enjoy listening to our inspiring conversation with Cary Broussard!
Bio:
Cary J. Broussard
Cary is well known for establishing award-winning diversity, inclusion, and communication programs in several organizations, including Wyndham Hotels, Aimbridge Hospitality, Bank of Tokyo (now Union Bank MUFG), Carnival Cruise Line, Meeting Professionals International, and other organizations.
She has been interviewed by The New York Times, CNN, Bloomberg, CBS This Morning, The Wall Street Journal, and other national media about her successful women's marketing programs. Cary’s business book: From Cinderella to CEO (Wiley) features business lessons learned while climbing the business ladder and has been published in 10 languages. Interviews included in her book can be heard on her podcast Cinderella CEO On Air. She recently launched a nationwide tour for the Cinderella to CEO™Awards.
Dow Jones described her work as "the gold standard of women's marketing for Wall Street companies." Aimbridge Hospitality and Union Bank MUFG have implemented Broussard’s Cinderella to CEO curriculum and mentoring program to rapidly increase the number of women in senior-level management positions. Cary has also designed a leadership curriculum for New York University.
Cary Broussard provides business courses, corporate training, executive coaching, and business mastermind groups for equitable, career opportunities with positive, measurable outcomes for individuals and organizations.
Cary’s background
Cary had three sisters and went to all-girls schools. She came from a background of valuing women’s opinions and input, but deep down, she wanted to be a boy because they could do a lot more and seemed to have more fun. After she started working in a hotel, however, she was thankful to have ample opportunity to share ideas and contribute to the overall business.
How Cary joined the hospitality industry
Cary unofficially began her career as a banquet waitress at the Hyatt at Lake Tahoe one summer while in college. Officially, she started her hospitality career as the Director of Public Relations at the Peabody Hotel in Memphis, Tennessee. Cary moved to Dallas and started her own PR business after leaving the Peabody. She later applied for a position as the head of PR at Wyndham Hotels and got the job because she was ambitious and had tons of experience in communication.
From Cinderella to CEO
Carey wrote From Cinderella to CEO after creating the Women on Their Way woman’s leadership program at Wyndham and through the MPI program. Her book is a reminder of how, with the help of women, the hospitality industry was able to transform and better itself.
The Cinderella to CEO brand
After launching the Cinderella to CEO awards, Carey created the Cinderella to CEO brand. It is a coaching, training, diversity, and inclusion effort to share advice from her own experience and the experience of others.
Transforming the industry through women
In the past, few women used to travel on business. After Cary launched Women on Their Way, research showed that more women leaders and decision-makers in the meeting and corporate travel industry were traveling on business. Using ideas from women travelers, Wyndham transformed its image and how it operated as a hotel company.
The pandemic
The hospitality industry dipped during the pandemic. Things are picking up now, so people are looking to hire a more diverse selection of candidates. This is an excellent time to join the industry because smart companies require diversity of thought, age, talent, and everything else it takes to make an organization great!
Some advice for women:
- Take control of your destiny.
- Find a company to work for that matches your culture and values.
- When traveling, always be sure to select a hotel that is clean and feels safe.
Tips for traveling safely
- Plan your trip.
- Contact hotels ahead of time to let them know what your needs are.
- Ensure your room is easily accessible, away from dark corners, and close to the elevators.
- If someone at the front desk says your room number out loud, ask for a different room.
- Take some time to look at reviews online before making a hotel booking.
- Use a VIP car service, like Alto.
- Be prepared to spend a little more for a safer travel experience.
Ideally, get someone to help you plan your travel arrangements and make your bookings to ensure your experience is safe and effortless.
Competition amongst women
In the past, women were considered too so soft or too family-oriented to cope with managerial positions. So there were few opportunities for women, and women used to compete against one another for the few available “breadcrumbs”. We have come a long way since then. Today, at least 50% of all general managers of hotels are women.
Good leadership
Good company leaders offer training to help everyone collaborate and work together. Good leaders also ensure that nobody feels like they are competing against external competition.
Advisory boards
Entrepreneurs can sometimes be isolated and could benefit from having advisory boards. People interested in creating an official advisory board need to know that it requires a structured approach.
Corporate experience
As an entrepreneur, Cary has benefited from her corporate experience. Others could also benefit from learning about the systems and processes of the corporate world before deciding to become entrepreneurs.
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Episode 137- The Critical Role of Education with Dr. Krzysztof Celuch
We are delighted to be speaking with another rockstar in our industry today! Dr. Krzysztof Celuch has recently been awarded a place in the Hall of Leaders of our industry! He has had an awesome career in academics. He has been with the Convention and Business Bureau and volunteered for many different organizations.
He joins us from Poland to tell his inspiring story and talk about his certifications and the importance of education. He also discusses the academic and voluntary work he does.
We hope you enjoy listening to today’s fascinating conversation with Professor Krzysztof Celuch!
Bio:
Professor Krzysztof Celuch, Ph.D. MBA, DBA, CMM, CITE, CIS, HMCC, CED – an academic professor and an entrepreneur, Krzysztof specializes in event experiences, event marketing, and management. His scientific research, training, and keynotes are all built on knowledge of economics, business psychology, sociology, marketing, and cultural studies. He conducts workshops and training, gives lectures, and moderates panel discussions, debates, and management meetings. He implements research projects, builds strategies, and provides business consulting services. He helps organizations, institutions, and companies in the areas of management, communication, motivation, and business development, with particular emphasis on the meetings industry (event marketing). He is an associate professor at Nicolaus Copernicus University in Torun, deputy rector of Vistula School of Hospitality, and visiting professor in Austria, France, the USA, and China.
Dr. Krzysztof’s education
Dr. Krzysztof believes in education because it can be used to change the world. He likes to listen to others and learn from them. He was happy to have fulfilled his educational goals this year. He joined various industry associations’ certification programs and focused on university education. He likes to tie the different aspects of what he has learned together, implement his knowledge, and share it to bring some heart to the next generation of leaders.
Dr. Krysztof’s journey
Dr. Krysztof used to be a traditional folklore dance instructor. When he was around nineteen, he focused on dancing and started studying at a sports academy. After about two years, he decided to change direction and began working as a tour guide. He was also writing his bachelor’s degree thesis on incentive travel at the time and read the only Polish book available on business tourism.
A coincidence
Coincidentally, a guest in one of Krzysztof’s tour groups was Rob Davidson, the author of the book he had read on business tourism. Krzysztof asked him many questions, and Rob encouraged Krzysztof to become a member of MPI.
Step by step
Dr. Krzysztof joined MPI in 2005. He continued to move forward step by step, writing, listening, and connecting with industry leaders.
Future Leaders Forum
Together with several organization leaders, Dr. Krzysztof started the first chapter of the Future Leaders Forum in Warsaw.
Academics
Dr. Krzysztof loves academia and sharing his knowledge! His academic journey began with a dance movement in high school.
NGO
The first NGO Dr. Krzysztof got involved with was the International Association of Folklore Festival Traditions (CIOFF).
Organizations
After joining MPI, Dr. Krzysztof joined IMEX and then the Convention Bureau. He spent five years working for the Warsaw Convention Bureau, during which he loved promoting the capital of Poland! He started as a student intern and worked his way to becoming a manager. The next step in his career was to become the head of Poland’s Convention Bureau, and he spent the next fifteen years there.
A private university
After graduating with his Master’s degree, a private university asked Krzysztof to share his knowledge about tourism and the meetings industry. He is still with them today.
Giving back
Dr. Krzysztof believes that we should give back what we have previously received.
Decisions
We need the right information to make informed decisions. Dr. Krzysztof believes that it is crucial to consult the heart and include an emotional component in the decision-making process.
The American way
Dr. Krzysztof enjoys American efficiency and the American way of getting down to business and following up. But he sometimes misses the European chit-chat and storytelling.
A challenging industry
The hospitality industry can be challenging. Dr. Krzysztof finds that people new to the industry tend to lack inspiration. He also finds them not as motivated as those with more experience, unwilling to work hard if they do not earn vast amounts for their efforts, and unprepared when they have arranged to meet someone.
Preparing
Dr. Krzysztof believes it is vital to be focused and prepared when meeting someone. It’s worth spending a few minutes having a coffee or a drink with them before the meeting to get to know them.
The Internet
The internet is a helpful tool for preparing for a meeting because it allows you to learn about those you intend to meet.
Building relationships
Half of Dr. Krzysztof’s clients are based in Europe, half of them are in the Middle East, and a few are in the US. In the US, building relationships used to take much longer than it did in Europe. However, since Covid, things have changed.
Volunteering
Dr. Krzysztof spent years volunteering for MPI and many other organizations. Through that, he has met many new people and learned about different cultures and religions. When you volunteer, NGOs can help you build your position and become who you truly are. Krzysztof points out that this is our life and our planet, so we all need to engage, get involved, share our knowledge, and give back in any way we can!
Full bio:
Dr. Krzysztof Celuch Ph.D., DBA, MBA, CMM, CITE, CIS, HMCC, CED – an academic professor and an entrepreneur, Krzysztof specializes in the meetings industry, event marketing, and event management. His scientific research, training, and keynotes are all built on knowledge of economics, business psychology, sociology, marketing, and cultural studies. He conducts workshops and training, gives lectures, and moderates panel discussions, debates, and management meetings. He implements research projects, builds strategies, and provides business consulting services. He helps organizations, institutions, and companies in the areas of management, communication, motivation, and business development, with particular emphasis on the meetings industry (event marketing).
Motivation: “When we meet, We change the world” might be the current slogan of the Meetings Professionals International (MPI) association, but personally, I have always found these words to be a great source of inspiration. Belief in the power of events and being aware of tools making meetings efficient and effective are what made the innovative-sounding “meetings industry” my area of specialty.
Education and professional growth: Diploma in tourism and recreation, doctorate degree in the field of humanities (political sciences), experience gained in international organizations, management of a destination marketing organization (DMO), participation in scientific and research projects – all of these factors contributed to the development of new qualities in the discussed interdisciplinary field.
Achievements and experience:
Scientific and business portfolio:
- 20 years of experience in providing training in an international environment, i.a. in the USA, Scandinavia, Mexico, and Poland
- 15 years of academic experience in the USA, China, and Poland at such universities, as i.a. San Diego State University, Skema Business School, Warsaw School of Tourism and Hospitality Management (part of the Vistula Group of Universities), Warsaw University, Mikołaj Kopernik University in Toruń
- Keynote speaker at scientific and industry congresses, business conferences, kick-off meetings, and motivation-centered events
- Author of 150 articles and five books dedicated to event management
- Holder of international training certifications: MPI Global Training, Sustainability in Tourism, Certified Incentive Specialist, EventCanvas
- Implementation of research projects, including Poland Meetings Impact (The Economic Impact of Poland’s Meetings Industry), the first report of this type in Poland (and eighth in the world
- Conducting destination marketing campaigns
- Management of the cooperation between the business, public and scientific sectors, including the moderation of meetings held by association and corporation boards.
Awards:
- MPI RISE AWARD Young Professional Achievement 2009/2010 – awarded to individuals under 30 years of age for significant contributions to the development of global business tourism. Dallas, USA
- CIC Young Pacesetter Award 2012 – awarded to individuals for spreading good practices, sharing knowledge, and creating leaders. Convention Industry Council, Washington, USA
- “Za Zasługi DLA Turystyki” 2015 – an honorary distinction awarded to citizens of the Republic of Poland, foreigners, organizations, and other institutions both at home and abroad in recognition of their contribution to the development of Polish tourism and solidifying international cooperation in this field
- “Meeting Architects: 40 Under 40” – a distinction awarded in a competition staged by the Connect Association and publisher of the Connect magazine. I was listed among the 40 leaders of the global meetings industry under 40.
- The recognition diploma, 2012, Ministry of Sport and Tourism, diploma of recognition for contribution to the development of Polish tourism
- DMAI 30 under 30 Award, 2012, Destination Marketing Association International, the prize for persons under 30 years of age for a contribution to the development and marketing of business tourism
- The Meeting Professional Magazine 30 under 30, 2008, the prize for having the greatest impact on the development of business tourism in the world in 2008
- The Meeting Professional Magazine 30 under 30, 2007, the prize for having the greatest impact on the development of business tourism in the world in 2007
Passions:
Career and research – growth of the meetings industry, contributing to innovations and trends, interpersonal motivation.
Hobbies – mountains (both as a regular tourist and an extreme mountaineering enthusiast looking for challenges), mountain rescuer, lifeguard, folklore dancer
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How to Leverage Human Connections with Riaz Meghji
Today we are delighted to be speaking with Riaz Meghji, the author of Every Conversation Counts!
Riaz has had a fascinating career! He switched from being a broker to speaking about human connections. He has worked on TV and radio and is also a podcaster and TEDx speaker. He joins us today to tell his story, talk about human connection and share his insights and advice.
We hope you enjoy listening to today’s enlightening conversation with Riaz Meghji!
Bio:
Riaz Meghji is a human connection expert and author of “Every Conversation Counts: The 5 Habits of Human Connection That Build Extraordinary Relationships”. His insights have been featured in Fast Company, Harvard Business Review, and Financial Post.
He is also an accomplished broadcaster with 17 years of television hosting experience; he has interviewed experts on current affairs, sports, entertainment, politics, and business.
Riaz has hosted for Citytv’s Breakfast Television, MTV Canada, TEDxVancouver, CTV News, and the Toronto International Film Festival. He is a natural storyteller with a proven ability to conduct engaging, in-depth conversations across various disciplines.
Off camera, Riaz dedicates himself to philanthropy and causes he cares about, including Canuck Place Children’s Hospice and Covenant House. He holds a degree in business from Simon Fraser University and studied leadership communication at Harvard Extension School and the Canadian Management Centre.
He lives in Vancouver, B.C., with his wife Lori and son Nico.
Riaz’s story
Riaz’s family moved from East Africa to Canada. Twenty years ago, Riaz deviated from his career in finance, took a leap of faith, and followed his passion in the presentation space. Since then, he has interviewed thousands of people as a television host and broadcaster. He has learned something from every conversation!
Human relationships
The power of human connection has always intrigued Riaz. He now lives a life of purpose, exploring how to build personal and professional relationships.
From finance to becoming a presenter
While in the final semester of his finance degree, Riaz did a presentation at an international student organization conference. Afterward, the co-chair took him aside and convinced him that he had something to offer in the presentation space. That person’s belief in his potential opened Riaz’s eyes to the life he wanted to live. A few months later, he landed his first internship with MTV in Canada.
Coaching
Riaz advises people to find a coach and remain coachable. Listen to what they say, and also listen to your intuition.
Complacency
Avoid becoming complacent because complacency cultivates mediocrity.
A beginner’s mindset
Riaz entered the craft of presenting intending to retain a beginner’s mindset and being his authentic self. A beginner’s mindset is about staying open, finding people you respect, and asking them for feedback.
Pushing forward
Make all your contributions to the best of your ability at any given moment. Have the courage and humility to ask for help. That will push your forward as a speaker or when pursuing something you feel passionate about.
Mentorship
If you are looking for a mentor, find someone who is committed and cares about you.
Connecting
Be intentional about connecting with others. Then strive to be consistent in your behavior until it becomes habitual.
Connecting with others in hybrid meetings
As a leader in hybrid meetings, you are managing energy and people. Everyone has their own expectations, so be intentional about checking in with people consistently and getting their feedback.
Empathetic curiosity
When people with cultural differences get together in a meeting, it’s vital for leaders to use empathetic curiosity and ask questions to understand how people show up and react.
Feedback
Sometimes, people take honesty the wrong way. That could create a sense of distance. That’s why it is necessary to earn credibility and trust before being vulnerable and sharing your thoughts honestly.
Building trust
Use empathetic curiosity to build trust in a new relationship. Start the conversation with questions that allow the other person to reflect, open up, and share. After that, check in with them consistently to show you care.
Consistency
Leaders should consistently provide and receive a steady stream of feedback. Use consistent praise or constructive criticism to let people know that you are invested in their growth and progress.
Brainstorming sessions
Brainstorming sessions are helpful. They also create opportunities for employees to share their input.
Accessibility
As a leader, make yourself accessible so that employees know they can always reach you if they need help.
Audience
Speakers need to consider their audience when preparing for a presentation. Riaz believes that the best speakers are the best listeners. So he always tries to understand his audience to provide them with maximum value and a memorable experience.
Experience
Riaz likes to interview leaders who can participate live on stage in his sessions to role model how to make the experience interactive. Then he allows audience members to share stories about their defining moments.
Storytelling
Storytelling is crucial to convey information with emotion. Storytelling also helps the audience interact and lean into what the speaker has to say.
Rehearsing
Rehearsing is a crucial part of any presentation. It helps to speak out loud and anticipate questions you may be asked.
Communicating to strengthen human connection
It is important to understand the context in which the people you are communicating with prefer to respond. Ask them how they like to communicate (text, email, or video, for example) when they like to communicate, and how often they prefer to communicate. Then, ask for suggestions so everyone feels like part of the process.
Sending daily voice notes will add a personal touch, show people that you care, and promote loyalty.
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Episode 135 – True Modern Leadership with JeVon McCormick
We are delighted to speak with an amazing individual today! JeVon McCormick is a phenomenal person and an incredible leader! He is the CEO of Scribe Media and the author of the bestselling book Modern Leader.
JeVon is top-ranked with Glass Doors and received Ernst and Young’s Entrepreneur of the Year. He was named Best CEO in Austin and Best Culture Company in America! He joins us today to talk about his personal and professional life, share his experience, and discuss his take on diversity, equity, and inclusion.
We hope you enjoy listening to today’s inspiring conversation with JeVon McCormick!
About JeVon
JeVon McCormick was born the son of a Black pimp father and a white single mother on welfare. Poverty, abuse, eviction, and discrimination were a daily part of his life. Today, he’s the CEO of Scribe Media, a multi-million dollar publishing company that was recently ranked the #1 Top Company Culture in America by Entrepreneur Magazine. JeVon’s experiences shaped a mindset for modern leadership that now guides his service as the CEO of a massively successful company that’s redefining the world of publishing.
JeVon’s journey
JeVon’s mother grew up in an orphanage. She had JeVon when she was still technically a child herself. Growing up in the 1970s was hard for JeVon because he was half black and half white and never felt he belonged. He was always trying to fit in. He got molested as a child and was in and out of juvenile prison. He never graduated from high school and had to attend summer school to get his GED.
A game-changer
JeVon’s dad drove him through a very affluent Houston neighborhood when he was about ten. He had never seen homes anything like the ones he saw there before. It was a game-changer for him because it showed him what was possible. As a result, wealth became his goal.
His first job
JeVon’s first job after getting his GED was cleaning restaurant toilets. After about a month, he decided to make them the cleanest toilets in Texas. Then he resolved to be the best at whatever he did from that moment forward!
What’s in a name?
After struggling for some time to get a better job, JeVon thought people were reluctant to hire him because he had a black name. So he began to go by JT McCormick. A week later, callbacks, invitations, and appointments began flooding in. From then on, he built his career on the name JT McCormick.
Reclaiming his name
After the murder of George Floyd, JeVon realized that changing his name made him part of the problem. So he reclaimed his name for all the kids with ethnic names living in similar communities to the one where he grew up.
Jevon’s credo
Jevon lives by putting people first. He believes in people, processes, and profits and feels that people should use their profits to do great things for the communities they live and work in.
Awards
JeVon is grateful for and proud of his awards. However, he finds it interesting and quite funny that we celebrate CEOs when CEOs are only as good as those they serve and support.
CEO
A CEO is a foundational piece of any company. Their role is to serve and support everyone else. They should never make decisions to benefit themselves.
Covid
Modern leadership got tested during Covid because there was no playbook for the virus. Covid revealed the difference between true leaders and playbook leaders. Even before working remotely became a thing, JeVon told his people to take whatever they needed from the office to build a comfortable workspace at home. He also announced that no salaries would get reduced, and no one would get laid off.
DEI
JeVon does not see DEI as an initiative because diversity has no start or finish. He feels it should be referred to as diversity, equity, and inclusion rather than DEI because actually saying the words opens up a real conversation. He also points out that most Fortune 500 chief diversity officers are black women, many of whom are now coming out and saying they are getting no support in moving their DEI initiatives forward.
Modern leadership
JeVon has been a successful leader because he puts people first and does things differently. He does not want to recruit and retain people. He prefers to attract great people and provide them with a phenomenal culture, meaningful work, and great salaries.
Language
Much of the language used in business today comes from an antiquated playbook. People don’t realize that some of it even comes from the plantation business model. For example, referring to people as “human capital”, or “greatest assets”, implies human trafficking or slavery.
Respect
As Americans, we need to respect others, listen to them, and seek to understand their lived lives. We need to ask questions and learn from others.
History
Rather than being destroyed, offensive statues should be placed in museums because they are part of history and serve to educate future generations.
Do the right thing
Seek to do what is right for all people. Do the right thing just because it’s the right thing to do. Don’t do it for a buy-in or something that might be in it for you.
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Scribe Media
Today, we are honored and happy to speak with Kim Praitano, the CEO of Gilda’s Club in South Florida! Each year, Gilda's Club helps 5000 people affected by cancer.
Kim is an interesting person with a fascinating story to tell! She has tons of experience and many health insights to share! She is joining us to talk about Gilda’s Club, how they use meetings to help raise funds and awareness, and how Krav Maga has helped her become a better leader.
We hope you enjoy listening to our conversation with Kim Praitano!
Bio:
Kim Praitano, MSW, CFRE
Kim Praitano is the President & CEO of Gilda’s Club South Florida, serving over 5000 people affected by cancer annually, addressing social determinants of health, and providing support services, renowned cancer education, and healthy lifestyle programs throughout South Florida.
Kim has held executive leadership positions for nearly 40 years, working with various nonprofit organizations, and served as CEO of Dynamic Leadership Concepts, a consulting firm serving nonprofit organizations through professional development and capacity-building.
Kim’s family
Kim’s grandparents immigrated from Italy in the World War 2 era. Although her family owned nothing materially, they had strong values and a good work ethic. They taught Kim that quitting is never an option. That gave her the grit she needed to move forward in life.
Education
Education was always important to Kim. It was her refuge.
Leadership
After starting work, Kim constantly took leadership programs. She felt constant learning was vital because she knew where she wanted to go.
A nonprofit leader
Kim wanted to lead a nonprofit regardless of the services provided because they are all interrelated and important. She knew that a good leader was the key to the success of any organization.
Funding
Nonprofits do not necessarily get funded for infrastructures like human resources, finance, marketing, and advertising. Kim got certifications continuously to do those things because she knew no one would provide funds for them.
Harvard
Kim went to Harvard because they had leadership programs for nonprofit executives. Outcome Measurement was a program she found meaningful. Another was Excellence in Nonprofit Governance because, in a successful organization, the nonprofit leader will work collaboratively with the board to lead the organization.
Board members
Some of the Gilda’s Club board members are experts in the areas Kim is not. They help create the vision and experience for the organization and assist Kim in overcoming any organizational challenges.
Gilda’s Club's mission
The mission of Gilda’s Club is to ensure that anyone impacted by cancer gets empowered by knowledge, strengthened by action, and sustained by the community. The community support part motivates Kim and many other Gilda employees to get up and go off to work every day.
Servant leadership
For Kim, servant leadership is ensuring she gives her staff members all the tools they need to do their jobs.
The Gilda’s Club activities
Cancer patients require more than just medical treatment for good health outcomes. Many people also need assistance with things like housing, food, transportation, mental health insurance, physical fitness, and follow-up treatments. The Gilda’s Club provides healthy living classes, like yoga, Thai Chi, and cooking, to help people do better after their clinical treatments. They also provide cancer education, mental health counseling, and support groups for cancer patients and their family members.
Covid
For two years, Covid interrupted cancer patients’ regular screening schedules. Getting people screened has become significantly important now, especially in communities of color.
Women of Color
They have a Women of Color initiative at Gilda’s Club where they help people re-partner to their screening via a mobile mammography health clinic.
Events
Gilda’s Club has three major annual fundraisers to raise money and awareness and get people to start building a relationship with them.
Krav Maga
Fitness has always been important to Kim. Krav Maga gives her confidence and keeps her mind and body healthy. It strengthens her as a leader and helps her operate better as a CEO.
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Call Kim at 954 763 6776
133: Another Day Above Ground with Carolyn Strauss
We are delighted to speak with Carolyn Strauss today!
Carolyn has had a fantastic career! She has had an apparel collection and was CEO of a multi-million-dollar company. Now, she is a podcaster, speaker, and emcee.
Carolyn has loads of energy and tons of business experience! She joins us today to offer her advice and share some great tips and insights for business owners!
We hope you enjoy listening to today’s inspiring conversation with Carolyn Strauss!
Bio:
Carolyn Strauss, CSP, is a professional keynote speaker, emcee, and trusted corporate advisor with over 30 years of experience both on stage and on camera. Carolyn is the former CEO of the Carolyn Strauss Collection™ an apparel collection exclusively sold on the Home Shopping Network where she sold over $160Million worth of her own product. She is an expert on sales, persuasion, and execution. Carolyn has worked with associations and executive teams across all industries. She trains “Wicked Smart People” on how to communicate effectively and she is a certified Working Genius™ facilitator. She has appeared on PBS, ABC, NBC, HSN, Food Network, and Lifetime television network. She is an active member of the Screen Actors Guild and is the author of 5 books. She is the host of the long-running podcast "Another Day Above Ground" and believes a good day contains chocolate.
Cigar packs
The National Speakers Association used to have specialized professional education groups called PEGs for their members. Someone started a group called The Cigar Pack for the rebels and outcasts. At the Cigar PEG, humorous speakers get together, smoke cigars, and get to know one another. Most of the money raised goes to charity. Carolyn joined the Cigar PEG 16-18 years ago. She loves their philanthropic approach to fun! She met her podcast partner, Dale Irvin, at the Cigar PEG.
How Carolyn became CEO of a clothing company
After graduating from college, Carolyn moved to New York and made a living as a plus-size model. Then she got certified as an aerobics instructor and personal trainer, hired two models, designed their leotards, and created an exercise video.
Home Shopping Network
Carolyn suggested to her modeling client in New York that they sell the exercise video along with exercise clothes. So they pitched the Home Shopping Network (HSN). The HSN did neither exercise videos nor exercise clothes, but they asked Carolyn and her client to put together a line of sportswear for them to launch several months later.
From failure to success
Their sportswear failed to sell when Carolyn first presented it on TV, and she got pulled off the set. They had to do another show with a different network an hour later. That time, their stretch pants sold very well! So the HSN offered to bring Carolyn and her partner back if they designed another sportswear collection in the same fabric.
The three-legged stool of home shopping
Home shopping is all about presentation, pricing, and product. The HSN told Carolyn and her partner that they could be successful if they had a great presentation, great pricing, and a great product. They did, and for the next eighteen years, Carolyn and her partner made their living selling clothes to the HSN. They made more than 160 million dollars in wholesale sales between 1997 and 2015!
Easy-wear-easy-care clothing
When doing business consulting, Carolyn always explains to business owners that you need to know what you do, who you do it for, and why they care. Everyone who worked for her knew that they made easy-wear, easy-care clothing for busy women so that after getting dressed, they did not have to think about themselves for the rest of the day.
2015
In 2015, HSN merged with another company. They decided to shift and move in the direction of celebrities and brand names.
CSP
Carolyn got her CSP because her dad always told her to do anything she wanted to do in the world and be the best she could be at doing it!
Fashion show expert
Carolyn started commentating on fashion shows when she was 25 years old. She became the highest-paid plus-sized fashion show expert and fashion expert in the United States.
Speaking
Some college students approached Carolyn at a fashion show she was commentating on and asked her to speak at their college. She did, and it went well. After that, she began taking on speaking engagements.
A great opportunity
In 2008, Carolyn was at a National Speakers Association conference. Vistage, a CEO Mastermind group, was a sponsor, and they invited her to audition. They called a month later to say they wanted to work with her. One of their chairs helped Carolyn tailor the material she had designed for women business owners and make it applicable to all business owners. She has subsequently done more than 200 presentations for Vistage. She also speaks for various other associations.
Emcee work
During the pandemic, Carolyn started doing emcee work.
Advice for business leaders
When something is not right, speak up and get it fixed.
Podcasting
Carolyn’s podcast partner, Dale, had been doing a podcast with a friend and comedian called Tim Slagle. The podcast was winding down, but Dale and Tim still wanted to do a podcast, and they wanted to include a liberal female point of view. So they brought Carolyn in to meet Tim. They recorded a few podcast episodes relevant to baby boomers, and things worked out. So Carolyn joined them as a podcast partner. She makes no money from the podcast, but she loves doing it, and it looks great on her resume!
Covid
Doing the weekly podcast kept Carolyn razor sharp and helped her stay on top of her game during Covid.
How you present yourself
In business, the way you present yourself is crucial! If you want to succeed without really trying, dress to suit the part.
Advice for business owners
Business owners must be clear with their employees about their expectations and how they want them to work. They must ensure that all their employees are happy doing what they do. Business owners should also have a clear roadmap of where they are heading and what they hope to achieve, and they should engage their employees in getting there.
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Another Day Above Ground Podcast
Join The Cigar PEG
We are delighted to speak with Dr. Lalia Rach, the Executive Managing Director of Strategic Consulting Services for ALHI (Associated Luxury Hotels International), today!
Lalia has just written Managing the Book on You. She talks about her experiences, discusses why she wrote her book and shares some great stories and insights about leadership.
We hope you enjoy listening to today’s riveting conversation with Dr. Lalia Rach!
Bio:
Dr. Lalia Rach is the executive managing director of Strategic Consulting Services, a division of Associated Luxury Hotels International (ALHI). In this role, Lalia is responsible for developing and delivering strategic and managerial consulting services to member hotels and clients.
Each service is custom designed so the information, guidance, and training result in greater value to the organization and the attendee.
She is known for her practical, informative, and entertaining presentations whether a keynote speech, a workshop, or MC a conference. An audience favorite as demonstrated by repeat engagements and survey feedback, Lalia prides herself on uniquely crafting each presentation to fit the needs of the client and their audience.
Her first book “Managing the Book on You: Rewriting your leadership story!” is available on Amazon in paperback and kindle. An audible version will be coming in late September.
Designed as a workbook to assist leaders in advancing their success and to better manage old impressions and views held by others within the organization about their leadership ability.
As the founder and partner of Rach Enterprises, a consulting firm that takes an uncommon sense approach and delivers genuine ideas that challenge tradition, Lalia served as a trusted adviser to senior-level executives at many leading organizations.
As a university educator, Lalia served as Dean of several top hospitality and tourism programs. At New York University, her leadership ability resulted in the creation of one of the world’s most innovative graduate and undergraduate programs in the business of hospitality, sports, and tourism.
Among her awards and honors are recipient of the Smart Women in Meetings: Visionary from Smart Meetings Magazine; the Top 25 Extraordinary Minds in Sales and Marketing from Hospitality Sales & Marketing Association International; selected as one of the 33 Most Influential People in the Travel Industry from Travel Weekly; featured in “Meet the 25 Most Influential Women in Travel” by Forbes Life Executive Woman; recipient of the Professional of the Year Award from Big Apple Chapter Hospitality Sales and Marketing Association and recipient of the Special Hospitality Award recipient from NYC & Co.
She holds a B.S. and M.B.A. from the University of Wisconsin and a doctorate from George Washington University in Washington, D.C.
Laila’s story
Lalia grew up in a teeny, tiny town with only 800 inhabitants. Her grandmother owned a restaurant, her parents owned a bar and grill, and Lalia has worked in the restaurant and lodging industry from fifteen years of age. She put herself through college by working in a busy restaurant and then went to work in a hotel. Her career started after she got placed in a management position and had to become a leader. She loved the idea of helping the people she worked with be better!
College
Lalia majored in the liberal arts in college and went back later to do a Master’s degree in business. Several years later, she went to George Washington University to get a Doctorate in Higher Education. Her college education taught her to think.
General management
When the time came for Lalia to move into general management, she did not want to do it.
Finding her calling
She saw an ad in an industry magazine for a faculty member at one of the hotel schools in the United States, applied for the position, and got hired. She worked far harder as a teacher than she ever would have as a general manager, but she found her calling there. She is an excellent teacher because she loves to learn!
Leadership
Lalia points out that not all leadership is natural. A lot of it comes from learning and experience. Her job as a leader is to ensure that her team is always functioning better than they did before.
You have to be prepared
Lalia got turned down for a faculty position she applied for because she did not prepare. That taught her the professional lesson that you have to be prepared.
New York University
NYU decided to start a hospitality and tourism center. Lalia became the founding dean and spent the next 18 years there. That was when she discovered that she had leadership qualities.
Good leadership
Good leaders can impact the lives of those who report directly to them and others. Intangibles, like emotional intelligence and maturity, make people better leaders. Good leaders will acknowledge their weaknesses and allow their team to tell them how to solve a problem even if they already know how to do it.
Teach to your strengths
Many years ago, someone told Lalia that to be successful as a teacher, she had to quit trying to be the best student in the class and teach to her strengths to help her students learn.
Consulting, speaking and working with strategies
Lalia began to consult while she was Dean of NYU. She did project work that included assessments and evaluations and also began speaking. Her consulting and speaking businesses grew, and eventually, presidents and CEOs started asking her to assist them in putting their strategies into practice. After some time, she realized she was done with higher education and went full-time into consulting.
Leadership is universal
Lalia realized that she doubted her ability even though she had proven it. So she began to explore how she self-sabotaged and lost confidence. That prompted her to get into C-suite executive coaching, and through that, she learned that even though every leader is different, leadership is universal.
Writing a book
When Covid came, Lalia began to write a book to help people develop as professionals and advance their careers. It was a two-year process, and finding a book coach kept her writing and pushed her to complete the book.
True stories
In her book, Lalia tells stories about herself and her clients, all of which are true. She advises people to do the necessary work after reading the book. She also encourages men not to be put off because her book has been written from a female perspective.
How to show others that you have changed
To show others that you have changed, you must be sincere and not take things personally. Pay attention and be willing to catch yourself when you fall back on old patterns.
ALHI
Working for ALHI has been a great learning opportunity for Lalia, and Strategic Consulting Services has been a value-add plus more for ALHI.
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Connect with Dr. Lalia Rach
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Associated Luxury Hotels International
Get your copy of Dr. Laila Rach’s book, Managing the Book on You: Rewriting your leadership story, from Amazon.
Book mentioned:
Lean In, by Sheryl Sandberg
We have the great pleasure of speaking with Pierre-Henri Perrin, the General Manager of the new Marriott at the Geneva airport, today!
Pierre-Henri has a very inspiring story to share! He joins us today to talk about leadership, opening a new hotel, and what it means for a property to align with sustainability.
We hope you enjoy listening to today’s captivating conversation with Pierre-Henri Perrin!
Bio:
Destined for a job in finance, through a course in French Hautes Écoles, Pierre-Henri Perrin, General Manager of the Geneva Marriott Hotel discovered the hotel business thanks to a seasonal job in a brasserie where he served his first fondues. A passion was immediately born for this sector which pushed him to change course and integrate a master's degree in hotel management. During his first professional experiences, discovered all the trades related to the catering and hotel industry. Arriving at Marriott International, Pierre-Henri Perrin adheres to the group's "People First" philosophy. “By joining the Marriott group, I found a company in which I recognized myself 1000%. I am in tune with its brand promise, its values that are found in all levels of positions in the company. These are so strong that there is no compromise. We give the best of us and that is what is important.”
For Pierre-Henri Perrin, following the slogan "People First" means putting people at the heart of the company's strategy by creating great hotel experiences. This state of mind has prompted him to develop a collaborative workspace, a hub, for his teams at the Geneva Marriott Hotel: "Here, there are no partitioned spaces or floors reserved for management", he explains, “We all work together in a spirit of conviviality and sharing”. Close to his partners, he is always keen to create opportunities both internally and externally so that each member of the team can develop in the best possible conditions: "We want to create an environment where everyone can give best of oneself and consequently the best of the guests who do us the honor of coming to our house.”
Passionate and involved, Pierre-Henri Perrin is convinced that in the hotel business, even more than elsewhere, excellence is in the detail and therefore the service offered to each guest must be irreproachable. He will deploy this philosophy in all the positions he will occupy: Renaissance hotels, in Paris or Barcelona, through prestigious and trendy establishments.
This rich international experience enabled him to understand the importance of the vision of Glocal, both global and local, a method that he strives to transcribe at the Geneva Marriott Hotel and that can be found, for example, in the hotel's catering offer, which highlights sustainable and local products, as well as in the very construction of the hotel.
The next challenge for Pierre-Henri Perrin is to make the Geneva Marriott Hotel an essential place in Geneva life, a cosmopolitan place open to the world, like the capital of French-speaking Switzerland.
Pierre-Henri’s story
While studying finance at university, Pierre-Henri spent a summer holiday working as a waiter. After that, he decided to join the hospitality world. He started as a receptionist in Paris and worked his way up to hotel management with several different companies in Paris, London, and Barcelona.
Big chains
Seventeen years ago, he decided to work for a big chain to develop his career. He was offered a position at a small, luxury property in Paris that Marriott was considering buying. He took a chance and accepted the offer, hoping Marriott would buy the property, and three months later, they did. Pierre-Henri feels that was one of the best career moves he ever made!
Marriott
He has never regretted his decision. Marriott is a wonderful company to work for because they put people first and encourage their employees to grow.
Growth
Pierre-Henri has grown with Marriott, mainly by converting hotels from independent to chain hotels.
Change
Change has been a big part of Pierre-Henri’s journey. Change always happens, and when it does, you have only two choices: You can either accept it or adapt.
Passion
Pierre-Henri believes that his passion for the work he does keeps him young!
Leadership
Leadership comes easily to Pierre-Henri because he has no problem engaging with people. He always listens to his people and pushes them to do better.
Opening a hotel
When opening a new hotel, Pierre-Henri goes into it with all his energy. A hotel is a slow-moving environment, so he knows he is sure to succeed because he will have the chance to practice.
Building a team
Finding people who share your passion is the key to building the necessary energy to lead a project.
Managing people
To manage people successfully you need to allow them to express themselves.
Leading a project
In the opening process of leading a project, you need to fully understand what the project is about and where the idea came from. That has to be taken into account when assimilating the project.
Instilling and maintaining a culture
Pierre-Henri meets all his staff members in order to get to know them better. He needs to understand whether his hotel is the right choice for them and whether they are the right choice for the hotel. After that, he walks his talk each day by spending an hour visiting every department, asking his people how they are, chatting, smiling, and engaging. He also has daily meetings to keep everyone aligned.
Inducting people
At Marriott, they focus on onboarding and inducting all their people. When they launched one of their hotels in France, they had three full days of onboarding to explain their culture. Pierre-Henri continuously monitors things to maintain the culture.
How to keep your people
To create the culture of a company and retain your people, you need to be consistent and true.
Creating a unique experience
You need to be honest, consistent, and always online to create and maintain a unique experience for your customers.
Eco-sustainability
Mariott properties are all about eco-sustainability. Since 2008, they have been creating avant-garde and visionary projects by using geothermal cooling systems, designing their buildings to be as sustainable as possible, and incorporating new technology into their projects as it evolves. They also work mostly with locally-sourced seasonal produce.
Recycling
At Marriott, the barmaids’ shirts are made from recycled plastic bottles and their wine glasses are made from recycled wine bottles. They are moving away from using plastic by incorporating wooden key cards. For their bar-checks, they use envelopes made from recycled paper that can be planted afterward to produce flowers. Their customers get welcomed with a water bottle that can be refilled from dispensers on every floor.
Community
They feel it is important to be accepted as part of their community, so they invited some of their neighbors in Geneva to spend an evening together so they could welcome them, get to know them, and engage with them.
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Connect with Pierre-Henri Perrin
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Geneva Marriott Hotel
We have the great pleasure of speaking with the education guru, Nancy Snowden today! She is the Lead Manager of Educational Experiences for Meeting Professionals International (MPI).
Nancy joins us for a fully-packed session where she shares her insights and experience. We dive into mental health, emotional intelligence, financial literacy, humor, improvisation, and unschooling.
We hope you enjoy listening to today’s thought-provoking episode with Nancy Snowden!
Bio:
An educator by trade, dream chaser by nature, and brain-science fanatic, Nancy Snowden has always sought to do things in her own way. From earning her bachelor’s degree in English, Creative Writing, and Women & Gender Studies, to continuing her education and earning her master’s degree in Adult Education & Interdisciplinary studies – she loves to look at an average opportunity and carve out the path that cultivates her zeal for life and passion for helping others. After spending a decade working in Higher Education and specifically, the wellness sector, she took a leap and joined the Academy team at MPI Global Headquarters and launched headfirst into the world of meeting and event professionals. Since then, Nancy has found an incredible amount of fulfillment working to provide #meetingprofs with the tools and resources they need to live and work at their best as the Lead Manager of Educational Experiences.
Nancy’s story
After graduating with a degree in adult education and various other subjects, Nancy spent eight or nine years working for universities and international non-profit organizations with chapters and clubs on student campuses. She did some low-level event planning on college campuses and worked with college students, mainly with leadership, wellness, emergency response, and risk reduction in the education and development realm.
A job at MPI
In 2018, Nancy got tired of working within the confines of higher education and spent almost a year looking for a new job. Then a friend of a friend posted her original role at MPI. Nancy learned about the organization, landed the job, and joined MPI.
Health promotions standpoint wellness
Consumerism has taken hold of health promotions standpoint wellness. That is why there is currently one notion of wellness based on what you own, participate in, and put into your body.
Overwhelm
Like many others during the pandemic, Nancy could no longer function because she was extremely overwhelmed. She even went into a short-term care facility before starting at MPI because she needed a break from the world to get herself together enough to move forward.
Event professionals
Feeling overwhelmed is unacceptable. Sometimes, the feeling is almost indiscernible. Event professionals are positioned uniquely to design and create experiences that can underpin that side of wellness in an integrated way.
Transformative wellness
Wellness becomes transformative when we address the small things that impact how we live or interact with others daily.
Nancy’s wellness presentations
When Nancy talks about the transformational power of wellness and event wellness design in her presentations, she is referring to the deeper facets of what it is to be human and how that shows up in the events people create.
Financial wellness
Financial wellness in meetings and events lies in having tiered prices and providing discounts, scholarships, access to unique funding sources, and community structures for networking to equip attendees.
Social wellness
If people cannot go to events, interact with people who are meaningful to them, and network, they are not socially well. If they go to events and do not see themselves reflected in the content, speakers, and accommodations, they will not be their most authentic selves in the space. That is another barrier to social wellness.
Bringing wellness into organizations
The expectation that organizations and people in leadership positions will be submissive has framed Nancy’s understanding of how the wellness conversation gets brought into the corporate sphere, how organizations get shaped, and how support systems get created for employees, teammates, and colleagues.
Emotional intelligence
Emotional intelligence is being so self-aware that when a moment of conflict arises, you can work through it in a way that the other person does not even realize you are helping them work through it.
Learning emotional intelligence
For people to learn emotional intelligence, they need to be willing. They also need to be aware of the lizard brain (the primal piece of the brain that works out of fear and response) and be able to turn it off.
Improvisation
Improvisation can be used as a tool for enhancing one’s understanding of emotional intelligence.
Compromise
Nancy helps organizational leaders and employees to find compromise when moments of conflict arise. That allows the organization to continue and grow and the leaders and employees to maintain their wellness.
Key indicators of success
Collaborative leadership and emotional intelligence are the key indicators of success within business units.
Open communication
Open communication and flexibility are key elements of any safe working environment.
Occupational wellness
Occupational wellness creates a foundation for people to have successful careers.
Values
If you articulate your values clearly, you can position yourself uniquely within your workplace and ensure your strengths get utilized.
Humor
Nancy uses humor to wield her emotional intelligence, self-reflect, and be candid. Allowing herself to be made fun of helps diffuse difficult or offensive situations. It also alleviates pressure and lets her take a step back mentally.
A fallacy
Nancy points out that it is a fallacy that people in leadership don’t care or are disinterested.
Education in professional industries
Nancy shifted her opinion about the role of education in professional industries when she learned that there is no one size fits all way to create experience and credibility. She does not see education as a marker of intelligence.
Unschooling
Rather than creating more educational inequity and making it harder for people to be successful, we should look at what each person brings to the table and provide them with opportunities for advancement, fulfillment, and success.
New learning dynamic
Within the events industry, there are some non-degree holding professionals and others from degree programs with less than four years of experience. There is a divide between them even though they both bring valuable experiences to the industry. Nancy proposes a new learning dynamic in which both sides could learn together and from one another.
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Connect with Nancy Snowden
On LinkedIn
MPI
Book mentioned:
Motivating the Middle by T.J. Sullivan
We are delighted to have Garrett Gunderson joining us today to talk about his transition from being a financial advisor to becoming a stand-up comedian and doing a tour on stages across the US!
In this episode, you will hear Garrett talk about his journey and the bright future he is building for himself.
We hope you enjoy today’s inspiring conversation with Garrett Gunderson!
Bio:
A modern-day “renaissance man”, well, maybe.
An Inc 500 founder of a financial firm and amateur barista.
A rookie fly fisherman and Wall Street Journal #1 Bestseller.
A public speaker who’s delivered hundreds of keynotes, and a mediocre guitar player at home.
A bow hunter, Traeger grill semi-pro, former cross-fitter (emphasis on the former), and a whisky sommelier, which is real, and just as douchy as it sounds.
But maybe the best way to know me is from a few notes my wife wrote:
- A man who can only drink tequila under supervision.
- A man who will stop at nothing to provide his wife food if she gets HANGRY-self-preservation really.
- A dad who was totally cool with letting his sons go anywhere with him, in any costume they may have on! (Yeah, a client offered my kids $100 to knock on every door in the neighborhood with the three of us sporting Spider-man costumes saying “the neighborhood is safe”. My costume was too small, and more Moose Knuckle Man than Spider-man, but hey, that $100 spent the same.)
- A man who can’t fix a toilet, but can help you become financially independent so you can hire someone else to do it for you.
- A man who supports his wife’s meditation, even if she is just sleeping.
- A brother who bailed his sister out of jail, while almost going to jail himself in the process.
- A father who loves and adores his sons for exactly who they are.
- A son that loves his parents with all his heart.
- A man loyal to his family and friends, but most of all his values.
Comedy
Garrett thinks comedy was his first love. He came from a family that was Catholic on one side and Mormon on the other, with love and laughter as their universal language.
Garrett’s journey
Garrett got involved in financial services when he was nineteen years old. In 2000, when the markets started dropping, he had the time to go places and meet people who were decades ahead of him in the financial game. So he spent 26 months interviewing people in various areas of finance.
Scaling his business
From 2000 to 2006, Garrett scaled his business by partnering with three other people. Learning from each other, positively challenging one another, and creating a bigger vision together helped them grow the business. Sadly, two of his three partners died in a plane crash in 2006.
Working harder
Garrett tried to make up for the loss of two of his partners by working harder. However, that negatively impacted his family life. So he had to let go of certain things and realize that he was not responsible for everyone. Then he created a firm, brought in financial people, and wrote a book.
Mistakes
He made many mistakes along the way. He made most mistakes because he was not clear about his life, so he let opportunities distract and derail him.
Four areas of guaranteed efficiency
After doing all the interviews, Garrett concluded that although there are no financial guarantees when investing money, there are four areas where you are sure to be efficient with money and get a return on it.
Those areas are:
- Saving on taxes
- Saving on interest
- Removing all non-performing fees from your investments
- Removing all duplicate covers and improper structures from your insurance
Writing books
Garrett hired a ghostwriter to write his first book because he thought having a book would make him seem cooler than he was.
He has two books coming out next year. He did a lot of writing for one of them and loved the whole process! The other one he co-authored with someone else.
The future of finance
Garrett hopes that his new book helps to make the future of finance, business, and government about connection and compassion rather than competition and destruction.
Quality of life
Garrett believes that if people can enjoy their lives and make their quality of life a priority, money will become a by-product of a life well-lived rather than an excuse against it.
Confusing love and money
Garrett believes that people have been misguided to confuse love and money. So they chase money to validate something they have not accepted in themselves.
Competition
Competition will appear to be the norm until people learn to love themselves and create a life of value creation where they have a sense of purpose and are sure of their place in the world.
Collaboration
Collaboration is much more fun than competition. Collaboration requires trust, and trust begins with ourselves. We need to trust ourselves to invest fully in who we are and deliver value consistently.
A different conversation
Garrett wants to encourage people to have a different conversation about money and help them understand where there might be limitations in their goals.
School
Garrett feels that there are some positive aspects to school, but there is also rigidity that might not persevere in today’s world.
Debt
Debt is a trap. Garrett is writing a comedic book about debt called Life After Debt. It covers student debt, loans, and how people finance their future.
Becoming a comedian
As a kid, Garrett loved telling jokes! In 2005, he was at a formal dinner in Costa Rica, drank too much tequila, and ended up at the mic telling bad jokes. Then, in 2017, after returning from a summer in Italy, he felt relaxed and kept making his wife laugh. He also told some jokes at his next financial presentation and made the crowd laugh, so he felt ready to start telling jokes on stage. Then, a comedian friend helped him write some jokes and allowed him to start opening for him at his shows, and someone discovered him. Garrett filmed a comedy special in 2021 that will air at the end of 2022.
Transitioning to comedy
Garrett treats comedy as a profession. He received training from friends, professional coaches, and speaker-training programs. When made the transition to comedy, he felt he already had stage presence. He continues to refine and improve his presentation.
His tour
In 2021, Garrett did a tour of 15 or more cities across America.
Garrett’s goal
Garrett would like to use performance and entertainment to educate people. He would like to plant a seed of hope, feel connected, and help people to be more expressed. He wants to reach a billion people, inspire them, and touch their hearts with his work.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Garrett Gunderson
On his website
On LinkedIn
We are delighted to have Garrett Gunderson joining us today to talk about his transition from being a financial advisor to becoming a stand-up comedian and doing a tour on stages across the US!
In this episode, you will hear Garrett talk about his journey and the bright future he is building for himself.
We hope you enjoy today’s inspiring conversation with Garrett Gunderson!
Bio:
A modern-day “renaissance man”, well, maybe.
An Inc 500 founder of a financial firm and amateur barista.
A rookie fly fisherman and Wall Street Journal #1 Bestseller.
A public speaker who’s delivered hundreds of keynotes, and a mediocre guitar player at home.
A bow hunter, Traeger grill semi-pro, former cross-fitter (emphasis on the former), and a whisky sommelier, which is real, and just as douchy as it sounds.
But maybe the best way to know me is from a few notes my wife wrote:
- A man who can only drink tequila under supervision.
- A man who will stop at nothing to provide his wife food if she gets HANGRY-self-preservation really.
- A dad who was totally cool with letting his sons go anywhere with him, in any costume they may have on! (Yeah, a client offered my kids $100 to knock on every door in the neighborhood with the three of us sporting Spider-man costumes saying “the neighborhood is safe”. My costume was too small, and more Moose Knuckle Man than Spider-man, but hey, that $100 spent the same.)
- A man who can’t fix a toilet, but can help you become financially independent so you can hire someone else to do it for you.
- A man who supports his wife’s meditation, even if she is just sleeping.
- A brother who bailed his sister out of jail, while almost going to jail himself in the process.
- A father who loves and adores his sons for exactly who they are.
- A son that loves his parents with all his heart.
- A man loyal to his family and friends, but most of all his values.
Comedy
Garrett thinks comedy was his first love. He came from a family that was Catholic on one side and Mormon on the other, with love and laughter as their universal language.
Garrett’s journey
Garrett got involved in financial services when he was nineteen years old. In 2000, when the markets started dropping, he had the time to go places and meet people who were decades ahead of him in the financial game. So he spent 26 months interviewing people in various areas of finance.
Scaling his business
From 2000 to 2006, Garrett scaled his business by partnering with three other people. Learning from each other, positively challenging one another, and creating a bigger vision together helped them grow the business. Sadly, two of his three partners died in a plane crash in 2006.
Working harder
Garrett tried to make up for the loss of two of his partners by working harder. However, that negatively impacted his family life. So he had to let go of certain things and realize that he was not responsible for everyone. Then he created a firm, brought in financial people, and wrote a book.
Mistakes
He made many mistakes along the way. He made most mistakes because he was not clear about his life, so he let opportunities distract and derail him.
Four areas of guaranteed efficiency
After doing all the interviews, Garrett concluded that although there are no financial guarantees when investing money, there are four areas where you are sure to be efficient with money and get a return on it.
Those areas are:
- Saving on taxes
- Saving on interest
- Removing all non-performing fees from your investments
- Removing all duplicate covers and improper structures from your insurance
Writing books
Garrett hired a ghostwriter to write his first book because he thought having a book would make him seem cooler than he was.
He has two books coming out next year. He did a lot of writing for one of them and loved the whole process! The other one he co-authored with someone else.
The future of finance
Garrett hopes that his new book helps to make the future of finance, business, and government about connection and compassion rather than competition and destruction.
Quality of life
Garrett believes that if people can enjoy their lives and make their quality of life a priority, money will become a by-product of a life well-lived rather than an excuse against it.
Confusing love and money
Garrett believes that people have been misguided to confuse love and money. So they chase money to validate something they have not accepted in themselves.
Competition
Competition will appear to be the norm until people learn to love themselves and create a life of value creation where they have a sense of purpose and are sure of their place in the world.
Collaboration
Collaboration is much more fun than competition. Collaboration requires trust, and trust begins with ourselves. We need to trust ourselves to invest fully in who we are and deliver value consistently.
A different conversation
Garrett wants to encourage people to have a different conversation about money and help them understand where there might be limitations in their goals.
School
Garrett feels that there are some positive aspects to school, but there is also rigidity that might not persevere in today’s world.
Debt
Debt is a trap. Garrett is writing a comedic book about debt called Life After Debt. It covers student debt, loans, and how people finance their future.
Becoming a comedian
As a kid, Garrett loved telling jokes! In 2005, he was at a formal dinner in Costa Rica, drank too much tequila, and ended up at the mic telling bad jokes. Then, in 2017, after returning from a summer in Italy, he felt relaxed and kept making his wife laugh. He also told some jokes at his next financial presentation and made the crowd laugh, so he felt ready to start telling jokes on stage. Then, a comedian friend helped him write some jokes and allowed him to start opening for him at his shows, and someone discovered him. Garrett filmed a comedy special in 2021 that will air at the end of 2022.
Transitioning to comedy
Garrett treats comedy as a profession. He received training from friends, professional coaches, and speaker-training programs. When made the transition to comedy, he felt he already had stage presence. He continues to refine and improve his presentation.
His tour
In 2021, Garrett did a tour of 15 or more cities across America.
Garrett’s goal
Garrett would like to use performance and entertainment to educate people. He would like to plant a seed of hope, feel connected, and help people to be more expressed. He wants to reach a billion people, inspire them, and touch their hearts with his work.
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Connect with Garrett Gunderson
On his website
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Today we have the great pleasure of speaking with Rafa Jimenez, the blockchain guru for ELCA and Secutix!
Rafa joins us today to shed light on blockchain and discuss its impact on the live event industry. He also discusses his career journey, shares his insights, and explains NFTs.
We hope you enjoy listening to today’s captivating and informative conversation with Rafa Jimenez!
Rafa Jimenez Bio (July 2022)
Rafa is a blockchain, DeFi, and fintech specialist with over 10y experience in the industry, currently leading blockchain and Web3 at Secutix in the event industry solution and ticketing platform used by the largest and most renowned venues, operas, museums, live events, artist, sports clubs and tournaments in the world. With ELCA the Swiss IT solutions company and parent of Secutix, with over 50 years of serving corporate/gov clients worldwide - Rafa serves as a thought leader and general advisor for Blockchain, DeFi, and Digital-Asset strategy.
Previously as Chief Commercial Officer at Alpian, Rafa helped build a mobile-only Swiss private banking platform, now a fully licensed Swiss bank scheduled to launch end of 2022. Before that as founder, he built and lead Alibre.io (originally “AhorroLibre”), a mobile-only metaPSP one-click payment platform helping improve financial inclusion for the base of the pyramid in Mexico, that was recognized as one of the most innovative solutions in LATAM by the Global Entrepreneurship Summit GES Marrakech 2014. He is also a founding member and regular lecturer at KlubAlibre.mx a fintech, blockchain, DeFi & Web3 working and education community in Tijuana Mexico.
Since 2012 Rafa has worked with and advised founders, teams, and developers in the fintech & blockchain space on Venture Building, Fundraising, Strategy, Tech, Customer Journey, BizDev, and G2M launch.
At McKinsey & Co. from 2006-12, he was a management consultant specializing in BizDev, new Product Dev and G2M launch strategy for global financial services players, throughout his 6 years at the firm. Since then, Rafa has served as a counselor and strategic advisor to leaders of fortune 100s, SMEs, Startups, governments, IOs, and NGOs around the globe.
As a big sports and music fan, he practices and plays a wide and eclectic range of sports disciplines and musical instruments. As a passionate and self-proclaimed “tech nerd”, he’s always been the first to use the latest available technology and at an early age, Rafa was already playing with electronics and programming ICs with assembly code & C++. He holds an Electronic Engineering degree from UAG Mexico 1997-01, and an MBA from HEC UNIGE Switzerland 2005-06.
About Rafa
Rafa describes himself as a tech geek, engineer, developer, turned management consultant, turned fintech entrepreneur, turned blockchain expert. Now, he is at Secutix with the ELCA Group, leading everything related to blockchain, the metaverse, and digital assets.
Rafa’s journey
Rafa is from Tijuana, Mexico. He started programming in the mid-90s, taking the electronic engineering undergraduate route and developing integrated systems for communications applications. He graduated in the middle of the tech-bubble crash in 2001. The entire industry was frozen, so he started teaching high school math. A few years later, he got a scholarship from the Swiss government and went to Switzerland in 2005 to do an MBA. He joined McKinsey in 2006 and spent the next three years working with global finance leaders, banks, and insurance companies, focusing primarily on emerging markets and developing new products for financial institutions.
Around 2010, he saw a big financial inclusion gap in some countries. He fell in love with the notion of mobile-only fintech apps as a way of assisting billions of people in emerging markets in accessing financial services. So he left consulting to start a fintech company.
In 2012, he returned to Mexico and founded a fintech company with a peer-to-peer mobile-only app that allowed people to transfer money efficiently. He ran that company for eight years.
Blockchain
Just before he decided to leave consulting in late 2011, Rafa learned about Bitcoin and blockchain from his roommate and felt he had finally found the missing piece in his career.
Understanding blockchain
Understanding the idea behind blockchain and having a way to trade and keep a store of value using a smartphone lit Rafa up! After that, he could not stop reading and learning about blockchain. He spent half his time traveling the world to meetups to learn from others, work with them, and develop ideas.
Teaching blockchain in Spanish
In 2016, Rafa started teaching blockchain in Spanish.
2020
In 2020, he returned to Switzerland and stepped down from managing his company in Mexico to focus on DeFi and blockchain implementation.
Joining a Swiss company
Rafa joined a Swiss company building Switzerland’s first mobile-only digital private bank. He still advises that company.
ELCA and Secutix
While looking for the world’s largest platform implementing blockchain functions, Rafa came across ELCA and Secutix, which asked him to join and lead them.
Rafa explains blockchain
A blockchain changes the paradigm of needing and reconciling thousands of global databases, each with different information.
A blockchain is the marketing name for distributed ledger technology. Instead of having a thousand databases or accounting ledgers, there is only one ledger in the world. It is a distributed ledger that everyone can access and see. It is a way of keeping track of assets that everyone and no one owns at the same time.
There are different blockchains for different assets.
A single worldwide database
There will soon be a single worldwide database for DLT (distributed ledger technology), or a blockchain, where everyone can trade, transfer, or send dollars anywhere in the world without intermediaries.
NFT (Non-fungible token)
An NFT is a certificate of ownership of a digital asset. It is an application of a blockchain. Non-fungible tokens can be traded because they represent unique ownership of something.
How blockchain applies to the live events industry
There are three types of tokens to help different parts of the industry:
- Fungible tokens: These can be used as payment in specific places, like airline miles.
- Non-fungible tokens: NFTs can be used as souvenirs or memorabilia when an event is over.
- ERC11-55: These tokens can get distinguished from one group to another but not amongst each other. (Like shares in different companies.)
All of those will address and minimize most current ticketing problems, enable more potential, and open new opportunities within the industry.
SSI (Self-sovereign identity)
SSI is a way to manage things like single sign-on, identification, and verification. With its advent, ownership of data, power, and control will return to the end user.
Blockchain problems
Sometimes, blockchains can be detrimental because there is a blockchain trilemma. That means that three options cannot be maximized at the same time. Only two options can be selected: security, decentralization, scalability, or speed.
Direct services
Over the long term, artists, clubs, and tournaments will be able to engage directly with their fans and provide them with services like ticketing.
Empowering people
Soon, owning customers’ data will no longer be necessary. Empowering customers, users, and fans will become the priority. People will consume what they want in a pull-marketing rather than a push-marketing mindset.
Connect with Eric
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Connect with Rafa Jimenez
On Twitter (@rjgamez)
Email Rafa: rafa.jimenez@secutix.com
Secutix
ELCA
Recommended book:
The Bitcoin Standard: The Decentralized Alternative to Central Banking by Saifedean Ammous
We are delighted to be speaking with Johann Zietsmann today! Johann is the President and CEO of the Adrienne Arsht Center in Miami. He joins us to share his unique and fantastic journey and talk about servant leadership, the philosophy of Ubuntu, and the arts. We even sing a little bit!
We hope you enjoy listening to today’s captivating conversation with Johann Zietsmann!
Bio: Johann Zietsman:
Born in the 1950s in South Africa, Johann Zietsman grew up under the Apartheid regime and first got involved in the arts as a brass player in his high school band. That led to his lifelong passion for the transformative value and role of the arts in a community.
After serving in the military, he graduated as an architect, and Johann and his wife, Tharrie, moved to Ithaca, New York, where he completed a Master’s degree in music.
After returning to South Africa in 1982, Johann started a 20-year career in various executive arts management positions, including a music school, two orchestras, an opera, and music theatre company, a community arts center, a large multi-theatre performing arts company, and a commercial communications company.
During this time, he was actively involved in the political transformation of his homeland through pioneering work in the arts, resulting in recognition from Mr. Nelson Mandela’s government. As a volunteer, he launched and directed two community youth initiatives, which currently serve about 4000 at-risk children (annually) in townships.
Johann and his family moved to the United States when he was recruited in 2002 by the International Society for the Performing Arts (ISPA), based in New York City. Since June 2007 he served as Executive Director of the Mesa Arts Center, and Director of Arts and Culture for the city of Mesa, Arizona. In December 2009, Johann accepted the position of President and CEO of Arts Commons in Calgary, Canada.
He took up the role of President & CEO of the Adrienne Arsht Center in Miami in December 2018.
Johann’s journey
Johann was born in South Africa during the apartheid. As with many other white South Africans, he grew up with the idea things were normal. In time, however, he realized how terrible and wrong apartheid was and tried to do something about it.
The military
At eighteen, he got conscripted into the military to keep the “terrorists” (black people organizing resistance against apartheid) out of South Africa. He spent many years with other white South African soldiers in guerrilla warfare on the northern border between Namibia and Angola. He was also studying architecture and playing the French horn in a local symphony orchestra for pocket money at the same time.
A difficult journey
It was a difficult journey for people like Johann, who questioned apartheid and worked against it.
A music degree
After graduating as an architect, Johann married and went to Ithaca, New York, where he did a Master’s degree in music.
Returning to South Africa
Johan and his wife returned to South Africa to be part of the struggle for democracy, and Johann spent the next twenty years working in arts management.
Emigrating
In 2002, Johann got recruited to a job in New York, so he and his family emigrated. He has lived and worked in various places in the US since then and has been in Miami for the last three-and-a-half years.
Arts are universal
Arts are universal because all humans have similar dreams, desires, and aspirations. We all laugh when we’re happy, cry when we’re unhappy, and dance when we hear music. The universality of the arts ultimately brought Johann to the profession he decided to pursue.
A lesson learned from the arts
One night, while at a shabeen (a bar/nightclub in a South African “township”) with some friends, Johann was fortunate enough to see the famous South African actor, John Kani, and another actor performing a play called The Island. It was written by South African playwright Athol Fugard and is about two Robben Island prisoners discussing what they want to do after their release. Johann did not know who John Kani was back then, but he loved the experience!
A decision for life
Watching The Island was the first time Johann fully understood that black and white people were the same emotionally. The understanding conveyed to him via the arts prompted him to become involved with the arts for the rest of his life.
Nelson Mandela
Johann met Nelson Mandela three times. He was a true leader, and Johann found him even more wonderful than everyone said he was!
Teaching black kids
Johann taught black kids over weekends while running the music school in Cape Town, even though he was not supposed to do so. He also visited Robben Island several times to do music demonstrations for the prison guards' children when Nelson Mandela was imprisoned there.
The Adrienne Arsht Center
The Adrienne Arsht Center was started 20 to 25 years ago by members of the Mami community. The famous Argentinian architect, Cesar Pelli, designed the building and shaped it to look like two big mountains. The concert hall and the ballet house are both world-class venues. There are also smaller performance venues and other venues for education. The center is now in its 16th operating season. It typically does about 430 shows each year and attracts about 400,000 people.
Miami
Miami keeps on changing. To Johann, it appears to be a city that always wants tomorrow to be better than today. He finds the energy intoxicating!
Covid
Covid hit the Adrienne Arsht Center very hard. It was one of the first types of business to close down and one of the last to re-open. When it happened, Johann said the center lost its voice.
The Community
Throughout Covid, Johann and his team wanted to improve the lives of everyone in their community in any way they could. They launched many different online programs. They also launched Arsht On the Road, a pop-up show that appeared in hotels, hospitals, and shopping centers.
Local artists
Johann and his team did whatever they could to engage local artists and help them make some money because the gig scene had dried up.
Online monetization
Johann believes that there are more opportunities for online monetization in brand new work that has never been seen before and work that people are unlikely to see live.
Ubuntu
Ubuntu is an ancient African philosophy very close to Johann’s heart. The philosophy embodies our inter-dependency as humans and is lived authentically in the African community. It means that if you are unhappy, I cannot be happy. Or if I have food, you will not go hungry. (Directly translated, it means that a person is a person through other people.) Great South African leaders like Nelson Mandela and the late Archbishop Desmond Tutu were advocates for Ubuntu.
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Connect with Johann Zietsman
The Adrienne Arsht Center
Johann Zietsmann on LinkedIn
We are delighted to be speaking with another rock star in our industry today! Junior Tauvaa is the Chief Sales and Marketing Officer of Visit Anaheim.
Junior has had an amazing career! He shares some stories, ideas, and insights about how the CVB (Convention and Visitor Bureau) evolved to become the DMO (Destination Management Organization) and what today’s younger generation is looking for in terms of marketing. He also gets into sales, marketing, and influencers.
We hope you enjoy listening to our fascinating conversation with Junior Tauvaa today!
Bio:
Junior Tauvaa: Chief Sales Officer, Visit Anaheim
Junior Tauvaa has served as Chief Sales Officer at Visit Anaheim since October 2013.
Tauvaa leads sales and marketing teams for Visit Anaheim to increase Anaheim’s market share and customer satisfaction in the meetings and leisure market. He also leads Orange County Sports Commission in positioning Anaheim/Orange County as a premier sports destination. Tauvaa is very involved with meetings and events industry on initiatives to ensure the Anaheim/Orange County brand continues to be a thought leader in the industry.
Tauvaa was previously Executive Vice President of Strategic Partnerships with Meeting Professional International (MPI) and the MPI Foundation, the largest global meeting and event industry association for seven years. He was previously with Los Angeles Tourism Board for more than ten years and held several key leadership roles.
Tauvaa held different volunteer leadership positions with Destination International (DI), Events Industry Council (EIC), American Society of Association Executives (ASAE), Professional Convention Management Association (PCMA), and Meeting Professionals International Foundation (MPIF) as well as several technology companies throughout his career. He is currently serving in volunteer leadership positions at DI and EIC.
Tauvaa earned a master’s degree in Public Administration from California State University, Long Beach, and a Bachelor of Arts in Political Science from California Polytechnic University.
Junior’s story
Junior started his career in the world of business consulting. One of his clients was Hilton Hotels, and he got introduced to the meeting and events industry when he got hired by Bob Moore, who had been with Hilton Hotels before taking a job with the LA Convention and Visitors Bureau (now known as the LA Tourism Bureau).
LA Convention Bureau
When Junior started working at the LA Convention Bureau, he grew to understand what CVBs were about, who their clients were, and how they made money. He spent almost eleven years working there and then moved over to MPI.
MPI
He spent about seven years at MPI, growing and expanding their chapter and membership site into the European, Asia-Pacific, and Latin American markets. Through MPI, he got to understand the business from a global perspective.
Visit Anaheim
Junior returned to California to head up the sales side of Visit Anaheim and eventually took on the marketing and sports commission sides too. He considered going to Visit Anaheim as coming home.
Many professions
There are many professions within our industry, from the management side to sales, marketing, finance, communication, social, and technology.
Figuring things out
When Junior was in Los Angeles, he wanted to figure out what the industry and business were all about. He also wanted to find out where he fit in and what got him going.
Finding solutions
Junior’s approach to sales is all about finding solutions. He loves to connect with people, figure out their challenges, and connect them with others to help them find solutions.
Diversity
When trying to find solutions, it helps to have a variety of personalities and voices because they will offer diverse opinions and perspectives and make the conversation much richer.
Evolution
When Junior joined the industry, they were known as CVB (Convention and Visitor Bureau). Back then, most DMOs focused on marketing their destination and bringing visitors, meetings, and events there.
Today, DMOs also look at destination development to make sure that their cities get developed in a way that works for both visitors and residents of the destination. Today’s DMOs also work with local communities to help them understand the economic impact of visitors, meetings, and events and rally their support.
The role of the DMO
The role of the DMO is to communicate the uniqueness of every hotel and venue in its destination and inform visitors about what locals do for leisure and business.
The role of DMOs
DMOs ensure that every organization coming to their destination has a successful event. Their biggest role is to support the organizers and business leaders that bring people to their destination. (That also includes supporting their staff and local communities.)
The pandemic
Since the pandemic, re-staffing has become a big issue for DMOs, hotels, and many other areas across the industry. The benefits employees are looking for today differ from what they wanted before the pandemic, and employers today require different skill sets.
Visit Anaheim
Visit Anaheim is working with universities and using platforms like LinkedIn to promote the positions they are looking to fill. They understand that they need to work harder, from a management standpoint, to bring their teams together, communicate, and ensure that their culture and core values do not get lost when their team members work remotely.
Marketing
A lot has changed when it comes to marketing. In the past, Visit Anaheim did a lot of advertising. Today, they do less advertising, they have shifted to using video as a marketing component, and their content is all digital. Social media and working with influencers to bring their message to different generations have also become parts of their current marketing strategy. They also strive to get their message out via traditional media and be a thought-leader in the industry by sponsoring various industry-associated organizations.
Selecting influencers
They select authentic people, people connected to their destination, or those who understand their destination or event design as their influencers.
Measuring the success of their influencers
They measure the success of their influencers by looking at everything from impressions to followers to referrals and bookings. The right metric to measure the success of their influencers is evolving as technology improves.
The metaverse
A vendor will soon be talking to them about the metaverse. After that, they will know more about where the industry is going. Then they will decide where to put their resources to get their message out to the marketplace.
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On LinkedIn
Visit Anaheim
Today we are happy to speak with Mariska Kesteloo, the President and Founder of Word of MICE.
Mariska connects brands and influencers. In this episode, she talks about influencers and shares her unique and inspiring story of grit, grief, persistence, courage, and inspiring others.
We hope you enjoy listening to today’s heartfelt conversation with Mariska Kesteloo!
Bio:
Mariska Kesteloo is an entrepreneur, public speaker, author, and board member. With more than 18 years of working experience in tourism and the MICE (Meetings, Incentives, Conferences & Events) sector, she’s an authority in the industry.
Passionate about storytelling, Mariska founded her company Word of MICE in 2017. Her company connects the MICE industry with the right storyteller and expert to spread the story of the suppliers in an authentic way to the right target audience.
In January 2020, her husband was diagnosed with a brain tumor, and her personal life turned upside down. She decided to share her experiences in a book. Unfortunately, her husband passed away in July 2021. Despite the challenging circumstances, she began creating an association to inform, motivate and encourage patients and their loved ones who go through a similar situation. Next, she started a new company to support entrepreneurship and retain talent in the MICE industry. And she bought a camper and became a digital nomad in 2022. Her first destination is Poland.
She is a visionary, forward-thinking, and positive entrepreneur who loves new challenges.
Mariska’s story
Mariska started her career in the tourism industry. She moved to Belgium after falling in love with a Belgian man and slowly shifted from tourism to the meetings and events industry. She did a Master’s degree in Business Event Management, became a freelancer, and got involved with MPI ten years ago.
In 2016, she was working as an event manager for an accelerator program, doing events for startups and scale-ups. Then, inspired by the intriguing stories travel influencers told her, she opted to start a “real” company to gain more recognition and awareness for the under-rated and under-valued meetings and events industry. Now, she links industry experts with the suppliers of the meetings and events industry.
An influencer
Mariska is now an influencer even though she has a love-hate relationship with the word influencer. She believes that we are all influencers because we are all influenced by people and influence others. She prefers to call herself an industry expert.
Our industry needs to change
Our industry tends to be old-fashioned, so it needs to change. We need to find new ways to share our stories because a younger generation is entering our market and doing business differently.
Transparency
Mariska feels we need more transparency in our industry.
Industry experts
Industry experts need to be recognized as experts rather than as paid content creators.
A strategic process
It takes a long-term and strategic internal process to find the right influencers and ensure that a campaign will be successful.
Checking influencers’ content
The videos and blog posts of influencers get double-checked by the client before they are uploaded. They work across borders, so cultural differences have to get considered. The client always has the final say on the influencers’ blog posts and videos.
Life is a bumpy road
In January 2020, Mariska’s husband was diagnosed with a severe brain tumor. At the end of 2020 and after nine months of treatment, the tumor disappeared. In March of 2021, her father-in-law passed away, and Mariska noticed her husband was not well. But she thought it was due to his father’s death. In April, she saw something was very wrong with her husband, and shortly after that, it got confirmed that the tumor was back. At the end of May, her mother passed away unexpectedly. Then a dear industry friend passed away in France at the beginning of July in a car accident. A week later, her husband passed away at 49 due to his brain tumor.
Mutual support
Mariska felt broken on all levels. So she decided to move back to live with her father so that they could support one another.
The impact of grief
No one prepared Mariska for how much her grief would affect her. She could not sleep. She lost her taste for food and her joy in life, and she found it hard to concentrate. She also experienced a financial loss and had to deal with tons of administration.
Therapy
She went to see a grief therapist. That, combined with staying with her father, having regular meals, and talking to close friends, pulled her through the grief process and helped her start a new life.
Support and respect
Going to an industry fair in Barcelona, hugging people, and getting support and respect from industry members also helped her get through the difficult time.
Becoming a digital nomad
Mariska realized that she needed some freedom and space. So she spontaneously spent all her savings on a camper and decided to work and travel as a digital nomad.
Poland
She decided to make Poland her first destination and spent three months traveling across the country. There were many ups and downs, but it was a life-changing experience for her!
Get out of your comfort zone
Mariska recommends getting out of your comfort zone, traveling, and meeting new people to overcome challenges in your life.
In love with her new life
Mariska fell in love with her life as a digital nomad and intends to go back on the road very soon!
A book
Mariska wrote a book about her journey to tell people that having a brain tumor is not the same as having cancer. When someone has a brain tumor, they change quickly and become a very different person. She also wrote about her emotions in the book.
A professional association
Now, along with some others, Mariska is creating a professional association under an official umbrella in the Netherlands to share non-medical information about alternative treatments for brain tumors, answer questions, and explain how to tell the devastating news to children, partners, and parents.
Being a digital nomad
Being a digital nomad is a dream life, but there are also many consequences. Mariska points out that you need an adventurous mindset, and everything costs more than you think! You have to prepare, plan things carefully, and think strategically.
Connect with Eric
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Connect with Mariska Kesteloo
On her website
On all social media channels: @MariskaKesteloo
We are delighted to be speaking with a legend in our industry today! Steven Foster is the Managing Partner of Foster+Fathom, a Leadership Training and Goodness Alliance in Dallas, Texas.
Steven is the author of Full-Throttle Leadership: Passion, Power & Purpose on the Edge of America. He joins us today to tell the incredible story behind his solo motorcycle ride around the perimeter of the US and share some stories about leadership. He also gets into what he has written in his book about passion, power, and purpose and talks about workshops, advisory, and veterans.
We hope you enjoy listening to our super-inspiring conversation with Steven Foster today!
Bio:
Steven G. Foster, CMP, is Managing Partner of Foster+Fathom, a Leadership Training and Goodness Alliance in Dallas, TX. that provides opportunities for organizations and individuals to connect and create meaningful engagement, influence, and impact in the communities where they live, work, and meet.
An award-winning speaker, author, business consultant, and team-builder, Steven is a 32-year member of Meeting Professionals International (MPI), where he has served in a variety of leadership roles at both the chapter and global level. In 2004 he was inducted into the MPI Community of Honorees, and in 2022 was named one of MPI’s Top 50 Most Influential Members.
Steven also is a Harley-Davidson LIFE Member who took a 13,000-mile solo motorcycle ride around the perimeter of the United States in 2013 to support the Boot Campaign, a national veteran’s organization where he serves as an Ambassador and Advisory Board Member. That journey is chronicled in his new book, “Full-Throttle Leadership: Passion, Power & Purpose on the Edge of America.” He also has a “Full-Throttle” resume receiving more than 15 top industry awards. In 2000, Steven and Wendy Foster became the first husband/wife business team to earn the Certified Meeting Professional (CMP) designation. Both of them have been profiled by CNN/Fortune as a Small Business Success.
How Steven got into the meetings and events industry
Steven stumbled into the meetings and events industry almost before it became an industry. He was living in Hawaii and working as a journalist when Hawaii State certified tour guides for the first time and offered a series of certifications and classes to train tour guides. Steven’s editor selected five reporters to go through the training. One of them got sick, so Steven was sent in his place. To acquire the certification at the end of the training, they had to take a written test and then get onto a bus to give an eight-hour “Circle Island Tour” to 16 proctors who graded them afterward. Steven found it fascinating and started working part-time as a tour guide. He loved it and decided to make a career change several months later.
Acquiring a business
Steven met his wife, Wendy, while working at the destination management company where she worked. Wendy eventually left that company to work for a family-owned meeting and event ranch in north Texas. She and Steven then acquired that business. They got a great team together, rebuilt the business to host corporate and association meetings, and ran it for eighteen years.
A husband and wife team
Steven and Wendy each had their own strengths and talents and did their best to play to them. When people saw them working together, they saw genuine affection and respect. They focused on growing the business and building a great team and did tons of amazing events!
Learning and growing
They learned a lot as business owners. It pushed them to live in their lane and keep growing.
Things he would change
Steven tended to move too fast at times. So he did not always share his intended route with the team or thank them enough for all they did.
Drawing from his experiences
Steven has worked for the best and the worst business leaders, and he learned from all of them! As a business owner, he constantly draws from his experiences as an employee. He also draws from his more than fifty-five years of riding motorcycles.
Leadership
Steven believes that leaders are not born. They become. That means that leaders should constantly be learning and serving their teams.
Lessons from motorcycling
Many lessons about leadership are to be learned from motorcycling. One is that leaders cannot constantly stay in the front because there is too much resistance and blowback there, and intense focus is required. So motorcyclists ride in a coordinated and staggered formation, use hand signals to communicate, rotate back into the pod, and allow their wingmen to assume the number one position.
Steven’s definition of winning
Steven’s definition of winning in life is moving together, working together, and serving everyone who rides with you every day to do the job you do- whatever it is.
The Boot Campaign
In 2010, Steven was introduced to a non-profit veteran’s service organization called the Boot Campaign, founded by five Texas women who read a book called Lone Survivor by Marcus Luttrell and wanted to do something to help returning veterans. Steven had also read the book and felt motivated to help returning veterans.
The tagline of the Boot Campaign is: “When they come back, we give back.”
A US perimeter ride
The grand-daddy of all the rides a real biker would do is the perimeter ride of the US, which takes a minimum of thirty days to complete. In 2011, Steven came up with the idea of doing a US perimeter ride as a fundraiser to raise awareness and support for the Boot Campaign. It took him and a group of bikers about a year to map out the route, and they decided to do the ride in 2013. Over time, however, everyone slowly dropped out, so Steven decided to do the ride alone. Riding alone made the trip much more memorable, and he met some amazing people along the way.
Service and sacrifice
Doing the US perimeter ride was the greatest accomplishment of Steven’s life! He feels that it changed him fundamentally as a person because it allowed him to see people who were overcoming insurmountable challenges, setbacks, and losses getting up every day saying they wanted to make their piece of the world a better place.
Weathering storms
A core part of leadership is realizing that you need to constantly be learning and building up your skills so you can weather the storms when things go wrong.
Passion, power, and purpose
In his book, Steven talks about passion, power, and purpose as the three lessons of leadership. Passion is about finding the right ride. Power is about fueling the ride with skills and capability. Purpose is the focus of the ride.
Be like the Boot Campaign girls
Steven encourages everyone to do what the Boot Campaign girls did. They were not in the non-profit space, nor were they professional fundraisers. They just read a book that touched their hearts and decided to do something simple and profound to connect people. They truly understood that to understand somebody, you have to walk a while in their shoes.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Steven Foster
On his website
Foster + Fathom on Facebook
Foster + Fathom on LinkedIn
The Boot Campaign: www.bootcampaign.com or www.bootcampaign.org
Books mentioned:
Full-Throttle Leadership: Passion, Power & Purpose on the Edge of America by Steven Foster
Lone Survivor: The Eyewitness Account of Operation Redwing and the Lost Heroes of SEAL Team 10 by Marcus Luttrell and Patrick Robinson
Episode 123: What are the Main Industry Trends with Will Curran
Today we are happy to speak with Will Curran, the Chief Event Einstein of Endless Events! Will has been in our industry for many years and has an interesting perspective to share!
In this episode, he talks about his journey, shares his insights, and discusses the trends we need to concentrate on.
We hope you enjoy listening to our fascinating conversation with Will Curran today!
Bio:
As the founder of Endless Events, Will Curran has been named one of the most influential people in the meeting & events industry, one of the 40 under 40 event industry leaders, 35 entrepreneurs under the age of 35, and the highest customer satisfaction of any event company in the industry. Will has been producing in-person, virtual, and hybrid events since high school when he started his first company, and he has now worked in the management of large event clients such as Emerald City Comicon, Anheuser-Busch, Warner Brothers, Morton Salt & Uber. His team’s mission is to simplify the event planning process by creating the equation for an event’s perfect solution. From event management to business development to the latest technologies, Will Curran has a diverse background in growing events and companies to the next level.
Will’s backstory
Will loved electronic music in high school, so he started a radio station and a DJ company. The DJ company exploded when he went to college. Will wanted to do larger-scale productions like high school dances and college events, so he learned about production and started hiring production companies. He transformed his DJ company into a production company and began to do big corporate events and productions. He also started using event technology, publishing tons of content about events and event technology and did a few podcasts along the way. The pandemic pushed them to help with all the aspects of events because technology became central to everything, so they transitioned and became a full-scale event management company.
Learning from people’s business stories
Will loves hearing about how business owners came up with innovative ideas for their businesses, and he is constantly getting new ideas from different places.
Innovation
Will thinks he may be more conservative than some other innovative individuals, but he believes that he is more innovative than most people in many ways.
The pandemic
Will was having his busiest year ever in March of 2020. Fortunately, his company had begun working remotely seven years before that, so none of his clients canceled when the pandemic hit. Some of them were even looking at adding more services, so Will felt that the pandemic was good for him.
Music festival
Will had plans to go to a music festival in Belgium in Mid-March, but it got canceled a day before it was due to take place, even though millions of dollars had been spent on producing it.
An opportunity
Will realized that the pandemic was going to devastate the United States. Everyone was looking for event tech, so he decided to use the situation as an opportunity and started contacting people to assist him with helping people produce their events virtually. As a result, his business blew up so fast in 2020 that it was almost uncontrolled in some ways! Although Will found it somewhat overwhelming, the entrepreneur in him resolved to go with it and help as many people as possible.
Thought leadership and flexibility
Fortunately, their willingness to be flexible, and the thought leadership they gained from the content marketing they had been doing, really paid off in 2020!
Things to consider
With the recession, economic downturn, and all the changes we are facing right now, Will is thinking of ways to do things differently from other businesses, reduce the fixed costs of his business, and become more variable. He is also considering the conversations he will need to have with his clients in the future, rising costs, and how to get his business to move faster.
Equipment
Will did not like maintaining equipment, so he sold all his equipment and started renting whatever he needs.
A unique business model
Renting the equipment made Will feel liberated, and he learned that you can have a different model and still work very well! Even though there are still some challenges, he has managed to create a unique business model. Now they focus more on the people, the experience, and the design of events.
The future
Will was excited when the pandemic started because people were going to work remotely. He knew his business would excel because they had been doing things remotely for years, so they had an advantage. They used to be one of the larger remote companies in the events industry, so many people wanted to work for them. Now it has become much harder to find the right people. Over the next two years, Will hopes that most people will revert to working in offices, and then he will employ those who prefer working remotely.
The next cultural trends
People are moving toward feeling more natural with international hires and having their businesses become more global than before. We will see more people moving from places like San Francisco to bigger and cheaper metropolitan areas- even rural areas like Kansas and Montana. Will believes America needs more infrastructure, like faster and better internet, and we are moving towards having more digital nomads when flights become more affordable. Another trend he foresees is people demanding better workspaces and refusing to work for toxic bosses. It is also likely that by 2027, most people working in America will be freelancers, and new laws may come out to protect freelancers and contractors.
How the culture of our industry has changed
The meetings and events industry used to be run by older people. When the pandemic broke out, many of those people were averse to the idea of virtual events. So they left the industry and were replaced by a generation of people who feel comfortable with technology and appreciate its value. Many of those people have subsequently risen within the ranks of their organizations.
Understanding company culture
It is vital for people working for Endless Events to feel comfortable with technology and using different software. They also need to understand the company culture and try to stand out within it.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Will Curran
Endless Events
Event Profs Community
Books mentioned:
Epic Content Marketing: How to Tell a Different Story, Break Through the Clutter, and Win More Customers by Marketing Less by Joe Pulizzi
People, Planet, and Profit with Benoît Sauvage
We are delighted to be speaking with Benoît Sauvage today! Benoît is an international entrepreneur who has worked for French presidents! He owns a DMC and consults on sustainability.
Benoît has some interesting insights for us today! We talk about the DMC and sustainability, and Benoît shares some intriguing information and what he has learned from his unique experiences.
We hope you enjoy listening to our fascinating conversation with Benoît Sauvage today!
Bio:
Benoît Sauvage, DMCP, CMP, CITP is the founder and CEO of Connect DMC, a leading Destination Management Company in the Dominican Republic and Mexico, as well as the founder and CEO of Hospitality Sustainability Revolution (HSR), a leading consulting firm for hospitality stakeholders worldwide.
Ben was born in Paris, France, and has lived and worked on 3 continents over the years. He brings 25 years of experience in delivering high-end and complex services as a destination expert to worldwide clients and has a passion for creativity, attention to detail, and sustainable practices.
Organizing travel and meetings for presidents
Benoît’s dad worked for the French Presidential and Prime Ministerial press for twenty-five years, arranging all their overseas trips. He was involved with some of the world’s highest decision-makers. As a young man, Benoît got given the chance to join him, to organize all the French Presidential and Prime Ministerial official State Travels. Benoît learned most of what he knows from his father. He loved having the opportunity to collaborate with him.
A revelation
It was a revelation for Benoît to discover that decisions that can impact the world sometimes get made over a cup of coffee or a drink. It is all about humans doing business with humans. In the end, it all boils down to humans sitting down together to find the best solutions for their country and the world.
The human approach
Benoît tries to apply the same human approach in his company and in all his collaborations.
Mexico
Benoît could have followed the same path as his dad, but he wanted to do something on his own. He had some great memories of backpacking in Mexico during a summer break, so he decided to move there. He left a month later with one bag and a thousand dollars in his bank account. After arriving in Mexico, he contacted someone he knew who owned a trans-global vacation company, and they gave him a job.
His destination
When Benoît arrived back in France, the owner of the trans-global company contacted him to offer him a destination of his own. He accepted before even knowing it was in the Dominican Republic!
Establishing himself in the Dominican Republic
After that, Benoît worked in Africa, Sri Lanka, Spain, and various other countries before he finally established himself in the Dominican Republic twenty-three years ago and opened Connect DMC.
Covid
Most people want to know if and when Covid will stop.
Overcoming challenges
Benoît advises everyone to be resilient when facing challenges in life and trust that this too shall pass.
Classify your challenges
Classify your challenges each day and determine which one is most important. Go through that challenge, resolve it, and move on. Then tackle the next challenge.
Know your company
Get to know yourself and everything about your company. Make sure everyone you collaborate with shares the same values and culture you want to implement in your company and consider the value you bring to others within your organization.
Company culture
You spend more time at your company than you do at home. So your business has to be a happy place where you can express yourself, grow as an individual, and grow your career.
Connect DMC’s recruitment process
The Director of Human Resources at Connect DMC contacts all the candidates that could be a good fit for the company to find out if they are available, what they need, where they are in their career, how they want to grow, and where they want to be. Then, the supervisor that the candidate would report to will interview the candidate and narrow it down to three of the best candidates. Then Benoît makes the final call. When they hire someone, they train them well, which usually ensures that they stay with the company for a long time.
A family-owned company
Connect DMC is a family-owned company, and they are very flexible. All their employees have to have similar views and share the same culture.
Demonstrating your value
To demonstrate your value, know yourself and your culture and find simple ways to express that to your clients.
Unique experiences
Connect DMC is known for having destinations that are not easy to operate. Reliable transportation is easy to find, but Connect DMC is everything before, after, and in between. They are about creativity, uniqueness, and using the right talents for their client's needs, goals, and objectives. They create experiences that people could never find anywhere else.
Things that set you apart from the rest
Anyone can make a promise, but what truly matters, and sets you apart from the rest, is how you deliver, how well you run your operation, and whether you can foresee something that might happen before it happens. It is vital to ensure that your clients are always satisfied. If they are not, you must correct the problem immediately.
Sustainability
Sustainability is not only about caring for the environment. It is also caring about communities, collaborators, and attendees. Connect DMC's involvement with local communities sets them apart from all other DMCs.
Sustainability in the meetings and events industry
The industry has a three-pillar approach to sustainability:
- People
- Planet
- Profit
To avoid failure, you need to concentrate on sustainability from environmental, societal, and economic aspects.
Benoît’s journey into sustainability
Benoît got involved with sustainability seven years ago after thinking about the kind of world he would leave for his sons. After spending seven years learning about sustainability, he wanted to share his knowledge with those around him, so he began speaking about it in the hospitality industry. Since then, he has constantly been showing up wherever there is a need for speeches on sustainability.
Space travel
Lately, Benoît has developed a passion for space travel and the conquest of Mars.
Hospitality Sustainability Revolution
About two years ago, Benoît opened Hospitality Sustainability Revolution, a consulting company on sustainability. One of their clients is a famous travel to space company. That opened his eyes to how easily the solutions found for the conquest of Mars and the International Space Station could also resolve many of the issues we currently face around food, water, and waste management.
Some simple steps business owners can implement for sustainability
- Do not greenwash! Greenwashing is the enemy of sustainability.
- Reduce the impact of carbon emissions by sharing transportation.
- Switch off lights and computers at night.
- Reduce the amount of waste you produce.
Finding solutions as an industry
We must step away from fear and learn to sit down together as an industry and embrace the industry and sustainability together to find solutions when challenges arise. For face-to-face experiences, we need to make sure that we can gather the data, reduce the emissions, and compensate for whatever we cannot reduce.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Benoît Sauvage
Connect DMC
On LinkedIn
We are excited to speak with Dahlia El Gazzar, the Founder of Dahlia+ Agency, today! Dahlia is a tech, marketing, and digital agency specialist!
In this episode, Dahlia shares many valuable tips and insights for entrepreneurs and talks about tech, digital agencies, and digital marketing.
We hope you enjoy listening to our interesting and informative conversation with Dahlia El Gazzar today!
Bio:
Dahlia has an OMG attitude about all things event tech and experience design. She is her own brand, with more than a decade of experience in the meetings and events sector, working on both the professional planning side and as an association collaborator, Dahlia is known as the coffee-fuelled ‘go-to’ source for trendsetting solutions, event tech news, and professional branding expertise.
Recently featured in:
Best Event Tech Evangelist: Event Tech Live 2022
Most Influential Women in Event Tech: BizBash 2021
Eventex 100 Top Influencers in Events Industry 2020
Smart Meetings Magazine 2019 Smartest Women in the Industry - Hall of Fame
Top 500 People in Events by BizBash 2019
Smart Meetings Magazine 2017 + 2018 Top 100 Smartest Women in the meetings industry who inspire us
Top 25 women in the meetings industry list by Meetings & Conventions Magazine
Top 20 of the #eventprofs US & Canada Power 100 List
Top Five Women in Event Tech List
MeetingsNet's 2015 Changemakers
2014 Meetings Today Magazine's Trendsetter & Industry mover & shaker.
Dahlia is an Evernote aficionado. She speaks globally on meetings and events technology and new-and-upcoming technology solutions and platforms. Her mission is to empower event professionals with practical intel on everything tech-related and educate them on the emerging digital innovation opportunities to elevate their events and audience engagement.
How Dahlia got into the meetings and events industry
Someone approached Dahlia at a resort on the Red Sea in Egypt, looking for somebody to plan a camel race with the Bedouins in the middle of the desert. Her only brief was to make money. She had to negotiate with some of the world's hardest business dealers and owners. She created an amazing event with a camel race, a henna corner, a tea corner, and more than five hundred people. After that, Dahlia got addicted to bringing people together, making money, and the thrill of seeing something come together!
The “Coronacoaster”
The “Coronacoaster” was a test of time for talent to ascertain whether they were in the industry or not.
Starting her agency
When Dahlia was with On Peak in Chicago, one of her great mentors, the head of On Peak, took her aside and spoke to her because he saw she was not giving her fullest. So she took a leap of faith and decided to start a business. The timing was off because her husband was going through brain surgery, and she had two young kids, so she was the only breadwinner. She went ahead anyway and founded Dahlia+, and On Peak became her first client.
Dahlia’s motivation for starting Dahlia+
Dahlia started Dahlia+ because she saw stakeholders in the industry having trouble telling their stories, changing their narratives, and talking to each other about how technology could help them. They also struggled to talk about how they could use digital solutions for change or how they could change their internal teams.
The plus
The plus in Dahlia+ came from the idea of Dahlia working with other agencies, partners, and experts who are smarter than her.
Some key lessons
- Align yourself with the lane you want to be in.
- Lean hard on those who can complement the lanes you are in.
- If you take on projects to satisfy your curiosity, it is not about the money. It is about what you will learn from it.
- The first thing you should do as an entrepreneur is to create your circles of trust, support, and expertise.
- Think of those who will compliment you in terms of your energy rather than your talent.
- Never work with toxic people who drain your energy.
Do not be a Jill of all trades and spread yourself too thin
If you take on too much and spread yourself too thin, you risk losing credibility in the areas you are not great.
A circle of support
If you have a circle of support, you will not get lonely when you have to work alone, make decisions or recommendations, or organize things yourself.
Support
When looking for support and you need to vent, say so. If you need support when making a decision, say so. Then, when you tap into your circle of support, people will know what kind of engagement you need. Be there for them in the same way whenever necessary.
The Tech Zone
Dahlia created the Tech Zone to ensure that professionals are always ahead of the curve with technology and apps (like Evernote). It is a value-add, and they work across different industry sectors to help people feel comfortable asking the right questions and looking at new technologies to see how they will either work for them or not. Their ultimate dream is always to have a playground for people to play with tech, ask questions, and see if technology can work for them.
Podcast
Dahlia started a podcast called Cut the Sht Cue the Genius* with Liz Caruso and Michelle Bruno. Their webisodes air every Thursday at 9.30 EST. They curate topics their audience wants to hear more about and talk about what is going on in people's minds. The audience comes up with solutions.
Tech and apps for starting a new business
If you are starting a business, get a project management platform to help you map things. Create a spot for storing new ideas, and start your business with a CRM solution. (MailTracker is a free extension on Google email to track who opens your emails.)
CRM
Choosing the right CRM is a matter of budget. It also depends on what you want to use it for. Dahlia suggests HubSpot, or you can even use Mailchimp as your CRM.
Scope creep
As an entrepreneur, you will always have scope creep if you fail to assess a project in the right way initially.
Protecting your bubble
Clients are always working and thinking and will approach you with half-thoughts or unbaked ideas that will require mental effort from you and your team. Be careful with that.
Buzzwords
Pivoting was overused as a term. Then it changed to pirouette because people were going round in circles. Dahlia created the term shivoting by combining the words shift and pivot.
Know what you want to achieve
It is vital to know what you want to achieve with an event. Know which audience you are targeting, how you will measure the event's success, and if you yourself would like to be part of the event you are designing. Or, look at what is in it for your audience if you are giving them the same speakers and content they have heard many times before.
Respect your intellectual property and expertise
New entrepreneurs should respect their intellectual property and expertise by refusing to speak for free at events, even if it gives them exposure. Nobody can guarantee business for you unless they guarantee leads for you as a new speaker.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Dahlia El Gazzar
Website: https://dahliaplus.com/
On email: hello@dahlia@dahliaplus.com
Call or text Dahlia: 617 470 2655
We are delighted to be speaking with Leanne Calderwood today! Leanne trains people in the meetings and event industry. She is an expert in personal branding and has tons of experience with venue selection and meeting planning.
In this episode, Leanne shares her experience. She talks about personal branding and positioning and explains how to leverage LinkedIn. She also shares some actionable tips for tweaking your LinkedIn profile.
We hope you enjoy listening to today’s informative conversation with Leanne Calderwood!
Bio:
Are you ready to step into the spotlight and stand out from your competition? Let me help guide the way!
I’m here to simplify the world of personal branding and LinkedIn so you can create a compelling brand and start attracting leads and opportunities.
Why should we be building our brands and LinkedIn presence in hospitality?
- ⭐To increase trust with our customers
- ⭐To shorten the path-to-purchase for potential clients
- ⭐To differentiate yourself from your competition
- ⭐To attract leads to your product/service
- ⭐To attract opportunities to you personally!
Here is whom I love to help:
- 📚Hotel and Destination Sales Managers
- 📚Meeting, Event, and Conference Planners
- 📚Hospitality Professionals and Executives
Leanne’s story
Leanne fell into the industry 22 years ago. After graduating from university with a degree in physical education, she started working at a local YMCA, teaching leadership conferences. That changed the course of her career, and she got into meeting planning after that. Then, about fifteen years ago, she fell in love with hotel contracts and the relationship between the planner, the venues, and the partners with whom they were working. Since then, she has been doing what she loves the most- cultivating relationships with planners and site selection.
2020
When the pandemic hit in 2020, Leanne decided to take all the knowledge she had built while growing her business, using LinkedIn, and creating her brand to create something to help others. She still does some site selection on the side, but she focuses on helping other people build their businesses using personal brand tactics and the LinkedIn platform.
Making a change
Leanne had a moment of panic when the world changed, and the industry evaporated in March 2020. Her panic dissolved instantly, however, when she realized she had the opportunity to explore her passion for LinkedIn and the brand that had served her so well. She knew she had a lot to learn. But she had a lot to offer.
Creating content and connecting
Leanne began creating content every day for her community on LinkedIn. She also started talking to people on podcasts and LinkedIn live shows.
Leanne’s file
Leanne had a file where she saved everything she was successful with on the LinkedIn platform. It was her informal way of testing new theories in branding or on LinkedIn.
A digital course
Leanne used her file to create a digital course that taught people how to use LinkedIn, optimize their LinkedIn profile, grow their networks, and start creating content on a potentially intimidating platform. She launched her first digital course about six months after Covid hit.
Another course
Leanne now has another course, and several one-on-one and group training modules, to help people with their LinkedIn journeys.
A success file
There is power in keeping a success file because you can use it to uplift others. Or you can lean on it when things are not going your way.
Your profile represents your brand
On LinkedIn, you have the opportunity to create a robust personal profile. Leanne points out that your profile on LinkedIn is a representation of your brand. Your subject matter expertise and thought leadership shine on the LinkedIn platform!
Facebook profiles
Facebook is more about your personal journey and experiences. So a Facebook profile is more about content than about representing your brand.
How to leverage LinkedIn:
- Optimize your brand’s representation.
- Grow your networks so that people can look at the personal brand representation you have created.
- Create content around the area in which you see yourself as a thought leader.
An opportunity
LinkedIn provides an opportunity to share your areas of expertise and the things you know professionally with others. Leanne feels it is a disservice when we keep our gifts to ourselves.
Colliding worlds
People’s personal and professional worlds sometimes clash on LinkedIn. The reality is, however, that people’s personal and professional worlds also tend to collide in real life. That became more evident during Covid when many people started working from home!
Personal content
Personal content that works well on LinkedIn is storytelling that has encouraging professional learning content.
Positive influences
Avoid having divisive content on social media. Grow your networks and followings to find more positive influences. That will fill your home feed with positive messages of inspiration and encouragement.
Growing a network and building relationships on LinkedIn
Even though it is professional, LinkedIn is essentially a relationship platform. Building a network requires one-on-one transactions, so personalize your message when you want to connect with someone. That will show them that you have taken the time to learn about them, found something in common with them professionally, and are interested in watching their professional LinkedIn journey.
A personalized invitation
In LinkedIn invitation with a personalized message has a 75% chance of being accepted.
Establishing a relationship
Never try to sell something to someone straight after connecting with them on LinkedIn. (That is known as pitch-slapping) Rather comment about something in their LinkedIn content. When you comment on a piece of their content they will receive a notification. That will put you on their radar and they will want to get to know you a bit better. Only tell them what you do or suggest talking about something you can collaborate on after you have spent time getting to know them and discussing the things you have in common.
Maintaining a network and nurturing relationships
Keep commenting on the content of those with whom you have connected. You can also nurture a relationship by sending someone a direct message with an article you read if you think they may find it interesting.
Value
Always provide more value than you take on your LinkedIn journey. Feed into people through your content, your comments, and your direct messages.
Personal branding
Be consistent across all the elements of your LinkedIn profile, and have a cohesive and consistent story. That will help cement your personal brand and give people a sense of who you are, what you do, and how you help people.
Differentiate yourself
Highlight the unique aspects of what you do and the things you do best, and capitalize on them. That will differentiate you from others in your field, and people will remember you for it, even if it is something small.
Clubhouse
Leanne facilitates a community of 15,000 people on Clubhouse. She and an Australian branding expert spend an hour each week discussing branding, inbound marketing, and social selling.
Social audio
Leanne firmly believes there is a place for social audio, especially as people grow their brands. LinkedIn has added LinkedIn Audio, and when Leanne can access it, she will start having conversations for the meetings and events industry through her LinkedIn audio channel to hash out some of the problems people in the industry are experiencing.
Video
Video is a good way to build connections with people when you are not sitting face-to-face with them. Video helps you build trust with your audience and grow your brand faster.
Start with one platform
Start with one platform for your personal brand. Only add another one when you have become consistent with your posting schedule.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Leanne Calderwood
On her website
On LinkedIn
Leanne Calderwood, Personal Branding for Hospitality on LinkedIn
Books mentioned:
The Technology of Success by Susan Ford Collins
Positioning: The Battle for Your Mind by Al Ries and Jack Trout
Today we have the pleasure of speaking with an amazing leader and a legend in our industry, Gary Shapiro! Gary is President and CEO of the Consumer Technology Association- the association that owns the famous Consumer Electronics Show (CES) in Las Vegas. He is a New York Times bestselling author and was recently awarded a Legend of Honor.
Gary is full of drive and passion! In this episode, he talks about his experiences and shares his fascinating views on the meetings and events industry.
We hope you enjoy listening to today’s inspiring conversation with Gary Shapiro!
Bio:
Gary Shapiro is an acclaimed author, lobbyist, president, and CEO of the Consumer Technology Association (CTA)®, which represents over 1,500 consumer technology companies and owns and produces the Consumer Electronics Show (CES) ® — The Global Stage for Innovation.
A Georgetown Law graduate, Shapiro began his career as an associate at the Squire Sanders law firm. After an extended tenure in law, he began working on Capitol Hill as an assistant to a prominent member of the U.S. Congress. Later in his life, Gary would use this combined law and legal experience to be named one of The Hill’s top lobbyists numerous times throughout his career (2015-2021). As his experience in law and politics progressed, he became more aligned with the world of technology, which eventually brought him into the fold of the Consumer Technology Association in 1982.
Taking the role of President and CEO, Shapiro evolved the idea of the workplace over his 40-year-long tenure leading the organization. Directing a staff of 150 employees alongside thousands of industry volunteers, he built a forward-thinking and successful business focused on the further development and integration of technology in all industries of the world. Under his leadership, CTA has won numerous awards for its healthy workplace, family-friendly employment practices, and environmentally friendly exhibition practices. In 2019, CTA earned its sixth consecutive selection as a Washington Post Top Workplace.
Shapiro is a New York Times bestselling author whose books include “Ninja Future: Secrets to Success in the New World of Innovation” (HarperCollins, 2019), “Ninja Innovation: The Ten Killer Strategies of the World’s Most Successful Businesses” (HarperCollins, 2013), and “The Comeback: How Innovation will Restore the American Dream” (Beaufort, 2011). Through these books, numerous television appearances, and as a columnist whose more than 1,200 opinion pieces have appeared in publications such as The Wall Street Journal, The New York Times, and The Washington Post, Shapiro has helped direct policymakers and business leaders on the importance of innovation and technology in the U.S. economy.
Shapiro consistently stays active in policy, thought leadership, government, and community development alongside his position at CTA. He currently sits on the Northern Virginia Technology Council, CEO Update Roundtable, Council of Manufacturing Associations Board, and more. A subject of regular praise, Shapiro was once called a “mastermind” for his initiative in helping to create the Industry Cooperative for Ozone Layer Protection. His mind for an evolving workplace and consumers while staying environmentally conscious has paved a roadmap for bipartisan law and policymakers to follow in making a more innovative world.
Gary Shapiro is happily married and lives in Michigan.
Gary’s story
Gary enrolled at Georgetown Law School as the youngest student. He started school with no money and immediately landed a job at Capitol Hill. In his second year, Gary started working for a law firm. He spent his third year working there almost full-time. He loved what the law firm was doing because they focused on the future. He became a summer associate and then an associate.
CES
While still a student, Gary worked for a client at the law firm, which he loved and saw as the future of technology. The client was essentially the Consumer Technology Association and the CES. Gary fell in love with what an event could be after experiencing the excitement and action on the floor!
Competition
Gary feels that events are good for competition because competitors get brought together in one room. The best things tend to happen when you see what your competition is doing and how you need to improve, and that produces innovation for society.
A battle for the future of technology and innovation
Gary found himself in the middle of a case about the legality of video cassette recorders. He debated the issue and formed an association of video retailers. They eventually went to the Supreme Court, and Gary testified many times. It was a huge battle, and Gary even debated live on the Today Show! They eventually proved that technology and innovation are vital for the future and for improving lives.
Gary’s motivating mission
Innovation is vital for our destiny as human beings and the future of our nation. So we need to guard and protect it. That has been Gary’s motivating mission for over thirty years.
A diverse nation
The United States is an inventive nation partly because it is diverse and partly because it attracts some of the best and brightest immigrants from around the world.
The secret sauce
The best and brightest immigrants want to live in the U.S. and create a better life for themselves and their families. That is our secret sauce and strength!
Suffering
One of the reasons we are suffering as a country right now is because we have lost our zest for immigration. So we are no longer welcoming immigrants who want to work hard and fill jobs.
An issue
Costs are increasing so much that it will soon be a real challenge to have meetings.
Face-to-face meetings
The pandemic has caused most thinking individuals to do some self-examination and consider what is truly important to them. Many CEOs have concluded that face-to-face meetings are important. CFOs, on the other hand, are more excited about people working at home.
A different era
Meetings and events are about relationships, transformation, change, and innovation. We are now in a new and different era where people skills are vital.
Why have events?
Events are all about business. They bring serendipity and discovery. They also help people find out what they do not know. From a business perspective, we need events to learn new things and build relationships.
Skills
Some skills were not valued much in the past but are valued now. (Like cross-cultural understanding and being able to think outside of your vertical sphere.) Skills like knowing how to deal with people, motivate people, set goals, and get results are vital. Valuable business skills include teaching teamwork skills, cross-culture skills, empathy, understanding, and motivation.
Purpose
In business today, purpose needs to be put above profit, and adopting a human approach is vital.
Novel questions
Currently, CEOs face many new challenges. New questions keep coming up, like whether people have to go to the office every day, whether people can live any work from anywhere in the world, and how to maintain a culture and relationships.
Employees
Employees need to be taken care of, and they are all motivated by different things, like the purpose of the business, money, title, or recognition. CEOs need to understand that and have empathy.
Virtual meetings and the metaverse
Everyone should think that the metaverse is the coolest thing, yet no one seems to be able to understand it or define it, and no one can see it, conceptualize it, or even say what it is. It is also hard to put on digital events, and most people do not prefer to attend them. However, the metaverse promises more interactivity and a more immersive experience, and virtual events tend to cost less and be more profitable.
Succeeding in the world of discovery and innovation
In the world of discovery and innovation today, you cannot stay only in your vertical sphere if you’d like to do well. You have to cross-license, partner, go outside of your vertical industry, and do many different things to succeed.
Ecosystems
At some events, ecosystems combine with other ecosystems in new ways, creating better services and benefits for people.
Virtual events versus the real world
Gary feels that having a five-sense experience allows people to form relationships. It also allows for serendipity and discovery. That is also possible at virtual events, but it will take longer and be less effective and efficient. Even though virtual events may save travel costs and work during a pandemic, Gary would still choose to be in the real world.
Impersonation fraud
Security is an issue, and it’s a big deal when your identity gets taken! Impersonation fraud has affected Gary as an event producer when people have used his company’s logo to try to sell things, including exhibit space. He does whatever he can to shut those people down. He hopes the Trade Commissioner will sharpen its tools to help.
A revolution
Even though we may not feel it, we are currently living through a revolution in the use of technology. Throughout history, every new technology has been a tool that could benefit humans or harm them. If people don’t like how technology gets used, they want to make it illegal. However, in time, that technology might help us solve big problems.
Focus Ultrasound
Gary is on the foundation board for Focus Ultrasound. It uses sound waves to quickly and easily treat various conditions, including tumors and tremors. It has been FDA approved for treating many different issues.
Using science in better ways
Many people are dying unnecessarily. On one side, we have wars where people go against one another intentionally. On the other side, we have the opportunity to use science in better ways to improve our lives. It is inspiring to know that we now have the technology to produce clean water out of the air and use solar energy.
Government
The government should set guardrails for new technology. However, it should not inhibit innovation. (Part of Gary’s job is to ensure that the government values innovation.)
Solve problems like a Ninja
For Gary, being a Ninja is about doing anything you can to solve a problem. He used the concept of the Ninja with his children. Now, he uses it with his employees to help them get ahead in life by relying on skills and teamwork and finding new ways to solve problems.
Ready for the pandemic
When the pandemic hit, Gary’s organization was ready for it. So they were able to adapt quickly.
Risks
Gary insists on his staff taking risks and making mistakes. But they must confess when they make mistakes because people learn from their failures, not their successes.
The Legend of Honor
Gary was awarded the Legend of Honor, by the President of France, in a personal ceremony. He got it for his passion for innovation, improving the world, and his willingness to share his work with France. Gary accepted the award on behalf of the meetings and exhibition industry and all those who put on CES.
Politicians
Most world-class events take place in Europe, and Europeans support the events. American politicians tend not to support events. Gary feels that every American event organizer should figure out ways to invite politicians, to help them understand and value the various aspects of events.
Connect with Eric
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Connect with Gary Shapiro
On LinkedIn
Consumer Technology Association
Consumer Electronics Show
Books mentioned:
Jack Welch and the GE Way by Robert Slater
Ninja Future: Secrets to Success in the New World of Innovation by Gary Shapiro
Today, we have the great pleasure of speaking with Jon Kazarian, the Founder, and CEO of Accelevents!
In this episode, we talk about data, entrepreneurship, marketing, the role of events in marketing, and opportunities for the future of our industry.
We hope you enjoy listening to our conversation with Jon Kazarian today!
Bio:
Jonathan Kazarian is the Founder & CEO of Accelevents, a leading virtual and hybrid event management platform recently recognized by Inc. 5000 as one of the top 200 fastest-growing private companies in America.
As CEO, Jon focuses on leading the company’s vision of helping event organizers and marketing professionals transform their events through innovative technology solutions.
As an industry thought leader, Jon actively publishes insights on the events landscape and frequently speaks at industry events such as EventMB’s Event Tech Innovation Summit, BizBash Live, and INBOUND.
Jon also chairs the board for the Fall Formal fundraiser benefiting the Dana-Farber Cancer Institute. Outside of work, Jon has a passion for anything on-water — sailing, boating, scuba diving, and kiteboarding.
Jonathan’s journey
Jonathan started hosting events while in college. After finding out that his seventeen-year-old cousin had been diagnosed with cancer, he decided to host an event at the Boston Aquarium to raise some money to help her. He needed to sell 185 tickets to break even, and he sold 840! Going into that event, Jonathan knew that to raise the most money he could from running an auction and a raffle, he needed to do it digitally. However, he struggled to find an affordable and easy-to-use technical solution. After realizing that there was nothing available to make life easier, he and his team decided to build their own. It worked well! They got great feedback and raised about $65,000.
Launching a business
They realized that they could offer their technology to other similar organizations, so they decided to launch a business around it. Initially, they focused on fundraising.
Everything under one roof
Later, they learned that the organizers wanted to have everything, including ticketing and payment processing, in one place. So they began to focus more on for-profit events like festivals, conferences, and trade shows. They kept on growing and doubling, year after year, but they were still small, and Jonathan was still working full-time at another job.
2020
Approaching 2020, Jonathan intended to go into the business full-time, but, unfortunately, the world shut down. They were a bootstrapped business, so when all the events got canceled, they ran out of money.
Virtual events
Jonathan’s father invested $75,000 in the business. That allowed them to pivot and focus on virtual events. Things started to accelerate, and they closed out 2020 at 3.3-million dollars in revenue. That was ten times more than they had done in 2019!
Conferences
At that point, they began to focus solely on conferences. Their events ranged from hundreds of people to tens of thousands.
Value
They ensured that everyone, including the organizers, exhibitors, and sponsors, was getting value. As a result of them focusing on the other stakeholders as part of the experience, those stakeholders naturally approached Jonathan’s company when it was time to host their events.
User experience
The mission of Accelevents is to make life easier for event organizers. Over the past year or so, they doubled down on their main product and focused mainly on the user experience.
The various elements
They provide all the technology needed for an organizer to host an online, hybrid, or in-person experience. They provide everything from badge printing to check-in to lead capture for exhibitors in the in-person world to the entire venue for the virtual experience.
Fundraising
They also have fundraising technology focused on auctions, raffles, fund-to-need, and text-to-give.
A feedback loop
They built a powerful feedback loop to help them understand the needs of their customers and ensure that they focus on the right developments.
Marketing strategy
It is vital to understand the customer when it comes to marketing.
First-party data
The reduction in third-party cookie tracking has led to first-party data becoming much more important. All first-party information does, however, is to tell you about singular actions taken by someone. With an event experience, a lot of information gets gathered about each attendee that can be used in your ads, in your targeting and building your audience, and in the way in which you communicate and personalize your messaging with your audience.
Competition
To build a brand and establish your presence, you need more than ads. You need to be there, build experiences, and bring opportunities for people to connect within the industry. Events- either digital or in person, are the best way to do that.
Virtual events
Events are expensive, so virtual events are a good way for people to ease their way into hosting in-person events. Hosting virtual events can help people to build their connections with speakers and sponsors. Then, when they are ready to host an in-person event, those people will already be part of their ecosystem.
Data
Even though there are many opportunities for how event data can get used after an event, there is still a gap in how the data gets used during the event to improve the experience. The people who got that right have been creating some very successful experiences!
An opportunity to re-market to your attendees
If your platform has real-time tracking in place, you can quickly adjust the experience, either in-person or virtually. For example, if you have a speaker who gets a lot of engagement, ask them to host a workshop later that day to re-engage your audience.
Getting increased engagement at virtual events
It is easy to get distracted in the world of virtual. If, as an organizer, you can come up with different ways to re-activate and re-engage your audience and bring them back to the platform, or you create campaigns to bring people back into the virtual experience, you will get increased engagement. That will also keep your sponsors and exhibitors happy and ensure that they get value out of the experience.
Exhibitors
Notice the exhibitors who have the most success generating leads throughout the experience. Identify what they are doing differently, and then go to the bottom-performing exhibitors and coach them.
Trade Shows
Big trade shows are hard to navigate as a virtual experience. If, for example, you have a software company with many different partners (integration partners, cold-marketing partners, re-sellers, etc.) who can do some type of digital activation in your event experience and drive people to engage and interact, you could be more successful. You also need to be there in video and on chat, and you need to have a platform that will tell you about the person to whom you are talking, and what they care about.
Cross-referencing
Take all the information you have gathered and make sure that it passes into your CRM or marketing automation system so that you can cross-reference it and figure out how to segment it and market it to the different audiences in the best way.
Marketing operations
Marketing operations people are becoming more involved in the procurement process, especially in the mid and enterprise segments. If you are an event planner in that area, set up a conversation with the marketing ops person to understand how that data will flow into their existing systems and how they intend to use it. Then you will be able to offer guidance in terms of other ways to use that information. You can also show them how you can make their lives easier and get better results.
The metaverse
Jonathan feels that the metaverse will create opportunities for events. It is unlikely to happen very soon, however.
Ease of use
Virtual events create a level of accessibility that tends to be unreached with in-person experiences. So, event organizers should avoid anything that could get in the way of that accessibility.
Jonathan’s quotes:
“For somebody hosting their first large-scale event, there are so many stressors on you already. Technology doesn’t need to be another one.”
“By focusing on that other stakeholder that is part of the experience, they naturally turned to us when it was time to host their own events.”
“As you approach the days leading up to an event, you are basically giving up another hour of sleep every day until you get to event day. So anything we can do to regain a couple of extra minutes for organizers goes a long way!”
“What we are providing is pretty much the entirety of the technology needed for an organizer to host an event experience, be it online, hybrid, or in person.”
“When buying a tech business, the second you take your foot off the gas, you fall behind.”
“There has to be very a high degree of rigor and QA for the assurance associated with any sort of development.”
Connect with Eric
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Connect with Jonathan Kazarian
On Accelevents website
On LinkedIn
On Twitter
Today we have the great pleasure of speaking with Magdalena Bonnelly, the Founder and President of Event Strategies! Magdalena has worked all over the world, including in corporate America. She has also volunteered in the industry. She has a wonderful story of entrepreneurship, decision-making, and re-inventing herself to share!
We hope you enjoy listening to today’s inspiring conversation with Magdalena Bonnelly!
Bio:
Magdalena Bonnelly, MS, VEMM
A well-connected negotiator, Magdalena Bonnelly has spent the last 20 years servicing clients from around the globe–Europe, North and South America, and Asia–securing the seamless acquisition of event space, guestrooms, audio/visual equipment, food, and beverage service, and all the other key items that make your conference a success.
Known for her out-of-the-box thinking in strategic event planning and management, Magdalena was named one of 2021’s Smart Women in Meetings.
A queen of strategic partnerships, Magdalena collaborates with her clients, vendors, and suppliers to create meaningful events. Her strategic partnerships prove especially valuable in challenging times like the Covid-19 pandemic or when the client faces unexpected cancellations/postponement of the conference. Magdalena has helped her clients maintain flexibility and event agility, loyally representing her clients’ best interests while negotiating cancellations and event rebookings with suppliers.
Tough during supplier contract negotiations and resourceful for last-minute event rescues, she knows there’s a solution to every conference concern.
Magdalena holds a Master of Science in Business Management, a Bachelor of Arts in International Business and Economics, an Associate’s Degree of Applied Science in Travel, Exposition, and Meeting Management, and many widely recognized industry certifications.
In her personal time, she enjoys CrossFit, new-age teachings, volunteering with local animal rescues, and likes to try her hand at creative art forms like painting, music, and poetry. Magdalena lives in the suburbs of Dallas, Texas, with her husband, toddler daughter, and four rescue dogs.
Magdalena’s story
Magdalena was born and raised in Poland. After graduating from college in 2001, she came to the United States. Initially, her goal was to visit her uncle, go to school, and make some money working as a nanny. Then she met a wonderful family that insisted on her getting an education. So while working full-time, she also went to Richland College in Dallas and earned an Associate’s Degree of Applied Science in Travel, Exposition, and Meeting Management. Several years later, she got to know organizations like MPI and PCMA and became a student member of MPI. Then she met two ladies from a small boutique hotel in Dallas who offered her the chance to work as an intern in the hotel’s sales office. That afforded her an eighteen-year-long career opportunity in the hotel business. She became a Catering Coordinator, a Small Meetings Manager, and a Convention Sales Manager. Over the years, she worked her way up the career ladder, ending her corporate career as a National Sales Manager for Caesar’s Entertainment Corporation.
In the summer of 2019, she began her entrepreneurial journey by starting Events Strategies.
Support
Having the support of her husband helped Magdalena navigate her tough career path.
Overcoming obstacles
Magdalena was born in communist Poland, where the government owned everything. The strict socialist regime did not allow any opportunities for entrepreneurship, so the first obstacle Magdalena faced was overcoming the conditioning she had had since childhood. It took a lot of work to change her mindset and rid herself of her doubts about becoming an entrepreneur.
Her first two customers
During her first month in business, Magdalena found two customers. She reached out to them because they had already formed a relationship while she progressed through her hotel career, and she knew they would want to keep working with her.
Nerve-wracking
Magdalena was proud of getting her first two clients, but it was also nerve-wracking because she was aware of her responsibility to deliver!
It takes discipline to be a business owner
As a business owner working from home, Magdalena has to be disciplined. So she maintains social contact with others, walks her dogs often, and takes breaks from her work when necessary.
Overcoming fear
Magdalena had to be accountable for all of her actions and mistakes. So she needed to overcome her fear of responsibility and her tendency to think about everything that could go wrong.
The pandemic
As the hotels started shutting down and tours were getting canceled, Magdalena wondered what she could do to support her family. She tried not to panic and focused on what she could do. Then she received a call from a friend who convinced her to start a company with him.
Starting a business in the PPE space
They started a business in the PPE space, supplying PPE equipment to hotels, car rental companies, and even some government agencies. They kept the business going until the market got saturated. Then they parted ways, dissolved the company, and returned to their regular jobs.
Virtual meetings
Before Covid, Magdalena knew nothing about virtual meetings. She derived a lot of satisfaction from learning about technology and how different platforms could benefit her clients.
The virtual aspect is working well
The virtual aspect is working very well for Magdalena because she has a young daughter, so she is not eager to travel now. That could change as her daughter gets older, however.
Free training
Magdalena wanted to enhance her skills and experience, so she took advantage of the free training offered by various platforms.
Getting your hands dirty
Magdalena has learned that nothing will teach you as much as working, doing, and getting your hands dirty. She gained the most from jumping into virtual and learning as she went.
Emotional intelligence
Magdalena feels that emotional intelligence comes from within, so you need to look for it to gain it.
Soft skills
Magdalena has been called aggressive, especially in the sales world. So she would like to work on her soft skills, like reading the room, adjusting to the energy in the room, reading body language, and any other kind of non-verbal communication to get further with other people.
Magdalena’s recommendations for people starting a business
Consistent marketing is vital for any business. Magdalena recommends that business owners invest in hiring someone to guide them through the first steps of marketing and help them understand the importance of social media marketing. For sales, being authentic, having common decency, and building a good rapport with others will work well for business owners.
Connect with Magdalena Bonnelly
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On Website
How to Leverage Call Centers with Richard Blank
Today, we are delighted to be speaking with Richard Blank, the CEO of Costa Rica’s Call Center!
Richard has had an amazing journey! In this episode, he talks about call centers, sales, people retention, life, and entrepreneurship. He explains how to leverage call centers to connect better with your customers and grow your business.
We hope you enjoy listening to today’s conversation with Richard Blank!
Bio:
Richard Blank is the Chief Executive Officer for Costa Rica’s Call Center since 2008.
At the beginning of the new millennium, Mr. Blank relocated to Costa Rica to train employees for one of the larger call centers in Central America.
By utilizing his motivational public speaking style backed by tactful and appropriate rhetoric, Richard has successfully prepared and managed over 10,000 of the finest telemarketers in the country for the past twenty-one years.
In addition, he has earned the reputation of running a school for telemarketing and is often sought after for private training sessions and consultations.
Mr. Richard Blank holds a Bachelor’s degree in Communication and Spanish from the University of Arizona and a certificate of language proficiency from the University of Sevilla, Spain. A Keynote speaker for Abington High School 68th National Honors Society induction ceremony. Giving back to Abington Senior High School is very important to Mr. Blank. As such, he endows a scholarship each year for students who plan on majoring in a world language at the university level.
Per Gamification, Richard Blank has the largest collection of restored American Pinball machines and antique Rockola Jukeboxes in Central America.
Costa Rica’s Call Center (CCC) is a state-of-the-art BPO telemarketing outsourcing company located in the capital city of San Jose, Costa Rica. Our main focus has been, and will always be to personally train every Central America call center agent so that we may offer the highest quality of outbound and inbound telemarketing solutions and bilingual customer service to small and medium-sized international companies, and entrepreneurs as well as fortune 500 companies.
Richard’s journey
After graduating in 1991 from Abington High School in North East Philadelphia, Richard went to the University of Arizona. He majored in Spanish and Communication and focused on public speaking, non-verbal communication, and micro-expression reading. When he was 27 years old, a friend who had a call center invited him to go there to teach English, and he ended up working there for four years.
Starting a call center
In 2008, Richard decided to start a call center with his wife. They began with one seat and fifty hours. Today, fourteen years later, they are 150 strong. They are very selective and reject more accounts than they accept because Richard wants to ensure that he can fulfill his clients' needs with the accounts that come in, and the agent will be comfortable enough to do the work.
The agents’ experience
Richard respects Costa Rican customs, culture, and native tongue. He also respects the bilingualism of his agents. He can mold brand-new agents, and with older agents, he sometimes has to get rid of bad habits. By properly preparing his agents, he feels he can put them all on a level playing field.
The culture
Sometimes, telemarketers and call center agents feel like numbers or robots, and they feel expendable. So before putting them on the phone, Richard gets to know their names and who they are. He also trains them to give them a base foundation to grow.
Quality calls
Richard likes his agents to focus on doing quality calls. About 30% of all calls come about through referrals. Much of their business happens because they do an excellent job on the first call. By working smarter rather than harder, they earn those referrals.
Growing a business by working with call centers
Growing a business has a lot to do with workforce management. Small business owners in the meetings and events industry can grow their businesses using omnichannel support and emails. By making phone calls, they also get the chance to do up-sales, get referrals, and answer questions.
Put more effort into your communication
Putting more effort into your communication, and making it warmer and more inviting, will separate you from others. If you make outbound calls, send an email, or leave a voicemail, take the time to look at the website or the CEO or business leaders' LinkedIn profiles to get a sense of the tone or the company culture.
Answering calls
Have your best people answer calls. If there is an overflow, it is worth paying a little extra to work with a blended call center answering service so that you never have to miss that special call!
Cold calls
Doing cold calls represents half of their business. Their forte is appointment setting and lead generation, and they sometimes do surveys.
Outbound calls
Richard believes he has cracked a code for making outbound calls! The best approach for a phone call is to use anonymity (apart from mentioning the name of the company you represent) in the first three to five seconds of the call.
The Buffer Boomerang technique
If someone gives you a negative one, negative two, or a negative three-tone, reduce that tone and make it positive to reset the conversation. Then, show active listening by repeating the question. Land it back at them with a plus-two boomerang response.
Positive escalation
When your call gets transferred, it is the perfect time to give a positive verbal escalation (complimenting someone who works for you) to gain momentum and move forward.
Concluding a call
Calls consist of an introduction, a body, and a conclusion. To conclude, ask if there are any final questions, and then finish up with a military alphabet to double-check the email address of the person to whom you are talking.
Follow up
Follow up with a thank-you email that includes the name of the person who assisted you by transferring your call.
Motivation
Richard’s agents are properly prepared and well-rehearsed. He motivates his team by giving them prizes for meeting their goals. Working with good faith and good intentions also helps them weather the storms.
Reading micro-expressions on the phone
The purest form of communication is phonetics because congruence is where audio matches the visual. Phonetics can be broken down into four different sections:
- Tone
- Rate
- Pitch
- Duration
Your tone is the one consistent variable you have when you read micro-expressions. Keep it confident and empathetic.
Mirror imaging
Focus on the speed and pitch of the person you are talking to. Read them initially to see if they are going faster, slower, louder, or softer. After about five minutes, you will notice if there is a spike or dip in their speech. Tone, rate, and pitch can be manipulated. Your ultimate tell-sign is your subconscious answering speed. Then it will be the ideal time for you to ask a tie-down, a pin-down, or a clarification question.
Repetition
Richard suggests that you repeat something from time to time to make sure that the person you are talking to is following along with you. It will also give them time to digest what you have been talking about.
An exit interview
Better phone calls sometimes include an exit interview. You could get five reasons why someone chose your competition or get a suggestion to enhance your services.
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Connect with Richard Blank
On his website
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Today, we have the great pleasure of speaking with Liz Holtby! Liz is a giver! She is the Vice President of Operations for Meeting Escrow. Liz has some important information to share about financial risk management and incentive travel. In this episode, she tells her story, talks about the services she provides and the value of incentive travel, and shares some great insights! We hope you enjoy listening to today’s informative conversation with Liz Holtby!
Bio:
Liz started her career in Toronto with the Canadian Institute of Chartered Accountants (now CPA), planning meetings for their Executive Office and Board of Directors. Since then, she has worked with various marketing, as well as Meeting and Incentive Travel companies in an operations-related capacity. Her roles have included human resources, finance, operations, administration, and technology. Primarily, she ensures that the operations team has the support required to deliver programs on time and within the budget.
Currently, daily, Liz manages financial risk for a variety of organizations. She handles client event budgets by managing funds in segregated domestic and foreign currency trust accounts.
Liz is passionate about education and mentorship and helps cultivate the next generation of leaders in the Business Events Industry through her teaching positions at Durham and Centennial Colleges. She is also a member of their Program Advisory Committees.
She is a graduate of Ryerson University’s Hospitality and Tourism Management program with a Bachelor of Applied Arts. She is TICO certified and is the 2022 President for SITE Canada (Society of Incentive Travel Executives).
Liz’s story
Liz graduated from university in Toronto with a degree in commerce and a specialty in hospitality and tourism. She took one inspiring course in meetings and event management, given by Duff Shaw, an icon in the industry. Liz wanted to follow in his footsteps as a teacher and inspire others as he had inspired her. That led her down the path of incentive travel, meetings, and conferences.
In 2008, Liz left the industry because of the recession. She worked for a marketing company for about three years and then got back into the incentive travel industry. She joined Meeting Escrow in 2018.
Joining Meeting Escrow
Joining Meeting Escrow was an opportunity for Liz to marry the MICE industry with the finance side and risk management.
Creative people
Most people in the industry are part of the industry because they are creative people who care about the details.
What does Meeting Escrow do?
Meeting Escrow provides a variety of different financial solutions. During a crisis, their clients become concerned about the advance deposits they pay to their vendors. The deposits get put into an Escrow trust account where the beneficiary is both the client and the vendor. The account is mandated by an Escrow agreement signed by both parties. The agreement outlines when the deposits were put into the Escrow trust account and when they get paid out. That is very helpful for both clients and vendors because a client could go bankrupt as easily as a vendor could, and if that happens, the funds go to the other party.
Secure Vendor Payment Program
Meeting Escrow also has a Secure Vendor Payment program. They have twenty different currencies of trust accounts for when money sits in Escrow or a trust. They work with clients who have programs in various countries around the world. When they take in money from clients, they exchange it immediately. Then it sits in the foreign currency trust account, so there is no currency fluctuation.
Incentive travel
Incentive travel is all about providing people with experiential moments that they cannot do by themselves. Right now, incentive travel is more important than ever because it gets people away from their screens and helps them connect with people in different countries. It helps bring back a sense of community, camaraderie, and motivation.
SITE
Most of the people that Liz communicates with through Meeting Escrow are hoteliers, DMCs, clients, or third-party agencies. They are busy now and finding it hard to get the staff they need, so people are doing multiple jobs within those companies to get their incentive programs off the ground. Their focus right now is on execution and planning for the future.
Changes in the industry
When Liz started teaching about four years ago, she used to tell her students good things about the industry. It was hard for her students to find jobs within the industry back then because they were in short supply, and companies within the industry wanted people with experience. Now, many jobs are available, so students can pick and choose. They can also research what they truly want. As a result, many students are now focusing on roles in areas of sustainability, charity, and CSR.
Getting back into teaching
Liz is looking forward to getting back into teaching to have the opportunity to bring more great graduates into the industry again.
In-demand skills within the industry
Young people should develop project management skills and certifications to become marketable and successful within the industry. Because anything you focus on when you execute an incentive program, a conference, or a meeting is a project. And each project is different.
Document your task
Things seldom go as planned with projects. It is vital to document all the relevant tasks, milestones, responsibilities, and dates. That will help you stay on top of things and execute your job with minimum stress.
Project management
Project management means creating a database and automating your project. That will ensure that everyone working on the project is clear about their area of responsibility.
Sales
CRMs are a helpful tool if you get into sales. They are an excellent way to generate sales, document opportunities, follow up on sales potentials and leads, and follow a sales cycle.
Automation
Automated tools, like CRMs, project management tools, accounting software, Mailchimp, and others, are helpful. They can make individuals more efficient and help small companies perform like big companies.
A four-day workweek
A four-day workweek is about being as efficient in four days as you could be in five. Automating some of your processes can make a four-day week a realistic possibility.
Recommended tool for better efficiency and organization
Liz recommends that people within the meetings and event industry use Zoho because you can buy one subscription that includes all the components and platforms beneath it. They include Zoho Project, Zoho CRM, Zoho Forms, Zoho Books, and Zoho Campaigns.
2023 will return to 2019 levels
Much of what Liz has been reading says that 2023 will return to 2019 levels. It also seemed to be the consensus amongst the 450 event planning professionals she got together with recently in Ireland.
Covid
As a result of Covid, Meeting Escrow has been armed with all the risk management tools they need to move on and keep going.
Liz’s quotes:
“Dotting the I’s and crossing the T’s is truly what finance is about.”
“The majority of people in this industry are in this industry because they are creative people.”
“I think incentive travel cannot be any more important than it is now to get people away from their screens, out of their desks, and connecting with people in a different country.”
“Incentive travel is about providing experiential moments that people can’t do on their own.”
“What you are executing when you execute an incentive program, a conference or a meeting is a project. And no project is the same.”
Connect with Eric
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Connect with Liz Holtby
On LinkedIn
Meeting Escrow
We have the great pleasure of speaking with Walker Deibel today! Walker is a fantastic individual and the number one name in acquisition entrepreneurship! He created the Acquisition Lab and wrote the book Buy Then Build.
Walker is an entrepreneur, teacher, and father. In this inspiring episode, he tells his story and talks about what it takes to be successful as an entrepreneur. He also gets into the benefits of acquisition entrepreneurship and discusses whether it is better to acquire an existing business or start from scratch.
We hope you enjoy listening to today’s memorable and encouraging conversation with Walker Deibel!
Bio:
Walker Deibel is a serial acquisition entrepreneur, bestselling author, and M&A advisor.
Walker acquired seven companies over ten years and co-founded several startups. His bestselling book, Buy Then Build: How Acquisition Entrepreneurs Outsmart the Startup Game, was released to critical acclaim, including being recognized by Forbes as “one of the top 7 books all entrepreneurs must read.” It is currently used in many universities.
His book and the educational company of the same name share his experiences and frameworks to help entrepreneurs learn why buying an existing company is often a better route for entrepreneurs, and how to do it. Their flagship program, the Acquisition Lab, offers buy-side M&A services for first-time financial buyers in a do-it-with-you service; providing information, coaching, tools, and community.
Walker is a partner at Quiet Light where he helps online-based businesses exit. He is a Certified M&A Advisor, Certified M&A Professional, former SEC licensed stockbroker, and recipient of the Middle Market Thought Leader of the Year, awarded by the private market Alliance of M&A Advisors. He was recognized as a lower-middle-market thought leader by Axial, and his writing has been featured in Inc, Entrepreneur, Forbes, Fast Company, & Harvard Business Review.
Walker is currently the owner of the premiere aluminum railing manufacturer in Missouri and a portfolio of online-based businesses. Historically, he has owned and operated in many industries, including manufacturing, fulfillment, software, education, and eCommerce.
Walker is an Emmy-nominated producer. He worked on almost a dozen films with premieres at some of the world’s most prestigious festivals, including Sundance, SXSW, and Toronto International Film Festival.
He holds an MBA from the Olin School of Business at Washington University in St. Louis, where he received the Declaration of Accomplishment in Entrepreneurship from the Skandalaris Center of Innovation and Entrepreneurship. He is a Pipeline Entrepreneurs fellow and an adjunct professor at Olin, where he launched the acquisition entrepreneurship class for the MBA program.
He lives in St. Louis, Missouri, with his wife and their three children.
Walker’s backstory
Walker grew up in St. Louis, Missouri. Everyone on his dad’s side of the family had a small business. On his mom’s side, everyone was artistic and creative. So Walker developed a creative interest early on but always felt the need to be economically sustainable.
Stockbroker
Walker was an English Literature major in school. He became a stockbroker immediately after graduating in 1995, right at the end of the tech boom when the transition from the old economy to the new digital economy was happening.
Film
Walker got laid off during the tech bust along with 6,000 other people. He was full of ideas, so he moved to the San Francisco Bay Area to learn from people doing their own thing in business and ended up getting a foothold in film.
Learning from failure
After moving back to St. Louis to get an MBA, he launched a startup with some MBA classmates. Unfortunately, it did not work out, but he learned from the experience. It also helped him get to where he is today.
The first thing
Walker learned that the first thing you need to do as an entrepreneur is to get off the pay-cheque because it is as addictive as crack cocaine!
Entrepreneurship
Entrepreneurship allows you to live the biggest, most engaging, and most impactful life possible. It is part of you, all-consuming, and it gives you a vehicle for wealth creation and wealth destruction simultaneously.
A strong work ethic
As an entrepreneur, it is vital to have a strong work ethic and the ability to be imbalanced at times.
The number one reason startups fail
Lack of product-market fit is the number one reason nine out of ten startups fail.
Entrepreneurship through acquisition
Buying an existing business is affordable. If you buy an existing business, you start with existing customers, revenue, established infrastructure, and ongoing earnings, which form a foundation for innovating and growing the business. Having existing earnings allows you to get a bank loan to acquire the business.
Figuring out entrepreneurship
While figuring out entrepreneurship, Walker found that the market was okay, but it was hard to get any data. He also found the market decentralized and fragmented, and there was no efficient way to navigate it. So, after about six months, he went corporate and crushed it!
An opportunity
Walker did not want to spend all his time building a brand for another company, so he started doing a part-time search for a business of his own. Then his dad invited him to work for him in his small company. (It was a surprise because, for all his life, Walker’s dad had told him that there was no role for him in his company.) Walker worked there for about a year. Then he bought the company.
Several things happened
Immediately after Walker bought his dad’s printing company, several things happened:
- His dad’s cohorts started approaching his dad, wanting to know how he sold his business.
- Walker realized that knowledge about business sales could be easily acquired.
- Walker understood that starting from scratch is very smart- but only sometimes!
Books
Even though a transition was happening in the print industry and bookstores and newspapers were going out of business because of the internet, more authors were writing and publishing books, and more people were buying books than ever before.
Digital printing technology
Walker started looking at digital printing technology because he saw that all his publisher customers had massive libraries of books of which they printed only about twenty percent. They ignored the other eighty percent because that would tie up their cash and inventory. Walker realized that if he could turn short-run digital book printing into JIT inventory for his book publishers, his company could have its best opportunity for growth in eighty years.
Becoming a Merger & Acquisition professional
Walker sold the printing company in 2013 to an acquisition target and subsequently bought another six companies. He knew the public capital market, but he also wanted to understand the private capital market. So he became a Certified M&A Advisor, an M&A Master Intermediary, and a Certified Exit Planning Advisor. He also spent a lot of time working with brokers to learn about the M&A space.
Buy Then Build
Everything Walker learned about M&A culminated in him writing the book Buy Then Build, which became a best-seller. Along the way, Buy Then Build also became a textbook for 30% of the schools that teach entrepreneurship through acquisition.
The Acquisition Lab
People kept asking Walker to help them find and buy a business, so he created The Acquisition Lab as a solution. The Acquisition Lab is similar to an MBA program. It is designed to help people acquire a business, understand what makes world-class content, and then learn how to build that content. The Acquisition Lab became the most popular elected course for MBA programs at some of the best schools in the world, like Harvard, Stanford, University of Chicago, North Western, London Business School, Yale, and Columbia.
The Acquisition Lab program
Walker wanted a vetted community for The Acquisition Lab, so only about 25% of the applicants get accepted. You will get in only if they think you will succeed. The program takes twelve months. It is designed to meet people where they are and help them succeed in achieving their dreams.
The team
Chelsea Wood is the Managing Director of The Acquisition Lab. Chelsea is a Certified M&A Advisor. She grew a company to three billion dollars and spent five years doing post-merger integration. Karen Heise is the former Director of The Career Center at a top-ranked business school. Chelsea, Karen, and Walker work together to create buyer profiles, bring in debt lenders, and do personality assessments.
Entrepreneurship is not for everyone
Entrepreneurship is not for everyone. Walker points out that being an entrepreneur is not a job title- it is a condition. If you are unsure whether entrepreneurship is for you or if you have what it takes, it helps to know that if it doesn’t get you going, it is not for you.
Some clues that show entrepreneurship is for you
- You keep getting fired from your job
- You always find yourself second in command, and you keep on executing
Acquisition versus starting from scratch
Your ability to tolerate risks, how comfortable you feel with debt, your age, and your level of experience will all indicate to a certain degree whether you would be better off starting from scratch or acquiring an existing business. It comes down to your business idea and how you approach it.
Two ways to grow a company
There are only two ways to grow a company: innovation or acquisition. You can change the world with innovation, but it will take a long time and a lot of effort. For most businesses, buying an existing company is the fastest way to grow because you can double the size of a company in a single day.
Connect with Eric
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Connect with Walker Deibel
The Acquisition Lab
Buy Then Build
On LinkedIn
Books mentioned:
Moneyball: The Art of Winning an Unfair Game by Michael Lewis
Buy Then Build: How Acquisition Entrepreneurs Outsmart the Startup Game by Walker Deibel
113: An Entrepreneurial Journey with Mahoganey Jones We are delighted to be speaking with a rockstar in our industry today! Mahoganey Jones is a truly inspiring individual, and she is very well-known in the meeting and events industry! She is the Founder of Event Specialists and the first Canadian Event professional ever to become a Certified Digital Event Strategist!
She tells her fascinating story, talks about the birth of her company, Event Specialists, and shares her thoughts, insights, and experience.
Bio:
Mahoganey is an event expert. She founded and runs Event Specialists, one of Canada’s pre-eminent event production and management firms. She is the FIRST (yah, the first!) Canadian Event professional to become a Certified Digital Event Strategist. She also considers herself a poutine aficionado!
It has been 17+ years since Mahoganey took a jump into the Events world – and she still wakes up each day with a real love for her work! She has won numerous awards for her contributions to the events world, including the 2021 “Event Professional of the Year” & “Top 100 Most Influential People in the Events Industry.”
Mahoganey’s story
Growing up, Mahoganey wanted to be a pediatric oncologist. So she began volunteering at a local hospital on her fourteenth birthday. She then got hired by the hospital to be on their events team and part of their fundraisers. She wanted to know where the money from fundraisers came from and how it would get used. She then realized that there was more to events than the eye could see.
An event professional
Throughout her career, Mahoganey has only ever worked as an event professional. When in university, she planned career fairs. At the time, she saw events as a way to pay for her education because she still wanted to become a doctor.
Her first job
Her first job out of university was as a kinesiologist. At the same time, she was asked to join health care fundraising campaigns and an events team to help plan campaigns for the provincial government. Her mentor at the time also suggested that she did events.
Event Specialists
After deciding to try a career in events, Mahoganey found it hard to find a job without having a degree in event management. So she created a job for herself, and Event Specialists was born!
Fueling her business
She planned a wedding show and a business trade show to get clients and fuel her new business.
Ageism
The main prejudice Mahoganey encountered in her early career was ageism. Her husband did the registration for her all her early events, and people often assumed that he, or someone else who looked older than Mahoganey, was the owner of Event Specialists.
Entrepreneurs Organization (EO)
During the time when Mahoganey still lacked the necessary processes for collecting payment from her event clients, she heard that EO was looking for a manager for Canada. She applied for the position, got the job, and found that the organization full of people who talked and sounded like her.
Learning from her role
She learned a lot from her role at EO. She learned from how their team approached event design and how all the different chapters across the world shared similar thought processes. It re-kindled her love for events and pushed her back into running her own business.
A challenge around diversity
One of Mahoganey’s biggest challenges as a black female in the events space has been that everyone wants to fill the diversity quota. She feels that those who fill the quota because they have to have missed the mark, and she believes that color-blindness is not something real.
A love for content and production
Mahoganey started in the events world as a freelancer with a business name and only took on contracts that she herself could fulfill. However, after spending years in the industry and continuing to develop professionally, she realized that she had a love for content and production. So she started looking at events differently.
An AV company
Mahoganey feels that if she had known the event tech world first, she would have owned an AV company rather than getting into the planning side.
Strategizing
Mahoganey does not like planning. She loves the strategy behind how an event can be monetized and strategizing ways to put emotions into a space so that people feel something and walk away with the intent she wanted them to have.
The next five years
Over the next five years, Mahoganey will remove herself entirely from the planning side of Event Specialists. She will continue strategizing and go back into the teaching space because that is where she loves to be!
Covid
At the start of the pandemic, Mahoganey saw people returning to the fundamentals and realizing that an event is not always the best way to fulfill the need or goal of a company. People also started to question how to measure the success of an event.
A regression
Now, she feels that people have regressed to shorter timelines again. They are also going back into panic mode and rushing to own what hybrid or virtual look like.
Innovation
We are now reaching a point where true talent will shine, and Mahoganey hopes that innovation will come back.
The time has come
Mahoganey feels the time has come for us to settle down and stop saying that we are post-pandemic and want things to go back to pre-pandemic. We need to avoid falling back into how we have always done things, live in the current state, follow current trends, and continue to evolve as an industry.
Connect with Eric
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Connect with Mahoganey Jones
On Twitter (@mahoganeyjones)
On LinkedIn
On Facebook
On Instagram (@mahoganeyjones)
Music was My First Love with Darryl Hurs - Episode 112 We are delighted to be speaking with a legend in the music industry today! Darryl Hurs is the Founder of Indie Week in Toronto. He is also the Managing Director of Downtown Global.
Darryl has created online conferences and worked with famous bands and musicians like U2, Madonna, Beyonce, Jay-Z, and Dave Matthews.
Darryl is a fascinating individual! In this episode, he tells his story, talks about music, marketing, and engagement, and paints a vivid picture of the future of conferences.
We hope you enjoy listening to today’s captivating conversation with Darryl Hurs!
Bio:
Darryl Hurs has a 25+ year history in the music business, including launching and running one of Canada’s largest music showcase festivals and the conference, Indie Week. In the past two years, he founded three new online conferences: Music Pro Summit, indie101, and SCREENxSCREEN. Recently hired as the Managing Director for Downtown Music in Canada heading the Canadian operations for Fuga, Songtrust, Adrev, Found.ee, CD Baby, and Downtown Music Services. His past positions include design and branding/marketing for Live Nation as a freelancer (projects included a corporate rebrand and logo design, launching VIPNATION.com, work for U2, Nickelback, Madonna, Beyonce, Jay-Z, and Dave Matthews) retail buyer at HMV, and booker for one of Toronto’s top live music venues (The Rivoli).
Growing up in Canada
Darryl grew up in Edmonton. He already knew in grade six that he wanted to get into the music business. The music industry in Canada was in Toronto, so he moved there when he was older, looking to do what he does now.
Darryl’s story
Darryl wanted to be a musician, so he studied guitar at MacEwan University in Edmonton. Then he joined a band and moved with it from Edmonton to Toronto. When the band moved back to Edmonton, Darryl remained in Toronto. He knew nobody there, so he started networking, volunteering, hustling, playing, and auditioning. He began carving out his career when he became a booker for a venue, started managing bands, and did all the promotions and bookings for the bands he was in. Then he took a desktop publishing course and started earning a living doing graphics and design.
Live Nation
He landed Live Nation as a client for eight or nine years, during which time he also launched VIPNATION.Com for them, rebranded the company, and did event marketing and advertising for several famous artists. He gained experience in marketing and promoting events and engaging fans.
A promotion
Darryl has been the country rep for CD Baby in Canada for three years. At the end of last year, he received a promotion and is now the Managing Director for Canada for Downtown Global.
Covid
When Covid hit, they lost everything and started doing conferencing online. Since then, they have launched another three successful other online music conferences. They now have several different projects on the go and are on par with where they were at the start of Covid.
Indie Week
Darryl created Indie Week because no festivals in Toronto focused on local artists. It was a music festival and also a music conference. Just before Covid, Indie Week in Toronto was doing about 240 bands from all around the world for four nights at 24 music venues in downtown Toronto. (Before that, they were doing the UK, but they stopped when Brexit happened.) In Indie Week, they got the industry out to look at the bands and vote for the band that deserved to play at Indie Week in the UK. Then, at Indie Week in the UK, they would pick a band to bring to Canada.
Comafest
Since Covid, they have partnered with a Comafest in Brazil. They have taken an artist there every year and intend to take a few artists there in August 2022. Their objective is to build the international partnerships they started online, partner with other existing festivals, and take artists to those festivals.
Online conferences
They plan to continue their conference online. What set their conference apart from all other conferences happening during the Covid lockdown was that they were 110% invested in doing it online.
Positive feedback
They have had a lot of praise and positive feedback for their online conferences! They could get higher-level speakers because they did not have to fly anyone anywhere.
The Indie Week online Music Conference
They took the music conference and broke it down into different demographics to go online. Now, Screen X Screen, which is about music and tech, happens in February each year. Indie 101 is about education, and it happens in May. Music Pro Summit hosts high-level industry discussions and takes place in September. Indie Week is their hub, so they try to bring everything together in one place and focus on international connections. Many people have said that it is one of the best online conferences they have ever attended.
The platform
Their platform, Whova, is open to engagement and connecting with others. All their programs are recorded and people can talk online for three months. So any attendee can still go through the speaker and attendee list and message them after the conference. People are learning how to use the platform and taking advantage of it!
A community
Their free weekly sessions focus on being real. The sessions have helped grow their community because people love having the connection!
Value
People add value. Darryl believes that if you offer help first things will happen, and if you do something that engages with people, it will become valuable. So focus on people first, and monetization later.
Online is working well
They are planning to stay online because it is working well. They are also looking for ways to utilize what they have done online and do something in person when the time is right to do so.
The goal
The goal for Indie Week is that the participants make connections that turn into a real business.
Online versus face-to-face
People make a mistake when they try to recreate a face-to-face event online. Indie Week is an online experience, and the organizers are making the most of it! They are not trying to do what they would normally do in person.
Valuable experience
They gained valuable experience from doing four online events in one year. They learned to utilize the positive aspects of the online experience and capitalize on them.
AI
Darryl believes that AI will make it possible for anything to happen musically in the future!
Music marketing for artists
Everyone in the world is online today, so artists need to plug into social marketing. That means using Facebook ads and Instagram ads and knowing how to use the data to locate their audience and the areas where people are tuning in the most. Then they need to start feeding different ads to that market to build a story. They can also use billboard ads, magazines, and online advertising programs like Found.ee.
How can artists get known?
Artists should focus on what they do and how to use tools to elevate that. They should focus on where their audience is and try to get as many fans as possible to engage.
Engaging audiences at conferences
People need to talk less about business and more about who they are and how they are doing. Digital is global, so there is value in considering how to elevate an in-person event to online. Being inclusive is also vital.
Connect with Eric
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Connect with Darryl Hurs
On LinkedIn
Indie Week
Innovation in Facilitation with Samme Allen We have the great pleasure of speaking with Samme Allen today! Samme has been in the meetings and events industry for many years. She is the Founder and CEO of ConferenceEmcees.
Samme has a fascinating and inspiring story to tell! In this episode, she shares her story and talks about what she is doing to help people reduce their carbon footprint. She also gets into believing in yourself and moving forward and illustrates the importance of honesty and the power of building relationships.
We hope you'll enjoy listening to today’s captivating conversation with Samme Allen!
Samme’s story
Samme has been a meeting professional for most of her career. Her background is in sales, and she fell into events while living in Hong Kong and working for a publishing company. She started working as an event planner when the publishing company asked her to work with one of their clients- to run a charity event and a golf day. It went well, and after that, Samme and her team worked with other clients, including the British Chamber of Commerce in China.
Moving back to the UK
After moving back to the UK, Samme continued to dabble in the periphery of the events world. She moved to London in 2008 and wanted to get more into events. Her recruitment company suggested that she stay with them and work in recruitment. That was a valuable journey for her because it got her involved with MPI.
Iconic venues
Samme has worked with some of the most iconic venues in the UK, including the Barbican Centre in London.
Professional moderating
Samme got a call from a company called Audience, asking her to facilitate a meeting for one of their pharmaceutical clients. She refused because it was not in the event industry. They pushed, however, and eventually convinced her to do it. That started her journey into professional moderating.
Sammeallen.Com
Samme invented Sammeallen.Com, and she had the privilege of hosting MPI’s European meeting and events conference a few times. She was in a great space because, for the first time, she was booked out for the following year- 2020. She was about to host an event in Florida when the world turned upside down. In three weeks, she lost all her bookings.
Pivoting to virtual
Samme had to figure out how to survive and thrive. So she joined an online event design course on Zoom. At the time, she did not believe in online events, but the course convinced her otherwise. It changed everything and gave her the confidence to pivot to virtual.
The best year
She started doing online events, and they took off! She ended up having her best year ever, financially!
Reaching out
Throughout the pandemic, she reached out to her clients to find out how they were and keep the communication lines open.
Good things
One of the good things that came out of the pandemic was ConferenceEmcees.Com. Samme wanted to grow her business without hurting the planet. She also wanted a community where like-minded individuals could inspire one another, and she wanted to gain experience.
Barriers
Her barriers to growing ConferenceEmcees.Com were self-doubt, imposter syndrome, and the sudden loss of her father right before the conference was due to happen.
ConferenceEmcees
With the help and support of associates from her network, the ConferenceEmcees experience happened organically, and they self-launched in September 2020.
The ConferenceEmcees experience
ConferenceEmcees is the first-ever global network of professional conference emcees, moderators, and facilitators. Their goal is to put the right person for the right client in the right location. They aim to remove pain points while ensuring that they are part of the carbon footprint solution and not part of the carbon problem.
Education
ConferenceEmcees is providing education about reducing the carbon footprint. They have an incredible collection already, including a piece on diversity. They launched officially in January 2022. They currently have 36 associates and continue to grow.
Selecting members
Samme has a background in recruitment. That helps her select the right members for her organization.
Support
Samme would like to support her community of independent associates, help them track their carbon footprints, and provide opportunities to avoid having to travel long distances.
Inclusivity
You cannot have a successful business without bringing everybody to the table. It's not just about including more women. It's about including more people of every creed, color, ethnicity, and sexual orientation.
Women
Samme urges people to actually do something to help women become more successful instead of just liking them on LinkedIn or patting them on the back. One of her action points for 2022 is championing women going through difficult times.
Leadership
Samme would like to see leadership become more diverse and action orientated. Her focus is on staying inclusive with male leaders, learning from them, and figuring out what everyone can do better together.
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Connect with Samme Allen
On Website
On LinkedIn
On email: samme@conferenceemcees.com
Relentless with Natasha Miller
We are thrilled to be speaking with a fabulous entrepreneur today! Natasha Miller is the CEO of Entire Productions and a three times Inc. 5000 recipient. Natasha has just launched a book called Relentless: Homeless Teen to Achieving the Entrepreneur Dream. It tells the story of her life.
Natasha is joining us today to tell her unique story and share her experiences, ideas, and perceptions. She also offers some valuable nuggets of advice for growing your business.
We hope you enjoy listening to today’s insightful conversation with Natasha Miller!
Bio:
Natasha Miller isn’t your average CEO. She sits at the helm of Entire Productions, the go-to experience design, event, and entertainment production company in San Francisco, and has been on the Inc. 5000 list of fastest-growing companies in America for three years in a row. Natasha’s passion and commitment to giving back drive her invariable contributions and participation with numerous charitable organizations. She is also performing as a jazz vocalist and a trained classical violinist. Natasha is a proud graduate of Goldman Sachs 10,000 Small Businesses. She has studied entrepreneurship at the Harvard Business School and MIT, and she is a member of The Recording Academy (Grammys), ASCAP, SF Travel, and Meeting Professionals International (MPI). She resides in San Francisco, CA, where she is a member and on the board of EO (Entrepreneurs’ Organization).
Natasha’s story
Natasha grew up in Iowa in the mid-80s. She learned to play the violin when she was young. Then she became a passionate vocalist. Music saved Natasha’s life and propelled her into her future! She earned a Fulbright Scholarship to study the violin, and she has been involved in entrepreneurial endeavors with music since the age of fifteen. Her core business is a San Francisco-based entertainment production company called Entire Productions.
Natasha has a twenty-six-year-old daughter who she adores!
From an abandoned teen to achieving her dream
When she was sixteen, Natasha landed up in a youth shelter for homeless kids on Christmas day. At the time, she was studying the violin with a college professor. Natasha always advocated for herself and made things happen. Even when she had bookings, she could not turn down performance work, so she would book other artists to take her place. That ultimately grew into her booking jazz and classical ensembles for corporate and social special events.
She found herself in the meetings and events industry many years later, after she expanded into dance bands, DJs, aerialists, and cigar bars, and she did all the planning.
Support
In the homeless shelter, Natasha had people supporting her with her issues and helping her onto a track that would be good for her after leaving. As a musician, she had the support of her conductor, her violin instructor, and some others who recognized her gifts and talent. However, she knew that no one would come to save her, so she had to save herself.
Mentors
Over the last twenty years, Natasha has realized that she needs mentors, advisors, and outside help to give her a different perspective and reveal her blind spots. Since seeking that out, her world has cracked open!
Proud of her accomplishments
Natasha attended three different colleges on Fulbright Scholarships, but she never graduated because she moved to San Francisco. She is proud of what she has accomplished without having a college degree!
The Grammys
After being taken to the Grammys, Natasha realized that she could become a voting member of the organization that puts on the Grammys. Even though she has not yet won a Grammy award, she hopes to enter the Audible version of her book for consideration.
Natasha’s book
Natasha wanted her book to sweep readers away and take them on a journey- almost like a fictional read. The book tells the story of her recollection of what happened in her life. It is a good read, and what Natasha lived through is very interesting!
You will enjoy the book, especially if you’re an entrepreneur or struggling to get from where you are to where you want to be!
Leading with values
Natasha’s organization focuses on five core values. The one they talk about the most is the pursuit of excellence, not perfection. Working in pursuit of excellence ensures that they always have enough bandwidth to cope with any challenges that might arise with the events they produce.
Natasha’s team
Another core value is that her team is self-managed. Natasha gives the team the ability to make decisions based on their own experiences and watching how she does things.
Being scrappy
Being scrappy is another core value. Being scrappy means that they work bootstrapped on a shoestring budget, and they don’t take equity from anyone else. They don’t frivolously spend other people’s money, and they give their clients an incredible amount of value.
Recruiting
Recruiting people is challenging! People generally put on a facade for interviews. So it is hard to find out what their real values are. It takes intuition, a gut reaction, and experience to choose the best candidates.
Managing the team
Natasha does not work day-to-day in her business with clients. Right now, she is a visionary and a strategist for entire productions, so she is not solely responsible for marketing and sales. She is responsible for managing her team, but they are mature and self-managed, so it is not a heavy lift.
Using technology to boost revenue and profit
Natasha is technologically interested. She feels that technology shows a return on investment. Her internal team produced and designed all the technology for her latest book launch summit on the ExVo platform, apart from the switcher (the one that brings people on and off the stage). She sometimes uses third-party vendors to help with the broadcast quality of big studio events, but for the most part, everything gets done in-house.
People and processes
Natasha has all the right people and processes in place, so she does not need to know about everything going on in her business.
Getting ARR (Annual Recurrent Revenue) in the meetings and events industry
Entire Productions has been around for a long time. It is known and trusted within the industry for producing excellent events, so they have several recurring clients. They also attract many new clients when their events get seen on social media. They have two divisions, so they have a lot of high volume with the artists, talent, and entertainment they put out and a smaller amount with their full-production events.
Big numbers
People spend about ten percent of their budget on entertainment. So when big numbers run through Natasha’s company- to pay for catering, for example, they try not to pass that through, and they also try not to be the bank. That is how they managed to run a five million ARR business.
Growing a business and working on it rather than in it
Have all your systems and processes down so that they are very efficient. Then, put them in a manual, and make a video explaining it. That will free you from having to train people as you scale and grow your company. Remember that your systems will change as you grow.
Delegating
If you are one person with one employee, start thinking about how to delegate and share what you know. Remember that it is not good business practice for one individual to hold on to all the knowledge about a business.
Thriving despite hardships
Natasha feels lucky because she did not take her hardships and make them worse or turn to alcohol or drugs. Even when she felt sad or depressed, she always had a positive attitude, creativity, and an insatiable thirst for learning. She learned that once you reach a positive place, you need to stamp it as a milestone. Then, when the next bad thing happens, you know it will pass, and you won’t let it affect you.
Be relentless
We all have to be resilient. But to get to where you want to go, you have to be relentless.
Connect with Eric
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On Website
Connect with Natasha Miller
On Website
On LinkedIn
On Facebook
On Instagram
We are delighted to be speaking with a legend today! Jack Daly is a phenomenal individual! He is known worldwide as a subject matter expert in the sales side of the house and as a business person who knows how to scale companies. About eight years ago, Jack wrote a book called Hyper Sales Growth which sold tremendously when it came out and continues to sell exceptionally well today.
A few weeks ago, Jack went to market with his latest book, Jack Daly’s Life by Design. It is the tenth book he has written and a project he has wanted to do for several years for various reasons.
We are thrilled to have Jack back on the show today! In this episode, he tells his story and talks about his new book. He shares his experiences and discusses the importance of being disciplined. He also explains how to maintain a positive mindset and the importance of knowing what your personal values are!
We hope you enjoy listening to our amazingly inspiring conversation with Jack Daly!
Bio:
Jack Daly is a leading sales speaker and trainer with over 30 years of sales and executive experience. Jack’s track record is a testament to his real-world knowledge and extensive expertise in sales and sales management. He started his professional journey at the CPA firm, Arthur Andersen, and rose to the CEO level of several corporations, building six companies into national firms along the way, two of which he subsequently sold to the Wall Street firms of Solomon Brothers and First Boston.
In addition to his comprehensive professional background, Jack holds a BS in Accounting, as well as an MBA, and was a Captain in the U.S. Army. Jack Daly is an Amazon Best Selling Author and has written and contributed to many books, including Hyper Sales Growth and The Sales Playbook for Hyper Sales Growth. Jack is a 15-time Ironman competitor and has completed over 93 marathons in 50 states and on seven continents. He achieves these goals and lives life to the fullest by following his own Life by Design techniques.
Born and raised in Philadelphia, Jack currently resides in San Clemente, California.
Jack’s story
On six different occasions, between the ages of 26 and 46, Jack sketched out a business plan and convinced others to join him. They grew those companies in the US to become national firms, two of which were sold to Wall Street.
For the last 25 years, Jack has been touring the world as a professional speaker and helping people grow their businesses.
Endurance racing
Jack has run many marathons. A few months back, he completed his hundredth. He has also done fifteen full and several half Iron Man competitions.
US Army
Jack joined the ROTC (Reserve Officers' Training Corps) when he was in college. Even though he has a Bachelor’s and a Master’s degree, the courses that made the most difference in his adult life were those related to the military. They taught him to be disciplined, focused, goal-oriented, and responsible and gave him insight into communications skills, systems, and processes.
How leaders are built
As an adult, Jack has been fortunate to visit all the military schools to see how leaders get built.
Measuring
Jack measures everything! He has been at it for over sixty years. Every year, he adds a few more things relative to his life as it evolves. He enjoys making year-to-year comparisons as he grows and matures.
Discipline
You need to be disciplined in how you invest and spend your time and what you do with it.
A positive mindset
Jack has faced many challenges in his life. He uses the mantra: “Focus on that which you have control over” to help him stay upbeat in attitude.
Discussions
Before Jack lost his wife to cancer, he had discussions with her about how he should take her passing and how he should behave afterward. They decided that he should hug the memories and then craft a plan for his future.
Going forward
Jack’s military training taught him to do his best and keep on focusing forward.
The tenth-fastest-growing company in the US
In 1998, Jack owned the tenth-fastest-growing company in the US. One year later, he had to let 240 people go in one day. It was terrible, but he focused on the few people he had left and re-built the company.
A happy life
Jack is now re-married to a client he has known for more than twenty years. He is living a happy life!
Good advice
When he was thirteen, Jack interviewed fifty successful people and asked them for advice. One of the things they told him was to be focused, not to try to do too many things, and set a date for getting them done. Then, they advised him to measure everything and share it with others to pressure himself. He has detailed that process in his new book, and he has also included blank templates for people to use to design their lives.
A less than ideal life
Jack has observed many who are successful in businesses but have lived less than ideal personal lives.
A successful life
Jack can only help those who know what they want, so he challenges you, the listener, to define and measure what a successful life means to you.
Jack Daly’s Life by Design
Jack wrote the book Jack Daly’s Life by Design for anyone who wants to lead an exceptional life. He also wrote it as a legacy for his kids and his grandkids.
An important message from Jack
A chapter in Jack’s bo explains that you are never too old. Even though he is 73 years old and has lived an exceptional life, he believes that his best years are still ahead of him!
Personal values
You need to know your values to design your way to success. Jack’s book starts by asking readers if they know what their personal values are. That is because the definition of success is personal, and it differs for every individual.
Marathons
Jack ran his first marathon when he was 46 years old. After that, he ran one a year for the next ten years. He has subsequently joined a club that runs marathons in all fifty states, and he now aspires to run a marathon in all seven continents!
Fun projects
Jack wants to live for another 52 years! He has some fun projects ahead of him that include a tour around the world doing workshops to help people create a life plan for themselves, writing children’s books, and teaching kids how to become entrepreneurs. He also has a website called Jack Daly’s Life By Design.Com.
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Connect with Jack Daly
On his website
Jack Daly’s Life By Design.Com
Books mentioned:
Hyper Sales Growth by Jack Daly
Today, we are happy to be speaking with the legendary John Ruhlin! John is the founder of Giftology, and he is full of energy and great ideas!
In this episode, John tells his fascinating story and talks about how he created Giftology. He explains how he developed the understanding of giving personal gifts and shares his best marketing and sales referral tool. He also discusses why you should focus on your inner circle and why he wrote the book Giftology.
We hope you enjoy listening to today's enlightening conversation with John Ruhlin!
JOHN RUHLIN BIO:
John Ruhlin is the world’s leading authority in maximizing customer loyalty through radical generosity. He is the founder and author of Gift·ology and has been featured in Fox News, Forbes, Fast Company, Inc, and the New York Times. While becoming the #1 performer out of 1.5 million sales reps for one of the world’s most recognizable brands, John developed a system of using generosity to gain access to elite clients and generate thousands of referrals. He and his firm now help automate this process for individuals and organizations like UBS, Raymond James, DR Horton, Keller Williams, the Chicago Cubs, and Caesar’s Palace. John and the Gift·ology team can help any individual turn their clients into their own personal sales force to drive exponential growth.
John’s story
John grew up in a modest family on a farm in a small town in Ohio. He learned, early on, that if he wanted something, he had to work for it. John did very well at school and wanted to become a doctor or a chiropractor. But his life and plans changed after he started dating a girl whose father, Paul, was a generous rain-making attorney.
Mentorship
Paul showed up in unusual ways for his relationships. That inspired John to want to be just like him at sixty. John was interning with Cutco, selling knives to pay for med school. He was not good at selling, and after he pitched to Paul, Paul offered to help him hit his goals.
Relationships
Paul taught John that everything boiled down to relationships. Paul explained that if you take care of the family in business, everything else takes care of itself. That struck a chord with John. He started to mimic Paul in his relationships and sent some expensive knives to some CEOs he wanted to meet with as gifts. After pitching the CEO of a large insurance company, John walked out with an order for 1,000 knife sets!
Number 1 distributer
Cutco has worked with about 2,000,000 sales reps over 70 years. John became their number one distributor in the entire global history of the company by using the idea of giftology!
Giftology
Giftology is about building relationships. If you want referrals, deal flow, or employee retention, you need to inspire people to want to advocate on your behalf.
The best marketing sales referral tool
John learned early on that if you go all-in and show something in your relationships, it will come back to you a hundred-fold. He found it one of the best marketing sales referral tools on the planet!
All over the world
John now owns a consulting agency that teaches people how to do giftology. He also writes books and speaks about it all over the world.
The core of his business
The core of John’s business is teaching people how to love relationships thoughtfully and at scale, while moving people emotionally.
What John discovered about gifts
John discovered that it does not help to send people a gift with your logo on it. It is better to send them something personal with their name on it.
A recipe for building relationships
John noticed that there was a recipe for building relationships with giftology. For it to work, you have to follow the recipe to the letter because every tiny detail and every intention counts. We were designed to want to reciprocate and do nice things for people who do things for us with no strings attached.
Kindness, generosity, and love
Everyone wants to be appreciated, acknowledged, and loved. The companies crushing it all lead with kindness, generosity, and love. They care for their employees and clients and invest in them.
The inner-circle
John believes that the inner circle matters just as much as the person writing the checks because those people influence the decisions.
A six-figure deal
John closed a six-figure deal with a basketball team because he treated the inner circle the same as he treated the CEO.
Event planners
John treats event planners like gold because they have gone out of their way at times to become sales reps for his brand.
Show up repetitively and consistently
When you move from being passively loyal to being actively loyal and show up repetitively and consistently for a relationship because you want to, not because you have to, the relationship will flourish.
John’s book, Giftology
John wrote the book to spread the idea of giftology to others. He also wanted to drive credibility, have a global impact, and be the first one in the leadership space to talk about using gratitude and generosity to grow relationships and revenue. He has sold 110,000 copies in the last six years, and it changed everything for him!
Covid
Covid has shifted the priorities of many, but humans still need to connect. So although Covid made John realize that he can have an impact from afar, he still enjoys appearing on a big stage once or twice a month, shaking hands with people, and signing books.
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Connect with John Ruhlin
On LinkedIn
Books mentioned:
Giftology: The Art and Science of Using Gifts to Cut Through the Noise, Increase Referrals, and Strengthen Client Retention, by John Ruhlin
Jab, Jab, Jab, Right Hook, by Gary Vaynerchuk
Save Your Asks: Evolve Your Networking Currencies. Grow Your Influence. Triple Your Business, by Chris Tuff
Today, we are thrilled to be speaking with a phenomenal lady! Rushia Brown is the President and Founder of the Women’s Professional Basketball Alumni Association. She used to be a professional basketball player. She is now an entrepreneur, and she helps and inspires many people!
Rushia has achieved a lot in her life! In this episode, she tells the inspiring story of her fascinating journey! It is all about having grit and never giving up!
We hope you enjoy listening to our inspiring conversation with Rushia Brown today!
Bio:
Rushia Brown, the South Carolina native, has made the world her home. As a professional athlete, Rushia played 17 seasons of basketball in 6 different countries. Furman University and Southern Conference Hall of Fame was one of the original pioneers in the WNBA, which started in 1997. She spent 6 years with the Cleveland Rockers and her final year with the Charlotte Sting. Her international career spanned ten seasons in Spain, France, Italy, Greece, and Korea.
After retiring, Brown earned her Executive MBA from George Washington University. Her entrepreneurial spirit led her to be a part of starting several companies, including the Women’s Professional Basketball Alumnae, the only organization to assist women who have played professionally in the WNBA or Internationally to transition; ServCom, a non-profit organization that provides programming that cultivates personal productivity and profitability through preparedness; Hearts & Hands Catering, a family business offering healthy soul food alternatives; and Young Black Entrepreneur Magazine, a quarterly publication that serves as an educational platform encouraging minorities to start their own businesses.
Brown has made her mark in various business sectors and continues to travel the world, inspiring others to use their gifts and talents to pursue their dreams. After a stint in New York at the NBA League office, Rushia served in the front office of the Las Vegas Aces as Player Programs and Franchise Development Manager and later served as Director of Community Relations and Youth Sports for the LA Sparks until Feb of 22. She is the proud mother of Morgan MacKenzie Brown.
Rushia’s journey
Rushia was born in the Bronx, New York, and her family later moved to South Carolina. Her father was diagnosed with cancer when he was a high school freshman. He meant a lot to their family, and Rushia wanted to help him, but she did not know how. When he eventually passed away, she felt like she had lost everything and became a problem child. Fortunately, the people around her encouraged her to make healthier decisions.
Basketball
Rushia picked up a basketball for the first time when she was in the tenth grade. She fell in love with the game and found that playing sports was a way to reconnect with her father because he had been an avid sports fan. The more she played and the harder she worked, the better she got, and the cycle of improvement and reaching different goals stuck with her, so she kept on playing.
College
Rushia wanted to go to college and knew that sports was the only way for her to get there. She became the number two recruit in the entire state of South Carolina, so she could pick any school to which she wanted to go. She initially committed to going to the University of North Carolina at Chapel Hill but later decided to stay closer to home and went to Furman University in South Carolina. She had a fantastic career there, got a degree in sociology, and won every basketball award.
An offer to play professionally
In her senior year, her basketball coach got a call from an agent who wanted to see her play internationally. Rushia was made an offer she could not refuse, so she took the chance and played internationally for ten seasons.
WNBA
Three years into her international career, the WNBA started. Rushia wanted to have the opportunity to play in that league. Even though she was not selected straight away, she got picked eventually because her international team was doing so well.
Open trials
In their first year, the WNBA allowed franchises in eight cities to host open trials. Rushia went to the closest team in Charlotte, North Carolina, where 200 women were trying out. She made it to the final four and got cut! She was heartbroken, but her no-nonsense mom encouraged her to find a way to get in front of the right people to get an opportunity.
Cleveland
The following weekend, she drove to Cleveland to try again. She made it to the final four again, and the head coach invited her to be part of their practice team. That meant she would be a practice player only, and when the games came, she would sit in the stands and would not travel with the team. Having a foot in the door was enough for her, and she knew her hard work would eventually get her into the team, so she accepted.
Part of the team
Three-and-a-half weeks later the coach invited her to be part of the regular roster. Seven games into the season, the coach told her that she would start her in the game they were playing the following week. She ended up playing as a starter for the rest of her seven-year career in the WNBA.
Retiring
Rushia retired from the WNBA in 2003, at the age of 31, and started doing the things she loved.
ServCom
She eventually started a basketball academy because she wanted to work with kids. That led to her starting a non-profit, ServCom, dedicated to providing resources for those who want to do better and be better.
MBA
Everyone referred to Rushia as the “Rushia the basketball player” and minimized who she was as a woman and a professional. So she thought that educating herself more would bring more opportunities her way and did an MBA at George Washington University.
The Women’s Professional Basketball Alumni Association
When Rushia did not know what she wanted to do, she planned celebrity games and hosted events. A former player was at one of the celebrity events. She had been a 2x WNBA All-Star and played the league for seven or eight years internationally. On that trip, Rushia discovered that she was homeless, so she wanted to figure out a way to help women in those situations. That was her initial motivation to start the WPBA.
The Young Black Entrepreneur
Rushia and her brother started Young Black Entrepreneur Magazine as an educational platform to influence and encourage people of color to start businesses and educate them on the process. They also do a mentorship program for kids called The Wolf Pack.
Boss Girls
Rushia loves helping others! She created Boss Girls at the beginning of Covid to help people because she discovered that in helping people, her spirit also did well.
Writing a book
Rushia plans to finish writing the book she has been working on for the last ten years. She feels that now is the right time to finish it because when she does her speaking events, it will be helpful to have the book for people to take away with them.
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Connect with Rushia Brown
On her website
On her non-profit website
On LinkedIn
Today we are delighted to speak to Samir Uberoi, one of the three partners of Designer Incentives & Conferences!
Samir has had a fascinating journey! In this episode, he tells his story, and talks about what it means to do an incentive trip in India. He dives into what it takes to be a business owner and go through the rollercoaster life of an entrepreneur. He also shares some stories to inspire business owners, discusses his hopes and dreams for the future, and offers advice for entrepreneurs.
We hope you enjoy today’s captivating conversation with Samir Uberoi!
Bio:
Samir Uberoi is one of the three partners of Designer Incentives & Conferences, a DMC based in India. Designer Incentives and Conferences is considered a pioneer in the UK for the MICE segment to India, Nepal, Sri Lanka, and Bhutan. Samir has over 30 years of experience in the travel industry and has personally accompanied and been involved with the planning and operation of virtually all of the MICE programs of Designer Incentives & Conferences in these destinations. Travel is not just his profession but also his passion!
Samir’s story
Samir studied finance in college. After graduating in 1990, he went to New York City to start a career as an investment banker. He ran into an acquaintance who used to be with a financial company. He was working for a travel company. When Samir asked him for some contacts in the finance world, he explained that he was about to start operating in India and invited Samir to his office to help him with his India program. He then offered him a job. Samir loved the world of travel and has never looked back since then!
Designer holidays
Samir’s business partners started offering designer holidays in 1990. Then in 1995, they invited Samir to go back to India to join them. He agreed and he and his wife returned to Mumbai to join their designer holiday company, which specialized in tours and groups. They later started along the route of doing designer incentives.
A mindset shift
Samir started in a senior position at Designer Holidays and worked his way to a partnership. Switching from an employee to a business partner required a complete mindset shift. It was not easy because he had to learn to function in an entirely new way and take on a lot of responsibility.
Designer Incentives
In 1995, Samir’s partners received a request from a tour operating principal in France to handle some of their incentives in India, and they invited Samir to travel with them. They were all surprised to discover how interesting and challenging it was to do incentives rather than tours. They needed to make it clear that they were doing incentives, conferences, and MICE, as well as tours. They established Designer Incentives & Conferences as an offshoot of Designer Holidays so that people could identify what they were doing from an incentive and conferencing perspective.
A challenge
When they started doing incentives, they had to learn a lot! The challenge was to educate themselves first and then teach their partners, the hotels, and everyone they worked with that an incentive is not a tour group.
Sri Lanka and Nepal
They also work with Sri Lanka, Nepal, and Bhutan. They feel fortunate to have worked in destinations where they could help people understand the difference between an incentive and a tour group.
Bhutan
Bhutan is not a party destination and is only suitable for more discerning groups. Even so, those who have been there described it as a trip of a lifetime! Samir believes that the post-pandemic Bhutan will become a sought-after experience because it is so interesting, and the people there are so happy!
The rollercoaster of running a business
Over the last thirty years, India has experienced some incredible changes. When Designer Incentives & Conferences was founded, in 1990, the country was very different from how it is today. Starting a business was a big challenge. Samir and his partners had many unforeseen issues to deal with, yet they still enjoyed building their team of about fifty people and developing close relationships with everyone. They loved both the challenge and the joy of starting and owning a business.
Starting and growing a business
As a business grows, new problems tend to arise, like staffing issues and problems with authorities. Those issues can be both challenging and rewarding. Even though you can usually foresee a few issues when you start a business, you will only get to know the real joys and challenges when you do it.
Big problems
When they started the business, Samir and his partners faced challenging times and dealt with big problems specific to India that affected their business badly. Fortunately there were three of them to support one another and overcome the issues with the help of their resourceful team.
Samir and his partners
Samir and his partners are all very different people. It has been helpful at times in terms of creativity but challenging when they had opposing points of view.
Samir’s hope for the future
In Samir’s experience, the positives of owning a business have far outweighed the challenges. He hopes to stay in business for at least another thirty years.
Communication
During Covid, the vital thing for Samir and his partners was communication. They decided to be honest with their team about whatever they could and could not do.
Tough decisions
They had to make some tough decisions, but the priority was always to look after the team.
Downsizing
They decided to downsize at the end of 2020 and work from a smaller space with a reduced team. Now, Samir is feeling motivated and enthusiastic about the business and hopes to rebuild it as things continue to improve.
Samir’s quotes:
“When we started doing incentives, it was a learning process.”
"In life, good friends are what makes it all worthwhile!"
“The challenge was to educate our partners, the hotels, and all the people we worked with that an incentive is not a tour group.”
“We have been fortunate to work in destinations where one can bring about a bit of change in the process of the realization of the difference between an incentive and a tour group.”
“It has been fantastic! It has been fascinating, it’s been challenging, but it has been rewarding as well!”
“I think Bhutan is going to be the next interesting destination because post-pandemic, people will look for more of those sorts of experiences which are going to be quite interesting.”
“You have to pivot to be relevant today.”
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Connect with Samir Uberoi
On the Designer Incentives & Conferences website
Samir Uberoi on LinkedIn
Designer Incentives & Conferences, India on LinkedIn
Today we have the pleasure of speaking to Cerissa Miller! Cerissa is a leader in our industry. She started the Hospitality Family Facebook Group two years ago during the pandemic, and it now has over 60,000 members!
Cerissa has a very inspiring story to share! In this episode, she talks about mentorship, networking, finding her niche in teaching, and the Hospitality Family Group she started, on Facebook.
Cerissa’s story
When she was twenty-one years old, Cerissa moved from Santa Cruz, California, to Austin, Texas, looking for a career. She applied for many different positions and was finally offered a job at an Embassy Suites hotel in Austin as a social catering sales manager. After experiencing the back-of-house environment, realized her passion for the industry and wanted to make a career of it.
Mentors
She had some kind and wonderful mentors who taught her a lot and pushed her to be successful. Cerissa loved her job, even though it demanded a lot of her time.
Sales
Cerissa later developed an interest in the sales side and became a successful hotel sales manager. After working in several different markets and hotels, she moved back to California and stepped into her first Director of Sales role. After that, she fell in love with leading and teaching. She felt like she knew what she was selling because of her catering experience in the hotel industry.
Learning
Cerissa feels blessed to have had the opportunity to work with and learn from all the different hotel directors who took the time to answer all her questions and help her understand how the various wheels turn to make one successful product. She also loved teaching those who followed behind her.
Networking
All the hotels Cerissa has worked for have been active in MPI programs or other associations. She feels that getting involved with those associations is vital for networking with peers and potential clients. She also sees a lot of networking happening on the Hospitality Family Page.
Cerissa’s niche
Cerissa has stepped away from hotel properties. She has now found her niche in consulting for organizations and training within hotels and management companies. She has also been able to transition some of her networking online.
Training company
Cerissa started her training company about eight months ago after seeing many questions asked and people needing guidance on the Hospitality Family group on Facebook.
A more personalized approach
She thinks her approach is different from some standard hospitality training programs because it is more personalized. She works with individuals as well as hotels. She is able to add a lot of positivity into her programs, which had been lacking across the industry. Cerissa is able to work with individuals on a more personal level and help them transition into newer practices in the industry.
Hospitality Family Group
Cerissa got the idea to start the Hospitality Family group on Facebook in March 2020, when Covid hit her area, and her property sent everyone home. She panicked a little because she did not know what would happen and thought she might lose her job. She decided to create the Hospitality Family page, so she sent out invitations to a few people she worked with to connect, understand what others were going through, and prepare for what could potentially happen to her career. It turned into a space for people to share their experiences, encourage each other, and offer support.
There are now more than 60,000 members, and thirty different countries are participating in the group.
Cerissa’s vision
Cerissa’s vision for the Hospitality Family Group is to make it even more valuable and beneficial for everyone who is part of the group. She would like it to become a place where people can ask the questions they do not feel comfortable asking their leaders or get career support.
Passion and drive
To be successful in the hotel industry, you need to be driven and passionate! You also have to love people and want to be around them to provide them with service.
Getting people back into working in the hotel industry
It has been hard for hotel employees in all departments to adjust to a new way of doing things. Many different issues still need to be taken care of, and many changes need to be implemented, to curb the great resignation and get people back into the hotel industry. Many resources that were plentiful prior to the pandemic were lacking; including staffing issues.
Mental health
The industry was stricken hard by the pandemic and it especially took a mental toll on workers. Managers/owners had to cut budgets and positions, which often included letting people go who had been in the industry for years.
Speak up
Employees need to speak up for themselves when they want to transition into different roles or schedules. Companies need to really be willing to raise people up into the company to roles that are mutually beneficial.
Work/life balance
Cerissa recommends standing up for yourself when it comes to work hours or schedules that do not allow them to have personal/family time. Create a list of priorities for your life. Seek positions that will help you meet your expectations. Be confident!
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Connect with Cerissa Miller
On LinkedIn
The Hospitality Family on Facebook
We are delighted to be speaking to Sherry Walling, PhD, today. Sherry is an amazing person! She and her husband are both entrepreneurs. Sherry hosts the ZenFounder podcast, which has produced 300 episodes so far, and she is also the owner of a company called ZenFounder. Sherry offers mental health advice for entrepreneurs. She has a new book coming out soon, called Touching Two Worlds. It is about mental health and ensuring that you know how to take care of yourself as a business owner.
In this episode, Sherry tells her professional story, shares her experience, and talks about her new book. She describes the similarities between trauma from combat and the trauma experienced by entrepreneurs. She also talks about using psychedelic drugs to cure trauma, what we can do to prevent burnout, and coping with grief as a business owner.
We hope you enjoy our insightful conversation with Sherry Walling!
Bio
Dr. Sherry Walling is a clinical psychologist, speaker, podcaster, best-selling author, yoga teacher, and mental health advocate. Her company, ZenFounder, helps leaders and entrepreneurs navigate transition, loss, conflict, or any manner of complex human experience.
She hosts the ZenFounder podcast, which has been called a “must listen” by both Forbes and Entrepreneur Magazine and has been downloaded more than 1,000,000 times. She is also the host of Mind Curious, a podcast exploring psychedelics and innovations in mental health care.
Her best-selling book, The Entrepreneur’s Guide to Keeping Your Shit Together, combines the insight and warmth of a therapist with the truth-telling mirth of someone who has been there. Her soon-to-be-released book, Touching Two Worlds, explores new strategies for grief and wholeness in the aftermath of loss.
Sherry and her husband, Rob, reside in Minneapolis where they spend their time driving their children to music lessons. She has also been known to occasionally perform as a circus aerialist.
Sherry’s story
Sherry started her career as a clinical psychologist working in a traditional environment. She worked with veterans at the VA Hospital, so she developed expertise in treating trauma and post-traumatic stress disorder. She found that the traumas of the people she worked with often occurred within the context of their jobs, so she often helped them work through their relationship to their jobs.
Working with entrepreneurs
She later started working with entrepreneurs, helping them to explore their relationships with their business or work when their business is psychologically expensive.
The mental health of entrepreneurs
Sherry married an entrepreneur in the software space, so she spent a lot of time with entrepreneurs. There was not much talk going on about their mental health, so at one point, it made sense for her to start considering their mental health needs.
The first tipping point
Two tipping points made Sherry decide to start a business of her own. The first happened in 2017, when Aaron Swartz, the founder of Reddit, committed suicide. It upset her husband, and Sherry realized she could help by offering some skills and insight into that community. So she started a podcast, a series of conference presentations, and some open public conversations around mental health in the entrepreneurial community.
The second tipping point
The second tipping point happened a few years later when her husband sold his company. They moved from California to Minneapolis, so Sherry left her job and decided to do something new and different.
Similarities
There are many similarities between the work Sherry does today and the work she did before with veterans. Both situations involve working with highly motivated people climbing ladders and chasing goals. She found the personalities of the people she has worked with, in both situations, quite similar.
Trauma
Trauma consistently affects all bodies. It causes an overwhelming amount of physiological stress. Trauma from combat looks physiologically similar to trauma related to a sexual assault or a shooting incident, so a similar conversation is required to integrate the bodies of all traumatized people with their minds and hearts in their pursuit of health.
A spectrum
Trauma falls on a spectrum. PTSD trauma is on one end of the spectrum because the system gets completely overwhelmed. On the other end of the spectrum, there is some homeostasis, calm, or relaxed state. The stress that comes from entrepreneurship is somewhere in the middle.
Threat
For some entrepreneurs, the threat of potentially losing their livelihood can be traumatic.
Psychedelic drugs to cure trauma
In research studies, the use of MDMA, or Ecstasy, has shown tremendous promise for treating PTSD. Sherry co-hosts another podcast called The Mind Curious, which addresses using psychedelics for mental health.
Burnout prevention
Sherry recommends activities like play, exercise, and meditation to prevent burnout because those activities provide balance for the brain.
The future
Sherry thinks we will see a combination of hybrid, remote, and in-person for work in the future.
Grief
Business owners should be a little more authentic than they usually permit themselves to be around grief. Grief usually requires stopping and being still for a while. If you are a customer-facing professional or deal with people in your job, create corners in your life where you have space for grief.
Sherry’s new book
In Sherry’s new book, Touching Two Worlds, she wrote about what was happening in her life after losing both her dad and her brother within a few months. It contains memoirs and her thoughts as a psychologist on coping with grief a little better. It is due to come out in July.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Dr. Sherry Walling
On Zen Founder Podcast and The Mind Curious Podcast
On the ZenFounder website
On her website
Today we are happy to speak to Evan Nierman, the CEO, and Founder of Red Banyan! Evan is the guy behind the curtain who helps people in any type of crisis! He is an amazing individual with tons of experience in communication, crisis, and public relations. He is the author of the bestselling book, Crisis Averted: PR Strategies to Protect Your Reputation and the Bottom Line.
In this episode, Evan tells his story. He explains why he started his company, Red Banyan, and the challenge he had to face after starting it. He talks about his book and shares the lessons he learned along the way to becoming a successful entrepreneur.
We hope you enjoy our conversation with Evan Nierman today!
Bio:
Evan Nierman is the Founder and CEO of Red Banyan, an international crisis management, and public relations firm.
Evan and his team have provided counsel to a diverse group of celebrity, political, corporate, and private clients, helping them navigate high-stakes situations to achieve the optimal outcome.
He is also the author of the best-selling new book Crisis Averted: PR Strategies to Protect Your Reputation and the Bottom Line.
Evan’s story
Evan was born and raised in Shreveport, Louisiana. He studied communications at George Washington University in D.C. After graduating, he spent the next seven years-and-a-half years working in communications between the U.S. and Israel. After that, he worked at a high-stakes and crisis communications firm in D.C. for eighteen months and then moved to South Florida to work for a startup as their Spokesperson and Communications Director. After doing that for a year and a half, he decided to start a business and founded Red Banyan.
Evan’s event
Immediately after graduating, Evan left to attend an event he had been planning for several months. Senator Bob Dole was the speaker, and the event took place just after he had lost the run for president.
The AIPAC Conference
The biggest event Evan has ever assisted in planning was the AIPAC Conference in Washington D.C., with 20,000 people attending. Until Covid, that event happened every year for 20 years in a row, and Evan was there for every event without missing a single year. Planning those events was always a mammoth undertaking, and it involved an enormous amount of logistics.
People are not always how they appear on TV
In the twenty years he spent in D.C., Evan noticed that sometimes the people who seem the nicest on TV turn out to be the worst, and those with the worst reputations are the nicest.
Leaving his first job
Evan decided to leave his first job because he was afraid of being pigeon-holed or becoming a one-trick pony. He needed to see what else was out there and wanted to test himself.
Moving to Florida
When Evan moved to Florida, his wife was nine months pregnant with their second child, and they knew almost no one. He advises anyone with an opportunity to move to Florida not to do it with a heavily pregnant wife or in the middle of summer.
Leaving the startup
Evan decided to leave the startup because he knew it would soon blow up in a bad way. He got well educated at the startup and learned a lot about venture funding, but he wanted to get out and do his own thing before things went wrong.
Starting Red Banyan out of desperation
He started Red Banyan out of desperation because he knew that the company he was working for would not make it. In both the jobs he did after leaving AIPAC, he ended up not enjoying the culture of the organizations or the way they did business. So he gave himself one year to see if he could make Red Banyan work.
Why did Evan start the kind of business he did?
Evan started his business because it involved doing what he knew. He is a communicator, and he did not know anything else.
The challenge
The challenge he faced when starting his business was that he was good at doing the work, but he did not understand how to be an entrepreneur.
Building an enterprise
Evan’s involvement with EO and getting coaching and mentorship from other entrepreneurs made all the difference. In time, he got the education he needed, so he transitioned from thinking of the business as a consultancy to building an enterprise and an organization that could operate with him at the helm but did not need him for the day-to-day.
Looking back
Looking back, he finds it hard to believe that he was willing to make that leap. But he knows he is doing what he needs to do, and he learned many valuable lessons along the way.
Trust the process
Evan believes that if you have the right mindset and mentality, all your experiences in life will lead you on a journey. So you have to trust that whatever you are doing is right for you.
Learning from your mistakes
You learn more from your mistakes than you do from your wins.
Lessons learned
Evan learned from his experience as an entrepreneur that getting paid something was better than earning nothing. He also discovered that you can't afford to have too much revenue tied up in one client.
Evan’s book
Evan wrote the book Crisis Averted: PR Strategies to Protect Your Reputation and the Bottom Line, and he also read it on Audible.
PR and crisis
In his book, Evan explains that PR and crisis are not only for the big dog. They are for everyone. That has never been more important than right now because we live in a dangerous time. So a good person trying to do the right thing is never more than one bad article, comment, review, or accusation away from facing an existential crisis.
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Evan’s book, Crisis Averted, on Audible
Today, we are happy to be speaking to an icon in our industry who is also an amazing leader! Carrie Ferenac has been a co-owner of CNTV (Convention News Television) for fifteen years and is currently the chairwoman of the board of directors of IAEE.
In this episode, Carrie tells her story and talks about her business. She shares her business experience and insights, offers advice for business owners, and talks about transparency, virtual learning, the importance of connecting, showing up, volunteering, and what needs to be done to build a company culture in our current environment.
We hope you enjoy our interesting and insightful conversation with Carrie Ferenac today!
Bio:
Carrie and her business partner, Marcelo Zolessi, co-founded Convention News Television (CNTV) in 2007 after seeing a need for digital content and live production in the exhibitions and events industry. Now, the company produces live and remote content for more than seventy clients annually. The video stories bring events to life and offer associations and for-profit show organizers a new stream of revenue through sponsorships. CNTV also partners with IAEE, PCMA, TSNN, and Tradeshow Executive to produce video content and live coverage of industry events throughout the year.
Carrie has an extensive background in broadcast journalism and management. She spent eleven years at the NBC affiliate in Orlando (WESH-TV). Now, Carrie is entrenched in the meetings industry. She is the current chair of the IAEE Board of Directors, and Immediate Past Chair of the CEIR Board. She was a finalist for PCMA’s Supplier of the year in 2017 and 2019. She volunteers her time and energy to projects that forward the industry, including Exhibitions Day and the Exhibitions Mean Business campaign.
Carrie’s story
After graduating from the University of Florida, Carrie became a hard-core journalist and worked in TV news for more than a decade. Most of her professional career was spent at the NBC affiliate in Orlando. She then ventured out on her own and started CNTV with her business partner in 2007
CNTV
CNTV produces video content, live-streaming, and virtual events in the meetings and events industry. It is mostly for trade shows, conventions, and conferences.
Evolving
Over the last year-and-a-half, CNTV pivoted, evolved, and changed. Now they are evolving into doing hybrid events.
Transparency
Transparency has always been important at CNTV. With the onset of Covid, they spoke to their employees every day when the news was coming out, gave them updates on what was happening with all the shows, and kept everyone informed of the latest numbers. They also communicated directly with all their employees about their lay-offs and furlough. Maintaining that level of transparency helped them get through the crisis and the tough times.
Daily check-ins
They still have daily ten or fifteen-minute check-ins with their staff to keep the communication lines open and answer questions.
CNTV Day
Every year, they have CNTV Day and spend an entire day taking every staff member on a full-day retreat where they plan for the future, answer questions about anything, do hands-on training, and even share some of their finances. It is done to keep the whole team as on board as possible and teach everyone about the business.
Starting a business
Starting a business is not easy because you need the stomach for it, and you have to be ready to evolve. Carrie and her business partner recruited a convention expert to consult with them about the industry.
Ask for help
It is always worth asking! Ask for help, and remember those who helped you along the way.
Taking classes
Carrie took every class she could learn something from because she had to learn how to be a business owner.
Virtual trade show
Carrie does not think that the virtual trade show worked. She believes that trade shows should be in-person.
Virtual learning
Carrie believes that virtual learning and education are good and here to stay.
A live studio
Adding a live studio is a way to get thought leaders on camera to create content and assist with virtual content for virtual events.
Hiring producers
When it comes to event marketing and creating unique experiences, hiring a producer is a good idea. Producers can help tell a compelling story, convert it to great content, summarize an event, and post it online.
Connections
Connecting is vital because people tend to remember the relationships and connections they make at events.
Showing up and volunteering
It is important to put yourself out there and get involved if you want to start a business. Showing up and volunteering is a great way to make connections and get involved.
CIER research
The CIER research predicts that we will be back to pre-pandemic numbers by the start of 2024.
2022 and beyond
Although Carrie is optimistic about the future, she believes that the rest of 2022 will still be hard. We are also seeing some changes this year that we will have to get used to in the future.
A changing workforce
The different and creative ways people are making money right now are changing the traditional workforce. Carrie feels that we need to be open to that and adapt to it.
Building a company culture in today’s environment
To build a company culture in the current environment, we need to listen more carefully to what employees want. (Most people want fair pay, flexibility, and direction.) Employees also need to conform to the company’s values.
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On CNTV website
Today, we have the great pleasure of speaking to Terry Manion. Terry is another icon in our industry! He spent many years arranging incentive travel and is currently President of the Toronto-based consulting company Inspire Consulting. He is the immediate past President of the SITE Foundation. In this episode, Terry shares some insights from a survey being done currently by the SITE Foundation. He also discusses his career and offers nuggets of wisdom from his many years of experience in organizing incentive travel across the world and then selling his company.
We hope you enjoy listening to our informative conversation with Terry Manion today!
Bio:
Terry is currently President of Inspire Consulting, a Toronto-based consulting company that focuses on entrepreneurial start-ups and small businesses. Inspire provides guidance, support, and access to the tools and professional services needed for a growing business.
As a former partner of Meridican Incentive Consultants, Terry was very involved in the growth of that respected incentive and meeting planning company. “We weren’t always perfect, and it is through the stumbles that the greatest lessons were learned. It is through these experiences that Inspire leads growing businesses through the challenges associated with Human Resources, Cash Flow, New Markets and Growth to name a few of the areas of expertise.”
A long-time member of the Society for Incentive Excellence and the SITE Foundation President in 2021, Terry continues to support the industry through his activities on the SITE Foundation Board of Trustees.
Terry’s story
Terry had no idea what he wanted to do after high school, so he decided to travel. He worked in hotels in Switzerland and then returned home to do a two-year diploma course in business administration and travel and tourism. After meeting some people along the way, he moved into the world of incentive travel and spent ten years working as a salesperson for a Canadian company that was deeply involved with SITE.
Co-partner
He then became a co-partner in Meridican Incentive Consultants. In 2019, they sold the company to Creative Group, and Terry stayed with them for just over a year and a half.
Inspire Consulting
In May of 2021, Terry started Inspire Consulting as a semi-retirement piece. Terry uses his experience to help businesses avoid potential pitfalls and grow.
A memorable experience
One of Terry’s most memorable experiences was taking over the Sistine Chapel for a cocktail party.
Rwanda
Terry loved going to Rwanda to see the beautiful country and walk with the gorillas. It was a life-changing experience for him!
Assessing his business
Terry’s business was healthy, well-run, and debt-free when he sold it. It also had tremendously loyal staff and clients.
Assessing your business
About ten years ago, Terry and his partner had their business assessed to get an impartial view of how the business world might value it. After that, they decided that their business was not quite ready to be sold.
Terry feels that anyone considering selling their business should do the same.
Retiring
Terry feels that it is wise to plan for your retirement. He and his wife filled in several profile surveys to help them know what to do in their retirement years. Terry was fortunate to have been President of the SITE Foundation when he retired because his voluntary position there allowed him to stay relevant, and it kept him occupied.
Referrals
All the business he is currently working on came through referrals from former clients or friends growing their businesses.
SITE
SITE is a global organization dedicated to strengthening and supporting the incentive travel industry. The SITE Association is a membership organization focused mainly on incentive travel. Anyone affiliated with incentive travel can become a member.
The SITE Foundation
The SITE Foundation is an arm of SITE. Its primary role is to raise funds for research projects, scholarships, and grants to support professional development within the industry world.
Incentive travel
Incentive travel creates added value and motivation for cooperation for its participants. Those who participate in incentive travel experience moments they cannot duplicate if they ever return to the same place with family or friends.
Some tangible benefits of incentive travel
Incentive travel gets primarily used as a sales motivator. Incentive travel programs motivate the retention and loyalty of dealers and distributors and create a level of communication that can only happen when people get the opportunity to live together for several days or a week or two. Incentive travel provides opportunities for networking and the sharing of best practices between groups of top-end salespeople, even long after the trip is over. Incentive travel also allows for a spread of culture and provides an opportunity for leadership to communicate with their top people.
Non-sales motivation
Terry was surprised and a little disappointed to learn that incentive travel has not been used more for non-sales motivation.
Driving best practices
Different metrics exist within most companies to measure how well the employees in various positions are performing. Building incentive programs with those metrics involved will drive best practices. It will also encourage the kind of behavior the company requires.
Active leadership
Terry feels it is vital and valuable for leadership to be actively involved on-site with incentive travel programs.
Unique experiences
The culture piece of businesses has always been important. Now, it is even more so because it brings people together. Incentive travel allows people to have unique experiences that they will not want to miss the next time!
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SITE Foundation
You are in for a treat today! We are over the moon to have the phenomenal Jayson Gaignard, the creator of the MMT Community, join us as our guest for the 100th Episode of the Business of Meetings Podcast! Jayson is an incredibly inspiring individual and fantastic entrepreneur whose name we have often mentioned on the show! In this episode, he tells his motivating story, discusses the value of relationships, and shares the secret to MMT’s success. In addition, he discusses the impact of the pandemic on his business and community and talks about what has driven and motivated him over the last two years.
We hope you enjoy our stimulating conversation with Jayson Gaignard today!
Jayson’s bio
Named one of Forbes “Top Networkers to Watch,” Jayson Gaignard founded one of the world’s most exclusive communities for entrepreneurs. With just shy of 19,500 applications since its inception in 2013, the invite-only MMT Community has a lower acceptance rate than Harvard University, and brings together brilliant minds from various industries for curated networking, targeted troubleshooting and custom events, both live and virtual. Jayson’s work has been featured in Entrepreneur Magazine, Forbes, Life Hacker, Business Insider, and in Tim Ferriss's New York Times bestseller, Tools of Titans. Jayson is also the founder and host of Community Made, a top-rated business podcast on iTunes.
Jayson’s story
After dropping out of high school, Jayson started a personal concierge firm. He did that for some time and then realized that service-based businesses are hard to scale. So, he pivoted and started an online product business, traveled the world, and made a lot of money. Even so, he was stressed. He also developed health problems and he no longer felt aligned with the work he was doing. He began to wonder how much it all mattered until he finally understood that money and happiness scale very differently.
Scaling down
When he realized his heart was not in the business, Jayson decided to scale it down to zero. Unfortunately, things did not work out as planned. So he landed up a quarter-of-a-million dollars in debt.
An opportunity
A month or two later, an opportunity came his way. Someone he had met at an event had an extra ticket available for a Seth Godin event in New York, and it included participating in one of his workshops. Jayson had always been a Seth Godin fan, so he took the ticket.
The theme of the event
The theme of the event was the connection economy and the value of connecting with like-minded individuals.
Hosting dinners
Jayson decided to start hosting dinners and bringing fascinating people together because he felt lonely and isolated. It ended up being a great success! It became clear to him that creating a container for bringing fascinating people together, and being in their presence, was something he wanted to do for the rest of his life.
Tim Ferriss
After Jayson had hosted dinners for about a month, the best-selling author Tim Ferriss learned that he would be banned from all retail distribution because he was the first big-name author to publish through Amazon. To combat that, Tim started a book-bundle campaign in which he offered to do two speaking engagements for people who bought 4,000 of his books. Jayson saw that and reached out to Tim to get the package. He also reached out to a friend who did leadership events in Canada with thousands of people attending.
Reaching out
Jayson had to stretch himself to pay for all the books, so he reached out to three friends. One of them gave him the money he needed.
The value of relationships
Later, when Jayson asked his friend why he made such a risky investment, he said he lent him the money because he was investing in him, not the business. That made two things clear to him: You never know the value of your relationships until you need it, and when you hit rock bottom, you will be left with only your word and your relationships. That also taught him that you should never turn against your word, and you should always invest in your relationships.
Amazing people
Jayson has learned that amazing people become even better over time! He loves finding people with low confidence, investing in them, and adding fuel to their journeys!
MMT
When he did his first event, Jayson did not know how to put on an event. That is why MMT is more like a wedding than a conference in terms of its high-touch nature.
The first MMT event
Jayson did not have the money to pay the speakers to draw an audience for his first event. So he asked the audience to vote for the best speaker and offered a $25,000 prize for the winner. He ended up having many $30,000 speakers competing for the $25,000 prize! He also had Tim Ferriss as the anchor speaker.
Honesty
As a result of Jayson’s honesty, the speakers wanted to support him. So they used their social media channels to promote the first event.
The secret sauce
MMT’s secret sauce for success is its curation process. The process only allows people who are the right fit, in terms of their core values to attend their events and become members of their community.
Raising the bar
Over the years, the curation process of MMT events has become tighter. They are serving different people now than they were before, and recently, they have grown the organization differently. Rather than putting on more, or bigger events, they now scale by raising the caliber of the people attending the events. They have also upped the price-point of the events.
The pandemic
Jayson did not want the pandemic to disrupt the business or the community. So he offered the community either a full refund or the option to move their spot forward to 2021. All the members opted to move their spots forward to 2021.
2021
In 2021, they had to move the event a full calendar year ahead once again. Again, everyone transferred their spots. Even so, they lost a lot of revenue. Fortunately, the loyalty and support of the members have made things manageable.
Tough times
Jason spends ninety percent of his social time with the people in his MMT community. His love of his community drove him and motivated him to keep going when things got tough over the last two years.
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MMT Community
Books mentioned:
The 4-Hour Work Week by Tim Ferriss
The 4-Hour Body by Tim Ferriss
The 4-Hour Chef by Tim Ferriss
Today, we have the pleasure of speaking to a legend in our industry! Rémy Crégut is the head of the 2m2c Montreux Music and Convention Center in Montreux, where the Montreux Jazz Festival is held. He also started the MPI chapter in France and is an active ECM member.
Rémy has had some wonderful life experiences! He had a fantastic career in the hotel industry and did various jobs within the Meetings and Events industry.
Rémy is an excellent example of what servant leadership means. In this episode, he shares his fascinating story, talks about leadership, and discusses his experiences before becoming the General Manager of the 2m2c Montreux Music and Convention Center. They include participating in the Paris Dakar off-road race, joining the army, running a team of truckers in America, and rising through the ranks in a hotel. He also shares some of the lessons he learned along the way and some key points for having a successful career.
We hope you enjoy our exciting and inspiring conversation with Rémy Crégut today!
Rémy Crégut’s bio
Rémy Crégut is the Founder and has been the Honorary President of the MPI French Chapter since 1997, a member of the MPI Foundation European Council, and was an active ECM Member from 2006 to 2016.
Rémy is a man with a diverse and rich professional background! Between 1984 -1996, he occupied senior sales and marketing positions at Sofitel, Hyatt Hotels, and Intercontinental Hotels & Resorts. He subsequently created Disneyland Paris Business Solutions, acting as a director for 3 years, and then moved to the Côte d’Azur to open the Grimaldi Forum Monaco.
Two years later, he became Executive Vice-President of LSO International, the largest destination management company in France at that time. Before accepting his current position in Montreux, he was heading Center Parcs Business Solutions in Rotterdam.
In 2005 Rémy accepted the role of General Manager of the 2m2c Montreux Music and Convention Center, host of the famous long-lasting Montreux Jazz Festival. Remy had been serving on different boards (Club Français du Tourisme d'Affaires, ANAé, and European Cities Marketing).
He now sits in various committees, such as the Coesio (French Speaking Congress Destinations), Swiss Convention Centers Alliance, the Swiss Riviera Economic Development Office, the Swiss Riviera Hotels Association, the Montreux Riviera Convention Bureau, and the Partners Club of the French Association of Event Agencies.
Joining the family business
Rémy always dreamed of working in the family business. His father wanted him to get a diploma before joining the company, which constructed roads, airports, and parking lots. So Remy enrolled at the Ecole Spéciale des Travaux Publics in Paris, got a diploma, and became part of the business.
Business school
After his father sold the business, Rémy enrolled in a business school in the south of France. After a year, he quit his studies because he wanted to find his own way in life.
A hotel in the south of France
Around the same time, one of his aunts opened a hotel in the south of France, so Rémy started working there. He had to do almost everything from driving to cooking to being a porter because his aunt had no experience as a hotelier.
Paris Dakar
Rémy always wanted to participate in the Paris Dakar off-road race. He finally got the opportunity to do it on a motorbike in January 1992, and it was a memorable experience! He gained a lot of confidence from doing it, and it afforded him the chance to learn more about the world.
The army
Rémy then spent a compulsory year in the army. That was another valuable experience for him. It allowed him to get in touch with real life in France and meet people from all over the country.
A new adventure
While working at his aunt’s hotel, an American man who had made a fortune in specialized industrial cleaning asked Rémy to work for him and open subsidiaries in America. Rémy agreed.
Running a team of truckers
Six months later, the employer went bankrupt and asked Rémy to help him run a team of truckers from Virginia to Louisiana to fetch the equipment from the various subsidiaries to sell it off.
The value of experience
It is vital to be curious and have diverse experiences. Learning from your experiences and applying what you learned is valuable because that will help you develop responsibility and become more competent as a leader.
Hotel in Paris
Rémy learned most of what he knows today from working for a Sofitel hotel in Paris, answering client requests, and organizing meetings and events. After six months, he got promoted to manager. He spent the next five years working for the hotel, doing different jobs.
The key to success
Rémy’s curiosity was the key to his success in his first job.
Mission
When you work for an organization, you will have a mission. Find out what the missions of those working around you are too, and get to know who does what. You will earn the respect of your co-workers when you listen to them and make an effort to understand what they do.
Predict the unpredictable
Rémy believes that part of any job in the events industry is predicting the unpredictable. The more experience you have, the easier it becomes.
Montreaux
Montreaux is a beautiful, panoramic city. Everyone Rémy has ever invited there has returned!
Entertainment in Montreaux
Discovering all the entertainment in Montreaux was a whole new world for Rémy! As well as the famous Montreaux Jazz Festival, Montreaux also hosts the oldest classical music festival and the largest French-speaking humor festival in Switzerland.
Creating enjoyable and unique experiences
Everything Rémy has done in his life has helped prepare him for what he does now. It is all about hosting people and creating enjoyable and unique experiences.
MPI
Starting an MPI chapter in France helped Rémy grow. It also helped him improve various aspects of his personality and brush up on his public speaking.
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Article about Rémy Crégut
Today, we are very happy to be speaking to Hilmar Tonnemacher, the founder and owner of Abenteuer Afrika Safari!
Hilmar is from Namibia, in Southern Africa. In this episode, Hilmar tells his story, talks about Namibia, and shares his knowledge and experience. We talk about enjoying life and incentive trips, and Hilmar shares some valuable nuggets that are particularly helpful for preparing for the unexpected in business in the future.
We hope you enjoy our fun and exciting conversation with Hilmar Tonnemacher today!
Hilmar Tonnemacher’s bio
“Abenteuer Afrika Safari”: The German name stands for Adventure Africa Safari (which is also a registered Trade Name in Namibia). The company was founded in 1993 by Hilmar Tonnemacher. Having grown up on a Namibian farm, Hilmar was accustomed to the distant horizons and the beauty of the rugged nature in between. It is believed that it was this wide expanse that gave him the vision that would later lead his business to such great success. As a toddler he was standing on his dad’s lap, hands on the steering wheel, so it was no surprise to anyone that at the tender age of 7, Hilmar started driving the farm truck, a Land Rover 88’ Series. Here began a love affair and to this very day there is always, amongst other Land Rover products, an “88 or 90” in his life. As a young adult, Hilmar studied Hotel Management and ended off his education with a Senior Hotel Executive Course in Switzerland. After over 10 years in Management positions in Hotels in South Africa and Namibia, his passion for nature led him to start a Safari Company. Turning his leisure love into a business, Hilmar started sharing the immense vastness of Namibia’s nature with clients. His passion for four-wheel driving soon expanded into Incentive and Corporate travel, as well as Leisure travel.
Allowing stressed executives from all over the world, to experience the dream of driving a 4x4 on trails that rarely were circular, but mostly a means to a remote destination of beauty. The clients experience the thrill of driving in unspoiled nature, ending at a campfire under the spectacular African sky and even occasionally sleeping under canvas, but Hilmar’s Hotel background brings an exciting twist to the experience, because there is always a luxurious surprise, whether skydivers deliver chilled bubbly and fresh oysters in the remotest desert location or an African Achapella Choir appears out of the dark at the campfire to entertain, or gorgeous Lodges are reached after a thrilling day’s drive. Always adhering to the fine line between sustainability of nature, trail driving and not compromising on luxury, Hilmar built up a multi-million operation that caters to around 40,000 clients annually. Some are self-drive clients that, armed with a detailed roadbook, experience the remote beauty of Namibian nature on their own in a rented 4x4; others are guided either in self-drive groups in rented 4x4’s with specialist guides carefully mentoring the drivers via two-way radios, and sharing copious amounts of background information and folklore about the country, it’s wildlife and tribes; or groups being taken around in coaches or specially designed and built 4x4 luxury adventure vehicles. Amongst their clients were the original Land Rover Experience trips of Namibia, Skoda Yeti adventure tours, and still are the Porsche Drive Experience groups. In fact, about every 4x4 vehicle brand has been associated with Abenteuer Afrika Safari. Whether it was the launch of Mercedes’ AMG G Series or most Japanese 4x4s, they all had a taste of Hilmar’s Creative Team in Namibia. Hilmar and his team skillfully choose the multiply different terrain to enhance but never embarrass the ability and capability of the different levels of the vehicles. As a result of this, quite a number of vehicle sales have been generated after affluent clients, wanting to bring some of the memories of the Namibian trip into their daily lives, ended up purchasing such a vehicle. Abenteuer Afrika Safari’s motto: Creative Minds Playing at Work, says it all.
Hilmar Tonnemacher’s background
Hilmar was born in Namibia. He grew up on a sheep farm in the south of the country. After completing his military conscription, he wanted to try something different, so he decided to get into the hotel industry. He was surprised to discover how much work it entailed, but as a child, he was taught to finish whatever he started, so he completed his studies and obtained a Degree in Hotel Management. He followed that with a Senior Executive course in Switzerland before returning home to work as the youngest General Manager in Namibia.
A midlife crisis
When he turned 30, Hilmar had a midlife crisis because he was no longer the youngest person doing what he was doing.
An incentive opportunity
While working as the General Manager, he was approached by a South African incentive company, asking him to host 100 people outside on the beach rather than in the beautiful, newly-restored hotel restaurant. Initially, he thought it was a crazy idea, but he thought it could be fun, so he decided to do it, and it became his first incentive opportunity. He realized that being out of the box with incentives and events was a lot more fun than being stuck in a hotel with only a couple of outlets.
Still a hotelier
Now, Hilmar is still a hotelier. However, he has many more outlets and beds to sell in Namibia, South Africa, Botswana, and Zimbabwe.
Creating memories
Helping people create unique memories keeps Hilmar going!
Creating a company of his own
Hilmar will soon be celebrating 30 years of Abenteuer Afrika Safari! He felt no fear when he started the business. He just started it and did it, even though it was very different from what he expected it to be.
Driving
When he was very young, Hilmar started driving a Land Rover while standing on his father’s lap. When he was seven years old, he drove the Land Rover on his own, for the first time - without permission. Even though he got into serious trouble, he was still allowed to drive from then on.
Africa
Africa is often perceived by the rest of the world as a country when it is a continent.
Namibia
On the map, Namibia is situated in southwest Africa, just north of South Africa. It is approximately the same size as Texas and Oklahoma put together. It has a population of 2.5-million people, making it one of the least populated countries on earth.
The nature in Namibia
The nature in Namibia is very beautiful! The Namib Desert is considered a living desert because it is so full of life. It is the oldest desert in the world and has some of the world’s highest dunes. There is no light pollution in Namibia, so the stars are visible from horizon to horizon at night. It is also ideal terrain four-wheel driving.
Flying
Namibia offers some of the world’s most affordable charter flying. Flying is an integral part of travel in Namibia because it is a vast country, and flying is relatively inexpensive.
Preparing for a crisis as a business owner
Although he is an out-of-the-box thinker, Hilmar leaves nothing to chance. As a business owner, it is risky to draw money out of your business or live a high life, even when your business is doing well because that will leave you with no reserves.
Lifestyle
The Namibian lifestyle is measured differently from that in the US or Europe. Namibian people do not live extravagantly, but life is very good there, and you do not need to spend much money. The nature, sunshine, fresh air, and food in Namibia are phenomenal! They also have one of the richest fishing grounds on earth.
Keeping afloat in times of trouble
When you live within your means, you will have the necessary reserves if trouble starts. If trouble does start, you need to recognize it and use every possible opportunity to keep your business afloat.
Giving
Hilmar believes in giving. His industry is about relationships. So he understands that if he saves someone a dollar today, they will willingly spend two dollars with him tomorrow.
Support
During the pandemic, many of the companies that had already paid Hilmar large deposits trusted him enough to leave their deposits with him to be used for future arrangements.
Invest in yourself
Hilmar believes that the best investment you can make as a business owner is within yourself. Investing in the training of your staff is also vital.
Strengthen your business
The assets you have in your business will carry you through unforeseen occurrences like the pandemic. Before drawing profits out of your company, strengthen your business by buying the property you are in rather than giving a large portion of your earnings away to a landlord.
Tomorrow
It is important to prepare for tomorrow if you want your lifestyle to be sustainable.
Connect with Eric
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On Website
Connect with Hilmar Tonnemacher
On Abenteuer Afrika Safari website
We have the great pleasure of speaking to Joe Calloway today! Joe is a multi-faceted character who has had a remarkable career as a speaker! Since retiring from the speaking industry, he has involved himself in many different ventures.
Whenever Joe speaks, there is always something to learn! In this episode, he tells his fascinating story and shares some valuable nuggets from his vast experience. He talks about preparing for keynotes, his way of selling, and entrepreneurship. He also explains how he motivates himself to keep going when times get tough, discusses what he has learned from his involvement in the wholesale Kentucky bourbon business, and talks about the happy process of figuring out life after retiring.
We hope you learn something new today and enjoy listening to our captivating conversation with Joe Calloway!
Joe Calloway’s bio:
Joe Calloway is an investor and entrepreneur who lives in Nashville, Tennessee, with his wife Annette. They have two daughters, Cate and Jessica.
A former business consultant and speaker, Joe worked with companies ranging from Coca-Cola and Verizon to Delta Air Lines and American Express. Joe also worked as an advisor with small to mid-sized businesses, as well as professional services groups, non-profits, and government organizations.
Joe has presented workshops at leadership events in countries around the world including Italy, Sweden, South Africa, England, Swaziland, Canada, Mexico, and throughout the Caribbean.
He is a member of the Speakers Hall of Fame.
Joe is a Principal in The Disruption Lab and has served as Executive In Residence at Belmont University’s Center For Entrepreneurship.
He is a partner in Barrel Stock Trading Company, a company in the wholesale Kentucky bourbon business.
Joe is the author of eight published business books, including Becoming A Category of One: How Extraordinary Companies Transcend Commodity And Defy Comparison, which received rave reviews from The New York Times, Retailing Today, Publishers Weekly, and many others.
His other books include Be The Best At What Matters Most, Magnetic: The Art Of Attracting Business, Keep It Simple, and his latest book, The Leadership Mindset.
Joe is an investor in and active advisor to two successful start-up companies, Gilson Boards, a snowboard and ski manufacturer, and EVAmore, an online event and booking company. He is a partner in several real estate developments throughout the mid-South.
Joe Calloway’s story
Joe started his career traveling from city to city as a subcontractor, doing full-day pre-packaged training program workshops geared mostly for business managers. After that, he started doing workshops of his own. That later evolved into keynote speaking, which Joe continued doing for more than thirty years.
Changing his content regularly
Joe has a low threshold for boredom, so he found it fun to regularly change his topics and content because that kept his interest level high.
Many irons in the fire
Joe has “been there and done that”, and he wanted to do something new. So, three years ago, he went from doing keynotes to doing about a year of small group workshops with senior leadership teams for mid-sized companies. He also did some executive coaching and real estate projects, and got involved in the manufacture of snowboards and skis and the wholesale Kentucky bourbon business.
Preparing for keynotes
When preparing for a keynote, Joe always personalized what he would say. He had a lot of material which he put together differently each time he spoke.
Selling
Many speakers spend most of their time marketing and selling. Joe did not do that because bureaus were his pipeline, and they did the selling. Joe knew that if he did a good job, then word of mouth, referrals, and repeats would take care of the selling. So, he kept working on his upcoming speeches to make them as good as possible.
Quitting
Over time, doing speeches became less and less exciting for Joe. Eventually, he did not want to do them at all, so he emailed every bureau that represented him, saying that he would no longer be doing keynotes and asking them to remove him from their websites.
Conversational presentations
Over time, Joe developed a preference for doing more conversational presentations.
Entrepreneurship
Joe points out that entrepreneurship is not for everyone, and the journey of most entrepreneurs is a hard one.
The trap entrepreneurs can fall into
People can fall into a trap when they get an idea and fall in love with it. When they put their idea out into the marketplace, they may discover it is not marketable.
Helping college seniors
Several years ago, Joe was the entrepreneur in residence for Belmont University’s Center for Entrepreneurship. He helped college seniors who were starting companies navigate their way.
Gathering information
The early stages of entrepreneurship are about gathering information and getting your business off the ground.
Clarity
As an entrepreneur, you need to be clear about what you want and love to do. The beauty of entrepreneurship is that you can run your business in any way you want to.
Things could go wrong
When Joe gets a good idea, he thinks about all the reasons why it might not work. He also considers that there will be downturns in the economy and understands that other problems could arise.
Motivation to keep going
A long time ago, Joe learned that when something goes wrong, it is probably normal- even if it is awful. Knowing that, and adopting a constructive approach to any situation, helps him get through tough times. He has also developed a network of other speakers over the years who support one another when times are hard.
Bourbon
Getting involved in the wholesale Kentucky bourbon business has been a catalyst for Joe to learn a whole lot more about the fascinating bourbon industry!
Retirement
Since retiring, Joe has been trying to figure out how to live without the day-to-day engagement he is used to having with his various businesses.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Joe Calloway
On LinkedIn
Books mentioned:
Buy Then Build by Walker Deibel
We have the pleasure of speaking to someone truly fascinating today! Eric Maddox is the person who led the team in the capture of Saddam Hussein. He has had a tremendous impact on the world and has received numerous prestigious awards for his achievements!
In this episode, Eric tells his story, talks about his experiences, shares his methodology for the art of Empathy Based Listening, and discusses how that methodology allowed him to track down the exact location of the spider hole in which Saddam Hussein was hiding.
We hope you enjoy listening to our conversation with Eric Maddox today!
Eric Maddox’s bio
Eric Maddox is an author, motivational speaker, and consultant who teaches audiences worldwide about the art of Empathy Based Listening. He is the author of the book Mission: Black List No.1 (Harper Collins, 2008), which details his lead in the search and capture of Saddam Hussein.
After graduating from the University of Oklahoma in 1994, Eric enlisted in the U.S. Army, where he was a paratrooper in the 82nd Airborne Division, a jump master, and a graduate of Ranger School. He then reenlisted in 1997 as a Chinese Mandarin linguist and interrogator. In 2003, he was sent to Tikrit, Iraq, where he joined a Delta Force team searching for high-value targets on the infamous Deck of Cards. After five months and over 300 interrogations, Eric was able to track down and eventually give the team the exact location of the spider hole in which Saddam hid. For this, he was awarded the Legion of Merit, the National Intelligence Medal of Achievement, the Defense Intelligence Agency Director’s Award, and the Bronze Star.
Following the capture of Saddam, Eric was hired as the first-ever civilian interrogator by the Defense Intelligence Agency, where he went on to conduct over 2,700 interrogations of prisoners from 25 different countries.
Having served in the U.S. Army and Defense Intelligence Agency for 20 years, Eric now devotes his work full time to teaching what he learned during that time to audiences worldwide—the art of Empathy Based Listening.
Joining the military
Eric grew up in Oklahoma. After graduating from the University of Oklahoma in the late 1990s, he joined the U.S. Military, became a paratrooper, signed up to study Chinese Mandarin in the foreign language program, and trained to become an interrogator. He was working as an Intelligence Collection Officer against the Chinese government for the U.S. Military when 9/11 happened, and America went to war in Afghanistan and Iraq.
Unexpected orders
Three months into the war in Iraq, Eric received unexpected orders to join a Delta Force team to track down everyone in the infamous deck of cards in which Saddam Hussein was the Ace of Spades.
Interrogating prisoners
After joining the Delta Force team, Eric began interrogating the prisoners that were brought in. Even though none of the techniques taught in the military about interrogation worked, Eric was determined to figure out what it meant to be Iraqi, Sunni, and Shiite.
Trust
While listening to and communicating with the prisoners, Eric discovered that people subconsciously use communication to figure out how much they can trust one another.
The challenge
Everyone has their biases and agendas. The challenge for Eric was to overcome his own biases and agendas, so he could understand the perspective of others and get to know what the world meant to them.
Empathy Based Listening
He discovered that engaging with people on that level was empowering to them, and that level of empowerment was the key to making people willing to talk to him and work with him. He calls that Empathy Based Listening.
Cooperation
As a result of Eric focusing on the prisoners' needs and what he could do for them, the prisoners became extremely cooperative throughout the 300 interrogations with the Delta Force team.
Finding Saddam
The cooperation of the prisoners led to the Delta Force team (that Eric was working with) capturing Saddam Hussein’s bodyguard. The bodyguard then led the Delta Force team directly to the spider hole where Saddam was hiding.
The first civilian interrogator for the Defense Intelligence Agency
As a result of the capture of Saddam, Eric got pulled out of the United States Army. Then, the Defense Intelligence Agency hired him as their first civilian interrogator.
The art of listening
Over the following ten years, Eric did 2700 interrogations and eight deployments of prisoners from 25 different countries. In all the interrogations, he focused on the art of listening.
A clear picture
When you listen to someone’s story, remove the biases of how you see their story. Then you will get a clear picture of how they see the world and how the world matters to them.
How to listen to someone if you want to sell them something
To sell something to someone, let them know that you are listening to them to get them. Once you have established that, they will tell you what they want and need without asking about the price.
Eric’s Influence Equation
Add your value proposition to the level of respect you show someone and the worthiness you see in them. Put that into the power of the empathy-based trust you have built with them, and divide all of it by what you fear in your relationship with them. (We tend to fear not making a connection or not understanding what someone needs.)
Eric’s process
Eric has a six-step process to get to understand people. The first step is to build their trust.
Priorities
If you are easily distracted, you need to have the priorities to guide your focus, because our brains cannot multitask.
Breadcrumbs (What you need to listen for when talking to a prospect)
Listen for and focus on the words and statements in every sentence your prospect most wants you to hear.
Building trust
To build the level of trust you need to make people want to partner with you, start your conversation with three minutes of empathy-based listening. Then, start picking up the breadcrumbs.
Presentations at events
Get to know what kind of overall experience the audience needs to get from the event. Then gear your presentation around that.
Zoom
Know that there is the potential for building as much trust with someone on Zoom as there is with meeting them face-to-face. Build the right mindset, stay focused, and prevent yourself from becoming distracted while talking.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Eric Maddox
Email Eric: info@ericmaddox.com
On his Website
Today, we have the honor of talking to the phenomenal Mary Kelly! Mary is one of the most sought-after speakers on leadership! She is a retired Commander of the US Navy, a Ph.D., CSP, and a CPAE.
Mary has a fascinating story to tell and some great insights and experiences to share! In this episode, she talks about good leadership, planning, and building a culture to encourage decision-making. She explains how to show your people that you care and allocate your time in the most valuable way. She also discusses discipline and developing healthy business habits.
We hope you enjoy our engaging conversation with Mary Kelly today!
Mary Kelly’s bio
Mary uses US military strategies and tactics and applies them to business systems, helping owners and teams maximize time, capital, and resources.
Profiled in Money Magazine, Entrepreneur, Success, Forbes, Men’s Health, MENSA, MOAA, the Wall Street Journal, and hundreds of other publications, Mary transforms leaders and their businesses.
Each of Mary’s 15 leadership books has its own wine label.
Mary’s story
Mary grew up in Dallas, Texas. While trying to figure out her life, she was accepted into the Naval Academy in Annapolis, Maryland. That did three things for her:
- It gave her a world-class organizational experience in the educational world.
- She learned about engineering and leadership from those she considers the best people on the planet.
- She got the opportunity to serve her country.
Serving her country
While growing up, Mary was not sure what it meant to serve her country because she had never met anyone in the military.
25 years of active duty
Mary initially intended to spend five years in the Navy. However, she felt the work she was doing was very important, and she could not leave. So she wound up doing about 25 years on active duty, mostly in Asia.
After retiring from the Navy
Mary was a professor at the Naval Academy and thought she would continue with that after retiring from the Navy. However, a colleague in the National Speakers Association saw her speak at a conference and suggested that she take her leadership talks on the road. So Mary decided to spend the next three to five years trying that out.
Women in the Navy
When Mary joined the Navy, less than 3% were women. Now, women make up about 14% of the Navy personnel. Women in the Navy have to prove that they have the right to be there. They also have to be better than they would be in other circumstances. Trying to prove herself motivated Mary to work harder.
Using power for good
Many people tend to underestimate the power of showing up. When Mary’s boss showed up at the hospital after one of her petty officers got admitted, she saw how he used his power for good and realized how much of a difference showing up for your people can make.
Good leadership
Leaders should lead in a way that makes people want to follow them. Their direction should be so good that people become excited, even when things get tough.
Planning
Many people feel there is no point in planning anything when everything keeps changing. When people become overwhelmed, over-stressed, or paralyzed with inactivity and fear, leadership needs to kick in.
Good leaders know where they are going
Good leaders have a vision, and they are good communicators. They are flexible and have contingency plans. They know where they are going and show up every day, even when the plans change along the way.
Building a culture that encourages making the best decisions
Your people need to trust you. They need to know that you’ve got their back, and you support them, even when they make a wrong decision. Give your people enough grace to allow them to try things, push the envelope, and fail.
Making tough decisions
People don’t have to like you to respect you or follow you. Team members expect their leaders to be decisive, even when it feels uncomfortable. Leaders have to make tough decisions, and that often involves firing people. Even though firing someone is hard, it sometimes has to be done to strengthen the rest of the team.
Compensation packages
Good leaders should take the time to make sure their people know what their compensation package is.
Being part of something bigger
A leader’s job is to make people feel, believe, and understand what they do is more than a job. Your people need to know that they matter and what they are doing is part of something bigger than themselves.
PIVOT
Mary uses the acronym PIVOT to teach people what they need to show up with every day:
P – Purpose
I – Influence
V – Volatility
O – Opportunities
T – Technology, Training, and Tactics
Care and appreciation
People need their leaders to care for them. They want to know that their first-line supervisors appreciate, value, and respect them and need them in the workplace. First-line supervisors can achieve that by showing their people that they trust them. They should also take an interest in their people’s personal and career development and have conversations with them, even when there is no problem.
A five-minute plan
Mary has a five-minute plan, called The Year In Review Plan, to help leaders decide how to allocate their time, and understand what they need to do that nobody else can do. There are often others that can do things for you better than you can do them yourself.
Mary’s Not-to-Do List
Mary created a template for a productivity planner that anyone can use. It helps people to understand what they do not need to do. You can download it for free at www.productiveleaders.com/free.
Discipline
Those who want to own a successful business need to be dedicated, disciplined, and determined. Discipline is all about creating and following a schedule that sets you up for success. Mary structures her day in fifteen-minute increments, from 6 am to 6 pm.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Mary Kelly
On her Website
Today, we have the great pleasure of speaking to Kimberly Gerber, the Founder and CEO of Excelerate. Kimberly has had a fantastic corporate career! She started with Starbucks and became a COO before the age of 32. Twenty years ago, she started a company that focuses on executive leadership.
In this episode, she talks to us about the great resignation, how to motivate your team and the kind of competence and grit, and the executive presence people need to get promoted to executive leadership. She also shares five leaps senior leaders need to make when going up to the executive level.
We hope you enjoy our engaging and informative conversation with Kimberly today!
Kimberly Gerber’s bio
As the Founder and CEO of Excelerate, Kimberly Gerber has developed a transformational coaching process that combines high-touch experiences with cutting-edge science and technology to deliver programs that accelerate the thinking, behavior, and results of our clients and the companies they lead.
Before founding Excelerate in 2002, Kimberly was a Fortune 100 executive herself. She understands the unique responsibilities that come at the executive level and has created programs like the Executive Accelerator to help executives think strategically, elevate their presence, finesse their communication, achieve their goals and provide sustainable business results in a productive environment.
Kimberly has achieved an unparalleled 100% client rehire rate and has transformed over 1,600 leaders across over 100 companies, including Verizon, Allergan, Whirlpool, USC, Revance, KPMG, Biogen, UCLA, Wescom, and more.
An early taste of leadership at the highest level
Kimberly had some unique opportunities very early on in her career. While in grad school, she worked for a home care agency and quickly got promoted. She eventually became General Manager and then partner, and then started a home health care firm of her own and grew it to a multi-million dollar business within months. That gave her an early taste of what it was like to be a leader at the highest level.
Leadership in Fortune 500 companies
Kimberly went on to do marketing for several Fortune 500 companies. She noticed that many of the principles that work in marketing for consumers also work for people. She saw that the leaders who knew how to communicate with people and cared about the impact they had, were unique in their ability to create results and develop a strong fan base within their organizations.
Strong leadership
Kimberly is passionate about helping leaders become the very best they can be. She loves working with executives because leaders who can lead at their highest potential can create a better experience, and a better world, for many other people.
What has changed?
Leadership within organizations has evolved. It is no longer the top-down leadership that it was twenty years ago. Now there are more opportunities for people to have a voice at all organizational levels. That means that leaders have to be better communicators.
A generational shift
A generational shift has happened in the last twenty years. As a result, many younger leaders are in high-level positions today.
More energy
Ten years ago, most of Kimberly’s clients were in their fifties. Today, most of them are in their early forties. She likes working with younger executive leaders because they have more energy and vitality. They also have a longer runway. That changes how they lead and the strategic risks they are willing to take.
Visibility
Today, leaders are also more visible, so they are under more scrutiny.
A challenge for younger leaders
The challenge the younger leaders of today face is that they lack the depth of experience many C-level executives had in the past. So, they have to be confident, nimble, and responsive and find ways to figure things out quickly. They also need to have an excellent executive presence in any environment.
The five leadership leaps
Even excellent senior leaders need to leap to reach the C-level because C-level executives no longer have anyone looking out for them or checking in on them. The stress level at the C-level is also exponentially higher. Kimberly talks about five leadership leaps senior leaders have to make when going up to the executive level:
- Self-leadership, self-awareness, self-confidence, and self-regulation.
- Strategic leadership. (Many people today do not know the difference between a strategy and a tactic.)
- Organizational leadership. (This involves a shift in relationships in the organization.)
- Executive team leadership. (Bringing people together to work in alignment without telling them what to do.)
- External leadership. (Showing up with executive presence, being articulate, and making on-the-spot wise decisions.)
Entrepreneurs
Entrepreneurs are executives, so entrepreneurs also need to navigate those leaps.
Leaders
Good people leaders do not necessarily make good executives because they might not have the grit and executive presence they need to succeed at an executive level.
Identifying the people who should be promoted
Kimberly guides her clients to look for three characteristics in the individuals who should be promoted:
- Competence
- Grit
- Strong executive presence (or the potential for developing it)
Women
Women still tend to be more timid than their male counterparts in certain areas. To avoid being overlooked for a promotion, women can ask for more responsibility, do more proactively, demonstrate a desire to learn, and never rely on their work to get noticed.
A personal PR plan
Kimberly’s clients create personal PR plans to ensure their work gets noticed. A personal PR plan is like marketing. It involves identifying your talents and making sure the world knows what they are so that you can be known for them, hired for them, and trusted for having them.
Changing people’s perception of you
It takes less than six months to change the way people see you if you align in a way that corresponds with who you are.
The great resignation
The news is full of stories about “the great resignation” because so many people in Corporate America are leaving their jobs. After the pandemic, people are fatigued and burned out, and they have seen different ways of doing things. They are leaving their jobs because, amongst other things, they want flexibility, and they do not want to work around the clock.
Kimberly’s Executive Accelerator Program
Kimberly has an Executive Accelerator Program. It is a combination of a live and an online program designed to help executives make the five leaps and become the best versions of themselves, so they can be the best leaders they can be.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Kimberly Gerber
On LinkedIn
On Website
Email her – kgerber@iexcelerate.com
Book mentioned:
Lean In by Sheryl Sandberg
We have the great pleasure of speaking to another rock star in our industry today! Terry Matthews-Lombardo is an experienced professional in the meetings and events industry. She plans meetings all over the world and recently wrote a book called Meetings Mayhem, in which she shares real-life stories to teach planners how to cope when projects go wrong.
In this episode, Terry tells her story. She talks about MPI (Meeting Professionals International), what you will gain from volunteering, and the benefits of having a second act. She also discusses what went into writing her book, shares some funny stories from the book, and offers some excellent advice for people starting a new business.
We hope you enjoy listening to our delightful conversation with Terry Matthews-Lombardo today!
Terry Matthews-Lombardo’s bio
Terry Matthews-Lombardo has spent her professional life in one aspect or another of hospitality management. In the beginning, it was just her smile and that newly-minted college degree in hotel management that got her hired at WDW, working the front desk at the Contemporary Resort Hotel at a time when it was the largest facility in the South East. After checking in (plus or minus) two zillion guests, and having only one attempt to launch a suitcase over the counter aimed at her head after being told – with a smile – “I’m sorry, there is no room reservation with your name on it, and we have no more availability this year. . .”, she and her smile successfully moved on to other industry positions. Those included being the Chief Flight Attendant and Trip Director for an international charter airline where she traveled the world, a Certified Meeting Professional that still kept her on the move globally while contracting and managing over 100+ yearly meetings, and taking a management position in Special Events on Team One at Universal Studios FL as they announced to the world they were arriving in town and meant business. Today, still working successfully as an Independent Planner and Trip Director, Terry has also added writer, author, and speaker to her bio and feels that there’s a good story to be told from every trip and event in which she’s involved, along with lessons in life management. Sometimes it will be a direct flight path and other times a detour, but that’s what will make this an interesting ride together.
Terry’s story
Terry has a degree in Hotel and Hospitality Management. Before she ever heard of meeting and event planners, she always imagined she would become the General Manager of a hotel.
Her first job was at the front desk of Walt Disney World, at the Contemporary Resort Hotel in Orlando, Florida. After some time, she moved on to working on conventions.
The PGA Merchandise Show
Terry was working in conventions at the Contemporary Resort Hotel when the PGA Merchandise Show started taking place there. Initially, the show had only some table-top displays around the perimeter of the ballroom. Subsequently, it grew to become a city-wide show that uses the entire Convention Center.
Branching out
Terry loved the hotel side and thought she would spend her entire career working there. However, after several years at Disney, she decided to branch out because she felt that Disney was too large an employer. Even though it was a wonderful place to start her career and get training from Corporate America, she felt like she was just a name and a number.
A leap of faith
Terry got the opportunity to be an international flight attendant for a private charter. So she left Disney, took a leap of faith, and joined the private charter even though it was a brand-new startup charter airline. It took her all over the world, and she had some wonderful experiences!
Her first job as a meeting planner
After that, she got her first meeting planning job with an Orlando-based association. From there, her career started to take off.
MPI
Around that time, Terry also joined MPI. That had a huge impact on her life. MPI was instrumental in changing the global mindset around professional meeting planning and getting businesses around the world to understand that meeting planning is a viable profession and industry.
Why should you volunteer?
It is fun to volunteer, and when you do, you get back ten times more than you put in! Volunteering allows you to expand your network and connect with more suppliers, industries, and planners who can help you. You can never have too many people in your professional network!
Ten years
Terry thought about writing her book for at least ten years before she got down to doing it. She is a meeting planner, mother, homeowner, and dog mom, so she had to figure out how to add another element to her over-challenged, full, and busy life.
A new industry
Writing was a new industry for Terry. She started writing a monthly blog to make her presence known. She also solicited magazines to get assignments to write articles for industry magazines.
Collecting stories
When she got serious about collecting stories about five years ago, Terry started taking notes and getting permission from people to write their stories. Once she created an outline in mind, writing the book was a fairly easy task.
The biggest takeaway
The biggest takeaway from Terry’s book is that no matter what happens behind the scenes, you have to put on a show once the curtain goes up.
Some funny stories
There are some funny stories in Terry’s book. One of them is about a well-endowed man who got part of his body caught up in the roping on a catamaran during an incentive program in Mexico. Another is about a hotel convention planner who was told to hire a stripper to get up on the stage and interrupt a professional speaker while doing his presentation. That did not go down well with the all-female audience!
Preparing for unforeseen problems
As a planner, Terry has grown more from the challenges she has experienced than from her successes. She has included some learning lessons at the end of most of the chapters in her book.
A second act
Terry encourages everyone in the industry to create a second act to divert them, and stop them from getting too consumed with what they are doing in their careers.
Terry’s second act is focusing on her alter ego as a writer, and doing presentations to guide others to find another passion in their career journey.
Business advice
If you start a new business, Terry recommends focusing on what you can provide for your clients in addition to what you want your business to be. Be willing to “stand in the hole” and do whatever it takes to assist your clients with realizing their vision.
Connect with Eric
On LinkedIn
On Facebook
On Instagram
On Website
Connect with Terry Matthews-Lombardo
On her Website
On the telephone: (407) 492-4004
Email Terry at tml@cfl.rr.com
On LinkedIn
Terry’s World Travels
Terry’s book, Meetings Mayhem, is available at all book stores
Other Book Mentioned:
The Alter Ego Effect by Todd Herman
I am delighted to be talking to a long-time friend and fabulous leader in our industry today! Jochem-Jan Sleiffer (JJ) has tons of experience in our industry! He is the Area President of Operations for Hilton for the Middle East, Africa, and Turkey.
In this episode, JJ discusses his career, shares his thoughts on what will happen in the industry in the future, and talks about skills needed within the industry.
We hope you enjoy today’s encouraging and optimistic conversation with JJ Sleiffer!
JJ’s bio
JJ Sleiffer is responsible for Hilton’s portfolio of hotels in the Middle East, Africa & Turkey. Across this dynamic region, Hilton has more than 170 hotels across eight market-leading brands and is rapidly growing with more than 177 hotels in its pipeline. In his first year in the region, he was ranked #2 in the 2020 Hotelier Middle East Power 50, the annual ranking of the industry’s most influential figures.
JJ’s background
Before his current position, which he assumed in January 2020, JJ spent three years as Hilton’s Senior Vice President Operations, Continental Europe. In the role, he oversaw operations in multiple markets from Russia to Iceland and the Iberian Peninsula. Having joined Hilton as Chief Steward at Hilton Amsterdam in 1990, he has subsequently held multiple positions across Europe over the past 30 years. As well as several General Manager positions in countries including Germany, France, Greece, and Belgium, he previously led Hilton’s Northern and Central Europe region. JJ graduated from high school in Huizen, the Netherlands, before obtaining a bachelor’s degree in Facilities Management (1990) and has subsequently attained an EMBA degree in Hospitality and Tourism Leadership (2014).
Joining the meetings and events industry
JJ knew from a very young age that he wanted to work in the hotel business. As soon as he was old enough, he got a job at a local restaurant during the summer holidays, washing dishes. A year later, he worked as a porter at a local hotel. The following year, he started working in the hotel breakfast room, carrying plates.
A great opportunity
While studying Facility Management, JJ was offered the opportunity to do a six-month internship at Hilton. He started working as a Chief Steward for Hilton a year later. After that, he spent eight-and-a-half years in Brussels in various roles in food and beverage, meetings, banqueting, and sales. He moved on to Athens, then London, then back to Brussels, where he became a General Manager. After that, he moved to Paris, became the Area Manager for France, then Vice President for Northern Europe, and then Vice President for Eastern Europe and Western Europe. Since January 2020, he has been the Area President of Operations for the Middle East, Africa, and Turkey.
A great company to work for!
As a company, Hilton gives its team members great career and learning opportunities! They offer online learning, and Hilton University has a library of approximately 5,000 courses for people at every level within the organization.
Mentors
It is vital to find a mentor in your organization. If you are in a small organization, you can look for a mentor outside of it to ensure that you keep on growing.
Leaders
Leaders should promote people to positions that challenge them. That will help them to learn faster.
Advisors
All businesses- even small businesses, should have an advisory team to help them to keep on growing. It is helpful to have advisors who are not in the same business as you and do not think in the same way as you.
Growing your business
To grow your business, you have to challenge yourself and be willing to be pushed beyond any boundaries you may have set for yourself.
One of the team
Starting as a dishwasher and rising through the ranks in the hotel made it easy for the rest of the team to accept JJ as one of them after he became the General Manager.
Aligning the expectations
In the hotel business, the expectations of the operator and owner of the property need to be aligned. For that to happen, good communication is vital.
Something special
When groups of people get together and have face-to-face contact, it is something special! That is why JJ feels confident that the hotel, hospitality, and meetings industries will soon come back again.
Coronavirus
COVID forced people to act quickly and do things differently, whether that involved scaling up or down or changing their business model.
Hilton managed to change its business model and become event-ready for the meetings industry quite quickly after the start of the pandemic.
What JJ learned from the pandemic
JJ learned that in times of crisis, teams work together a lot better than in normal times. People are also more willing to share information in times of crisis.
Promoting the hospitality business as a whole
The message JJ has been hearing from the various panels he is on is that we should stop promoting one hotel chain and promote the hospitality business and the destination as a whole.
A positive business
People see the hospitality industry as a positive business to be in right now. Hilton has 167 hotels in the Middle East, Africa, and Turkey currently. They will be opening another 150 hotels in that region within the next three to five years.
A big growth market
Saudi Arabia is a big growth market for Hilton. They operate fourteen hotels there currently and will be opening another forty hotels within the next three years.
Developing local talent
Hilton has a Manager of the Future program through which they develop locals because their goal is to operate all their hotels with local talent. Saudi Arabia has a lot of potential talent because most of its population is very young, and they will all need to find work.
Finding people with the right skills
Hilton has specialized programs to grow local talent quickly and provide opportunities for locals through the organization. They focus mainly on doing that in all their markets.
Vacancies
Hilton has 800 staff vacancies, so they will look at increasing their pay grades. There is no employment market in the Middle East, so they will have to fly people in and actively recruit people from surrounding countries to fill the vacancies. That is a challenge because competition for the best talent is fierce.
Internal training programs
Hilton is known for developing people. They have many internal training programs to grow and develop their new employees, so people do not have to come from hotel school to work for them.
Culture
People like to join Hilton because it is known as a great place to work and their culture is all about the people. They have recently ranked fourth-best workplace in the Middle East and fourth-best workplace for women in the GCC.
Skills
Those who might consider working for Hilton need to be energetic, creative, passionate, confident, open, and digitally savvy. They also need to be interested in serving people.
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Today, we are excited to speak to Keith Roberts! Keith is a true inspiration! He has had a fascinating journey as an entrepreneur, digital marketer, author, and Founder of the OAK Journal. His tools have helped change the lives of many, and are sure to do the same for many more going forward.
In this episode, Keith discusses his purpose in life and inspires others to become the very best version of themselves. He also shares his knowledge and experience, talks about the OAK Journal, explains what he is doing to help kids in the future, and shares some valuable tools that you can apply immediately to help you in your journey as an entrepreneur.
We hope you enjoy our conversation with Keith Roberts today!
Keith Roberts’ bio
Keith Roberts is an author, entrepreneur, and keynote speaker. He created the OAK Journal to fulfill his personal why - Through kindness and generosity to help others see who they could become. Keith regularly speaks to entrepreneurs, start-ups, and corporate clients to empower them with the tools to achieve any goals. You will learn to be the best version of yourself through positive psychology and scientifically proven techniques.
Keith’s life purpose is to inspire others to be the best possible version of themselves. He continuously accomplishes this with science, spirituality, and gratitude.
Growing up in the 80s
Keith grew up in the 80s. He was expected to follow a safe career path and become an engineer. However, when his seventh-grade teacher described an entrepreneur as someone who would have a life of hardship and go bankrupt many times, Keith set his sights on becoming a successful entrepreneur.
Photography
Two years later, he watched a photo develop and fell in love with photography. After leaving school, he went to Brooks Institute of Photography, got a degree specializing in undersea photography, and spent several years working for Bob Carey from the Tutu Project, a foundation that raises money for breast cancer survivors. After that, he worked for Vic Huber, the world’s top automotive photographer, and then broke out on his own and spent a year struggling as an artist.
Graphic design
Keith got a job at Barnes and Noble as a graphic designer. After a couple of years, he started running a business at night. Then he got into doing freelance design work and later web design.
Zenman
Keith started his agency, Zenman, in April 1998. It grew into becoming one of the top agencies in Colorado. Keith sold Zenman at the beginning of 2021, but he still works there.
Not a path he would choose again
Even though he learned a lot and gained valuable experience from running the agency, he would not choose that path again because egos got involved, it took a lot of money to keep it going, and there were too many peaks and valleys.
The OAK Journal
The OAK Journal is a 90-day-structure journal based on positive psychology and neuroscience. It helps people set goals and then achieve them. It is based on the life-changing practice of starting each day with ten minutes of meditation, ten minutes of reading, and ten minutes of journaling.
The Entrepreneurial Master’s Program
Keith found the Entrepreneurial Master’s Program at MIT life-changing. It inspired him to create the OAK Journal.
Great results
It took three years before Keith and his partners had a version of the OAK Journal that they were ready to present to the public. It was designed for entrepreneurs and highly driven individuals, so Keith was shocked to find that people suffering from depression and other challenges got the same results.
A life-changing tool
A life-changing tool from EMP is The Four Sevens: Imagine you have seven years left to live and write down the things you would like to accomplish. Do that again for seven months, then seven weeks, and finally, seven days. That will clarify what truly matters in your life.
Finding your icky guy (Ikigai)
Ikigai is a Japanese term that means life purpose or reason for being. It consists of four concentric circles representing what you love, what the world needs, what you are good at, and what you can be paid for. It helps you find the center of all those things so that you can have financial freedom and the time to do what you want. That will keep you happy and let you live a happier and longer life.
Success
If you want to be successful in today’s world, you need to be authentic. Don’t be a hypocrite, and walk your walk.
Personal branding
Keith hates personal branding because it’s not authentic. Your company might be a brand, but you are not!
Keith Roberts’ thoughts on character
The best measure of a person’s character is how they treat someone who can do nothing for them.
Finding a balance between authenticity and respect
There is a fine line between being authentic and remaining respectful, and it is hard to find the middle ground. If we try to change history, we will be forced to repeat it. On the other hand, we should not be offended by descriptive words that are not insulting to anyone or anything.
Entrepreneurship is essential
Entrepreneurship is essential. Keith believes that politicians are not going to save the planet, but entrepreneurs most certainly will.
Meditation and mindfulness
Keith has seen that high-performing individuals from all walks of life practice meditation. Meditation and mindfulness clear the mind, bring focus, and inspire creative thought.
Good leadership
Good leaders stay in touch with their workforce. Leaders get the best results when they have an intimate connection with everyone in their organization and treat everybody with equal respect.
The Acorn Journal
COVID has been a lot harder on kids than it has been on adults. Keith decided to create the Acorn Journal to help this generation overcome the challenges of the last eighteen months of social distancing and isolation. It will be similar to the OAK Journal, but for tweens, and will be given away for free.
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OAK Journal
Email Keith: keith@oakjournal.com
Book mentioned:
The Lies My Teachers Told Me by James W. Loewen
Today, we are delighted to be speaking to Terry Brock! Terry is a legend in the speaking and meetings and events industries. He has tons of experience as a speaker. He has traveled to more than 44 countries to talk about technology and earned almost every award you could imagine for speaking.
In this episode, Terry talks about his fascinating experiences, shares plenty of tips, and explains how to use video to improve your business relationships.
We hope you enjoy listening to our lively conversation with Terry Brock today!
Terry Brock’s bio
Today, more than ever, you need to know what is happening with technology and business and how to benefit from the changes.
Today’s guest is ideally suited to help you understand what is happening and take advantage of the opportunities. Terry Brock is a Communications and Marketing Advisor who works with clients around the world (44 countries and counting!) showing them how to present in a video to get the results they want.
He’s a member of the Speaker Hall of Fame, has earned the Certified Speaking Professional designation, and has received the highest award given by the National Speakers Association (1 person per year), the Cavett. He recently was asked by Ace Hardware to be their Chief Retail Advisor training their retailers around the world in video. He was asked by Skype to be their Chief Enterprise Blogger and worked with them to serve their 43 million monthly customers. His clients include sole proprietors to Fortune 10 companies.
Building relationships
For Terry, the meetings industry is all about communicating, building relationships, and connecting with people. He enjoys speaking to many different kinds of organizations, from Fortune 10 companies to solo practitioners, and showing people how to leverage technology to build relationships. He is always open to learning something more and something new.
Terry’s career journey
Terry has been a professional speaker since 1983. He started speaking in the third grade when he stood up in front of his church to read the Christmas story. After college, he worked in radio and newspaper, and then went on to get an MBA in Marketing. After completing the MBA program, Terry taught himself to use a computer. He started using spreadsheets to help people invest in real estate. After that, he started doing spreadsheet training.
Then, Terry found a company in Atlanta looking for someone to do training on the very same spreadsheets with which he had been working, so he started working for them.
Training CPAs
Terry met someone from the Georgia Society of CPAs and started training CPAs to use spreadsheets. From there, things started growing.
The National Speakers Association
After speaking for five years, Terry landed up speaking to CPAs in New York City. One of the speakers told him about the National Speakers Association. He decided to join the organization and also got involved with the local chapter.
Getting involved
Getting involved in the National Speakers Association made a big difference for Terry and opened many doors. It gave him training and motivation and taught him all he needed to build relationships, help others solve their problems, and become a great speaker. He initially became the Co-chair of a speaker’s school that the NPA was offering, then VP of Finance for the Atlanta chapter, and eventually President of the Atlanta chapter.
Technology
Technology has always been a vital part of what Terry has been doing. He loved being around people, so he also started talking about relationship marketing and blending technology into that.
Blockchain and cryptocurrency
Lately, Terry has become excited about speaking about Bitcoin, blockchain, and cryptocurrencies at conferences because they open up possibilities for people everywhere.
Video
Terry considers video to be one of the most powerful business tools today. He believes that video has some distinct advantages. If you do not know how to communicate effectively using video, you will hamper your career.
The future
Terry thinks that in the future, we will be using both video and in person.
Having good audio
You need to have excellent audio when using video. If people cannot hear you or you cannot hear them, they will go somewhere else. Make sure that you have an external microphone positioned so that you are looking into the webcam.
The background
Be aware of what you have in the background and what is going on behind you when you do video.
Video messaging
If done right, video can be a valuable tool for connecting because it can humanize the virtual experience. Send a video of yourself rather than a letter or text to connect or give someone a message. You communicate your emotions better that way because people can see your facial expressions and how you react.
A shift
Business owners will need to make a shift in the future when managing their teams and client relations. Many people prefer working remotely. They focus better and can get more done in that way.
Managers
Managers need to understand that we are going into a new world. They should learn to adapt, be flexible, focus on results, and assign tasks based on objectives rather than on the number of hours that get put in.
Using technology in the right way
Technology should be used appropriately and to its best advantage, focusing on getting the best results.
Technology problems
Many problems caused by technology can get solved by using time-honored non-technological principles like filtering emails and using time-blocking.
Successful people
Terry knows many successful people who got ahead by being kind, gracious, giving individuals, and treating people with decency, honor, and respect.
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Today, we have the pleasure of speaking to Bruce Turkel once again! Bruce has just published his sixth book called Is That All There Is?. Bruce shares many heart-warming stories in the book about people who have made changes in their lives that are sure to move, motivate, and inspire you!
In this episode, Bruce discusses his journey and his latest book. He also talks about change and figuring out what you truly want in life.
We hope that you find our conversation with Bruce Turkel as enjoyable and inspiring as we did!
Bruce Turkel’s bio
Useful. Valuable. Enjoyable.
These three words sum up Bruce Turkel’s communication philosophy and style. Whether he’s helping his ad agency clients develop robust, memorable brands, keeping audiences riveted and entertained during one of his many speaking engagements, writing another compelling post for his popular blog, or giving useful branding and advertising advice on a national news program, he lives and breathes this philosophy. Bruce conveys the importance of building strong brands to his clients, audiences, and readers, and shows them how to build their own brand value. Driven to see clients enjoy greater revenue by changing consumers’ perceptions, Bruce employs a uniquely powerful combination of creativity and marketing acumen to help them make their brands more valuable. Bruce follows the fearless business approach of embracing what’s new and adopting what works in his quest to provide outstanding value for clients and audiences. How does Bruce create successful campaigns? His first step is to understand what’s always in the back of customers’ minds – their own needs and wants and what you can do for them.
The personal journey that inspired Bruce to write his latest book
Bruce has always been interested in the graphic arts. He studied art and design in college. Then he went to New York to work as an Assistant Art Director for an agency. He returned to Miami, worked for several art agencies, and after a few years, he started a design firm.
The business grew and eventually became a successful brand management firm with clients like Bacardi, Hasbro, Miami Tourism, Nike, and American Express. They even opened offices in Latin America.
After many years, Bruce began to find his business less and less appealing, so he decided to change.
Keeping a journal
Bruce’s successful friends kept picking his brains and telling him how unhappy they were with what they were doing. He wondered why they were all coming to him until he realized they were doing it because they thought what he was doing was creative and fulfilling. His standard answer was to tell them to get a journal, keep notes, and write down their experiences because others might want to know about them.
Bruce reinvents himself
Bruce got tired of doing the same thing over and over again. Then, it dawned on him that he was advising everyone else to do what he wanted to do, so he decided to reinvent himself and started focusing on what he truly wanted. One of the things he did was write his latest book to help people who have achieved some level of success in their lives solve the problem of “is that all there is?”.
Change
The internet, the democratization of information, globalization, and technological advances changed how things work. Almost overnight, anyone could buy anything from anywhere at any time, and competition grew exponentially. Also, with everyone having a smartphone, having specific knowledge about something was no longer a competitive advantage.
Waiting
Because the change did not happen overnight, and there have been no cataclysmic results, most people want to wait until something better comes along before they decide to change.
Rethinking
Then, the pandemic happened. Supply chains shut down instantly across the world, we could no longer travel, and almost everyone started working from home. That forced people to take a step back and rethink how they were living their lives.
Bruce Turkel’s book
The point of Bruce’s book is to give people some proven and actionable recommendations for implementing change in their lives. He advises people not to rush and to make thoughtful changes.
We all want the same things
Almost all of us want the same things. We want to be happy, satisfied, good providers, and live up to our values.
Learning from history
We can learn from history. Viktor Frankl wrote the book Man’s Search for Meaning. In it, he spoke about what he experienced in concentration camps and explained that when you’re powerless, everything you have can be taken away from you. What cannot be taken away, however, is how you respond. The Greek Stoics said the same thing.
Know what you want
Get to know yourself and what you want, even though that might not be easy to do. Figuring out what you want is usually harder than figuring out how to get it. Bruce has put many exercises he used to help his clients figure out what they wanted in his book.
What matters to you?
If you keep what matters to you and what your values are in mind, it will help you stay on the right path. That will also help you move forward positively.
Changing beliefs
Before writing his latest book, Bruce believed he had to focus all his time and effort on running his business, and he had to be the best at what he did. Now, he believes that he has to be the best at who he is. He bases his future opportunities and potential clients on the quote: “People don’t choose you because of what you do. They choose you because of who you are.”
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Books mentioned:
Man’s Search for Meaning by Viktor Frankl
What Got You Here Won’t Get You There by Marshall Goldsmith
We are delighted to be speaking to Sue Hershkowitz-Coore today! Sue is an amazing speaker, full of energy and enthusiasm! She has also authored two books about writing and choosing the right words to convince whoever you are talking to.
In this episode, Sue talks about her journey and tells some amusing stories about how she got into public speaking. She shares her knowledge about creating emotional certainty, using email etiquette, and communicating with people from different cultures, and offers advice for anyone considering starting a speaking career.
We hope you learn a lot from listening to today’s conversation with Sue Hershkowitz-Coore!
Sue Hershkowitz-Coore’s bio
- Internationally recognized communications researcher and sales trainer with multiple degrees and honors from prestigious universities, Sue Hershkowitz-Coore helps audiences increase profitability, professionalism, and productivity through improved communications. Skillfully blending persuasion research, business trends, anecdotes, insights, and studies from the social sciences into practical training, Sue has developed a winning communication system that creates amazingly successful and profitable customer relationships.
- Sue has authored Power Sales Writing (now in its 2nd printing: McGraw-Hill) named among the “Best Books for Sales Success” by Selling Power magazine, and How to Say It to Sell It! (Prentice Hall/Penguin). She provides a fresh, practical look at how what you say, and how you say it, can skyrocket success.
- Speaker Sue is a past officer, board member, and President’s award winner of the National Speakers Association, a founding member of Meeting Professionals International’s Women’s Leadership Initiative, was designated an MPI “Platinum” speaker for 12 consecutive years and named “Best in Class″ by Professional Convention Management Association.
- Sue’s educational degrees include a Masters of Counseling and a Fellowship supported by the University of California at Berkeley. Her presentations take her around the world including very recent appearances in China, Hong Kong, New Zealand, Australia, United Kingdom, Switzerland, Czech Republic, Spain, France, Canada and Mexico, and the US of course.
- Sue was awarded "Best Hospitality Sales Trainer - 2021" by LUXLife, the luxury lifestyle magazine.
Sue’s journey
Sue taught seventh and eighth grade English until her son was born. She wanted to spend more time with him, so she gave up teaching. Later, she started knocking on doors to earn a living. While pitching a bank, her enthusiasm made up for all she lacked in terms of professionalism, so they hired her. Everything else Sue achieved in her career came about as a result of that original presentation.
Becoming a speaker
Sue credits the National Speakers Association (NSA) for teaching her the fundamentals of being a professional speaker.
Writing a book
Listening to Larry Winget explain the steps you need to take to write a book at an NSA meeting motivated Sue to write her first book, Power Sales Writing. Larry suggested writing down 110 ideas, and then fleshing them out. On her flight home, Sue came up with 102 ideas. After that, she started writing the book.
Publishing her book
When trying to find a publisher for her book, Sue got 42 rejection letters. So, she published the book herself. Then an agent saw the book and offered to publish it, but Sue refused.
Part of a series
Later, Sue was asked to do a second version of her book. That book resulted in her being invited to be part of a popular series of “how-to” books for business communication.
Customer-centricity
Some of the most well-known brands in the world are Sue’s clients. She teaches their salespeople that everything needs to revolve around the customer. Over and above that, they need to move away from transactions and towards emotional certainty.
Choosing brain-friendly words to create emotional certainty
Research has shown that some words activate positive neurons in the brain and conjure up positive and pleasant images in the mind’s eye. Other words, however, activate negative neurons in the brain and cause people to imagine negative things. Most of us fail to realize how often we self-sabotage by using words that are not brain-friendly.
Moving to the next level
To move to the next level of emotional certainty, salespeople need to create excitement and focus on customer-centric outcomes.
Cross-cultural etiquette and best practices for email and texting etiquette
- Always honor the recipient when sending an email to someone in another country.
- When communicating with someone from a different culture, honor whatever their expectations are.
- Do not mention your name at the start of an email.
- Remember to give your name when texting someone for the first time.
- Be as authentic as possible when writing an email and infuse your message with positivity.
- Do not cross the line between being friendly and familiar when emailing or texting a client or customer.
- Do not send texts to your clients in the middle of the night.
- Choose your words carefully. People do tend to judge others by the tone and language they use in an email.
Connecting with someone on LinkedIn
When writing a message to connect with someone on LinkedIn, take a moment to do some research. You can read their home page, their “about” section, and quickly learn about the company they work for. Use some of that information to personalize your message. Remember that it is a business relationship, so be careful not to invade the personal space of the person to whom you are sending the message. Keep your message short, and never try to sell anything.
Advice for starting a speaking career
First, determine where your passion lies, and what matters to you. Then, figure out how to make that matter to the buyer. Always communicate from your heart, and keep on creating new content.
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We are very happy to be speaking to Moon Civetz today! Moon is the Vice President of Global Sales for Maverick Helicopters. His kindness and consistent presence at trade shows have resulted in Moon becoming a well-known figure in our industry.
In this episode, he shares his fascinating journey and talks to us about the unique and memorable experiences he has created for his customers.
We hope you enjoy listening to our delightful conversation with Moon Civetz today!
Moon Civetz’s bio
Beginning in Hawai’i, Moon Civetz received his MBA, Master of Beach Activities, becoming the Head Designer for a theatrical, convention, and display company. Due to his involvement in the Hawai’ian Music Renaissance period, his company, Moon Lights, was born as he designed and rented lighting, staging and labor for numerous shows. With an abundance of creativity, that company soon morphed into Moon Light & Magic, offering an array of theme parties. He caught the attention of Sheraton Hotels in Hawai’i and was recruited to become their first Divisional Director of Special Events. The position encompassed opening Neighbor Island hotels directing Convention Services and Catering Departments and putting his imagination to work creating property-specific theme parties. From the Neighbor Islands he then joined the re-opening team of the historic Sheraton Moana on Waikiki Beach creating theme parties for the incentive market.
Next up, Sheraton had another project that needed creativity and strong relationships in the group, meeting and incentive markets so off he went to Tucson, Arizona as the Director of Incentive & Insurance Sales of the Sheraton El Conquistador. After putting his mark on that southwestern property, he was moved back home to the Big Island as a member of the opening team re-branding the Ritz-Carlton Mauna Lani to Starwood’s Orchid at Mauna Lani. Over the course of his nearly five years at The Orchid, he created signature theme parties, setting sales records and winning corporate and individual awards for meetings and incentives.
Being well-known throughout the Islands, a new challenge presented itself: he was recruited by the General Manager of the Hyatt Kaua’i to help him open the Hyatt Lake Las Vegas as the Director of Incentive and Insurance Sales. So, back to the mainland he went as part of that opening team. After a year of hard hat tours the property opened and became the number one hotel for sales in the Hyatt Corporation. He went on to open Station Casino’s first luxury hotel, Green Valley Ranch Resort, applying his creativity and utilizing his strong relationships to help establish that casino property in the meeting & incentive market. His reputation in Hawai’i followed him to Las Vegas where he became well known in the local hospitality community. He was next approached by a DMC company joining them as VP and General Manager. Today, he is Vice President of Global Group Sales for Maverick Helicopters. Still working his innovative magic, you can find him in the Las Vegas Corporate office planning events in the Grand Canyon or creating wonderful memories on Maui and Kaua’i.
Moon’s background
While living in the Hawaiian Islands, Moon became the head designer for a theme party production company that expanded as the convention industry grew in the Hawaiian Islands. Moon branched off and started a lighting company called Moon Lights, which morphed into a party company called Moonlight Magic that did lighting and parties for incentive groups. He did the lighting for some rock ‘n roll bands and had a lot of fun doing the lighting for some Hawaiian groups that came to be quite well-known.
Shared Hotels
He was asked to join Shared Hotels in Hawaii and became their Director of Special Events. He opened hotels on the outer islands and created themed events specifically for each destination.
A party booklet
Moon put together a booklet called SPLSH (Spectacular Parties Live at Shared in Hawaii) for incentive houses and people looking for things to do that contained information about the parties at each hotel.
Plantation Gardens
One of the hotels that he got going in Hawaii had an unused grass area behind it, so he suggested turning it into a plantation. That became the Plantation Gardens.
Maverick Helicopters
After moving to Las Vegas and opening several hotels, someone from Maverick asked Moon if he knew of anyone to help them out. Moon offered to help and ended up creating a group department for Maverick. It started with Moon and two salespeople, and it kept on growing until it became Maverick Aviation Group. Since COVID, however, they scaled back and became Maverick Helicopters.
CITE
Moon joined CITE more than thirty years ago and has enjoyed watching it grow. He feels that it is one of the best organizations he has ever been part of.
The luckiest guy in the world
When Moon sees the smiles on people’s faces after they return from an experience he created, he feels like the luckiest guy in the world!
Grand Canyon
Moon organized a unique experience where they flew people in a helicopter to an isolated landing site at the bottom of the Grand Canyon. After landing, they served lunch. There was no road leading to the landing site, so all the chairs and tables they used were specially constructed to fit into a helicopter. They even flew in a portable toilet for the guests to use.
Las Vegas Motor Speedway
Maverick is the only helicopter company allowed to fly into the Las Vegas Motor Speedway, so they fly there for the races. They also do a tour of the Grand Canyon, where they stop to allow the guests to do some fast laps on the track with one of the companies that offer that.
Heliyoga
They have an experience called Heliyoga, where they land on the highest peak on the Valley of Fire and do a yoga class followed by a glass of Champagne. Up there, it is very beautiful and quiet.
Red Rock Canyon
They have added a new excursion, where they fly over Red Rock Canyon and land on a private landing zone to watch the sun go down and see the city lights come on. Then, they fly along the length of the Strip.
The safest
Maverick is the world’s safest helicopter company.
Making people happy
Moon is always looking to create new experiences that will make people happy because he enjoys that the most!
One-on-one meetings
Moon believes that one-on-one meetings will never change, even though technology will keep on increasing.
IMEX
Moon feels excited about the upcoming IMEX conference and having the opportunity to reconnect with his old friends.
Landing safely
Most people do not realize that when the power goes down in a helicopter, it can still hover down and land safely.
Hawaii
Maverick opened in Hawaii five years ago. They offer some unique and beautiful experiences there!
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Today, we have the pleasure of speaking to Holly Duckworth! Holly is a Mindfulness Specialist who has had a fantastic career in the meetings and events industry! She has spent the last decade working in the mindfulness space. Holly has written several books and recently formed the American Mindfulness Association.
In this episode, Holly tells her story, talks about what she does, and shares some great tips for making mindfulness part of your business and everyday life.
We hope you enjoy our conversation with Holly today and benefit from her excellent advice!
Holly Duckworth’s bio
Holly Duckworth, CMP, CAE, CWMF, has been called the trailblazer of mindfulness for meetings. Owner of Leadership Solutions International for 20+ years she has worked to change how we think about the impacts of stress and meetings. As a certified workplace mindfulness facilitator, she leads the 2021 IMEX mindfulness efforts in Re-energize Reef. She is the founder of the American Mindfulness Association to advance mindfulness a key strategic business practice. As the author of 4 books at the intersection of leadership, sales, and mindfulness, Holly is a sought-after global keynote speaker. Look for Holly as a featured live mindfulness trainer on Insight Timer App, or as the host producer of the Everyday Mindfulness Show with more than 150 episodes, or as a co-facilitator of the monthly Chaos to Calm Challenge for mindful leaders. She has been recognized by Smart Meetings Magazine, BizBash for her innovative approach and commitment to the health and wellbeing of meetings for planners and participants.
Holly’s journey
Holly’s journey in the meetings and events industry started when she worked as the Director of Corporate Communications for a baseball team in Oregon. Someone suggested that she should work for the Convention and Visitors Bureau in Portland, Oregon. She did so and loved the job! It allowed her to take her first leap into more formal meetings and conventions.
MPI
While working as the Convention Services Manager for the Convention and Visitors Bureau, Holly linked up with Meeting Professionals International. Several years later, MPI recruited her to work for them.
Starting her own company
Managing MPI’s volunteer chapters in the Western US remotely eventually evolved into Holly starting her own company and writing books on association leadership and meetings.
Stepping away
The stress and overwhelm of the meetings caused Holly to step away from the industry.
The American Mindfulness Association
Holly got a degree in mindfulness. Then, she blended the meetings, associations, and mindfulness to found and create the American Mindfulness Association.
Leaving MPI
Although she loved her work with MPI, Holly reached a point where she knew that her skills, talents, and services needed to be offered to organizations worldwide, so she left MPI and wrote her first book, Ctrl+Alt+Believe: Reboot Your Association for Success.
A trailblazer
Holly was one of the early trailblazers in making mindfulness mean business. She educates people in applied mindfulness practices.
Mindfulness versus meditation
Mindfulness is being fully present and non-judgemental in the present moment. Meditation is one of many possible practices that you can use to become fully present in the moment.
Infuse some mindfulness while washing your hands
While washing your hands, take a moment to feel the water temperature and the soap on your hands. Take a breath, exhale, and feel your stress flowing down your whole body, and down the drain.
Mindfulness in meetings
Take a moment before stepping into a meeting to center and focus yourself, and visualize what you want to happen in the meeting. If you feel stressed in a meeting, use the affirmation “I am at peace”. Inhale and say to yourself, “I am”. Then, exhale and say “at peace”. You can also send an energetic message to anyone stressing you out to ease the tension.
Being present
Be present and in the moment before moving into an experience, like a sales meeting, a trade show, an event, or a conference. You can do it anywhere and anytime.
IMEX
IMEX has always been committed to wellness. Holly will be doing a mindfulness activity at the upcoming IMEX conference in Las Vegas.
Seven Practices to Be a Mindful Meeting Professional
Holly created a tool to help people become more grounded and calmer while at work, a sales meeting, an incentive trip, or even a trade show. She calls it Seven Practices to Be a Mindful Meeting Professional. You can download it here.
Setting an intention
You should set an intention to put your energy in motion for each day. It can be just one word, like joy, happiness, or calm. Repeat the word as you move into the day. It is a great practice to share with your team at a sales meeting.
Mindfulness practices
You can practice mindful movement by being fully present while walking or riding a bicycle.
Be present in the moment while eating a meal. Take a moment and fully experience all the food on your plate. You can also encourage everyone at the table to express something for which they are grateful.
Tips for being mindful at trade shows
- Permit yourself to be authentic.
- Allow yourself to be fully present with whoever is in front of you.
- Take a break if you feel you need some time out.
- Use this time to grow closer to others in your vulnerability, and notice those who are calm and present despite everything going on.
- Permit yourself to say no to things you do not want to do and say yes to your mental wellbeing.
Relaxation Reef
Holly will be offering mindfulness meditations and training sessions at Relaxation Reef at the IMEX conference in Las Vegas in November.
Holly’s books
Holly co-authored the book Sell More, Stress Less: 52 Tips to Become A Mindful Sales Professional. It has a mindfulness tip for each week of the year.
Another of Holly’s books is a daily wellness check-in reader called Everyday Mindfulness: From Chaos to Calm in a Crazy World. It has a daily reminder to set an intention, a daily inspirational quote, and an inspiring story for each day.
Connect with Eric
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Connect with Holly Duckworth
On LinkedIn
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Email Holly: holly@hollyduckworth.com
Holly’s podcast Everyday Mindfulness Show
Download Holly’s “Seven Practices to be a Mindful Meeting Professional” here.
Today, we are delighted to be speaking to one of the most solid and savvy people ever when it comes to finances and business!
Greg Crabtree is a partner at Carr, Riggs, and Ingram, and he is the author of Simple Numbers. Greg knows how to make accounting and cash-flow management very clear, easy to understand, and efficient.
He is joining us today to share his journey, discuss his views on what is happening in mergers and acquisitions (M & A), and explain what business owners should consider when looking at their finances.
We hope you gain a lot from today’s conversation with Greg Crabtree!
Greg Crabtree’s bio
Greg Crabtree is a speaker, author, entrepreneur, and financial expert. Crabtree has used his entrepreneurial skills to develop Crabtree, Rowe & Berger, PC, a CPA firm focused solely on the needs of entrepreneurs, helping them build the economic engine of their businesses. Working with entrepreneurs all over the country in a broad range of industries, Greg has simplified financial reporting and empowered all entrepreneurs to take ownership of their finances. He has pioneered a revolutionary metric for driving business profitability: measuring labor efficiency and developing simple benchmarks for company, team, and individual performance.
In 2011, Greg published his first book, Simple Numbers, Straight Talk, Big Profits, in which he shares his core principles of how to turn your business into a wealth-building engine. His second book, Simple Numbers 2.0, was released in November 2020.
Greg’s community service includes serving as Boys and Girls Clubs of America National Area Council Member, Entrepreneurs’ Organization Global Board (2006 to 2009), ALS Association of Alabama, Boys and Girls Clubs of North Alabama, Atlanta chapter of The Entrepreneurs’ Organization (EO) past board member. He is a frequent speaker at EO Chapter events, EO’s Accelerator Money Day program, and the U.S. State Department’s New Beginnings program for international entrepreneurs.
Greg and his wife Debbie have four children. Greg is an avid golfer and enjoys playing historic golf courses whenever his travel plans permit.
How Greg became an entrepreneur
Greg grew up on a chicken farm in Alabama. After going to college and getting a degree in accounting, he started in the profession and realized that he hated accounting.
He got a job as a controller in a bank but soon got bored with working with the figures for just one company. So he started his practice and worked with several startup businesses in the late 1990s and early 2000s. One of his clients moved to Atlanta and invited him to see what was happening with the Young Entrepreneurs Organization. Greg signed up with the organization after attending his first meeting. He did not miss a single forum meeting for the next eleven years, even though he had to drive for four hours to get to them! That broke him away from the traditional mindset. It also forced him to look at his practice as an entrepreneur and not as a practitioner.
Entrepreneurs Organization
Greg joined the Entrepreneurs Organization (EO) in 2001. He found that being part of a business group and community of entrepreneurs, all trying to get somewhere, was invaluable and a great leadership experience!
A record
For about fifteen years, Greg held the record for the two years with the most cash sponsorship received by the chapter of EO.
Breaking the chains of practice
That record led to Greg getting onto the standing finance committee for the global board of EO the next year. That broke him away from the chains of practice and gave him the confidence to leave town and broaden his horizons.
Ideas
Coming up with ideas to help entrepreneurs has allowed Greg to have a unique practice with clients across the US.
Greg Crabtree’s books
After helping entrepreneurs with his ideas, Greg gave several talks on the topic and turned that into his first book. He then gave a few more talks and wrote his second book. Fifteen years later, he became known as a successful writer.
A better conceptual framework
Verne Arnish and Ron Hollis, the man who got Greg into EO, encouraged Greg to write his first book, Simple Numbers, Straight Talk, Big Profits. They told him that if he knew something unique, he owed it to the world to write a book. Greg knew something that he felt everybody needed to know about the poor way that most accountants tend to serve entrepreneurs. He had a better conceptual framework for how entrepreneurs and accountants should work together and how data should be used to run a successful business.
Finding the truth
Greg has been looking for the financial truth number that professional standards do not create.
A different mindset
Greg became frustrated with the financial damage he saw entrepreneurs doing to their businesses. He realized that entrepreneurs needed to develop the mindset of understanding their businesses as investments.
Return on invested capital
Greg believes that any business in a developed economy should get a minimum return of fifty percent on invested capital.
Flipping things around
Greg’s business reached the point where they had more barriers to building the traditional parts of the practice than the consulting part. So, they flipped things around to make the most important part of their business helping their clients run successful businesses.
Merging
After merging in the professional world, there is generally a buy-out at some point. Greg was not ready to consider retiring, so he felt that merging his business would create financial stability for his family and give him access to more resources.
M&A projects
Greg probably has more clients in the middle of M&A projects now than he has ever had before. He has created a replacement return decision analysis to calculate whether or not a sale is viable.
Greg’s rule of thumb
His rule of thumb is that fifteen percent or lower should be the replacement return that gives the green light for a sale. If it takes more than fifteen percent to get the replacement return, you are probably not getting enough.
Opportunities
There are a lot of opportunities coming up right now for entrepreneurs in America.
A valuation technique
Greg created a simple valuation technique for businesses that he calls The Economic Value of the Business: 3 x net income + equity.
A good idea
When you are getting fifty to a hundred percent return on your invested capital, it might be a good idea to purchase several highly profitable businesses and use the profit from those to invest in other things, like real estate.
Scaling
With most of Greg’s clients, it is execution rather than the cash that keeps them from growing. Greg built his playbook around getting his clients profitable and cash-flow positive for a growth profile before they scale.
The top three things you can do to implement the best practices in your business:
- Understand your profit engine (How you generate margin.)
- Look at the operating expenses of your management structure. (Is your management-labor performing?)
- Understand the concept of trade capital. (Strive to get your trade capital down and your profitability up to become a cash-flow positive generating scaling business.)
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Connect with Greg Crabtree
Email Greg at greg.crabtree@cricpa.com
Greg’s book Website
Book mentioned:
E-Myth by Michael Gerber
Today, I am delighted to be speaking to another icon in our industry! Miguel Neves, the Editor-in-chief of EventMB, is joining us. Miguel has had an amazing career in the meetings and events industry! In his current position, he oversees everything going on in the industry across the world.
In this episode, Miguel shares his insight and talks about what we can expect, what we should focus on, and the impact technology will have on events in the future.
We hope you enjoy our fascinating conversation with Miguel today!
Miguel Neves’s bio
Miguel is EventMB’s Editor-in-chief and likes to describe himself as a "curious creator and caring curator of computerized content and a conscious connector of charismatic characters". He lives and breathes the event tech sector and is deeply engaged in the global online community of event professionals. He is active in volunteer roles across the industry and currently sits on the International Board of Directors of Meeting Professionals International. Miguel is a Portuguese soul who built a career in the UK and is now raising a young family in southern Denmark.
Miguel’s background
Miguel started his career doing stage management, playing music, and being a roadie in the music industry. He was part of the team at the MTV awards in Lisbon in 2005. He was impressed to see how the back end worked and began to develop an interest in the teamwork required to put on that kind of event. He got involved in events after that, helping a company with some corporate events. Then he and a friend decided to open an event company. Unfortunately, it failed miserably, and Miguel realized that selling the organization of events is very different from organizing events.
He went to London and got a Master’s degree in Conference and Events Management at the University of Westminster. After that, Miguel wanted to build a network, so he got involved with MPI. He got an internship in California, with Synaxes Meetings and Events, after which he spent three years with the company, learning how the industry works. After that, he worked with the IMEX team for six years and then moved to Denmark where he had his own company for three years. Since February 2021, Miguel has been Editor-in-chief for EventMB.
The user experience
Miguel feels that even though it might be very tempting to add technology to an event, the most important thing at any event is the user experience.
Technology
Technology has developed at an incredible pace over the last eighteen months. Miguel finds it interesting to see how easy it has become to create online events. Most virtual events tend to go smoothly right now if the organizers take good care of the setup and production.
Trusting and using technology
When people trust technology and use it at events, it becomes something special and makes a big difference.
Holograms
Miguel thinks that a good video feed is just as effective as a hologram at an event.
Invisible technology
People need to trust the technology that gets used at events. Miguel’s goal is to make the technology used at events almost invisible.
The business aspect of virtual events
Virtual events have the potential to reach people anywhere in the world at a relatively low cost. Virtual events are vital from a top of funnel perspective when it comes to sales. Virtual events also work well in terms of content, speakers, and even exchanging information.
Social
In-person events work far better than virtual events when it comes to the social aspect. Unfortunately, in-person events are more costly than virtual events.
Hybrid events
The best solution is to have a combination of virtual and in-person events. Although Miguel does not think that the future of events will be all hybrid, he thinks that all future events should have an online component to record the relevant content.
The future
The future is about finding ways to extend the reach of events, connecting with those who are not attending in-person, and creating community.
Good technology
Good technology allows people to consume the live content of an event from wherever they are.
Connectivity
Good internet connectivity will be very valuable in the long run.
Involve the community
Understanding the target audience is very valuable for business owners. That is why Miguel advises business owners to involve their community or target audience as much as possible and find out what they want and expect.
Simplify
Technology should help to simplify things for people.
Change
The pandemic has brought about a lot of change. This is a good time for small business owners to do a recheck on what is relevant because the people they knew before or the audience they think they are serving might not be where they were any longer. People’s needs have also changed since the pandemic.
Advice for small business owners
Be very clear about what your product offering is. Figure out what you want to do and how you want to do it. Then, productize it by making it into something that people can easily understand and aspire to have.
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Connect with Miguel
On LinkedIn
Book mentioned:
When Coffee and Kale Compete by Alan Klement
We have the great pleasure of speaking to a rockstar in our industry today! Courtney Stanley has received many awards. She is a keynote speaker, an emcee, and the founder of the women-inspired podcast, Dare to Interrupt. Courtney started a business just before the pandemic and is full of ideas and optimism! She is joining us to share what she has learned about the importance of being authentic and understanding why you do what you are doing.
We hope you enjoy our inspiring conversation with Courtney today!
Courtney Stanley’s bio:
Courtney Stanley is recognized globally as an award-winning changemaker, keynote speaker, event emcee, and acclaimed creator of the women-inspired podcast, Dare to Interrupt. Courtney has spent ten years helping professionals, entrepreneurs, and organizations engage in game-changing, impactful conversations that empower individuals to tap into their true potential, improve team and culture dynamics, and drive meaningful change. Courtney is the youngest member to have ever been elected to Meeting Professionals International's (MPI) International Board of Directors. She is the recipient of Smart Meetings' 2020 Women in Events Entrepreneur Award, Meetings Today's 2019 & 2020 Trendsetter Award, MeetingsNet’s 2019 Changemaker Award, the Association for Women in Events (AWE) 2018 Disruptor Award, the 2015 MPI Chairman’s Award, and 2011 MPI RISE Award, named Collaborate and Connect Magazine’s 40 under 40 in 2011, and is recognized as one of the event industry’s most impactful change-makers. Courtney serves on the Events Industry Sexual Harassment Task Force, MPI's Women's Advisory Board, is a Meetings Mean Business Ambassador, and is the co-founder of the award-winning movement #MeetingsToo.
How Courtney joined the meetings and events industry
Courtney started university in the medical field, but after a year, a conversation with someone prompted her to look into a program at Central Michigan University with hospitality, event management, and international tourism. She loved the program after her first class, and she knew then that she wanted to be in the meetings and events industry.
Her first role
Her first role within the industry was an internship with the Country Music Association in Nashville, Tennessee.
Marketing
She later worked as part of the event marketing team for an event technology company based in Toronto, Canada, where she began to explore an area that was more strategic and more focused on marketing.
A side-hustler
Even when working for others, Courtney was always side-hustling. As her career progressed over the next eight years, that area continued to grow significantly.
A leap of faith
The exponential possibility of growth and being able to do whatever she wanted to do eventually outweighed the security of working for someone else. Courtney also realized that the side-hustles she had grown excited her more than anything else, so she decided to take a leap of faith and become an entrepreneur.
How to create an authentic brand
A good place to start with building an authentic brand is getting to know who you are, what you are skilled at, and the value you have to offer. You need to know how you want to be seen and if that aligns with how you feel and who you are.
You cannot please everyone
Know that you will never be able to please everyone. Rather than trying to be what you think others want you to be, just be yourself and do the things that feel right for you. Be proud of who you are, and the right people are sure to come along.
Respect and kindness
If Courtney sees anyone not operating without the right level of respect or kindness toward others, she knows that something is going on with them that needs their attention.
Worth
Your worth is not connected to your work. Courtney has learned that it is vital that those who have been let go or furloughed understand that they are not their job and are still valuable.
Rebuilding confidence
Courtney encourages those who have lost their jobs to look objectively at themselves and make a checklist of all the skills, experiences, and strengths they have, personally and professionally. Getting some feedback from supportive individuals can help to rebuild lost confidence.
Overcoming life’s setbacks
There is always a lot to be learned from difficult situations. There are many silver linings and opportunities to grow from any setback you might experience in your life.
Being an entrepreneur
There was a lot about entrepreneurship that Courtney did not know when she went into it. She feels that even though being an entrepreneur is risky and uncomfortable, it is still wonderful! She strongly believes that the most growth is to be found in discomfort.
Hard times
Most entrepreneurs go through hard times when they wonder why they are doing what they do and question whether or not they are doing the right thing. When that happens, it can be helpful and encouraging to speak to an entrepreneur with more experience.
A tough year
It took a tough year of grit, going back to her why and her purpose, and getting to understand who she is to get Courtney to where she is today.
Dreaming big
Dreaming big, putting her goals down on paper, and feeling everything from the inside out was the fuel that kept Courtney’s engine going last year when there was no income coming in.
Coaching
Coaching others to navigate the pain of rejection she went through when she lost her job makes Courtney feel purposeful, and it helps those she coaches feel more purposeful.
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Connect with Courtney Stanley
On her Website
Today we are happy to speak to Don Welsh, the President and CEO of Destinations International!
Don is an energetic leader who has had a fantastic career! He is joining us to share his experiences, offer advice to everyone in the industry, and give us hope for the challenges we will be facing in the future!
We hope you enjoy our fabulous conversation with Don today!
Don Welsh’s bio
A seasoned tourism executive with over 35 years of experience in the industry, Don Welsh serves as the President and CEO of Destinations International. Since joining the association in March 2016, Welsh has implemented a strategic realignment for the association through a renewed commitment to focus on member needs to deliver the resources members have determined to be essential to the success of their organizations.
Before joining Destinations International, Don served as the President and CEO of Choose Chicago. Welsh also held the CEO position at the Indianapolis Convention & Visitors Association and the Seattle Convention & Visitors Bureau. Before joining the destination marketing industry, Don served as senior vice president for Westin Hotels at its corporate headquarters. He has also held senior leadership positions in sales and marketing for Westin Hotels and Resorts, The Ritz-Carlton Hotel Company, and the MGM Grand Hotel/Casino in Las Vegas.
Don Welsh’s journey into our industry
Don was hired by United Airlines when he was in high school. He kept on working there, part-time, through college. He worked for United after college until he moved to Seattle to be part of an airline startup.
Don was hired by Westin Hotels and Resorts, eventually becoming their Director and Vice President of Marketing and Partnership Programs. He left Westin and worked for The Ritz-Carlton Hotel Company for the next four years. Although Don loved traveling the world, he still accepted an offer to return to Westin Hotels and Resorts. He later took an offer to join MGM in Las Vegas.
Don also ran the Continental Basketball Association for the basketball player Isaiah Thomas, and after that, worked for Roger Helms, from Helms Briscoe, for several years.
He later returned to Seattle to get involved in the Convention and Visitors Bureau for the next five years. He spent two-and-a-half years in Indianapolis before being asked to go to Chicago to form a new organization. That was where he learned about the value of meetings.
After five years, Don got recruited to help take Destinations International to a new level. He has been with Destinations International for almost six years.
Good leaders
Good leaders understand the importance of human connection, and great leaders help people rise. Don has found that the best leaders are comfortable with their hearts and soul. They are humble, genuine, true, and authentic individuals.
Instability
There was a lot of instability with the Destinations International organization when Don arrived in 2016. It took a lot of time and effort to make it financially and legally healthy and implement their core member benefits. Ironically, they got it all together in 2019, just before the pandemic hit.
The COVID pandemic
Destinations International did 64 webinars between the 15th of March and the end of 2020. They also grew their membership. Don feels proud of how the organization responded to the pandemic with webinars, zoom meetings, and virtual summits. He does not think that those things will change much for the next couple of years.
Silver linings
When business fell away during the pandemic, Don saw a fantastic response from destinations around the world. They adapted to their local marketplaces by supporting local restaurants and take-outs and even working with city services in local governments to ensure that there was one constant repository of information on behalf of that destination.
Businesses coming back
Over the last six months, Don has been seeing businesses coming back, even though many teams still have significantly less staff.
Radical changes
There is a global shortage of workers in many different service industries right now. Most hotels and restaurants, particularly those in North America, are struggling to find enough staff. That is forcing radical changes to what people have become accustomed to, particularly in full-service hotels.
Equity, diversity, and inclusion
Don is proud of the work that the destinations across the world have been doing in terms of equity, diversity, and inclusion. There is a paradigm shift in terms of the diversity of the staff in convention bureaus.
A pledge
At DI, more than 350 CEOs signed a pledge to adhere to the principles of equity, diversity, and inclusion. As an industry, DI will ensure that young people will be trained adequately and made aware of what the organization does.
Should meetings take place?
Rather than recognizing organizations that are planning virtual, hybrid, or in-person meetings right now, the media has been focusing on meetings that were canceled. Don is grateful for the people who have been going to meetings without allowing the media to influence them. Great strides are currently being made around safety, security, and health measures for the attendees at meetings.
Data
The data shows that it is safe to travel and attend meetings again, provided that safety protocols are in place.
Safety
Don has seen some great collaborations between the health departments of the various destinations and the meeting organizers to ensure the safety, wellbeing, and health of the visitors. He thinks that those measures will continue to stay in place.
The destination is the expert
Don believes that the destination is the expert in their marketplace. They exist to be a one-stop source of resources and information for all event planners. There are trusted tourism experts in every destination who will provide event organizers with all the information they need for free.
Don Welsh’s advice for people considering starting a business:
Have a solid plan and be committed to your goals. Stay passionate about what you want to achieve - even on the tough days.
Flexible work schedules
Flexible work schedules can work in the future for Destination members. Being an association, however, Don’s team has decided to go into the office for a minimum of two days each month. They go in with a schedule and cover the work to be done, discuss business plans and projects, and have lunch together. At least 50 to 70% of the team will be together for four or five days a month throughout the year. They use Zoom or Teams when they cannot be together in person.
A new type of thinking about work
Don thinks that many associations will need to start connecting via a combination of in-person and online for younger employees and the health of their organizations.
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Connect with Don
On LinkedIn
We are delighted to be speaking to an amazing leader in our industry today! Carl Winston is the Founding Director of the Payne School of Hospitality and Tourism Management at San Diego State University and acts as Senior Advisor to the Caspian Agency. Carl enjoys volunteering and educating people in the industry. He is a thought leader who loves to challenge traditional ways of thinking.
In this episode, Carl shares his story and talks about what he has learned throughout his career. We also have an edgy and stimulating discussion about the value of COVID, the future of the meetings and events industry, allyship, and the importance of life-long learning.
We hope you enjoy listening to our thought-provoking conversation with Carl Winston today!
Carl Winston’s bio:
Carl Winston has over 35 years of experience in a variety of senior executive-level hospitality, event, and tourism industry positions in academia and the “real world.”
He is the founding Director of the L. Robert Payne School of Hospitality & Tourism Management at San Diego State University. Launched in 2001, the School has earned a global reputation for its innovations, rigor, relevance, and near-perfect placement rate for graduates.
Winston acts as a Senior Advisor to Caspian Agency. In that role, he helps Caspian clients clarify their strategic goals and adapt to the rapidly changing methods for event production.
He also owns Real World Academics, a firm that conducts projects from economic impact studies to acquisition and development for small companies and large, including Disney, Marriott, and Four Seasons. RWA also provides Asset Management services to hotel owners.
He served on MPI’s International Board of Directors for seven years and is the creator of the groundbreaking Master’s Degree in Meeting and Event Management in partnership with MPI Global.
Carl was named one of The Top 25 Most Influential People in the Meetings Industry by Successful Meetings in 2018 and one of the Top 500 Event Producers by BizBash in 2018.
He has received numerous other industry accolades and is a sitting member of the Editorial Content Board for Smart Meetings Magazine.
He was also the founding Managing Director of the non-profit China Hospitality Education Initiative (CHEI). CHEI was launched in 2013 and supported more nearly 400 colleges and universities with 400,000 students by 2020.
Before moving into academia, he had run hundreds of hotels and restaurants throughout the U.S. and Canada. He also ran a chain of small theme parks and started his professional career in public accounting.
Carl Winston has been involved with more than 30 local, regional, and international industry associations and groups where he has served in leadership positions and Boards of Directors.
His education includes a B.A. in Sociology from the University of California, San Diego, and a Master’s of Professional Studies in Hotel Administration, Cornell University.
Carl’s story
When Carl asked for a car at the age of fifteen, his mom suggested that he work as a dishwasher in the restaurant she worked in, to earn the money he needed. After a while, he told his mom that he would rather be a Vice President than a dishwasher. In fact, he wanted to be a Vice President by the time he was thirty!
Studies
After high school, Carl applied to Cornell University but got turned down. So he went to Community College instead to do hospitality studies. After completing his studies at Community College, he applied to Cornell University as a transfer student and got rejected again. So he went to the University of California in San Diego and received a degree in Sociology and Economics. After a while, he applied to go to Grad School at Cornell University and finally got accepted!
Life-changing
Going to Cornell was life-changing for Carl because he learned about networking and how to think in creative and strategic ways.
Hotel financing
After university, he moved to Los Angeles, California. He worked in hotel financing, feasibility, and appraisals for five years before moving back to San Diego.
A great career
He had a great career. He worked his way up to manager before he was thirty years old. Then he quit, started working in a hotel company for some of his clients, and became VP of Operations before turning thirty! The company had thirteen properties, and within five years, they grew the company to 125 hotels!
Focused on success
Carl was not a nice person back then because he was way too focused on success. He was tough, hard-driving, results-driven, and unfriendly.
Changing
Several bad exits and getting fired twice were humbling experiences for Carl and helped him grow up, change, and become a better person.
Business failure
Carl feels that the time he spent working for a repo company helped him become an expert on business failure.
Hospitality school
Being asked to be on the advisory board of a new hospitality school and the years he spent helping build the curriculum softened Carl into becoming a nicer person. It also helped him to understand the benefits of giving back rather than taking.
The largest school network in the industry
Carl built a school network in China that included 400 schools with 400,000 students in Hospitality and Event Management just before the coronavirus pandemic. It was an initiative funded by the Marriott Family Foundation.
How COVID was the best thing
Carl believes that COVID was the best thing ever for meetings professionals because it froze the industry. It resulted in people doing things differently. They started asking the right questions, wanting the reason and purpose for the meetings, and asking what the value-add for the meetings would be.
Undervalued and misunderstood
Meeting professionals across the world are undervalued and misunderstood. People tend to underestimate all the work and planning that goes into creating a meeting or event. Carl feels that on the other side of COVID, meeting professionals will be better understood, and their value proposition will be more solid.
Carl Winston’s advice for hoteliers
Hoteliers should start figuring out how to run hybrid meetings. Carl asserts that they need to start investing in technology to allow people to watch the meeting sessions from the safety of their hotel rooms or around the pool on their iPads.
Allyship
We won’t get anywhere if the only people who feel passionate about diversity, equity, and inclusion are the minorities. Carl has been thinking of ways for minorities to become more effective allies. He has also been getting his team to help him get better at practicing diversity and inclusion.
Carl Winston on life-long learning
We should never stop educating ourselves. Carl encourages you to keep on reinventing yourself and learning new things.
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We are thrilled to finally have the opportunity to talk to Meg Fasy from eventsGIG! Meg is a star in our industry! She is a long-time member of the industry and has a vast amount of experience.
Meg is joining us today to talk about the freelance economy, the changes happening in our industry, and opportunities for the future.
We hope you will enjoy listening to Meg’s inspiring story today!
Meg Fasy’s bio:
Meg Fasy’s career spans several markets, including hotel, CVB, industry associations, event technology, and strategic partnerships, where she has been a successful sales/marketing leader. She has worked for, and with, some of the biggest brands you know.
This idea for eventsGIG came about as Meg was trying to find a way to help the Events Industry recover from the devastating impact of the pandemic. With so many of her peers out of work and many organizations struggling to figure out how they rebuild their service levels, she wanted to create an opportunity for each to connect. To further that end, it was important to Meg that a portion of our proceeds benefit Meetings Industry Fund to help our industry recover fully and thrive.
Meg is well known for motivating sales and marketing teams, driving strategy, and connecting people. Meg is an energetic leader who has been a featured speaker at most major event industry conferences including CEMA, PCMA, MPI, IAEE, Cvent Connect.
When not focused on making great connections, you will often find Meg on the water, training for her next dragon boat race.
Meg’s story
Meg has been in the events industry for twenty-five years. Like most others, she fell into the industry. While at college, Meg took a job in catering at the Grand Hyatt and fell in love with the hotel business. She stayed with Hyatt for almost a decade. She eventually reached a point where she wanted weekends and holidays, so she left catering and got into sales.
The bigger picture
With all her jobs in the hotel business, Meg was interested in the bigger picture. She always wanted to know why the meetings were happening.
Meg’s experience
Meg worked in hotels, the Convention Visitor’s Bureau, and for event technology companies before deciding to start a business of her own.
FazeFWD
Meg has been running the sponsorship management company, FazeFWD for the last six years. She works with organizations to create and sell their sponsorship packages.
Growth and experience
Throughout her career in the industry, Meg has always known which direction to take. It has always been about growth and gaining experience.
Emotional rollercoaster
Most entrepreneurs do not realize the emotional rollercoaster ride they will go through when they start their first company.
Meg Fasy on why mentorship is a must
Meg believes strongly in having mentors. Throughout her career, she has always had someone to mentor and advise her. Now, she is always mentoring six or seven women.
Face-to-face versus hybrid
Meg believes that virtual meetings will never take over face-to-face meetings because people want to be face-to-face.
Two different events
Face-to-face events are very different from virtual events. They have different budgets and different levels of content.
The next six to nine months will be tough
Although Meg doesn't know exactly what will happen in the next six to nine months, she knows it will be a tough time. Staffing and events will have to be looked at differently. Organizations will have to prioritize who can attend their meetings and focus their content around those attendees.
Between a rock and a hard place
Many people have been furloughed or laid off recently. On the flip side, event service companies and agencies do not know what to do because many of their staff members have left.
Freelancers
Currently, 36% of the US workforce are freelancers. If the rate of growth does not change, it is anticipated that it will grow to 50% within the next five years. That is why it made sense to Meg to connect the freelancer creator community with organizations looking for people.
Meg Fasy on creating new opportunities
Constantly hearing the two sides of the story motivated Meg to help out in some way. That inspired her to start a new company that could create opportunities by bringing freelancers and organizations together online. She had 150 freelancers sign up within the first two weeks!
Preparing for the future
It can be hard, emotionally and psychologically, to change from being securely employed to working as a freelancer. To start as a freelancer, think of your value and make a list of the skills you have to offer. Also, consider what you want to do and how many hours you would like to work.
Building a culture with freelancers
Companies should understand that freelancers can be part of the team. To build a culture with freelancers, companies must communicate well and bring the freelancers into the fold by introducing everyone and keeping the conversation open.
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Connect with Meg Fasy
Email Meg: meg@eventsgig.com
Call Meg at her office: (702) 232-1337
Today, we are delighted to be speaking to a true professional! We have Gus Vonderheide, the Vice President of Global Sales for Hyatt, joining us.
Gus has a unique perspective of our industry. He is a long-time volunteer in various associations and is always focused on sales and delivering value.
In this episode, Gus talks to us about group and business travel, what is changing in the industry, and what we can expect when we next check into a hotel.
We hope you enjoy our conversation with Gus today!
Gus Vonderheide’s bio
In his role as Vice President of Global Sales – Americas, Gus Vonderheide has the responsibility for Hyatt’s transient and business travel segments. He provides leadership over a global strategic team that manages relationships with Hyatt’s largest corporate, consortia, and travel management companies.
These customers, all based in the Americas and doing business globally, generate over $1B annually for the brand.
Part of a larger team, Hyatt’s Global SalesForce can be found in 20 additional locations around the world.
A 27-year Hyatt employee, Gus has led the sales teams at the Hyatt Regency Louisville, KY, Hyatt Regency Dearborn, MI, and the Grand Hyatt Washington, DC. He also spent time in the Worldwide Reservation Center in Omaha, NE, where he managed the Western Worldwide Sales Office and group call desk.
Before his Hyatt career, hotel management experience includes Sales, Front Office, Purchasing, and Convention Services.
Gus continues to fill leadership roles in many industry organizations. He is a recent past member of the GBTA Board of Directors, MPI Foundation and is currently a BTN Group Advisory Board Member.
Gus’s story
This year, Gus is celebrating forty-one years in the industry! After graduating from high school, he was unsure of which direction to take. His mother told him about a new hotel opening nearby and suggested that he find a part-time job there for the summer. He got hired immediately and has been working in the hotel business ever since then.
Meeting his wife
Gus met his wife at that hotel, and they had their wedding reception there several years later.
A good start
Gus feels that rolling tables and stacking chairs was the best place for him to start his career because it gave him a foundation that has taken him into many different career levels and jobs.
Staffing issues at hotels
Like all hotels, Hyatt furloughed and laid off many team members when the COVID-19 pandemic started. Gus feels that hospitality is in the DNA of great hotel team members. Saying an abrupt goodbye to those people was the hardest thing he has ever done in his career. He thought that things would turn around after six months. But only now, after eighteen months, are things starting to lighten up in some areas, so he has not yet managed to bring back as many people as he had hoped to do.
Different ways of filling positions
Things took so long to come back that Hyatt permanently lost some of its valued employees so they are now looking at filling those positions in different ways. They are digging deep into the hospitality schools and leaning into hiring new talent from the graduating classes.
A new crew
They are looking for the right people to bring fresh blood into their organization. They would like to form a new crew of individuals from their commercial service teams, loyalty people, salespeople, and people from digital distribution. They feel confident that as business returns, they will be ready to start anew.
Gus Vonderheide’s thoughts on change
The key to dealing with change is that you have to stay in front of it, says Gus. To make it today, any company has to change as fast as the world is changing.
Partnership
For a partnership to work in this time of change, both parties need to walk in the other’s shoes and understand the other’s perspective.
Together by Hyatt
Hyatt has introduced a program called Together by Hyatt, of which hybrid meetings are a small but important piece.
Food and beverage
Hyatt is looking at a sustainable, local, clean, neat, and well-organized product for food and beverage. It looks and tastes good and accommodates the new life that we are now living.
Wellness and wellbeing
Hyatt believes in wellness and wellbeing. They are doing all the right things to keep their people engaged, healthy, and part of the equation.
Hybrid meetings
Although Gus feels that hybrid meetings will still be around for a while, he would love to see people going back to hotels.
Business and group travel
Group and business travel is a big part of Hyatt’s business. They need both to increase occupancy and maximize their revenue. The return of people to their offices goes hand-in-hand with business travel starting again. Although many organizations are postponing their return-to-office date until later this year or the first quarter of next year, Gus feels optimistic that it will happen.
Leisure business
They are very thankful that people are comfortable to start getting out with their families again.
Flexibility
Companies need to be flexible around people choosing to work in-office, at home, or both.
Working and doing school work at a hotel
Hyatt is creating opportunities for local people to check into their hotels to work for the day. They have also provided opportunities for families to check-in, and have some family time in the evenings. During the day, the parents work, and the kids do their school work.
What people can expect when they go back to a hotel
Hotels are short-staffed at the moment, but they are ramping up. As the occupancy returns, hotels will continue to rebuild and be better positioned to bring in and maintain new staff members. People still need to be prepared for things to be a little different, however.
Opportunities for independent business owners
There are many opportunities for business owners who are willing to accept change and react fast when it happens. We are living in a different world now, so business owners need to be flexible, and they need to be creative when it comes to finding the right resources and offering the right benefits. Business owners also need to have high expectations and bring in quality individuals with the right mindset.
Moving up
New people coming into the hotel industry need to be flexible and willing to do whatever they can to move up in the industry. They will gain a lot from volunteering for organizations like GBTA (Global Business Travel Association), MPI (Meeting Professionals International), and BTN (Business Travel News).
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Email Gus Vonderheide
gus.vonderheide@hyatt.com
Today, we are delighted to speak to a great leader in our industry!
Janet Dell, the President and COO of Freeman, joins us today to talk about people, culture, technology, and what the data Freeman collected tells them about the future of the meetings and events industry.
We hope you enjoy listening to our insightful discussion with Janet today!
Janet Dell’s bio
Janet Dell’s impressive track record, enthusiasm, and empathic leadership empower her teams to design live experiences that cultivate business relationships and create moments that matter.
As President and Chief Operating Officer, Janet leads all Freeman business operations across the globe. With expertise in global sales, process improvement, and worldwide client management, Janet has the background and the vision to guide Freeman into a new future. No matter which hat she is wearing, Janet focuses on developing opportunities for Freeman, its clients, and its people.
Janet joined Freeman in 2018 as EVP and first-ever chief growth officer. Her dual-role leadership made a tremendous impact on strategy and performance. Her efforts to refine business processes, streamline systems and adopt go-to-market strategies for a digital-first world have positioned the company for growth.
Janet Dell’s journey
Janet has a degree in Finance and Investment Banking. After college, she used technology tools to consult for various financial modeling-type businesses to help them create more value in organizations.
Those jobs led her to Marsh McLennan, where she spent the majority of her career. She helped the company transform its paper business into a technology-enabled business and get its performing team through the turmoil and change that was going on after 9/11.
A passion for transformation
Janet has a passion for transformation and people development, so she kept taking on roles that focused on transformation and helping high-performing teams get to the next level and adapt to a digital world.
Freeman
Janet had never heard of Freeman before getting a call from a recruiter to talk to her about it.
MPI
MPI (Meeting Professionals International) has been helping Janet learn and exposes her to meeting planners and their objectives to assist her in better aligning Freeman.
A passion for people
Janet believes in the human connection, and people are her passion.
A post-pandemic meetings world
Janet believes that digital is a great enabler, and it is here to stay. However, there is nothing that can replace face-to-face because people need to connect.
Digital
People are trying to be more inclusive now in all industries. Digital expands audiences, and it helps to include many more people in events. It is like a funnel to live events and is a way to ensure ongoing membership for valuable organizations like MPI. Digital also enables on-demand learning.
Surveys
Freeman regularly surveyed millions of exhibitors, organizers, attendees, and brand marketers throughout the pandemic to understand what is working and what is not. They observed that networking and commerce did not get the job done online.
A lot of work
They learned that it takes as much work to put on a digital event as it does to create a live event.
Event attendees
Although events are smaller now, the attendees are more focused, and they know what they want. More buyers and decision-makers are now showing up at events.
What Janet Dells says we can expect in the future
Freeman has a massive data set from the millions of attendees, exhibitors, organizers, and brand marketers they serve. They tracked their sentiment regarding what they needed to feel safe returning to work. According to Janet, making that information available to everybody allowed Freeman to get some crowdsourcing and let them know early on that events would start returning on a small scale in early spring.
Second thoughts
After the COVID-19 vaccine was made available, things started looking better and better for event organizers. However, after Delta and after the vaccine rates started to plateau, event organizers began having second thoughts.
People are willing to return to events
Research shows that corporate travel restrictions will be released. People will return to events if they feel they will be safe and secure while there. Some industry sectors are willing to come back sooner than others.
A challenge
It is hard for people right now because there is a lot of conflicting information out there.
Hiring and retaining talent
It is easier for companies to retain talent when they have a great culture, and everyone feels fulfilled on some level and connected to the purpose and mission of the company.
Work-life balance
Putting on an event requires a lot of hard work, and it can be stressful. So, it is essential for those involved in the events to get enough rest and maintain a healthy work-life balance.
Flexibility
Janet has found that more flexible companies tend to have more committed teams.
Culture
Janet comes from a military background. Freeman operates like that too. One of the things that drew Janet to Freeman was their culture of ‘no man left behind'. Freeman also has a culture of gratitude and appreciation.
Technology
The pandemic forced people of all ages and cultures into using technology. Janet loves technology because it enables people to do better and more. She thinks that the tools that connect people and simplify our lives will be those that will be adopted naturally, in time.
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Today we are delighted to be speaking to an amazing and inspiring leader in our industry, Dr. Debbie Stanford-Kristiansen! Dr. Debbie was chosen as the 2020 Most Inspirational Woman in Entertainment Middle East and the Female CEO of the Year.
In this episode, Dr. Debbie has a lot to share about mentorship, managing people, and the importance of building trust.
We hope you enjoy listening to today’s conversation!
Dr. Debbie Stanford-Kristiansen’s bio:
Dr. Debbie is an accomplished leader with more than 30 years of International experience in Venue Management, MICE Tourism, and Events & Entertainment industries. Dr. Debbie is a Leader with an extensive understanding of public, government, and private sector organizations with a proven track record of driving growth and successful business development.
Dr. Debbie holds an Honorary Professional Doctorate in Global Leadership and Management from EIU, Paris, France. Her career started under the leadership of MICE Tourism Industry legends; Ray Bloom, Paul Flackett, and John Haynes in 1988 with Regent International Exhibitions and the launch of EIBTM Geneva, Switzerland. Following the sale of EIBTM to the world’s largest Exhibition Organiser; Reed International Exhibitions, Dr. Debbie took on the role of Group Director of Sales; MICE Global Events until rejoining Ray Bloom in 2001 as Vice President Global Sales with the launch of IMEX Frankfurt, Germany. In 2005, she moved to the Middle East to help establish the Bahrain Exhibition & Convention Authority, and later assuming the roles of Acting CEO and Deputy CEO for the Bahrain International Exhibition & Convention Centre, she then went on to become the CEO of events@bahrain, a company established under the Bahrain Mumtalakat Holding Company.
How Dr. Debbie Stanford-Kristiansen got into the industry
Dr. Debbie dreamed of joining the Royal Air Force and becoming an air traffic controller. Unfortunately, there were no opportunities for women when she applied, so she got a job with an exhibition company. She started as an Organizing Executive for what was EIBTM at the time, under the guidance of Ray Bloom, Paul Flackett, and John Haynes, all of whom ended up having a profound impact on her life and career. She initially thought she would only do the job for a few months and did not realize it would become her career.
A beautiful journey
The MICE industry got into her soul, and she loved every minute of it! It was a beautiful journey in the exhibition world, the events world, and the MICE Tourism world. She got lots of support and many opportunities to grow within the industry.
Dr. Debbie Stanford-Kristiansen’s defining moment
Dr. Debbie was very nervous when she did her first presentation. Paul Flackett advised her to focus on something at the back of the room rather than looking at anybody. Even though she could hear her voice trembling, nobody noticed, and she quickly began to gain more confidence and get into the flow. That was a defining moment for her, and things went very well from there.
Mentors
Mentors tend to see things in you that you do not see in yourself. It helps to have someone to champion you and give you the motivation, encouragement, and confidence that you need.
Opportunities
Dr. Debbie’s husband has been very supportive since the day they met. He always advised her to take the opportunities that came her way in life. He said that if an opportunity did not work out, it would be better than having regrets and wondering what would have happened if she had taken that role.
Trust
A lot of trust was placed in Dr. Debbie when she was allowed to run the Exhibition Center in Bahrain. She reported to the Minister of Industry and Commerce. He was a very supportive and inspiring man, and she learned a lot from him.
Take chances
You have to be prepared to take chances in life without being afraid of things not going your way. If you spend too much time thinking about something, you might not do it. Take the bull by the horns, be passionate, and put your heart into what you are doing. If it does not work out, pick yourself up and move on.
Movie theatres in the Middle East
When she was in her forties, Dr. Debbie was offered the opportunity to be the CEO of Novo Cinemas, a chain of movie theatres in the Middle East. Although the processes were similar to those in the MICE industry and the senior management team was very experienced in the cinema industry, she knew nothing about entertainment. So she had to learn from the management team and earn their trust and respect very fast. She gave herself six months and put her all into doing it. As a result, they have become a very close-knit and successful team.
Gaining trust and building culture
Dr. Debbie engaged with every team member regularly, listened to them, and gave them a voice. She wanted to know about all the things that worked and did not work, what they were happy about, and what they wanted to achieve. She listened carefully, took their feedback seriously, and showed them that they mattered and she cared about them. She also sat with the HR team to develop a career plan for every team member.
The last eight years
Everything that Dr. Debbie has been doing for the last eight years has been focused on creating a united, passionate, and supportive team and ensuring that the customer has the best time ever.
Dr. Debbie Stanford-Kristiansen’s advice to young women
Dr. Debbie encourages young women to trust in themselves, follow their dreams, and find a mentor. She also advises them not to worry about what others think or fear making mistakes. She explains that anything is possible if you believe in it and have passion.
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Today we have the great pleasure of talking to Amy Calvert, the CEO of the Events Industry Council! Over time, Amy has gained a unique perspective on where the meetings and events industry is coming from and where it is going. In this episode, Amy shares her insights and talks about the valuable resources available on the EIC website.
We hope you enjoy listening to our conversation with Amy today!
Amy Calvert’s bio:
As CEO of the Events Industry Council, Amy Calvert oversees a global federation of more than 30 member organizations representing 103,500 individuals and 19,500 businesses in the events industry. With more than three decades of diverse event experience, Amy is a fierce advocate for all aspects of the industry’s complex, interconnected ecosystem. She is known as a community builder, strategist, and diplomat, able to tackle complex issues with empathy and a grounded business focus.
Before joining EIC, Amy served as Visit Baltimore’s Senior Vice President of Convention Sales and Services for 12 years, where she had budget oversight for a $4 million program budget. She also served as Regional Groups and Meetings Director for InterContinental Hotels Group (IHG) for 10 years.
Amy’s journey
Amy studied Liberal Arts in college. After graduating, she worked in sales and marketing for a while. She loves to cook, so she decided to work for a hotel and get into food and beverage and operations. From there she got an internship as a Catering Coordinator and eventually moved on to the sales side.
Relationships
The people and the relationships that have been built over time fuel Amy and keep her going.
A creative exercise
After joining Visit Baltimore, Amy went through a creative exercise with a company called Minding Your Business. They did a lot of qualitative and quantitative research to find the right cities to align with Baltimore. That eventually evolved into an alliance with Anaheim and San Antonio.
Value proposition
The alliance collaborated to create a strong value proposition for clients rotating throughout the US with their larger annual meetings.
Think tank
That brought the whole community closer together, and they developed a think tank of peers in each city to help them navigate those times.
The last eighteen months
Over the last eighteen months, many professionals have experienced heartache and loss and have had to navigate unanticipated challenges and changes to their careers. That has highlighted the importance of peer-to-peer engagements and networking.
Amy Calvert’s thoughts on leadership
Leaders should help new people in the industry, or those with less experience, to see the value in investing in collaborative communities, according to Amy. Leaders can encourage and inspire those who feel alone or adrift by reminding them that there is a vast world of opportunity out there, and many resources are available.
Reflecting and evaluating
It is important to take the time to be quiet, reflect, and evaluate whether what you are doing is what you truly want to be doing, whether you are living your values, and what you could be doing to contribute more.
A vision
Before the pandemic, the EIC board members had the opportunity to work on a vision. They also had the chance to go back and reflect on why the EIC exists, what their purpose is, and the impact they can have when living their purpose and values. When the pandemic hit, they saw that they serve the entire ecosystem through advocacy, research, and the honing of professional standards.
The APEX Commission
Amy wanted to bring the APEX Commission back to bring people together. She wanted people to think collectively about what they are dealing with in terms of Covid and how to address it.
Resources
Global professionals from all sectors and regions came together to share their resources. Since then, there have been almost 300,000 downloads of the various resources in the APEX Covid Task Force library.
Amy Calvert’s mission
Amy’s mission is to make sure as many people as possible know about the resources in the APEX Covid Task Force library and go to the EIC website to interact and begin a journey of learning.
An EIC group
There is an EIC group that is looking at new business models. They start with why things are done rather than how to do them. They also look at renewed commitment to true partnership and explore opportunities to create more value.
Resources for business owners
The resources on the EIC website are fantastic, and they are all meant to work together. There are some common themes woven into all of them anchored to the EIC’s principles for recovery.
Meeting and Event Design Guide
The Meeting and Event Design Guide has been one of the more popular resources on the EIC website.
B2B/B2C Guide
The B2B/B2C Guide is popular because it resets the expectations around what is possible, with what destinations, venues, and organizations are facing. It explains how to share risks and objectives and create and communicate experiences that people value and feel safe participating in.
Supporting our workforce is foundational to the industry right now
Amy feels that how we commit to supporting our workforce, inspire people to come into the industry, and help people to reposition themselves through upscaling, rescaling, continuous professional education and wellness is foundational to the industry right now.
EIC member sites
The EIC member sites are full of rich resources about many topics. The topics include equity, career development, mindfulness, and cultivating leadership.
Amy’s hope for the foreseeable future
Change starts with all of us as individuals. As an industry, we can be a catalyst for change. Amy hopes that we can commit to driving meaningful change in the areas of equity and inclusion, and we can collectively set an expectation to not return to doing things in the way that we did them before. She hopes that we can be united in our effort to tell a better story about the business events sector, and look back in the next decade and feel proud of the path that we paved for ourselves. She hopes that we do not lose sight of the impact that staying connected can have on the future.
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Connect with Amy Calvert
On the EIC website
We have the great pleasure of speaking to an amazing leader in our industry today! Jason Dunn is the Vice President of Diversity Sales and Inclusion for the Cincinnati Convention and Visitors Bureau. He is also the former Chairman of the Board of the National Coalition of Black Meeting Professionals and the current Co-chair of the Equity Task Force of the Global Events Industry Council.
In this episode, Jason shares his insight and some very concrete ideas regarding necessary conversations for our industry.
We hope you enjoy listening to our insightful conversation with Jason Dunn today!
Jason Dunn’s bio:
Jason Dunn has been a change-maker in Cincinnati and within the national hospitality industry for almost two decades. He feels driven to redefine how the industry thinks about multicultural and diversity meetings and their impact on the destinations.
Since joining the CVB in 2004, Jason has led efforts to deliver significant new convention business and forged inroads with the national multicultural & diverse meetings market. During his tenure, the number of multicultural/diverse meetings in Cincinnati has represented more than one-third of all CVB new business from 2008-18, with a direct visitor spend of $200 million. Jason brings deep perspective and a successful track record in connecting communities of all backgrounds to Cincinnati. As the first supplier to be elected as Chairman of the National Coalition of Black Meeting Professionals (NCBMP), Dunn found intersections between his role as GVP in Cincinnati and Chairman of NCBMP.
Under Dunn’s leadership, the partnership with global industry organizations including Meetings Professional International, Destination International, Events Industry Council, & Connect Meetings will provide an equitable exchange/introducing of professional development through educational opportunities. The partnerships will focus on unifying the MICE industry by leading with data and mutual access to untapped resources.
Jason’s background
Jason comes from Columbus, Ohio. He came to Cincinnati to study in 1998 and joined the Convention Bureau in 2004.
Unrest
There was great unrest in Cincinnati after the fifteenth African American man was shot and killed by the police in 2001. Jason got involved on a grassroots level in protesting and leading the students and the younger generation in telling people not to go to Cincinnati. Afterward, the Vice-mayor at the time asked Jason to help find ways to bring people back to Cincinnati, collaborate in bringing people together to save the city, and have the tough discussions that they had been avoiding before the unrest.
The Convention Bureau
In 2004, Jason was asked to work for the Convention Bureau. He moved up from the Sales and Event Manager to become the first black Vice President of the Convention Bureau in its 76-year history.
Crippling a city
Jason saw that you could cripple a city by starving it of the money that comes to a destination through conventions and tourism. Insufficient economic investment does not allow for economic vitality. So corporations and small businesses feel that the location is neither ready nor stable enough to host secure conventions.
Difficulties
Looking at business, Jason saw that African Americans had severe difficulty accepting who they were and a deficiency in understanding their power.
Jason Dunn’s desire to empower communities
That was why when Jason first joined the organization, he enjoyed discussing ways to use tourism as an opportunity to empower communities and advance policy by using macro resources to help micro discussions.
Uplifting local, regional, and state organizations
Jason was instrumental in bringing thousands of people to various regions to uplift their local, regional, or state organizations. Those people felt like they were part of the fabric of the communities they were visiting, and after the conventions, the local chapters felt empowered to do the work they were founded to do.
Tourism
Jason looked at tourism through the economic lens. He also looked at it through the lens of empowerment to help people satisfy their group objectives and use their national resources to assist them locally.
The first international equity travel report
Next year, Jason intends to publish the first international equity travel report to highlight the significance of black travelers in the hospitality industry.
New and different ways
We need to be innovative and think of ways to broaden the conversation around budget and talent. We also need strategies for looking at the future and building our database and subsets of marketing opportunities.
Small business owners
Jason suggests that small business owners in the meetings and events industry notice what other communities are doing to become conscious of diversity and ensure that everyone has a welcoming experience. They can also look at the data coming out of his partnership with Destination International and other organizations and start looking at the future demographics of their cities, regions, and local municipalities to see if they align with their future customer.
Goals
The goals of small business owners in the meetings and events industry need to have a broader sense of purpose.
The Event Industry Council Equity Task Force
The goal of the EIC Task Force is to accelerate the eradication of racism in the hospitality industry. They are committed to finding strategic ways to help people achieve that goal. A survey will be done globally throughout the industry to create guidelines and help solve the issues found via the survey.
Toolkit
The expected outcome of the toolkit to be created by the EIC Task Force will be to assist organizations to choose their board members, assess how good their budgets and marketing targets are, and help with the HR policies that they will need when hiring employees.
How the industry can help things change
When facing non-inclusive or prejudiced individuals, the meetings and events industry can help bring about change by creating a space for people to have open, honest, and uncomfortable discussions.
Tourism can lead
Jason believes that tourism can be the leader in almost every aspect of business across the globe.
Jason Dunn’s advice for leaders
Jason advises leaders to remember to be humane, compassionate, and authentic. It will allow them to feel more centered, bring about loyalty from their stakeholders and those they lead, and make their leadership decisions a lot easier.
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Connect with Jason Dunn
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On LinkedIn
Welcome to another episode of The Business of Meetings Podcast! We are delighted to have Ami Kassar joining us today! Ami is a knowledgeable finance expert. He is the Founder and CEO of MultiFunding, and he has also written a book called The Growth Dilemma: Determining Your Entrepreneurial Type to Find Your Financing Comfort Zone.
In this episode, Ami shares his insights on the various aspects of buying and financing a business.
We hope you enjoy our conversation with Ami Kassar!
Ami Kassar’s short bio
Ami Kassar, the Founder, and CEO of MultiFunding and author of The Growth Dilemma, has earned a national reputation as a thought leader in business finance.
An in-demand speaker and trusted advisor to growth-focused business leaders, Ami has helped thousands of business owners achieve ambitious growth goals through creative and personalized funding solutions. His work has helped create tens of thousands of jobs.
For more than 20 years, Ami has challenged executives to think differently about how they capitalize growth. Regularly featured in national media, including The New York Times, Huffington Post, The Wall Street Journal, Entrepreneur, Forbes, and Fox Business News, Ami also writes a weekly column for Inc. Magazine. He has advised the White House, the Federal Reserve Bank, and the Treasury Department on credit markets.
Ami regularly speaks at corporate, academic, and industry events on topics that include entrepreneurship and access to capital.
Ami’s journey
Ami was the Chief Information Officer for a large issuer of credit cards to small businesses in the United States, which got completely wiped out in the great recession. After helping to let more than 900 employees go, Ami’s job also got terminated by the bankruptcy trustees. He started MultiFunding the very next day.
MultiFunding
It took a long time for Ami to learn the business and get good at it. There were many evolutionary hiccups along the way. The core principle behind starting the company was to build a service where entrepreneurs could get clear and transparent information and make good choices for their futures. The job of MultiFunding is to help entrepreneurs slow down before they speed up and figure out their best course of action.
Ami Kassar’s advice on making financing choices
When making financing choices, you have to look at what the numbers on the spreadsheet are telling you. You have to account for your emotions and your prior experiences with money, too, and be aware of what your hopes, dreams, and aspirations are telling you. Ami suggests that getting a good night’s sleep and some informed opinions can help you find the right balance and avoid making irrational decisions.
Risk profile
Building a company is never a straight line. That’s why it is vital to find out what your risk profile is before you start a business. When going into a business partnership, it is critical to take the time to get a risk profile score and make sure that your partner’s goals are in alignment with your goals.
Building a business with no debt
You can build a business without debt, but it will probably go a bit slower. That would be a better option for those who might suffer anxiety as a result of having debt. If you decide to do that, you should understand what your limiting factor is. You will also need to look at what you would do differently if you had more working capital.
Tracking your investments
Ami encourages business owners to find a system to track how much money they used to speculate with and whether or not it paid off.
Test your assumptions
Test your assumptions to check whether or not your investments have been worthwhile.
Triple your investment
Have a goal for what you want your business to look like three years after investing in it. If your investment pays off, triple it.
Challenging the thinking of business owners
Ami challenges business owners to think about how quickly they want their businesses to grow and how fast they would like to do it.
Have a plan
Do not borrow money without a plan.
Ami Kassar’s thoughts on the SBA (Small Business Administration)
Ami encourages people who want to buy businesses to think seriously about the SBA. The SBA lends small business owners up to 90% of the business cost, or up to $5,000,000. In Ami’s opinion, the primary benefit of SBA lending is that they give you ten years to repay them. So, if you buy a business at 3x or even 5x, you will have some flexibility with your cash flow to cover your repayments.
You can also use an SBA loan to invest in business infrastructure, working capital, growth capital, buy out your partner, and more.
There is an incentive to take out a loan from the SBA before September 30th, 2021.
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Ami’s book The Growth Dilemma
We are delighted to be speaking to another amazing entrepreneur today! Cesar Quintero coaches and advises people with the Entrepreneurial Operating System (EOS). He is joining us on the show today to share his knowledge and expertise.
In this episode, Cesar talks about the EOS operating system. He also discusses the different stages of entrepreneurship and explains the importance of vulnerability.
We hope you enjoy listening to our conversation with Cesar Quintero!
Cesar Quintero’s bio:
Cesar Quintero’s purpose is to empower leaders to build a business by design so that they live a life by design. His core values are to Share Vulnerably, Spark Action, Spot individuality, and Spread Passion.
At age 24, in 2004, Quintero moved to Miami, given the economic turmoil in Venezuela, to pursue his dream of starting a business and helping others achieve a healthier lifestyle by founding Fit2Go. (The first corporate, healthy, meal delivery service in Miami). In 2013, Quintero graduated from the MIT Entrepreneurship Masters Program and founded two new companies: RawBar2Go (the first licensed food boats in Florida) and The Profit Recipe, a coaching firm that focuses on empowering entrepreneurs through a journey of focus ON the business and not IN the business by implementing best practices and the Entrepreneurial Operating System (EOS).
Cesar has been an active Entrepreneurs’ Organization (EO) member for over 10 years and has held multiple volunteer leadership positions at the chapter, regional and global level for the organization.
His passion for teaching and business has also compelled him to get certified as a Trainer for Traction implementation, Why Discoveries, EO Accelerator Program, and EO Forum.
Cesar’s journey
Cesar comes from Venezuela. Sixteen years ago, when he was twenty-four years old, he got married, moved to Miami, and started a healthy meal delivery service business called Fit2Go.
A lawsuit
Cesar’s business kept on growing. He was busy and had to make all the business decisions. Then, in 2012, he was hit with a class-action lawsuit. Everything came to a halt, and Cesar started to question what he was doing.
A journey of self-discovery
He realized that he had nothing to show after being in business for eight years. It was a wake-up call for him, and he knew that something had to change. So, in 2012, he embarked on a journey of self-discovery and learned that he focused on the wrong things.
Empowering others
Cesar wanted to empower others to live the life they wanted. So, he started implementing EOS in his company to empower people to make decisions, take accountability, and take ownership. He eventually sold his business to two of his employees and started two new businesses more aligned with empowering others. One is an online university in Latin America for entrepreneurship called Emprendedor University. The other is a firm in South Florida to empower entrepreneurs to evolve by proven systems.
Different stages of entrepreneurship (The Evolution Flywheel)
Cesar realized that every entrepreneur goes through the same stages of the journey, so he mapped out five different stages of entrepreneurship, which he calls The Evolution Flywheel:
- The Opportunity (The startup phase.)
- Leadership by Design (Discovering your strengths and weaknesses.)
- Team by Design (Building an external team through coaches, mentors, and peers, and building a supportive and trusted internal team to which you can delegate.)
- Business by Design (Setting up systems and processes to allow your business to run successfully without you.)
- Life by Design (Finding your purpose and ideal life.)
A cycle
The final stage of Cesar’s Evolution Flywheel, Life by Design, should bring you back to another opportunity. The first time you go through the cycle it is hard, but it gets easier and easier as you go on.
A realization
Growing up, Cesar always thought that leaders told people what to do, so that was how he ran his business. When the class action happened, he took it personally and internalized the experience. As a result, both the company and his health began to deteriorate. When there was nothing left in his business and personal accounts, he realized that things were not working, and he had to change the way he was doing things.
The power of vulnerability
He had a meeting with his team. He told them that he did not know what to do and needed their help to figure things out. Everyone rallied together to help, and that was when Cesar realized the power of opening up and being vulnerable with his team.
Taking ownership
His entire team started taking ownership. Cesar realized that he had been depriving them of the power of knowledge, effecting change, and understanding their part in the team by not telling them the truth for so many years.
Twelve months later
Twelve months later, Cesar was working less than ever because everyone took full ownership. They doubled their profit, and their sales went up by forty percent. Cesar launched his two other companies because he had more time.
Two systems
Cesar implemented two systems. The first one was The Great Game of Business by Jack Stack, and the other was EOS, the entrepreneur operating system.
EOS
When they implemented the EOS system, everybody started taking full accountability. They also had a clear structure and a clear vision of where they were and where they were going. That was why Cesar’s employees later bought the business from him.
What Cesar Quintero learned about opening up
Cesar learned that opening up opens the door for people to connect, relate, buy-in, and take ownership. Now he is authentic and shares everything!
EOS is a simple system
Cesar went with EOS because it was a simple system for him to implement. It also matched his values and what he wanted from his business. Cesar self-implemented EOS in his business for eight months and then brought in an implementer from Chicago who stayed with them for six months to fine-tune the business.
About the EOS system
Cesar started implementing the EOS system for other companies in 2016. He loves teaching people the EOS system because it is tied to his purpose and also to helping people with proven processes. They do not tell owners what to do in their businesses. They teach them how to use the system to maximize their vision, and then they leave. They promote team health, solving issues, and everyone taking ownership of their roles. EOS helps business owners get what they want from their businesses.
The benefits of using the EOS system in your business
The EOS system is based on an agile philosophy. It creates a real environment because it gets people to be authentic, open, and honest. It is a simple process and operating system that helps business owners to align their vision and monitor their businesses at a high level in a simple way. It gets results because it is focus-driven. It does not have to be perfect initially because you will get better with it as you practice it more.
The Integrator and the Visionary
In the EOS system, the Integrator is someone who lives in the now. It is t
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A free Life by Design Assessment
Books mentioned:
The Great Game of Business by Jack Stack
The E Myth by Michael E. Gerber
Traction by Gino Wickman
Get a Grip by Gino Wickman and Mike Paton
he opposite of the Visionary, who lives in the future. The Visionary focuses on many different ideas and things to do. The Integrator focuses on the things that need to be focused on and followed through to deploy the ideas of the Visionary and build consistency.
More efficient with time
The EOS system helps business owners to be more efficient with time. Compartmentalizing decision-making and issues helps to move that forward.
Today, you are in for a treat! We are excited and honored to be speaking to Richard Kane, the CEO of VeriJet. Richard is also the CEO of the Inc. 500 company, Coastal Technologies Group.
Richard is an amazing individual who is changing the way people travel! In this episode, he shares his fascinating story, talks about what he is doing to revolutionize air travel, and shares his goals for the future.
We hope you enjoy listening to our conversation with Richard today!
Richard Kane’s bio:
- Inc. 500 CEO and Company Founder
- Board Member of SF, LF, NHSD, Space Canada Mining
- Seven World Speed Records
- Researcher in AI with patents in multiple verticals
- CEO of VeriJet, where we are reinventing mobility
How it all started
Richard Kane started doing commercial computer work when he was fourteen or fifteen years old. At the age of seventeen, he started writing AI (artificial intelligence) programs. He was featured in the New York Times for inventing new types of security. The principal of his high school quit his job to market the software that Richard wrote, and then Richard became the school’s first computer teacher.
Ancient computers
When Richard started writing AI programs, he worked on machines that would barely be recognized as computers today. A very tight code was required to get any performance out of the eight-bit processors with little bits of memory.
Richard Kane’s journey after high school
The State University Systems in Florida bought the software that Richard wrote while in high school, and Richard was also doing tech support for one of the deans.
Faculty Scholars Program
Richard joined a Faculty Scholars Program at the university. He was backed up by a team of professors who were, in turn, backed up by a team from Motorola. It was the best place in the US for computer education at the time. Richard was one of 100 students recruited from around the world.
Jumping two years
Joining the program allowed Richard to jump two years of college.
Personal Computers
The program had the most amazing professors who created the PC, so Richard learned all there was to know about PCs.
Bigger computers
Richard wanted to learn about bigger computers, so he went to work for a small phone company. A few of the people he had working for him there are still with him today, thirty years later!
A three-decade journey
Richard’s journey has happened over three decades and has been about how to route things more efficiently. His job at the phone company involved routing phone calls, which segued into routing airplanes. VeriJet was built on top of that.
Richard Kane and routing airplanes
Richard Kane and one of his board members, also a pilot, thought that routing airplanes would have a more environmental and social impact, and would be more interesting than routing phone calls. Richard spent the next decade tackling environmental-impact and efficiency problems. He eventually fixed the problems and changed the industry, but they were still flying the wrong machines for what they wanted to achieve.
The last decade
Richard’s last decade has been about software, solving the Traveling Salesman Problem, and making the industry run more smoothly.
Changing the way people travel
The SATS program and VeriJet are changing the way people travel. They are all about tripling the speed of short-haul travel and bringing it up to 300 miles per hour.
The Traveling Salesman Problem
Solving the Traveling Salesman Problem is about optimizing the path of the traveling salesman to cover the most distance with the least traveling time and cost, as quickly and efficiently as possible. Quantum is a first glimpse of what might be a solution to the Traveling Salesman Problem.
Three problem areas
IBM has chosen three problem areas to showcase quantum. They are medicines discovery, catalyst discovery (for clean and unlimited energy), and the Traveling Salesman Problem.
Cirrus Vision Jet
Richard waited fifteen years for a Cirrus Vision Jet. Even when it came out, he waited for the second generation because it is made of carbon fiber so there is no metal fatigue. It was designed for short hops. It is extremely efficient, quiet, and safe. It can land itself, it has AI on board to help the pilot avoid problems, and it has a ballistic parachute that will lower the whole airplane to the ground if necessary.
Two Collier Trophies
The layered approach to safety has resulted in two Collier Trophies for the Vision Jet. One was for safety, the parachute, and its ability to land itself, and the other was for efficiency and design.
Cost efficiency
Having only one engine and one pilot has dropped the cost of flying the Vision Jet. Its fuel efficiency has allowed them to drop the cost of private charter by about a third.
Their second fleet type
Their second fleet type is also fuel-efficient and also has a parachute.
Their third fleet type
Their third fleet type costs about $45 to fill up because it is all-electric. It has no carbon footprint, and takes off vertically, and flies horizontally. It is about a thousand times safer and much quieter than a helicopter. They will be flying electric aircraft around Florida and California by 2024.
Sterilizing
Richard’s planes get sterilized between hops. In-flight, they have a medical-grade FDA-approved device that cleans the air.
A goal
One of Richard’s goals is to fly people in VTOL drones.
XPRIZE
Peter Diamandis wanted to commercialize space, so he decided to put out a ten million dollar XPRIZE for suborbital space flight. The team that won the ten million dollars ended up spending twenty-two million dollars to win the prize. Many of the other teams also came up with super-creative ideas on how to open up space.
Carbon footprint
The AI Richard developed for routing airplanes and using them more efficiently saves 200,000 pounds of carbon footprint every week. It does that with more efficient routing and use of the aircraft.
The right tool
VeriJet is the right tool for safe, efficient, and environmentally-friendly travel.
Convenience
Ninety-eight percent of everyone in the US lives within twenty miles of one of Richard’s 5,400 airports. Go to www.verijet.com, type in your zip code, and you will see all the airports pop up.
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Book mentioned:
The Spirit of St. Louis by Charles Lindbergh
We are honored and happy to be speaking to an incredible businessperson today! Mike Massari is the Chief Sales Officer of Caesars Entertainment and the new Co-chair of Meetings Mean Business.
Mike has had a massive impact on the Meetings and Events industry. In today’s episode, he talks about his career and discusses how he operates his business. He also explains the value of Meetings Mean Business and shares some points for business owners to focus on to build and grow their businesses and keep in touch with people.
We hope you enjoy listening to our conversation with Mike Massari today!
Michael (Mike) Massari’s bio:
Chief Sales Officer Michael Massari is a leader and innovator in the travel and tourism industry as the leader for the meetings, conventions, and events business for Caesars Entertainment’s portfolio with more than 50 U.S. properties.
Michael Massari was recently appointed co-chair for Meetings Means Business and has served on the board for Meeting Professionals International.
Since 2011, he has successfully led a nationwide reorganization of Caesars Entertainment’s property meetings businesses into one team including sales, catering, convention services, and banquet operations. This provides unique benefits for customers. The restructured sales force-placed team members in metro areas throughout the country to be closer to customers.
The unique organizational structure gave the company a competitive advantage, changing the paradigm for the company’s meetings business and redefining managing multiple properties within a market. The groundbreaking strategies paid significant dividends for Caesars Entertainment, increasing revenue and market share and establishing Caesars Entertainment as a leader in the meetings and events industry under Massari’s guidance.
In March 2020, Caesars Entertainment opened CAESARS FORUM, a 550,000 square-foot conference facility that redefined offerings for meetings and events in Las Vegas.
Massari also made a significant impact on Atlantic City. He staked his career on the building and opening of the Waterfront Conference Center, which is an innovative meeting experience and the largest hotel conference center complex from Baltimore to Boston. This ushered in a new era for Atlantic City, resulting in a substantial boost in travel.
Massari has spent more than twenty years in various executive roles within Caesars Entertainment. Before he was appointed the head of the meetings and events division, Massari was the Vice President of Las Vegas Meetings.
A Philadelphia native, Massari earned his bachelor’s degree from Cabrini University before achieving an MBA from the University of California, Irvine. He currently resides in Las Vegas with his wife and two daughters.
Athletics
Mike sees it as no coincidence that so many executives today have had athletic careers. He is happy to have had an athletic background because those experiences have helped him in his business career.
Mike’s career
Mike has had a wonderful career! He worked at a catered event for the first time in Pennsylvania, in 1985, at the age of fifteen, and since then, all his work has involved catered events. He has done every job possible in the meetings and events world and enjoyed every moment! He has been with Caesars Entertainment for the last twenty years.
Keeping in touch
LinkedIn has been a savior for Mike to know what others are up to and keeping in touch with them.
Properties
Caesars Entertainment has many different properties in their company. Most of their business happens at their properties in Las Vegas, Atlantic City, Lake Tahoe, and Reno.
Sales
Mike came up through the operations side of the business before transitioning to the sales side, where he spent a good portion of his career.
Sell or die
Mike runs a business that has only one channel. It is direct sales because that is the only way that you can purchase a meeting or event. In Mike’s business, if they don’t sell, they die. So they spend a lot of their time on sales.
Operating a business
Mike urges everyone in the Meetings and Events business to keep reminding themselves that they are operating a business.
Mike Massari’s formula for a successful sales process
In a small business, the proprietor is often the primary salesperson. To transition to a larger business, they would have to put an executable, scalable, and repeatable sales process in place. That process should not be based on the charisma or the network of the proprietor, according to Mike. Unfortunately, most small business owners tend to struggle with doing that.
Team members
Mike has a great team! His team members are treated with dignity and respect. They are happy to have well-paid jobs in a great environment and help execute meetings and events again!
Las Vegas
For the last thirty years, Las Vegas has been one of the fastest-growing markets in the country. It is now reaching a point where it is big enough to warrant the extra things that smaller cities generally do not have, like the big NHL games. Mike believes that Las Vegas will continue to grow.
Mike Massari and Meetings Mean Business
Meetings Mean Business started just after the recession began in 2007-2008. Mike was a founding member and has been a proud partner ever since then. For Mike, Meetings Mean Business is about advocacy for the Meetings and Events industry.
There are two things that people tend not to understand about Meetings Mean Business: The first is that nothing good in this world has ever happened without someone having had a meeting first. The second is that every part of society that the Meetings and Events industry touches benefits from meetings and events happening in their community. Meetings Mean Business exists to articulate that to everyone, but mostly to government officials, to help them understand how they can help their communities.
Get involved
Mike urges everyone in the Meetings and Events industry to get involved with Meetings Mean Business. Many people do not understand what the meetings and events business does, so that needs to be articulated to help them understand. The strength of MMB lies in its distribution, so more people advocating both locally and nationally will ultimately be better for everyone involved.
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Email Mike: mmassari@caesars.com
Today, we have the great pleasure of speaking to Melissa Smith! Melissa is a pioneer in the world of virtual assistants. She is the Founder and CEO of the Association of Virtual Assistants and the PVA (The Personal Virtual Assistant). She is also the bestselling author of Hire the Right Virtual Assistant and Become a Successful Virtual Assistant.
Melissa is with us today to explain what defines the ideal virtual assistant. She will also discuss when to hire a virtual assistant, how to communicate with them, and some common mistakes to avoid.
Melissa Smith’s bio:
Melissa Smith is the Founder & CEO of the Association of Virtual Assistants & The PVA (The Personal Virtual Assistant), a virtually-based firm that matches clients with the right virtual assistants.
Melissa is also the best-selling author of two books, Hire The Right Virtual Assistant: How the Right VA Will Make Your Life Easier, Create Time, and Make You More Money and Become A Successful Virtual Assistant: Learn the Business Side & Ditch 9 to 5, which is an integral part of the College of Western Idaho Administrative Specialist Program curriculum. Additionally, she mentors for Remote-how Academy, the first global, online education and individual certification program about remote work, and is a passionate teacher and consultant for those looking to grow their business remotely.
In 2013, Melissa began working remotely, and in 2017, she became location independent. This transition gave her a newfound sense of freedom, allowing her to travel to 16 countries in 12 months, all while running successful virtual businesses.
Drawing from her experience while working on five different continents and numerous time zones, Melissa truly understands the challenges of running a virtual business and uses her knowledge to serve clients all over the world. She knows firsthand how and where to get the best work done and she passes her insight on to her clients so that they can create the life they love – on their own terms.
Melissa has been featured by ABC News, Forbes, U.S. Chamber of Commerce, U.S. News & World Report, & Thrive Global and most recently named a female entrepreneur to watch in 2021.
No plans to become a virtual assistant
Melissa never planned on becoming a virtual assistant or owning a business. She did want to be an assistant, however, so she went to secretary school. After that, she found a job she loved and was happy doing it.
Everything changed
In 2012, Melissa lost her husband unexpectedly. Everything changed after that, and she moved to California.
Melissa Smith’s introduction to working virtually
After a year, Melissa told her boss that she wanted to put in her notice because she wanted to return to Georgia so that her daughter could graduate in her home state. Her boss did not want her to go, and Melissa could do most of what she did virtually, so her boss agreed to let her continue working virtually.
No plan
After receiving her annual contract, Melissa decided to try working for herself. She was naïve when she started and had neither a strategy nor a business plan, and although she had no idea what she was getting herself into, she felt okay with that.
The first year
Melissa’s first year was a joke that she can only laugh about now.
The best time
The best time to hire a virtual assistant is before you need one because by the time you need one, something is already wrong, and you are in time debt.
Where people go wrong
People tend to go wrong because they think about hiring in old and antiquated terms of a specific number of hours per week.
There are many ways to hire a VA
You can hire a virtual assistant on a project basis, or you can have someone on call, as you need them. You can even retain a VA for as little as ten hours a month.
If you wait too long
If you wait too long before hiring someone, they will have to put out fires and rearrange things, and no one wants to walk into that kind of situation.
Red flags
The most productive people think about their time in hours, not days, weeks, or months. So when someone approaches Melissa wanting to hire someone for twenty or thirty hours a week, she sees it as a red flag and lets the VA know that they need to be willing to jump into the fire because anyone needing to hire someone for that many hours will already be way behind.
Time debt
Time debt is when you use the time that you set aside to do one task to do another.
Melissa Smith’s suggestions for getting the most value from a VA
If you had an hour to do whatever you wanted to do for yourself, and someone else could do what you normally have to do, think about what that would mean to you, advises Melissa. Hire a VA to do things that are valuable to you, and think about it in terms of an hour. Then start building from there. It could be to answer your emails, create an FAQ list, help with your social media outreach, or even do some research for you.
Start small
Start small and remember that there is no limit to what you can outsource and give someone else to do.
The biggest mistake
You don’t want to cut corners when letting someone into your business. The biggest mistake that people make is not to do their due diligence. That usually tends to happen because they hire too late. When hiring someone, you need to have more than one interview and conduct reference and background checks, rather than just relying on your gut feeling.
Where to go when hiring someone
Where to go when hiring someone usually comes down to your management level and what you want and expect from that person. Although there are many great resources in countries like the Philippines and India, there will be a cultural difference, a difference in communication, and a difference in English and grammar. Hiring someone from those countries will also require a lot more management and possibly even some step-by-step instructions. When people have client-facing requirements, they often ask Melissa about virtual assistance within their home country.
Matching
Hire people who match your level, whether you are at the C-Suite level, a small business owner, or a startup hustler. There are virtual assistants with diverse skill sets to match people’s expectations. Match for your expectation rather than for someone’s skill set.
Communication
Hire someone who likes to communicate in the same way that you do. It could be via text, Slack, or even a phone call. If you hire someone who believes in you and your business, it will make your communication even more seamless.
More great advice in finding the ideal VA
Find a VA who is clear about the people they serve on their website or social media. If someone says that they serve everybody, that is a red flag because it means that they haven’t been in business for long enough to know who they are best able to serve. Look for a match in the language you use, the industry you are in, and your mindset and attitude in their bio, website, or social media profile.
Melissa’s journey
Even though Melissa made some mistakes with her first book, she evolved, became a better writer, and revised it. She is glad she wrote the book because it launched her business, and if she had not written it, she would not be where she is today, sharing a stage with so many great people.
Success
Success is a journey, not a destination, so even though Melissa has not yet done everything, achieved every goal, and realized every dream, it doesn’t matter. She knows she has made it and has reached a place where she can enjoy the journey as well!
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Email: Melissa@thepva.com
We are happy to be speaking to another inspiring leader in our industry today! Vince LaRuffa is the Senior Vice-President of Resort Marketing at the Universal Orlando Resort. He is joining us today to share his experience and offer some great advice.
In this episode, Vince talks about what he did during the pandemic, how he leads his team, work-life balance, and how he used to be an amazing drummer!
We hope you enjoy listening to our conversation!
Vince LaRuffa’s bio:
Vince LaRuffa, Senior Vice President of Resort Sales and Marketing, has been with Universal Orlando Resort since 2003. He is responsible for the achievement of on-site hotel revenues and integrating the eight on-site hotels into all appropriate Universal Orlando messaging and programming.
Vince holds a Bachelor of Science in Business Marketing from Bloomsburg University of Pennsylvania and a Masters in Tourism and Hospitality from the Robert Payne School of Hospitality and Tourism Management at San Diego State University. With a combined 35 years of Hospitality Sales and Marketing experience, he has worked with a variety of brands including, Renaissance Hotels, Marriott Hotels, and Crestline Hotels and Resorts. Before Universal, he served as Vice President, Convention Sales, and Services for Visit Orlando.
Vince currently holds professional affiliations with MPI (Meeting Professionals International) and HSMAI (Hospitality Sales and Marketing Association International) and served for five years on the MPI Foundation Global Board of Trustees, including a term as Chairman. He has also served on the International Board of Directors with MPI.
He is a past board member of Canine Companions for Independence, Past Chairman of the Universal Orlando Volunteer Board, and served as Chairman of the Universal Orlando Foundation Charity Classic since 2007.
Vince was recognized in HSMAI’s Top 25 Most Extraordinary Minds in Sales & Marketing, in Biz Bash’s Most Influential People in Events, and as a Smart Meetings Supplier of the Year.
Vince has been married for 29 years to Jennifer Kuehl LaRuffa and has three daughters, ages 27, 23, and 19.
An unusual way
Vince found his way into the hospitality industry in an unusual way. One day, while selling office equipment in downtown Philadelphia, he had a 300-pound copier on a pushcart, and it started sliding off. Vince ended up in the gutter with the copier on his lap when an old friend walked by. She told him that she was working as a catering manager at a new hotel in Philadelphia and mentioned that they had an opening for a small group salesperson. Vince applied for the position, and after three or four interviews, he landed the job.
A true passion
For the first time in his professional life, Vince realized that he had a true passion for hotels and hospitality! He worked hard and was able to move quickly through the ranks. He ended up taking a transfer to Orlando as a salesperson at what is now the Renaissance, across from SeaWorld.
A great team
A new General Manager came in and took over. He and Vince bonded and formed a strong relationship. He took Vince with him as he progressed through the organization, all the way up to Senior Vice-President of Operations. As he moved and advanced, so did Vince. They formed a great team, and Vince worked his way up to Regional Sales and Marketing.
Moving on
Marriott bought the company, and Vince stayed on with them for about a year. After leaving Marriott, he took a position in Atlanta with the Stormont Trice Corporation as their VP of Sales and Marketing (it later became Crestline Hotels and Resorts.) Later, Vince took a position as VP of Sales and Services with Visit Orlando, and eighteen months later, he became the VP of Resort Sales at Universal and remained there for the next eighteen years. Three years ago, he was promoted to Senior Vice-President of Resort Sales and Marketing.
A unique and evolving environment
Vince has found the environment at Universal unique. In eighteen years, Universal has evolved from a regional theme park business to a destination resort.
Intellectually challenging
Vince finds his work at Universal intellectually challenging, and he enjoys leading his team, which is a tightly-knit group. Together, they have marshaled the growth of the organization and helped transform it into a full-blown vacation destination.
Vince LaRuffa is a lifelong learner
Vince LaRuffa received his Master’s degree when he was in his fifties. He had a full-time job and a family to take care of at the same time. He was motivated to do it because he enjoyed it so much!
A new vocabulary
Vince was hiring kids out of school with Master’s degrees, at the entry-level to management. He realized that there was a vocabulary that he had not been exposed to, so he wanted to continue learning and growing intellectually.
The San Diego University Program
Last year, Vince was asked to teach the Marketing Communications class for the San Diego University program. He and one of his colleagues in Orlando created the curriculum for the class. He will also be teaching the Marketing class for the Hospitality and Tourism Master’s Program going forward.
Dealing with the pandemic
The pandemic was dealt with differently in Florida and California, even though both destinations share the same leadership. Vince felt that Universal managed the situation sensitively and well, even though some difficult decisions had to be made around eliminating some of the staff members.
A proactive approach
The company took a proactive approach, and the safety and wellbeing of their team members and guests were at the forefront of every decision made.
Record levels
In the last two months, they have had record booking levels and a record number of calls coming into their guest contact center.
A proud leader
Vince is proud of how the leadership team at Universal handled the pandemic and treated all their team members. He is proud to be part of the leadership team.
Thoughtful and strategic leadership
As business leaders, you cannot control all the variables. However, you can be thoughtful and strategic about how you approach the opportunities that come your way.
Navigating the change
The leadership group at Universal decided to come back after the pandemic with a hybrid model. That means that Vince and many other team members will be going into work, but not every day. They will try that model out for some time to see if it works over the long term.
Face-to-face
Vince has learned the value of being face-to-face with his coworkers and misses it.
Working remotely
Many people don’t need much team interaction and prefer to work from home. For Universal to be competitive as an employer and attract the best talent, they will need to employ some people who live far away and allow them to work remotely. That is the trend, and the team at Universal has already proven that working remotely can be done effectively.
What Vince LaRuffa says about work-life balance
Although Americans are very productive, Vince feels that there is a lot we can learn from Europeans about work-life balance.
The value of volunteering
The value of a network is not to be underestimated. As a young person, volunteering is an excellent way to expand your network. It is also a great way to prove your effectiveness as a leader.
Effecting change
The only way to effect change is to be part of the solution, and the only way to be part of the solution is to get involved.
Get involved with the chapters
If you are interested and want to make a difference, you have to do it from a platform. Vince encourages young people to get involved with the chapters because they are where all the magic happens. The chapters are the essence of organizations like MPI.
A drummer
Vince loves music! Although he is retired now, he used to have lots of fun as a member of a rock band. One year, he brought in The Guess Who to perform at an event in the lobby of the Hard Rock Hotel and became friends with one of the band members, a singer and guitarist. Later, Vince and some of his musician friends had the opportunity to back him up.
The real joy for Vince LaRuffa
For Vince, the joy in his business is accomplishing things with other people and then sharing the success.
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We are happy to be speaking to a highly respected icon in our industry today! Brad Mayne is the President and CEO of IAVM (International Association of Venue Managers). He has had a phenomenal career and is joining us today to talk about his experiences.
In this episode, Brad shares his most cherished memories of the MetLife Stadium, explains what it was like to work with Mark Cuban, and talks about what he sees for the future of the meetings and events industry.
We hope you enjoy listening to our interview with Brad Mayne today!
Brad Mayne’s bio:
Brad Mayne is President and Chief Executive Officer of the International Association of Venue Managers (IAVM) and the IAVM Foundation. IAVM represents public venue professionals from around the globe.
Professional members manage public assembly venues that are positive economic organizations within their communities. A diverse list of member venues includes arenas, convention centers, exhibit halls, performing arts centers, universities, stadiums, complexes, festivals, fairgrounds, amphitheaters, and race tracks.
Under Mayne’s leadership over the past five years, the IAVM has averaged 10% membership growth each year and has grown revenues by 35.5%. In collaboration with industry associations, IAVM has created initiatives that strengthen the industries we serve with partners VMA, AMEREF, IAEE, ESCA, DI, and ISSA. Initiatives include, but are not limited to safety and security, economic impact calculator, biohazard sanitation certification and diversity, equity, and inclusion.
Active in the communities Mayne has resided in, he has served on the Board of Directors for DMOs, Super Bowl XLVIII, Cotton Bowl Classic, Sports Commissions, and Chambers of Commerce.
Brad has vast management experience in professional sports venues including President & CEO, MetLife Stadium 2012-2016; President & CEO, American Airlines Center 1998-2012; and GM & Regional Manager, Honda Center, Ogden Entertainment 1991-1998.
How it all started
At the age of 14, Brad was selling hotdogs at the University of Utah football games. He met the people in the ticket office who were also doing lots of other events. They needed staff to sell tickets, so when Brad turned 16, they employed him to do that. He sold tickets at events that were hosted by the university but held at other venues.
An apprenticeship and a degree
Brad’s dad wanted him to get a degree, but Brad wanted to be a plumber. So, he did an apprenticeship to be a plumber while studying for his degree at the University of Utah.
A scholarship
Brad’s brother was the Assistant Baseball Coach and the Assistant Ticket Manager when Brad was at the age to go to university. So Brad got a scholarship to sell tickets in the ticket office for the Athletic Department.
Placing advertisements
During Brad’s third year in college, he was asked to be responsible for placing all the advertisements to market their special events.
A drop in compensation
After four years of plumbing, Brad chose to take a big drop in compensation and start doing work related to his degree.
Three arenas
Brad was involved in the design and construction of three arenas.
Favorite venue
Brad got asked to be the CEO for a new Dallas arena, working for the owners of the Mavericks and the Stars. He was responsible for the financing, design, and construction, and for the opening and operation of what is now the American Airlines Center.
Brad Mayne’s impression of Mark Cuban
Brad Mayne met Mark Cuban for the first time when he introduced himself to Mark just after the media announced that he had bought the Mavericks. Mark is very focused, and he is loyal to those who work for him. He did not sleep much, so Brad often got emails from him in the early hours of the morning.
Mark gave Brad two tips for how he wanted him to run his company:
- If it ain’t broke, break it.
- If everyone is thinking the same way, no one is thinking.
Brad found Mark to be a very good person to work for.
Brad Mayne’s best MetLife Stadium memory
Brad's best memory of running the MetLife Stadium was hosting the Super Bowl.
Safety and security
The whole ecosystem of meetings is large, so show organizers want to be safe and are risk-averse. Insurance for major catastrophes is expensive and hard to get. The Safety Act Certification is an insurance policy because it gives money coverage in the case of an attack. You have to put together a security plan to get the certification.
Streaming
When they were designing a building, Mark Cuban told Brad that if he was not building the building for future technologies, he was making a big mistake. Brad feels that the same thing applies to streaming versus broadcasting. People need to understand that if they are not in the streaming industry when it swings to become the dominant vehicle for showing their product, they will fall behind the rest.
Hybrid meetings
Brad believes that there will be a place for hybrid moving forward, so we need to embrace and understand it.
Virtual meetings
Brad had only five weeks to put his first virtual event, their annual conference, together. They recreated what they did live. Their members appreciated it and asked for more networking opportunities. Other members who could not afford the live event were grateful to attend it online. They felt that making the conference available online was the best thing that IAVM has ever done.
Brad Mayne’s suggestion for a strategic business plan
Put a strategic business plan together for what you will do for people online and what you will be doing face-to-face moving forward. Do not be afraid to step forward and make something happen, Brad says. You can keep on improving things as you move ahead.
The younger generation
The new, younger generation coming into the business wants to flip the tables of who is in charge. So, prepare for that digitally, or else you could be in for a big awakening.
Post-pandemic
People need to realize that things will not go back to the way they were pre-pandemic. Operating a venue is not simple. The staff will have to be trained to operate specific venues and all the equipment, with safety protocols in place to keep everyone safe.
Webinars
The IAVM has been hosting webinars to inform people about how to hire people and discuss the available resources.
Technology
There are multiple technologies to speed up the process of getting people into buildings. Infrared scanning can check peoples' temperatures. Facial recognition is also coming into play. There is no question that AI will become important for business operations and potentially for event presentations.
Data and data analytics
The meetings and events industry has started turning to data-driven decisions. Getting hold of the data allows you to manage things and be successful. Reverse ATMs will become commonplace going forward. They will also supply data.
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We are excited to be speaking to a rockstar in the ticketing industry today! Maureen Andersen, the CEO of INTIX (International Ticketing Association), is joining us! Maureen has done everything imaginable within the ticketing industry and is very well-known and respected for her insight and perspective.
In this episode, Maureen shares her story and explains what it takes to ensure that the show goes on, no matter what. She also discusses the impact of COVID on live entertainment and shares her optimism and hopes for what’s to come. We hope you enjoy our conversation with her!
Maureen Andersen’s bio:
Maureen Andersen, as President & CEO of the International Ticketing Association (INTIX), has clear goals:
Growing multi-national membership; delivering ongoing superior learning and professional development opportunities to members and the industry; developing and nurturing strategic relationships; increasing the INTIX brand recognition; and executing the Board of Director’s strategic plan. She is deeply committed to advancing the work and the professionalism of fan and patron engagement through ticketing, marketing, and customer service innovations and best practices. Maureen brings a wealth of ticketing and live entertainment experience to INTIX, having worked with organizations as diverse and extensive as AudienceView, BroadwaySF, Paciolan, and The Denver Center for the Performing Arts. Maureen is a frequent speaker at industry conferences, seminars, and workshops and has multiple published articles on industry issues.
She is the recipient of several high-profile awards from INTIX, FutureTix, VenuesNow, and Northeastern Junior College.
Show biz
From the age of nine, Maureen knew that she wanted to be in the world of live entertainment and show business. Growing up, she played in bands, sang in choirs, and acted in theater productions.
Where it all started
In her junior year in college, Maureen was put into the box office of the university’s theatre for a work-study program because she could type. That was where it all started. She realized that she would manage to support herself with a career in ticketing because she had the head for it, learned quickly, and understood what she needed to do.
The Denver Center for the Performing Arts
Maureen spent 23 years working at the Denver Center for the Performing Arts. She got to sit in all the chairs, from ticket agent to answering the telephones to the subscription department up to becoming Director of Ticketing and Treasurer.
Very little time off
Working in the ticketing business has been a bit like running away with the circus for Maureen because she is always busy, gets no weekends, and has very little time off.
A horror story
Maureen experienced a real-life horror story when a man had a heart attack and dropped dead in the sound lock (the two doors between the lobby and the theater). People approached her in the ticket office afterward, asking if they could move into his seats.
Chaos and stress
Every day in the theater is a little chaotic and stressful because you have to change in the middle of it, go and meet the public, and then go to what is considered the live moment.
Maureen Andersen’s transition to taking the lead at INTIX
Maureen went from working at the Denver Center to working at a series of ticketing providers. Then, she got recruited by INTIX when they were searching for a CEO. She feels that after sitting in all the chairs and doing ticketing for pretty much everything, she brings something unique to INTIX.
COVID
When the coronavirus pandemic happened, Maureen faced a crisis due to all the uncertainty and not knowing what to do when most of the people she served, from vendors to members to people, were forced to shut down and leave their jobs.
Maureen Andersen’s epiphany
Maureen realized that she needed to be authentic and place herself in other people’s shoes to understand what they needed and how she could help them. What came to her was that they needed a place to talk, commiserate, and deal with what was going on. She also realized that she and her team were a lot stronger, smarter, and more nimble, skilled, and resilient than she thought.
Un-gating
Maureen saw that people needed a community and a way to process what was happening to them. Along with her board of directors and staff, Maureen decided to un-gate parts of INTIX, which is a membership organization, and let people get involved at a deeper level to make sure that everyone remained connected.
Learning
Everyone in the industry started learning from each other because there was no playbook.
Broadway
Broadway is due to start the rolling process of re-opening in mid-September. Maureen thinks that people will have to wear masks to Broadway shows and continue wearing them well into the runs of the shows.
Travel
Most Americans do not like being told what to do. So, Maureen feels that we will most likely see a similar mish-mash dynamic to that with masking and vaccinations when it gets to whether or not the borders will open and whether or not people will be allowed to travel.
The live-streaming component
Maureen believes that the live-streaming component, as well as the repackaging, value-adding, and upselling that occur due to live-streaming, are all here to stay.
Live-stream theaters
Many theaters are going through renovations right now. They are building live-streaming infrastructures inside the theaters to make sure that they can live-stream.
A recent UK survey
A recent UK survey revealed that 92% of all musicians believe that live-streaming concerts and repackaging them to sell afterward will become part of their revenue streams in the future.
Adapting
Even though people will have to adapt to the new technologies for theater productions, Maureen feels that they will be happy to do so.
Early 2022
Maureen predicts that in early 2022, we will have a glut of entertainment and event options available. The various options will all happen simultaneously, which could cause some issues with filling the audiences over time.
Maureen Andersen: Exciting times are coming!
All the vendors and providers who use this time of isolation to fix their existing products and create new ones are set for success when the theaters reopen. Maureen thinks all of that will lead to an exciting renaissance of the new songs, musicals, dances, and operas that are coming out.
Customer experience
When the theaters reopen, the big productions will most likely capitalize on the initial demand. However, Maureen is hopeful that things will settle down into a more reasonable pricing structure for live performances, and theaters will start to partner with their customers once the initial bubble has gone up and out.
January 2022
From January 18th to the 21st of next year, Maureen and INTIX will be appearing, live and in-person, at the Rosen Shingle Creek Resort in Orlando, Florida.
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We have the great honor of speaking to an icon in our industry today! Corbin Ball, aka Mr. Technology, is an influential leader who has been sharing his knowledge, insights, and technological discoveries for many years! He was inducted into the Events Industry Council’s Hall of Leaders in 2018 and was named the most influential person in the Top 25, five times!
In this episode, Corbin talks to us about AI (Artificial Intelligence), AR (Augmented Reality), VR (Virtual Reality), and data insights and analytics. We hope you will enjoy listening to our conversation!
Corbin Ball’s bio:
Corbin Ball, CSP, CMP, DES, MS is an international speaker, consultant, and writer helping clients worldwide use technology to save time and improve productivity. After more than a decade running international citywide technology meetings, Corbin transitioned in 1997 to become a highly acclaimed speaker with the ability to make complex subjects understandable and fun. Corbin is a 2018 inductee into the Events Industry Council's Hall of Leaders, the most prestigious honor in the meetings, conventions, and exhibitions industry. He is the only person to have received both the MPI International Supplier of the Year and the MPI International Chapter Leader of the Year awards. Corbin has been named as one of "The 25 Most Influential People in the Meetings Industry" five times by Successful Meetings/Meeting News magazines. Corbin was named last month by Cvent as one of “20 Event Professionals You Should Be Following.”
Corbin Ball’s journey
When he left college, Corbin became the Director of Educational Media for Western Washington University. That was where his immersion in technology began. Several years later, he was asked to help a small engineering association with the technological side of their events. He continued working for that association for about 15 years, during which time they grew to run the largest meetings in the world in the area of optics.
Technology was going to change everything
In 1997, Corbin saw that technology was going to change everything. It became apparent that technology would change the world of events profoundly. So, he decided to travel more and form his own business as a speaker, consultant, and writer, focusing specifically on event technology. He was the first person to do that, and it has been a fun ride for him ever since then!
Corbin Ball can lay claim to the longest-running website
Corbin has the longest-running event technology website (www.corbinball.com). He started it shortly after forming his business, Corbin Ball and Company. He has loved helping event professionals understand technology so that they can improve their business processes.
The silver lining
The pandemic taught Corbin to slow down, smell the roses, and enjoy life wherever he is.
Technological changes
During the last 14 months, there has been an explosion of innovation, particularly in virtual meetings. Virtual meetings have changed more during this time than they have in the past decade.
The year of hybrid event technology and innovation
All the best practices that we have learned from virtual meetings will forever change the face of in-person events. Corbin thinks that 2021 will be the year of hybrid event technology and innovation.
Profound changes in society
The best practices that we learned and the forced increased digitization of how we do business have created profound changes in our society.
Corbin Ball’s thoughts on the future marketing of events
The way that events get marketed will be different in the future. As Corbin explains, there has been a lot of talk about establishing a year-round community and creating marketing campaigns to market events to that community. That community will use AI and do things differently and more efficiently.
Face-to-face
There is nothing that can replace face-to-face communication, interaction, and relationship-building, which are all key parts of the sales process. Exhibitors at exhibitions have complained of having low net promoter scores because they were unable to make the same connections as they do at face-to-face events. Yet, Corbin still feels that the virtual meetings piece will be substantially larger than it was in the past.
The impact AI will have on meetings and events
Corbin feels that AI will become one of the biggest and most profound trends of this decade. It will change everything. AI has many applications for events. In 2019, Wordly.ai created a technology for events that accurately translates voice into audio and text in 16 different languages. That technology can be used for virtual events to open the translations up to a much broader audience. Chatbots will also be helpful for events, as will AI technologies designed for biometrics. Zenus.ai does facial recognition for meeting registration and access control accurately, quickly, and securely.
Anonymous facial analytics
In the area of anonymous facial analytics, gender, estimated age, levels of interest, and emotions can all be measured. Facial analytics applications can also count the number of people in large groups, measure their age and gender, and even measure whether or not they are paying attention during an event. We will see facial recognition technology used more frequently for travel and hotel check-ins.
Non-contact palm scans
Non-contact palm scans can automatically scan the contents of a grocery basket instantly.
AI customization for events
Some companies have been using the data points from people’s event registrations to create algorithms to help them find matches for their interests with the exhibitors they should see or the sessions they should attend. There is a lot of growth potential in that area.
Video recap
Another company has designed video recap software specifically for events. It creates searchable transcripts that highlight the key points throughout the presentations.
Vertical markets
Every vertical market, from farming to pharmacology, will also be affected by artificial intelligence.
Virtual Reality
For a virtual reality experience, you put on goggles and get taken to another place. Although that is not ideal for events, it can be helpful for hotel sales, site inspections, or elaborate equipment demos.
Augmented and Mixed Reality
Mixed reality is similar to augmented reality. It involves layering additional objects, information, or a character within the view that you are seeing. It can provide an effective display, but the headsets are, unfortunately, quite expensive.
AI on a phone or tablet
The technology for using AI on a phone or a tablet is well-established. It has been around for more than a decade. Recent upgrades to android devices and iPhones have improved the technology and made it much easier to use.
Augmented reality glasses
In the future, we will be using normal-looking glasses that have augmented reality components for many different applications.
Projection mapping
With projection mapping, you can layer a digital experience on top of something concrete. You can convert the side of a building to be animated or create a stage set where people can interact with things that are not there. The technology for projection mapping has improved recently, making it easier to use and less expensive.
Data integration and analytics
One of the benefits of virtual meetings is that every click is trackable, and you can get rich data from every attendee. The same thing can apply to face-to-face events, although that is a little more difficult. Many systems will automatically give you data and analytics. Data analytics typically requires three things:
- You have to integrate all your different data sources with the analytics technology.
- You need to use artificial intelligence to analyze the data and see the insights.
- You need to make the data accessible to humans. (For example, by making a graph or a chart.)
Once all the data has been brought together, you can use it to better serve your customers by providing them with what they are interested in and what they want.
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We have the great pleasure of speaking to the one and only Nicholas Kusmich today! Nicholas is an entrepreneur who has had tons of experience with Facebook ads and online advertising campaigns.
He is joining us to talk about what you, as a business owner, should be doing about your advertising and marketing. He will also explain what is happening currently in the worlds of Facebook and Apple.
We hope that you will enjoy our conversation with Nicholas as much as we did!
Nicholas Kusmich’s bio:
Nicholas Kusmich, Founder of the H2H Media Group and the Marketers Council and creator of The Limitless Leads Workshop & Advisory Program + Accelerator Group is best known as a Leading Facebook Advertising Strategist and for having the highest ROIs in the industry (up to 30,973.32%). Working with A-List clients, including top thought-leaders, NYT Best Selling Authors, Top Inc 500, and fast-growth companies, he creates advertising campaigns that don’t suck and allow you to scale your business at will. All his information can be found here.
In the beginning
Nicolas grew up knowing that he wanted to do something with his life. When he was seventeen, he got hired as a youth pastor, and at nineteen, he got ordained and started a church. Nicholas remained a pastor for the next fourteen years, feeling like he was living his life’s purpose and thinking he would change the world. He did not want to take a salary from the church, and he needed to support his family, so he decided to start a side-hustle to pay the bills.
Internet marketing
He knew nothing when he started. He joined many different companies and made a lot of mistakes along the way. That was how he got to know about the world of internet marketing.
Books
The first book he read advised him to find a product to sell online, so he did that. The next book he read said that he should write a book and sell it as an e-book, so he did. The following book told him to turn his e-book into a course to make even more money, and he did that, too. It was all done under a pen name.
Facebook ads
Nicolas got introduced to Facebook ads in the early days. Playing around with it, he started to make some money. When he discovered that very few people were profiting from Facebook ads, something clicked.
Facebook Consultant
He decided to go all-in with the Facebook thing. He became a Facebook consultant and started teaching people how to do it.
An agency
Then, people started asking him to do it for them. So, he opened an agency.
Taking a break
He took a break from the church in 2014 but ended up never going back and focusing instead on his newly-formed career. He came to realize that he could meet and help even more people that way.
Committed to Facebook
Nicholas is still committed to Facebook, the Facebook properties, and figuring out how to get good messages out to the world using the platform.
News platforms
Forbes Magazine wrote an article about Nicholas on how he transitioned from a pastor to a marketing guru. Then, CNBC News and Yahoo News picked up the article and syndicated it on their platforms.
Nicholas Kusmich took a big risk
It is a risk to step out on your own, especially if you have a family. Nicholas points out that being an entrepreneur is not easy. It takes a lot of work, and 99% of businesses fail within the first five years.
A slow transition
Nicolas advises you to make a slow transition. Keep on doing your job while you figure your new business out. Go all-in on your new thing, but don’t let go of what will cover you, and pay the bills until your new venture starts to take off.
A sense of comfort
Feeling a sense of comfort will indicate that the time has come for you to break ties with what you were doing before.
Support
It helps to have the support of your spouse and family and have them believe in you when you step out on your own.
Nicholas Kusmich’s advice regarding Facebook ads
Nicholas advises people not to use Facebook ads unless they have to. Advertising is expensive. It is a risky endeavor because you are spending money without knowing if that money will return for you.
Direct response advertising
Direct response advertising is when you put something out with a direct call to action for someone to do something, and you can track it.
Gorilla marketing
For people getting started, Nicolas suggests doing gorilla marketing rather than paid advertising. Gorilla marketing is about actively tapping into your network, calling people on the phone, building relationships, and drumming up business in an old-school way. Although it is hard work, it is a way to see if you can generate business without spending any money first. It will also give you a chance to figure out your processes.
The right time
You can continue building referral networks until you feel ready to scale. That would be the right time to start doing advertising. Start advertising only when your processes are in place, and you are ready to grow your business.
Avoid burnout
To avoid overworking and burning out, business owners should be asking who can do things in a profitable way for them, rather than asking how to do those things.
Get involved
Business owners should get involved with their advertising to some degree because they know their business and their clients better than anyone else.
Providing valuable data for your marketing
As the business owner, you can provide all the necessary data to either a salaried and dedicated employee from within your company or a skilled external expert with tons of experience, who will then do all your marketing for you.
Some advice
Nicholas generally advises people who are getting started to hire a company to run their ads and do their marketing for them, initially, with the intention to transition, at some point, to doing all of their marketing and advertising internally.
Things you need to look for in a marketer
- Do they have experience in your specific space?
- Do they have any kind of guarantee that they will give you a good experience?
- Are they endorsed and referred by people you trust?
Privacy
Facebook has always been under the microscope regarding issues of privacy. Remember, if you are using any free social media platform, you will not have any privacy.
Why Facebook is such a good advertising platform
Facebook is a good advertising platform because it is continuously tracking people’s behavior and collecting their data. That helps you to target the specific people that you want to reach.
Apple
Facebook and Apple are having an issue. Apple realized how much power Facebook has. So, they decided to stop allowing Facebook to track the people using Apple devices.
Some things you need to know about using Facebook as a platform
- There is no other platform like Facebook when it comes to targeting specific people in specific areas.
- The entire revenue source of Facebook comes from advertising. So if their advertising revenue ever gets threatened, they will either fight back or make the necessary adjustments.
The best platforms
Nicholas firmly believes that there are no better platforms on the planet than Facebook and Instagram.
A rollercoaster
If you choose to advertise on Facebook (or Google or YouTube), be ready for a rollercoaster ride because things keep changing.
No more privacy
People need to realize that privacy is a thing of the past. Although that can be hurtful or harmful, those platforms can be helpful tools if you try not to be upset by the lack of privacy and accept them for what they are.
Nicholas Kusmich’s thoughts on self-care
It is honorable to put others before yourself. However, that is not the healthiest thing to do, according to Nicholas. You need to take care of yourself first, or else you might not be in a position to help anyone else.
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Book mentioned:
Who Not How by Dan Sullivan
Today, we have the pleasure of speaking to another amazing person! We are delighted to have Kevin Kirby, the Executive Director of the MPI Foundation, joining us as our guest!
Kevin started his career with companies like Universal and Disney and went on to work for Hard Rock International. He has a lot of knowledge and some great points to share today that will benefit everyone in our industry!
In this episode, Kevin talks about his challenging transition from Universal to Disney, volunteering, building relationships, rebranding, and believing in yourself.
Enjoy our conversation!
Kevin Kirby’s bio:
Kevin Kirby is a senior global sales and marketing executive with more than 30 years of experience advancing entertainment-centered hospitality brands. He has served in leadership roles for Universal Orlando, Walt Disney Parks & Resorts, and Hard Rock International. He led the marketing efforts of regional theme parks in Ohio and Western New York earlier in his career. While at Hard Rock International, he championed locally designed, multi-platform sales, promotions, and advertising campaigns in over 55 countries, including China, Russia, and India. He directed both B2C and B2B segments initiatives while collaborating with operations leaders and franchise owners. He has led teams with multiple discipline representation (creative, IT, finance, operations, and C-level roles). Kevin has been a member of Meeting Professionals International since 1998. MPI is the world’s largest meeting and event professional association spanning 70+ countries and over 15,000 members. Throughout his 23+ years as an MPI member, he has served on numerous international committees (awards, marketing, and brand development), as an international board member in 2008-2010, and as an executive committee member from 2011-2013. Throughout 2014 and 2015, he traveled extensively as the appointed chairman of the International Board of Directors due to an extended-term. His journey with MPI has come full circle with his appointment as Executive Director of The MPI Foundation (MPIF). In his new role, he collaborates with countless industry partners to develop scholarships, grants, and fund research to complement the growing demand for experiential marketers and event organizers. The foundation has been critical to assisting financially distressed individuals and ensuring that chapters continue to offer value to their community.
Kevin Kirby’s story
Kevin describes himself as an accidental meeting professional. Early in his career, he was involved in theme parks in Ohio and Western New York. His love of hospitality eventually got him to Universal in Orlando, where he got introduced to the meeting and events business.
Transitioning
Making the transition from Universal to Disney was not a voluntary choice on Kevin’s part. He lost his job with Universal because they went through a corporate reorganization. It was a humbling experience for him after all the good work he had done and the success he had achieved.
Disney
Kevin received a call from someone at Disney, inviting him to join their events team.
A challenge
It was a challenge for Kevin to move from Universal to Disney, which has one of the strongest cultures and brands in the world.
Volunteering
Volunteering has always been important for Kevin. He was a member of the non-profit MPI for more than twenty-four years, and now, he works there and feels passionate about it.
A once-in-a-lifetime experience
Kevin was fortunate to deal with some great people at Hard Rock. He loved giving people a once-in-a-lifetime experience during his time there because he feels that is what the meeting and events business is all about.
Kevin Kirby’s philosophy on building relationships
Creating an emotional experience for people involves building relationships, being a good thought-partner, and helping people out. That has been a common theme throughout Kevin’s career, and it is what he enjoys about the meetings and events industry.
Repositioning after 2020
Business owners have to find new ways to keep their businesses open.
Rebranding
Recovery appears to be on the horizon. Have faith and take some time to self-reflect. Then take the opportunity to reintroduce your brand as something compelling. Be aware of your environment. Let people know that you care about them, and you will do your best to adapt to their changing needs.
Building trust
Always remember to take care of your team. That is a critical aspect of marketing. Building trust is as much about your team as it is about building external relationships.
Conferences
Attending conferences is about cultivating relationships and finding business opportunities. Conferences are also there to provide professional education.
The best business relationships
The best business relationships come out of mutual respect, understanding, and genuinely caring.
Face-to-face
Nothing equals the impact of a face-to-face meeting. The body language, handshakes, and hugs let people know that they appreciate one another and what they do.
MPI
MPI betters people’s lives by upskilling their abilities and providing career opportunities. Last year, they distributed just less than $700,000 to more than 2,230 distressed members and non-members globally. They are rolling out some initiatives towards planned giving for people in the late stages of their careers, and they will soon introduce some new partners.
They are currently motivated to bring in money to help people.
Support
Last year, the leaders of the IMEX group decided to support the efforts of MPI by donating $250,000 to the organization.
The key
Relationships have been the key to what MPI has managed to achieve. They have a board of trustees that believes in what they are doing and continues to support them.
Humor
Kevin has always enjoyed being able to laugh at himself and at any situation he finds himself in.
Kevin Kirby’s thoughts on faith
There will always be moments of self-doubt. Have faith, trust in a greater calling, believe that there is a path for you, and don’t take anything personally, according to Kevin. Know that there is a better opportunity waiting in every circumstance,
Believe in yourself
Trust yourself. Trust your gut, and surround yourself with people who support you. If you believe in something, push it. You will be surprised at the outcome.
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Email kevinkirby@mpi.org
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We’re delighted to speak with an icon of sales today! Jack Daly is a fascinating individual with an amazing track record! He is all about numbers. Jack has spoken all over the world and trained thousands of people. He has built six companies to become national firms, two of which were sold to Wall Street companies. Jack has fifteen “Iron Man” titles. He has played golf at over ninety-five of the top one hundred golf courses in the USA, he has completed ninety-five marathons in all fifty states in the USA, and he has bungee jumped the world's first and largest bungee jumps.
Jack is joining us today to speak about systems and processes, entrepreneurship, and business owners in the meetings and events industry. You will learn a lot from what he has to share!
Jack Daly’s bio:
Jack Daly is an experienced and inspirational sales trainer and sales coaching expert who inspires audiences to take action in the areas of sales management, corporate culture, and sales training. He brings over 30 years of field-proven experience from a starting base with CPA firm Arthur Andersen to the CEO level of several national companies. Jack is a proven CEO/Entrepreneur, having built six companies into national firms, two of which he has subsequently sold to the Wall Street firms of Solomon Brothers and First Boston. Jack’s role as a sales trainer extraordinaire has helped craft “street-tested” sales methodologies that help create truly successful sales professionals and profitable companies. His professional sales trainer know-how has turned him into an accomplished sales coaching authority and author of books including Hyper Sales Growth, The Sales Playbook for Hyper Sales Growth, and Paper Napkin Wisdom, all Amazon #1 Bestsellers. Jack is an Ironman on five continents and has completed 95 marathons in over 50 states. He was married to his high school sweetheart Bonnie for 48 years before her passing in 2017, and is the proud grandfather to two grandsons and a new granddaughter. Jack received his B.S. from LaSalle University, an MBA from Wilmington College, and held the rank of Captain in the U.S. Army.
His own business
Jack knew at a very early age that he wanted to have his own business. When he was thirteen, he spent the summer interviewing two hundred accomplished businesspeople to find out how they became successful. They taught him that understanding numbers was vital when running a business.
An accountant
Jack became educated as an accountant and then went to work at Arthur Anderson directly after school. After that, he bounced around a bit in the corporate world to get his bearings on how the big companies ran because he wanted to own a big company one day.
His own business
He started with his own business when he was twenty-six and remained at it for the next twenty years. Since then, he has continued to run a business. He views his current business differently, however, because it is a quality-of-life speaking business.
It all started with sales
Although he trained as an accountant, Jack has always had a focus on sales. At thirteen, he had five employees delivering the newspapers he sold, and he grew his customer base from 32 to 275 in one year. That was where it all started for him.
Southern California
In 1985, Jack moved to Southern California to start a company. He started with four people, and in eighteen months, he grew it organically to 750 people. In the first three years, they made $42,000,000 in earnings, not revenue.
Inspiration
In the early nineties, while Jack was building that company, one of his employees hired Jim Pratte to help them grow. Jack was so impressed with Jim that he decided to take him along to his twenty-two other locations. Over the next three months, Jack learned about Jim’s life and how he was helping people and companies grow. That inspired Jack to want to do the same thing.
Jack Daly’s philosophy on systems and processes
Jack is all about systems and processes. He believes that you should build the practices that work best in your business. You should then build your processes based on those best practices, hire people, and get them to practice those best practices. The rest will take care of itself.
A formula for better sales results
Figure out what your top people are doing. Get those things into your system and sales process. Then have the rest of your salespeople practice that. Everybody’s game will improve as a result.
Military courses
The courses that Jack took while in the military had a long-lasting impact on his life. They taught him about leadership in an ownership-type way. They also taught him about communication, public speaking, and the value of systems and processes.
The three sins of sales management
The three sins of sales management are:
- When a great salesperson becomes the new Sales Director, and things start to fail.
- When the owner or entrepreneur also wears the hat of the salesperson or Sales Manager.
- When the best salesperson gets made the Sales Manager, and they are also expected to sell in their territory.
There are cases where Jack has identified success after taking a salesperson and making them the Sales Manager. There are very few of those cases, however. What typically happens is that you lose your best salesperson and get a mediocre Sales Manager. Often, the good salesperson misses the act of selling and leaves the company to go and sell for someone else.
Jack Daly’s advice for business owners regarding sales
If you have sufficient capital when you start your business, grow your sales force in quantity and quality. If you hire the right person to ensure that happens and you pay them correctly, they should pay for themselves with the increased business that their team generates in under a year.
CEO coaching
Jack has been doing CEO coaching telephonically for the last four years. He allows about twenty-five percent of his clients to commit the first sin of being in charge of the sales team and being the CEO. He only does that because those CEOs do not have enough capital.
Part of the answer
Jack’s ideal view of compensation for salespeople is 100% commission only. Also, at least 50% of the overall compensation of the Sales Manager should be predicated on the results of their team’s sales.
Paying salespeople a significant amount of money
Jack has no problem with paying salespeople a significant amount of money. He had salespeople working for him who made seven figures when he, as the owner, was not earning that much. He does not believe in capping commissions.
A sales playbook
Jack is creating and packaging a sales playbook. It will be Thin to Win, and contain the processes and words that have helped the owners of small businesses become successful. After the book is complete, Jack will have regular practice sessions with salespeople, following that playbook.
Inc. 500
Jack built six companies from scratch to become national firms. All six were very fast-growing, and one of them got to number ten on the Inc. 500 list. Jack had 120 salespeople in that company, and all of them spent a minimum of one hour every day practicing.
Practice is the key
Incessant practice is the key to success. Jack feels that sports teams are better run than most businesses. He points out that a coach would not consider putting a player on the field without a playbook and the practice that adjoins the playbook.
Double your sales
More than 50% of a salesperson’s time gets spent on doing things that have nothing to do with bringing new customers in or growing the ones they have. The definition of sales is: Get new wins. Grow the ones you have. That means that if you get everything else out of the way and let the salespeople sell, you can double your sales without hiring an additional salesperson.
For the biggest impact
You need to make a list of all the tasks and delegate those you can to the right people. Then figure out the things that will make the biggest impact and move the needle the most. Focus on those.
The secret potion
Opening a business is a risk. Keeping everything under control is a bigger risk. Build systems and processes that work, and then delegate and empower your people to do the work. Let go, and let your people do what you hired them to do.
Culture
A culture, like systems and processes, needs to reflect the changing times. Some aspects of culture will never change, though. Human beings will always want to be recognized and rewarded. So taking the time to build the processes for regular and ongoing recognition is a significant foundation in any company culture. People also want to know how the company is doing, where it is heading, and how they are doing. So having processes in place for consistent communication is vital.
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Book mentioned:
The E-Myth: Why Most Small Businesses Don't Work and What to Do About It by Michael Gerber
We are happy to be speaking to Panos Tzivanidis, the Director of Corporate Events and Services for the International Olympic Committee (IOC), today.
Panos has a lot to share about the power of networking, time, talent, technology, the Tokyo Olympic Games, and what is going on in the events industry.
We hope you will enjoy our conversation!
Panos Tzivanidis’s bio:
Panos Tzivanidis is the Director of Corporate Events & Services for IOC, the International Olympic Committee, widely known for the Organisation of the Olympic Games, with headquarters in Lausanne, Switzerland.
Panos and his team are responsible for a large variety of activities, including all events organized by the IOC worldwide, as well as all accommodation needs, travel, accreditation for the Olympic family for all events around the Games period, as well as the Olympic Club; the main and exclusive Hospitality area for the Olympic family, Head of States, their Top VIP & Dignitaries guests. Under his responsibility is also Facilities Management and general services for all IOC premises.
Panos has direct responsibility and decision power for a large variety of activities including all strategic marketing events organized by the International Olympic Committee worldwide. Reporting for specific projects, directly to the President and Director-General of the IOC, is accountable for a budget of over USD 50M and a team of 88 permanent staff and over 100 contractors during major events.
Panos is responsible for the strategic planning, all operational aspects, content coordination as well as all events during and around the Olympic Games period. His role often brings him to the negotiation table with local authorities and government representatives to create a win-win situation for all parties involved.
He joined IOC in June 2013 after having spent two years as the Head of Conferences for UEFA, widely known for the organization of the Champions League, Europa League, and National teams EURO soccer tournaments, and previously having spent 11 years with SWIFT (Society for Worldwide Interbank Financial Telecommunication), and organizer of Sibos, the world’s premier annual financial services event. Panos was the Head of Events at Sibos, dealing with all organizational aspects and strategic planning of the exhibition and the conference in all five continents that the Sibos event was organized.
His profession has allowed him to travel to all corners of the world becoming an expert on international relations, having represented the companies he worked for and negotiated with the highest authorities in many different countries and cultures. Panos is a great believer in the power of networking amongst the people in the events/conference & marketing industry worldwide. He is also a great believer in team spirit and its positive impact on success.
Personal motto: Those who speak, don't know, and those who know, don't speak.
Some background
From a young age, Panos enjoyed being in the hospitality industry, being among people, and socializing. His parents sent him to a hotel management school in Switzerland. Later, when he started working after his military service, he went into the Banqueting Department of a hotel, where he became involved with events. He realized that that was what he wanted to do, and since then, he has never left that path.
The world of sports
While living in Belgium, Panos got headhunted back to Switzerland and into UEFA. It was a challenge for him because he knew nothing about sporting events at the time. Panos was fortunate enough to organize Champions League Finals and European Cups and spend time with the big players.
Joining the IOC and the Olympic Movement
Being Greek, Panos felt that it was a tremendous opportunity for the IOC (International Olympic Committee) and the Olympic Movement.
The mix of time, talent, and technology
Panos believes that if you miss one of what he calls “The Three T’s” (time, talent, and technology), nothing is happening. He feels that those three T’s are vital in all industries.
Time is valuable
Time is valuable. Over the last few years, every individual from the participants to the organizers, started realizing that the time that they invest is valuable and will give them a return.
Time well spent
Panos wanted people to leave his events feeling fulfilled and knowing that their time was well-spent. That has not changed since COVID.
Panos Tzivanidis’s thoughts on technology
Panos believes that technology is moving so fast that the events industry will always have followers. For him, technology is not about following. It is about sometimes taking small risks.
Talent
Talent in the events industry has always been a challenge. Panos feels that is because there is a problem with defining the events industry and marketing it. Young people want to know what the events industry is all about and why they should get into it.
Empowering the younger generation
Panos feels that the events industry is not empowering the younger generation because they may not take the initiative and do things differently.
Things are changing
Things are changing, so we need to adapt. The President of the IOC uses the motto of “change, or be changed.”
Do things differently
People should have the right to think and do things differently. Management, and team leaders, should also be trusted to live up to what they say.
A misconception
There is a misconception that the younger generations are constantly behind screens and do not care about human interaction. Panos believes that they are capable of communicating in a way that the older generations cannot understand.
Hybrid
The world will never be completely virtual in years to come. It will be hybrid. Panos thinks that many good things will come out of hybrid.
Ecology and the planet
In the future, new ways will have to be found for airlines to fuel themselves. Like biofuels, for example.
What Panos Tzivanidis has to say about networking
Networking will become easier, according to Panos. New technology will allow for the possibility for people to interact better and in more spontaneous ways.
Emotions
People need emotions. With events and big groups of people, Panos has not yet found a way to create the same emotions as those created in one-to-one conversations. That is why he thinks that physical networking will always be most important.
The museum
The museum had to close due to the coronavirus. When the coronavirus measures became more relaxed, however, and the museum reopened, Panos could see that many people were eager and willing to visit, even with the coronavirus restrictions in place. He attributes that to the emotions that the museum evokes. The museum had the same number of visitors as in any normal year recently, even with the restaurants and outlets closed due to COVID-19.
Tokyo
They have been pumping up everything to do with Tokyo in the museum.
Tokyo Olympics
Many people from all over the world are busy gearing up for the Tokyo Olympics, even though it will be different because of COVID-19. The priority is the safety and wellbeing of the athletes because the Olympic Games are essentially about the athletes.
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Book mentioned:
Humanocracy by Gary Hamel and Michele Zanini
Links to some interesting videos:
The Greatest Show on Earth | IBTM Meets: Panos Tzivanidis
Olympians and Meeting Professionals - not so different after all
2019 inspirational graduation speech: Panos Tzivanidis, from Les Roches to the International Olympic Committee - Video starts at 15:00
International & European Associations Congress
Grimaldi marketing
Greek Marketing Institute (in Greek)
We feel honored and privileged to be speaking to a fascinating leader today! Captain L. David Marquet is the founder and owner of a company called Intent-Based Leadership International. He is a former nuclear submarine Commander, a Wall Street Journal bestselling author of the books Turn the Ship Around, and Leadership is Language. He is also a global keynote speaker.
In this episode, he shares his fascinating and inspiring story and describes his leadership structure, which frees people to think for themselves.
We are sure you will enjoy this episode!
David Marquet’s bio:
David Marquet is the author of the Amazon #1 Best Seller: Turn the Ship Around! A True Story of Turning Followers Into Leaders. He is also the author of The Turn the Ship Around Workbook, a companion workbook for implementing Intent-Based Leadership. David’s newest book, Leadership is Language, is a Wall Street Journal Bestseller and Financial Times book of the month selection for February 2020. David imagines a workplace where everyone engages and contributes their full intellectual capacity, a place where people are healthier and happier because they have more control over their work–a place where everyone is a leader.
A 1981 U.S. Naval Academy graduate, Captain Marquet served in the U.S. submarine force for 28 years. After being assigned to command the nuclear-powered submarine USS Santa Fe–then ranked last in retention and operational standing–he realized the traditional leadership approach of “take control, give orders,” would not work. He “turned the ship around” by treating the crew as leaders, not followers, and giving control, not taking control. This approach took USS Santa Fe from “worst to first,” achieving the highest retention and operational standings in the Navy.
After Captain Marquet’s departure, the USS Santa Fe continued to win awards and promoted a disproportionate number of officers and enlisted men to leadership positions, including ten subsequent submarine captains. Stephen R. Covey said it was the most empowering organization he had ever seen, and he wrote about Captain Marquet’s leadership practices in his book, The 8th Habit.
Captain Marquet retired from the Navy in 2009 and now speaks to audiences both virtually and in-person around the globe who want to create empowering work environments that release the passion, initiative, and intellect of each person. This bold and highly effective framework is summarized as “give control, create leaders.”
He is a student of leadership and organizational design and was named one of the Top 100 Leadership Speakers by Inc. Magazine.
There is nothing better than a submarine for an introvert
David grew up during the Cold War. Although he did not have the profile of a typical military guy, he felt passionate about the Cold War situation. He also felt strongly about liberal democracy and wanted to do his part. So, even though it scared him, as an introvert, he could think of nothing better than a submarine because he could go underwater and hide from people, and he felt that was the place to be during the Cold War.
A submariner
He applied at the Naval Academy to be a submariner and became one. He always felt a bit like an outsider, however.
Getting promoted
David kept getting promoted for the ability to make decisions and get the team to do what he wanted them to do.
A standard organizational design structure
In the Navy, there is a standard organizational design structure. Senior people make decisions, and junior people do what senior people tell them to do. That gets done without thinking, so nobody even realizes that there are other ways to design hierarchies in organizations.
The USS Santa Fe
David was sent to the USS Santa Fe, which had a reputation for being the worst submarine, with the worst morale. She was the laughing stock of the fleet. David had to go there because the Captain quit.
A different kind of submarine
The USS Santa Fe was a different kind of submarine. David tried using his usual ability to sort things out and make things better, but he made a technical mistake with an order he gave. In carrying out that order, the officer repeated the mistake. When David asked him why, the officer explained that although he knew better, he followed the order because he was told to do so.
People are conditioned and trained to do what they are told
David explains that those things do not only happen in the military. They happen in many different organizations because people are conditioned and trained to do what they are told. Eight out of ten times, people do not speak up even when encouraged to do so.
David Marquet’s view of leadership
That realization changed David’s view of leadership. He understood that because he was the most senior person in the organization, he had to get out of making decisions. The team had to make the decisions for two reasons: They knew more about the mechanics than he did, and they knew which buttons to push. He also needed them to take ownership and initiative without waiting for him to tell them what to do.
A new journey
So David and his team set off on a journey where David would not make any decisions. His team would tell him what to do. They would tell him what they saw, thought, liked to do, and what they intended to do.
The core
The core was the intent to create ownership.
The senior person
As the senior person at a meeting, don’t say what you think. Let people vote first.
Asking the right questions
David became adept at asking his team the kind of questions that would help them and ultimately allow them to feel safe in making their own decisions. They had to learn to get out from behind their eyeballs and look back at themselves.
The problem
The problem with modern hierarchical structures is that they were designed to be stressful.
Curiosity
We need to learn to react to new ideas with curiosity.
Intent
Intent is a magic word for David. With intent, you get your team to align, and you get them to think.
David Marquet’s thoughts on thinking out loud
Leaders and team members should practice thinking out loud so that they share what is going on in their heads with others, according to David. That includes talking about how they feel about things.
A structure
The leader is doing things right when they create the structure for how the team will interact. Then the team can decide how they will carry out the project.
Burnout
Burnout comes from continuously having someone try to control you and continuously trying to control someone else.
When the leader does not know
All learning starts with the admission that “I don’t know.” If the leaders cannot admit that they don’t know, the team will not be able to admit when they don’t know. When the team does not admit they don’t know, you will not learn anything.
The best performing submarine
They became the best performing submarine in the fleet, with the highest score ever in the history of the Navy for operating a ship on the strength of the team being able to admit it when they did not know something more often than on any other submarine.
Creating more leaders
For David, the strength of what they achieved with the USS Santa Fe was that they created more leaders. Ten of the officers in the wardroom became submarine commanders because they were thinking like Captains when they were still junior officers.
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We simplify the concepts and mechanisms from the books into 1-minute bite-sized pieces on our YouTube channel because the reminders help people. It's called "Leadership Nudges" and I invite you and your team to subscribe: Leadership Nudges with David Marquet on YouTube
We are delighted to be speaking to an icon in our industry today! David DuBois, the current President and CEO of the International Association of Exhibitions and Events (IAEE,) is joining us!
David DuBois has tailor-made the industry to fit his experience and style of leadership. In this episode, he will talk to us about what the IAEE does, the Exhibition Day on Capitol Hill, and the Women’s Leadership Forum.
You are sure to enjoy listening to our conversation with David today!
David DuBois’s bio
David DuBois is the President and CEO of the International Association of Exhibitions and Events® (IAEE). As IAEE’s president, DuBois is responsible for the management of 25 full-time professional staff, producing the annual business operating plan and budget, overseeing the support of all meetings of governance units, leading business development, directing fundraising efforts, advocating for the industry and the organization’s members, providing organizational leadership and strategic counsel to the board. Also, he serves as the association’s representative with industry coalitions, partner organizations, and strategic alliances. In 2019, DuBois was inducted into the Exhibition Industry Council’s “Hall of Leaders,” one of the industry’s most prestigious honors.
DuBois began his career with Sheraton Corporation in various sales positions including Regional Director of Sales and the Director of Marketing Programs. He has served as both President and CEO and Senior Vice President at the Professional Convention Management Association (PCMA) where he was responsible for all operations and a $7 million budget. As Senior Vice President, he managed the development of 15 new chapters and was responsible for magazine advertising sales and membership recruitment and retention.
DuBois has also served as both the Chief Operating Officer at Meeting Professionals International (MPI) from 1996-2000. During this time, he supported programs and services for more than 16,000 members worldwide and served as the Executive Vice President of the MPI Foundation. David has also served as MPI’s Vice President of Sales and Key Account Management and Vice President of Corporate Services.
Most recently, DuBois has served as President and Chief Executive Officer of the Fort Worth Convention and Visitors Bureau where he had oversight and full responsibility of 42 staff, with the responsibility of attracting convention and tourism business with an $8.5 million budget.
DuBois has served as a board member of the American Society of Association Executives (ASAE); Chairman of the Board of Directors for the Texas Society of Association Executives; board member and Chairman of the Dallas-Fort Worth Tourism Council; board member of the Fort Worth Chamber of Commerce; and Past Chairman of the Board of Directors for the Convention Industry Council (CIC). He currently serves on the Board of Directors for Destinations International, the Meetings Mean Business Coalition and the U.S. Travel Association.
COVID
David spent a night in Wuhan, China, in January of 2020. That was when COVID started. Today, China and much of Asia are experiencing about 75% of the exhibition business and events of 2019.
As the pandemic slows down
As the pandemic slows down, businesses are becoming more willing to send their staff to be exhibitors, attendees, or buyers at trade shows. We are starting to see progress from Asia, across into the United States, Mexico, and Canada. David thinks that Europe will be the last continent to get back to the levels of 2019 and before.
Digital events
In 2019, the meetings and trade show industry had its best year ever. That was followed by its darkest year ever, in 2020. The industry had to pivot to virtual/digital, which was the only available substitute. The revenues of all the digital meeting platforms went through the roof and the general service contractors for in-person events had to quickly hire people with different skill sets to put on digital events.
In-person events are coming back
We are starting to see in-person events coming back worldwide, led by Asia and coming back into the United States. Convention centers are open in fifteen states in the US right now.
The future of online versus in-person
In the last half of 2021, we will see the merging of in-person and digital. Then, in 2022, we will see less digital and more in-person as people get more comfortable with traveling again.
Online meetings
The reality now is that we are going to see a lot more in-person events. However, only a certain amount of people will be willing to travel to those events. Now, with the addition of the digital experience, those audiences can get expanded across the world.
The IAEE Annual Expo
The IAEE now has members in 52 countries. At their December 2019 Annual Expo meeting in Las Vegas, they were thrilled to have 200 people. That was the most people they have ever had. In December of 2021, David thinks they can get 1,000 people to attend their Annual Expo meeting digitally in Philadelphia. He believes they could also get a couple of thousand people to attend, in-person.
Expanding
Now, David is expanding his reach to his customers and members by between fifteen and thirty percent. Many salespeople in other industries are also reaching more people now through digital.
The future
David gets excited about the future because the future is very bright.
What David DuBois says about the blending of digital, in-person, and hybrid for exhibitions
David DuBois feels that online exhibitions are mediocre, at best. People cannot truly connect unless they meet face-to-face. So, digital, in-person, and hybrid need to work together. How that gets done is the key for exhibition professionals and members of the IAEE to keep people engaged and give them an experience that they would never want to miss.
A nugget
The best nugget that David got from the US Travel Association’s board meeting in Tampa recently was that he learned more in a five-minute meet-up with a friend over a cup of coffee than he learned from the entire presentation of the board meeting.
The exhibition industry
In 2019, the exhibition industry, excluding meetings and business events, was worth 109 billion dollars and it had over 1.5 million exhibiting companies. David believes that it is vital for the people in the trade business to be on Capitol Hill to let all the elected leaders and people working in the congressional offices know what is happening in the exhibition business, trade show business, and meeting business.
Exhibition Day
For eight years in a row, in the first week of June, the IAEE has held a Legislative Action Day on Capitol Hill in Washington D.C. It is all about advocating and talking about the importance of the industry. Up until last year, they had 125 - 140 people attending, in-person. Last year, they had 600 people attending virtually via Zoom.
The bottom line, according to David DuBois
The bottom line is that they have to do a better job than before because they have just hired their first Vice-President of Government Affairs for the exhibitions industry, David DuBois explains. This VP is supported financially by seven organizations that have raised half a million dollars to have a full-time representative and lobbyist, and he is working to ensure that the exhibitions industry gets known much better than it has ever before.
The business events economic impact
The overall economic impact of business events on the GDP in 2019 was over 350 billion dollars, and the trade show industry produced a little over a third of that.
The Connecticut Avenue Collection
Back in the eighties, David and some of his competitors in the hotel industry, who were all Directors of Sales and Marketing, decided that they needed to collaborate more. So, they came up with what they called The Connecticut Avenue Collection. Together, they competed against the local convention center, and four or five times a year, they won some business.
The advocacy effort
The IAEE did the same thing with their advocacy effort. Seven organizations got together and decided to collaborate. Now, they have an alliance and a full-time registered and licensed lobbyist.
The Women’s Leadership Forum
The Regional Virtual Forum of the Women’s Leadership Forum happened on April 20th, 2021. The Women’s Leadership Forum also has a signature event that has always taken place in Washington D.C. That event has always sold out before. For more information on future forums, you can go to the IAEE website. Men are also invited to attend.
Expanding women’s leadership skills
The Women’s Leadership Forum focuses on expanding women’s leadership skills in meetings, exhibitions, and conference businesses. Their goal is to empower, embrace, and provide enhanced skills for women. Sixty percent or more of those who work in the exhibition and meetings business events industry are women. Less than fifteen percent of those women are vice-president level or higher.
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We are both honored and delighted to be speaking to Randy Pennington today! Randy is very well-known in our industry. Not only is he a great thinker, but he is also someone who can look into implementing strategies that positively impact your organization, your business, or yourself. He is a leading voice in our industry who has been involved with many major industry associations and he has also written several books.
We are sure you will enjoy our conversation with Randy Pennington today!
Randy Pennington’s bio
Randy Pennington helps leaders deliver positive results in a world of endless uncertainty and change. Randy's original insights are grounded in a unique blend of solid research and continuing hands-on work with leaders and organizations in various industries. Whether you need a keynote presentation, facilitation, a strategic workshop, or in-depth consulting and advisory support, Randy's ability to develop solutions that work in your world provide a catalyst for delivering results. Randy is the author of the award-winning books Results Rule! and Make Change Work. His insights have appeared in Fast Company, Entrepreneur, the New York Times in numerous newspapers and many professional/trade association journals, and contributor to the Huffington Post. His expertise has made him a respected guest commentator with appearances on CNN, PBS, Fox News, the ABC Radio Network, and the BBC. His background is a unique blend of line, staff, and consulting experience ranging from hourly employee to senior management. He holds a Bachelors and Masters Degree in Psychology and has completed Postgraduate work in Organization Administration and Management. Along the way, Randy has been a senior executive in a start-up mental health facility, an HR professional in a 25,000 employee government agency, a CFO of a multi-million dollar professional services firm, Chairman of the Board for a 17-million-dollar non-profit, Chairman of the Board for a multi-million dollar foundation, Entrepreneur, Adjunct professor in Southern Methodist University's Edwin L. Cox Business Leadership Center's programming for Cox MBA students since 1991, earning 21 Teaching Excellence Awards, and inducted into the National Speakers Association Speaker Hall of Fame and is a recipient of their prestigious Cavett Award.
No more new normal
Randy feels that there is no more new normal. There is only a new next.
Change models
For Randy, all change models go back to the psychologist, Kurt Lewin. He was considered the father of social psychology and developed one of the first models around change. He said that to make change happen, you must first unfreeze the thing you want to change. Then, make the change and refreeze it.
To get to normal
When following Lewin’s model, one would assume that to get to normal, we have to re-freeze. What happens, however, if you never get to the point of refreezing? When things are changing all the time, there is never the opportunity to become completely normal.
Frustration for businesses and organizations
Part of the frustration that we have all been feeling in our businesses and organizations is that almost as soon as we get something changed, we need to change it again. Or, something else needs to get changed.
A better mindset
A better mindset for everyone today is to accept that we may never get back to normal. The closest thing we’re going to get to normal is change happening faster than it’s ever happened before.
Threats
In the strategic planning groups that Randy has been doing since COVID, he has noticed that everyone takes the threat piece way more seriously than before when they do the SWOT (strengths, weaknesses, opportunities, and threats) analysis. That means that people are now thinking more realistically about threats.
Things that Randy Pennington has learned from COVID
Something that Randy Pennington has learned from COVID is that we have to think about probabilities and possibilities a little differently, and we need to be ready to move quickly.
Flourishing and surviving
In the meetings industry, we are not pivoting. We are expanding and accelerating. The more we can anticipate, the better our chances for flourishing and surviving in the ever-changing world.
Small business owners
Small business owners need to ensure that they always have enough cash in reserve to sleep well at night.
Live meetings
Randy is sure that in our industry, we will go back to live meetings. They will also have a hybrid or virtual component, however.
Challenges for meetings and events
The pandemic has changed everything about how we do what we do. Two questions that we need to ask regarding meetings and events are: “What if?” and “What next?”.
The purpose of meetings
The purpose of meetings is to create connections, educate, and engage, and that never changes.
Randy Pennington’s thoughts on preparing to survive and thrive
Meeting and event planners need to cultivate new skills to survive and thrive. They need enough curiosity about new things to allow them to see the connections before they occur, according to Randy Pennington.
The levels of change
The first level of change is to adapt. The second level is to anticipate. Level three change is pursuing things that will be different and make a difference. Another level, which Randy looks at as Level 0, is about the changes we should ignore.
Talent matters
Talent matters, so organizations need to be sure that they provide a space where the best and brightest would want to work.
More ideas
In a world of uncertainty, we need more ideas, because we have to deal with experiences we have never had before right now.
Forced collisions
A way for business owners to get new ideas is to create forced collisions in the business. That means they have to put people together who might not normally go well together to work on a problem where more than one perspective is needed.
Training the next generation
Training for the next generation in the industry should focus on cultivating qualities like curiosity, collaboration, and cooperation. Also, effective communication, tapping into the things that make all of us the same and dealing with cross-cultural issues.
Earning your seat at the table
Although the logistics of meetings are crucial, they are not the priority. You first need to earn your seat at the table. Learn to think like CEOs, CFOs, and VPs of Marketing think. Focus on what they focus on.
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Connect with Randy Pennington
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Results Rule with Randy Pennington group on Facebook
Books mentioned
Outrageous Empowerment by Ron Lovett
(Catch Ron Lovett’s interview with Eric HERE!)
Humanocracy by Gary Hamel and Michele Zanini
We have the great pleasure of speaking to the one, and only, Julius Solaris today!
In this episode, Julius tells us his story. He talks about his career, virtual versus in-person, the future of meetings, and how to use the different social media platforms.
We are sure you will enjoy listening to our inspiring conversation with Julius Solaris!
Julius Solaris bio
Julius Solaris is the head of engagement at Swapcard. Before that, he was the founder and editor-in-chief of EventMB, which was acquired in 2019 by Skift, the largest and most influential travel media company worldwide.
He has been named one of the most influential individuals in the meetings industry by many magazines and media for the past ten years.
Julius has conducted some of the most ground-breaking research for the event industry, with over 3,000 events reviewed and 15,000 event professionals interviewed.
Julius' analysis and reports have been downloaded by over 300,000 event professionals, and 300,000 more read EventMB every month. Over 50,000 event professionals have attended Julius's events.
Julius has been a keynote speaker for events in 12 countries and for over 200,000 attendees.
Moving from Europe to the United States
Julius did a Marketing MBA in Australia in 2004-2005. At that time, blogging was the way to do things, so Julius started thinking about it. He returned to Italy for a year or so in 2007. While there, Julius decided to start blogging. The only thing he could write about was events because that was the only experience he had had since coming out of university.
The world of business events
Julius truly liked the world of business events, and it excited him.
Social media
He also had a passion for how social media and the new world of technology would impact the world of events. So, he started talking about that back in the early days.
Moving around
After moving to London, back to Italy, and then back to London again, Julius moved to the United States five years ago.
Blogging as a business
Julius’s blog has always been the common thread running through all his moves. He has had some proper jobs while doing it. Then, in 2011, blogging finally became his business.
Organically driven to move
Julius feels organically driven to move constantly. He has a citizen-of-the-world mentality, so he loves experiencing new things. He moved to Australia and London multiple times and then to the US. He loved California and the west coast and wanted to move there.
Moving to the United States
Julius felt as if he belonged in the United States. His business also aligned with that feeling because he had clients there. He was also financially motivated to move to the US.
Julius Solaris shoots for the stars
Various options were available for Julius Solaris when applying for his US visa. He decided to shoot for the stars and apply for the “Alien of Extraordinary Ability” option. He was able to prove that he had achieved a lot within the events industry, and, much to his surprise, he received a Green Card. Now, after five years, he hopes to become a US citizen.
Selling his businesses
In 2018, Julius sold a software business that he owned.
Then, he sold EventMB, his travel media company. It was an extremely stressful business to run even though it kept growing. Julius decided to become a part of a larger organization, instead, to feel more secure and relaxed enough in his life to focus on doing the kind of work he wanted to do. Then, he started proactively looking to sell his company.
Julius Solaris’s biggest lessons
Julius Solaris initially had two unsuccessful closes when trying to sell his business. Those were major psychological setbacks for him, and the biggest lessons in his career as an entrepreneur.
Selling to Skift
Later, at a dinner, Julius got introduced to the Editor of Meetings for Skift. They became friends, and the editor later introduced Julius to the CEO of Skift, to whom Julius eventually sold his business.
Peace of mind
Julius left EventMB with the peace of mind of knowing that selling the business was the most logical thing for him to do.
What lies ahead
Julius is passionate about event tech. Now is an exciting time for him because this is the right time for using event tech in business and he has been privy to many conversations about what lies ahead in that area. For now, the interest lies very much in virtual. Hybrid is also there and will feature even more in Q3 and Q4.
People are postponing
People are postponing things as much as possible right now, with a fall-back plan to go one hundred percent virtual, if necessary.
Virtual is still the leader
For North America and Europe, virtual is still the leading option, by far.
Event technology
There is currently an unprecedented six-billion dollar valuation for event technology.
A monumental shift
There has been a monumental shift in the area of virtual events. Now, people know that it is possible to connect with others on virtual platforms. They know that there is the potential for virtual events to become part of the B2B marketing structure of any company and operations.
Unnecessary meetings
Many of the previously unnecessary meetings will get replaced by virtual events in the future.
Sustainability
Sustainability will be top of mind in terms of all future meetings, now that we know that virtual and hybrid events work.
An inclusion piece for hybrid
A secondary role for hybrid events is as an inclusion piece to be built at the back of in-person events, as the digital aspect of those events.
A third dimension
There is also a third dimension, which is the one hundred percent in-person event. That kind of in-person event will never go away.
Social media
Julius feels that social media will make people want to go to in-person events, in case they miss out on all the marvelous things that are happening there.
A consideration
People need to bear in mind that the requirements for in-person events are not the same as those for virtual events. Virtual events should be curated carefully to ensure that people do not feel as if they are missing out on anything.
Preparing for when things re-open
Independent business owners in our industry should plan on doing virtual events in the next few years if they want to make money. They will need to allocate the right amount of money for the necessary technology to do that effectively, and they should employ virtual event professionals to assist them with the production of those events.
Julius Solaris’s strategy for business owners
There is both an engagement component and a marketing component for business owners to consider if they want to be productive and successful on social media, according to Julius Solaris. A rule of thumb is to know where your audience is and where your customers are. You need to understand where things are coming from and invest in the things that are driving the most revenue or opportunities. You also need to create a list of priorities for all the different elements.
Owning your community
The next step is to understand that your events can be part of your marketing strategy. So, whether your event is virtual, in-person, or hybrid, the need right now is to put everything together in a community, within an overarching architecture that you own, as a new event owner. There, you can combine all the activations that you do, whether they are social media, an event, or a piece of content, under one roof.
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We are honored to be speaking to Olamide “Ola” Awofeso today! Ola started her career in Public Relations, and she later created her own consulting company. Ola also does marketing and works with non-profits through multicultural events. Before that, she used to be with an agency where she worked on accounts like Walmart, J&J, Loreal, and Procter and Gamble. Ola is also a rockstar on Clubhouse! She is building a community there and sharing valuable information.
Ola is joining us to discuss her experience as an entrepreneur, talk about the power of collaboration and purpose, and share how she used Clubhouse to create a community.
We’re sure you will enjoy listening to our conversation with Ola today!
Ola Awofeso’s bio
Ola Awofeso is a marketer, an event strategist, and the founder of E.K.O Consulting, a marketing and events consulting business dedicated to helping business owners, brands, and nonprofits connect with multicultural audiences through marketing, events, and partnerships. Her love for events began early in her career as she worked as a public relations specialist in New York City. It was there that she got exposed to attending and working on many events. Those events include shows, fairs, and exhibitions such as the New York Design Show, Kipps Bay Decorator Show House, and Frieze Art Fair for clients in décor, design, and entrepreneurship. Later in her career, she was able to work with the Bloomberg team on their New Energy Finance summit and knew that events led by professional and social impact were her niche. Over the years, she partnered with brands such as WeWork and General Assembly on events in her beloved New York City. Olamide is passionate about marketing, events, and community.
Some background
Ola started her career in PR. She worked mostly with clients in art and décor, and she went to many very detailed trade shows. She got into the events industry because those shows opened her eyes to what was happening in that industry and she grew to love that space.
Project management
Although some people say that meetings and corporate planning are boring, that is the space that has the most to offer Ola in terms of project management. It also entails a lot of sponsorships that you need to garner for events. With her PR and marketing background, Ola felt she could hone in on that space, and her skills could get utilized most effectively there.
Non-profit
Ola currently works with a non-profit that works towards getting more black people into technology. Daily, Ola looks at different tech companies. She does that to see if they are trying to get more black talent into the tech space and find out how they are doing it. She is in constant communication with the Growth Marketing Managers because their responsibility is to help the company grow. She is also in touch with recruiters and community managers.
How to create a community
Find a space that is not being served and listen to your audience.
Ola Awofeso Clubhouse overview
Clubhouse is about community-building and allowing people to come in with their ideas and speak freely. When Ola first got onto Clubhouse, she did not see any of the planning clubs, so she created one. By doing that, she had conversations about different topics and she brought people up to the stage on Clubhouse to talk. Then, she started to post rooms more frequently. She also found someone to become her co-moderator at Clubhouse.
Leveraging the power of collaboration
Collaboration is vital if you want to create an impactful community. Listen to your audience, and give those people the space to speak. Also, be authentic. Ola shares what she knows, and she empowers people when it comes to the industry.
Ola Awofeso’s thoughts on understanding your purpose
Finding her purpose was all about trial and error for Ola Awofeso. She had to learn to be comfortable in stepping outside of the box and allowing herself to shine. She also had to decide whether her purpose was just about her or about other people as well. She started doing events because she wanted to educate people about their careers and personal development. Once you align your call and your purpose, you can go very far. You need to step back and discover what it is that you are good at doing and know who you are serving.
Her first event
Ola did her first event because she wanted to educate people who were struggling in their careers.
Creating her own company
Ola started her company five years ago. Creating her own company was about finding out which factors and what kind of value she wanted to add to the world, aside from corporate. She also wanted to decide what her legacy would be.
Rebranding
Ola learned that it is okay to shift things and change direction. She rebranded her company last year because she wanted to shift who her client would be.
Ola Awofeso, on being mentored
Ola Awofeso started her business on her own. But throughout the years, she has had mentors and people from whom she could seek advice. Her brother is a full-time entrepreneur, and he gives her advice.
Breaking the solitude of the entrepreneur
Tell your circle and your network about what you are doing in your business and don’t allow anyone to make you feel a certain way if you decide to become a part-time entrepreneur, because many people build their skills at their day-job while being a part-time entrepreneur. Social media can be a great tool, but not all businesses are on social media because their customers are not there.
Audience
Understand where your audience is. It could be email-list heavy, or Instagram, Facebook, or Twitter-heavy. You also need to understand what your focus will be. Once you know that, you can check out different videos, e-books, and podcasts about that niche and share that with your audience.
Achieving the best
Having a calendar to list her daily priorities is something Ola loves. She used to feel like she was doing too many things at once, so she learned to block the time for her various tasks. Having a project management tool has also been very useful for her. Ola likes to use Asana because it is simple and easy to use.
Effective sponsorship
Effective sponsorship aligns with whoever your client is. Because when you are looking for sponsorship, you want longevity. Long-lasting and effective sponsorship will build trust for your brand and with others when they come to you. Relationship-building is essential for effective sponsorship.
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Connect with Olamide Awofeso
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Ola’s Clubhouse community is called Event Planners and Producers United
We are delighted to be speaking to Ron Lovett today! Ron is a fascinating entrepreneur! He built a unique security company in Canada and then sold it. He has also written some books, and he has been on various boards and involved in different projects.
We are sure you are going to enjoy hearing our intriguing conversation and Ron’s inspiring stories today!
Ron Lovett’s bio:
Ron Lovett is an Atlantic Canadian entrepreneur who successfully scaled his Halifax-based guard security company to over 3,000 staff across Canada. Ron’s leadership hallmarks of relentless learning, disrupting stale industries, fast action, and transforming staff into passionate stakeholders inspired his first book, Outrageous Empowerment, in 2018.
He sold his security company to the largest provider in the USA at a 24X multiple. He now focuses on his rapidly expanding, multi-family residential portfolio through Vida Living, whose purpose is to revolutionize workforce housing across North America and plans to reach 10,000 units by 2027.
Ron is a globally sought-after professional speaker and thought-leader in organizational culture. He hosts an award-winning podcast and will be releasing his next book and a Master Class called Scaling Culture in Spring 2021.
He also helps clients solve people and culture challenges directly through his other company, Connolly Owens.
Over the years, Ron has been recognized with many awards for the success of Source Security & Investigations and his leadership within the region. Those include:
BDC Young Entrepreneur Award, (x5) Atlantic Business Magazine’s Top 50 CEO Award, Junior Chamber International Outstanding Young Person Award, and the Remy Martin Bold Five under 35. People are usually stunned to find out Ron is only 41.
Entrepreneurship
Ron feels that entrepreneurship has always been in his blood. As a child, he was always very curious and wanting to make his own way. From a very early age, he was starting micro-small businesses, making decisions, and taking jobs that were more variable compensation.
How Ron Lovett started his company, Source Security & Investigations Inc
Ron Lovett has a background in martial arts. When he was nineteen, he got hired to work the door at a few nightclubs in Halifax, Nova Scotia. There, he built a name for himself. Later, while traveling in North Columbia, he read a book about a gangster who made money from renting his gangster friends to nightclub security companies in London. Ron understood the business model, so based on that, he returned to Halifax to start a nightclub security company. He registered the company as Source Security.
Starting
He started the company with two high school friends on the security team. He had many other friends, and he hired lots of them as the company grew, and the company grew very quickly.
Ron Lovett separates friends and business
Ron Lovett made it clear to his friends that when they were at work, they were at work. He was happy to hang out with them over weekends and have beers with them after work, but he made it very clear that their working relationship was not the same as their personal relationship.
The Rolling Stones
Ron got asked to do the security at a Rolling Stones concert with an audience of 85,000 people. He agreed to do it, even though he had no idea how he would manage. He needed 380 security people, but he had only about 45 employees at the time. It was a challenge, but he managed to recruit enough people. On the day before the concert, only sixty people turned up in the busses that Ron had hired to get everyone he had hired to the venue. Ron thought it was all over for him. The next day, however, most of the other people he had hired drove themselves to the venue. So they pulled it off! Nobody died that day, and the concert went off well.
Becoming the authority
After pulling off the Rolling Stones concert, Source Security became the authority. They became known to understand everything about running the security at large concerts, and they had a unique ability to solve any problem in the present moment, which is very hard to do.
Give people back their brains
Ron became obsessive about two things when he was at rock bottom and lost a million dollars in 2011. They were to give people their brains back and build systems and processes to allow people to have autonomy, make decisions, and build culture in an industry that lacked culture.
Community
Ron felt that it was vital to create community for his employees.
Ron Lovett’s move towards autonomy
Ron Lovett was looking for a way to systemize autonomy without using any command and control. Also, to give people their brains back and get them to use them. Rather than having policies in place, he created a framework of three questions. He always asks the people in his company those questions to empower them when they make critical decisions. Those questions are:
Is it the right thing for the customer?
Is it the right thing for our business based on our purpose of changing the industry? And our values?
Are you willing to be accountable?
Coaching in real-time and scaling
That decision-making process allowed Ron to coach his employees in real-time, in the present moment. It also helped to remove the bureaucracy and allowed him to simplify things as he scaled the business.
Holding people back
People get held back from their potential if they do not get coached and celebrated in real-time.
Challenge everything
You build a great business by challenging everything.
Purpose
Find a purpose that will give you goose-bumps. That purpose should, at least, make someone curious.
Ron Lovett’s thoughts on leaders
Ron Lovett believes that the best leaders today don’t solve problems. They ask the right questions and let the organizations answer them.
Entrepreneurs
As entrepreneurs, you need to ask questions that drive you to be objective about what you have created.
How To
Ron is writing his second book. It’s called Scaling Culture. It is about how to build and sustain a resilient, high-performing organization. He also has a Master Class that can get taken online that will launch with the book.
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Connect with Ron
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Ron’s book:
Outrageous Empowerment: The Incredible Story of Giving Employees Their Brains Back
Books mentioned:
Drive by Daniel Pink
You are in for a treat today! We are delighted to be speaking to Ashanti Bentil-Dhue. Ashanti is the CEO of EventMind, which provides training and consultancy for businesses looking to engage virtually with their audience. She comes from the corporate world where she was Regulatory Compliance AVP for Santander Bank, Barclaycard, and the Financial Ombudsman Service. Ashanti co-created the UK’s first nation-wide anti-racism and allyship project for women in Human Resources (HR), an industry that is 83% female and white. She is also a co-founder of 100 White Allies, Diversity Ally, and Black In Events, which are consultancies that provide support for organizations to be proactively anti-racist and inclusive.
In this episode, we cover three main topics. They are diversity and inclusion, starting and running your own business, and online events.
You will learn a lot from our fascinating conversation with Ashanti today. We hope you enjoy it as much as we did!
Ashanti Bentil-Dhue’s bio:
Ashanti Bentil-Dhue is Founder and CEO at EventMind, a market leader in the virtual meetings and events sector. EventMind provides training, consultancy, and delivery for businesses looking to engage virtually with their audience and community. Ashanti is currently a judge on several awards panels, including the Eventex Awards, Independent Publisher Awards, and the Virtual Event Institute Awards. She is also a co-founder of 100 White Allies, Diversity Ally, and Black In Events, consultancies that provide support to organizations who want to be proactively anti-racist and inclusive, both internally and for their service users. You can connect with her on Linkedin.
Ashanti can bring the experience she gained from five years spent as a Regulatory Compliance AVP for the likes of Santander Bank, Barclaycard, and the Financial Ombudsman Service. This experience has given Ashanti an understanding of corporate governance and challenges associated with change management and workplace culture shifts.
Diversity initiatives
It was during her time in the world of compliance that Ashanti began to work on diversity initiatives, and she also started to use events as a vehicle to communicate the importance of being as diverse and inclusive as possible.
Arranging events
When she was working for a bank, Ashanti did not see herself as an event planner. She saw herself as the compliance consultant who also arranged events.
Building communities
When she decided to start her own business, Ashanti naturally gravitated towards using events to build communities, her business brand, and her personal brand.
Racism
Ashanti first encountered racism when she was four years old, and she was the only black child in her class. It was the first time she realized she was different because she got treated differently. She experienced bias, micro-aggression, and being stereotyped.
An event to raise awareness
During an awareness month, while she was in the financial industry, Ashanti decided to put on a diversity and inclusion event for the employees. She invited local school children to participate and help raise awareness and highlight the diversity in the area within which the bank operated. It all happened very naturally for her.
HR and diversity
HR is a discipline in the UK where most of the stakeholders are female and white. Those individuals often influence the processes and systems that impact how much people are getting paid and who gets hired, fired, promoted, or trained, even though they may not have lived the experience of difference or being a minority. Ashanti’s mission was to help those stakeholders understand how to contribute to becoming more diverse.
Diversity
Diversity can be attained by hiring different people, paying everyone on equal scales, and investing in people through resources and training.
Ashanti Bentil-Dhue’s visibility epiphany
Ashanti Bentil-Dhue realized that her consistent visibility was a way to create more diversity. That realization prompted her to create 100 White Allies, Diversity Ally, and Black In Events.
100 White Allies, Diversity Ally, and Black In Events
She created those consultancies with a mission to simplify things. She wanted to make it accessible for organizations and companies to become more diverse. And highlight to people of color that there is a place for them in the events industry.
Encouraging more diversity
Ashanti understood that to encourage more diversity she needed to show up consistently, be good at what she does, and add value for other people.
Starting her own business
Ashanti always wanted to start a business. Having learned enough from the corporate experience to add value to tech startups, she thought she would have more freedom, independence, and control of her income by starting a business of her own. Instead, she discovered that being an entrepreneur is like being an employee squared.
Ashanti Bentil-Dhue’s entrepreneurial challenges
As Ashanti Bentil-Dhue discovered, being an entrepreneur is not easy. The challenge in owning a business is that you have to be astute, you have to make decisions under pressure, and you have to love what you do. You also need to be driven from within and able to cope with uncertainty and rejection.
Monetizing your experience and skills
It is vital to know how to monetize your experience and skills. Without knowing how to do that, you will struggle with starting a business.
Mindset
Ashanti maintains a healthy mindset with the help of several coaches and the support of a community of other entrepreneurs. She has also done a lot of work on her personal mindset.
Scaling
Scaling your income is very different from scaling your business. They require different skills, resources, time, and energy. They will result in different outcomes for you as the business owner.
Making more money
You don’t have to create or scale a company to make more money. You need to understand how to make that happen and how to manage all the elements.
Ashanti Bentil-Dhue and online events
Ashanti Bentil-Dhue got into creating online events before COVID. She started with live streaming to teach people how to do various things and sell her service. Then, other companies started asking her how to live stream and sell. That was how she got into helping companies create online experiences and events to build communities.
Since COVID
Since COVID, there is much more technology available, and the rest of the world now understands the sustainability benefits and the low cost of the online launch.
Post-pandemic
Online events will become a part of a digital and social strategy. They will become more informed and sophisticated than pre-COVID.
What’s new
You can now have global insights on attendee behavior at online events. Online events can now get integrated into a marketing strategy, a recruitment strategy, or a brand-activation strategy in a way that they were not getting done readily, pre-COVID.
A global directory
Ashanti has decided to launch an accessible global directory. She feels that her company is in a position to do that because they are unbiased. They will be listing every event technology company out there in one place.
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Connect with Ashanti
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Today, we have the honor of speaking to Sir Winston Churchill, the former British Prime Minister, as impersonated by Randy Otto. Randy has been playing Winston Churchill for the last forty-seven years, and he is phenomenal!
In this episode, you will learn about history. You will hear the great quotes of Sir Winston Churchill, and you will also get some great leadership advice.
We know you are going to love this show!
Randy Otto’s background
Randy Otto’s British history professor did a spot-on impression of Winston Churchill, and Randy thought he could impersonate him impersonating Winston Churchill. The professor walked up behind him and surprised him by telling him that he might have something, and Randy’s life changed instantly! That professor became a great mentor in his life, and Randy gave him credit every day for allowing him to see the world through the prism of Winston Churchill.
You don’t know as much as you think
Randy urges you, as business people, to always remember that you don’t know as much as you think you do. Go and find the people in your life who know more than you do, or who can complement your knowledge, and ask as many questions as you can.
Mentors
Throughout his life, Randy has had several great mentors. One of them was the great actor Hal Holbrook, who impersonated Mark Twain on stage for 64 years and died recently at the age of 94.
The best advice
Hal Holbrook gave Randy the best advice he has ever had, which was that he did not need a script. He told Randy that he knew enough about Winston Churchill to become Winston Churchill at any time he wanted to do so. All he had to do was to tell the stories and string them together with segues.
Some advice for business people
Randy’s advice to business people is not to lose track. He advises you not to get so involved in the details that you lose track of the opportunities that come your way. Winston Churchill said, "The pessimist sees the difficulty in every opportunity, but the optimist sees the opportunity in every difficulty.”
Eight principles
Randy has eight principles that he does on stage for groups, organizations, corporations, and associations in a piece he calls Winston Churchill CEO. One of the things he stresses in it is that you touch the troops.
Great leadership
Winston Churchill set the standard of great leadership for Randy because he could stand up and sway the course of history. He did that by simply telling the truth and reminding the British people of who they were.
Press
Churchill had the cooperation of the press during World War Two. Although he knew they could take it, he asked the press not to give the British people all the bad news at once.
Taking ownership
People appreciate leaders who take ownership of it when there is a problem or when something goes wrong and asking for help is powerful.
A painter’s eye
Winston Churchill had a painter’s eye, and he used it as a leadership technique. He would choose a focal point for where he wanted to go in a meeting. He would then focus on that point. Sometimes, it was something that the audience thought of as inconsequential, but Churchill would stick to it like a bulldog for hours until they found a solution. As a result, he was very successful in the cabinet meetings when things got tough.
Mein Kampf
Churchill got quoted as saying that he was the only person who read the English translation of Mein Kampf as early as he did. He realized that it was a roadmap to disaster. Unfortunately, he had no proof at the time.
Writing
Churchill made a living by writing. When he started criticizing the Germans and the Italians, he lost the ability to be published by many magazines and newspapers. He kept on despite that, however.
Painting in Marseilles
Churchill painted at a chateau in Marseilles. You can see a beautiful painting that he did here.
Chamberlain
When Churchill became Prime Minister, he was clever enough to invite Neville Chamberlain into his cabinet. Chamberlain was his fiercest enemy before doing so, and despite that, Churchill gave the eulogy at Chamberlain’s funeral.
He was himself
Churchill was true to himself as a leader. He was unafraid and honest, and he told the truth. He always said what he meant and meant what he said.
Winston Churchill gives some management and leadership advice for small business owners
“One must look at the past before one looks at the future.”
“History is our best teacher. Study history. Study history. Study history.”
“In history lie all the secrets of statecraft.”
“The further back that you can look the further forward that you can see.”
What is important as a leader when you are managing a team
“You must find your enemies and keep them close to you.”
President Lincoln assembled a team of rivals. He found the people who opposed his policies most assiduously and asked them to be part of his cabinet. As a leader, you must do the same thing in business. You must find those who are not afraid to take you on or disagree with you, and you must welcome it.
You must find the best men and women, and not the ‘yes’ men and women today, to help you, and to ask the difficult questions of you. Then you might learn to better run your company.
Managing a budget and finances
You should hire someone you can trust, who is good with facts and figures, to do that for you. “And don’t be afraid to spend money to make money.” (Churchill was not the greatest financier that ever lived.)
Company culture
You must have a vision for the future, and you must be able to communicate it. If you don’t, you had better figure out a way to find out what your vision is and communicate it. That vision must drive every single strategy that you have in your business.
Randy Otto’s bio as Keynote Speaker, Playwright, Academic, Actor
Randy Otto does NOT enter onstage. He explodes into your midst. The suspension of disbelief immediately immerses the audience. It IS Winston. Without doubt, Churchill.
Through Randy Otto’s astonishingly authentic portrayal of Churchill, based on decades of academic research and performance passion, the true genius of the man, the statesman and most admired leader can be fully seen, heard and even questioned!
Randy Otto, with unapologetic admiration, depicts a witty, humane, accessible living portrait of the most admired leader ever.
Randy’s KEYNOTES & THEATRICAL SHOWS (Winston Churchill: CEO, Winston Churchill: Man of the Century, and Winston Churchill: The Blitz) skillfully leads the audience on an immensely entertaining Churchillian journey, imparting WHY Churchill was a VISIONARY organizational genius who harnessed a unique MAGNANIMOUS, ACTION ORIENTED STYLE infused with boundless enthusiasm; and how today’s 21st Century leaders easily incorporate Churchill’s Timeless Principles of Leadership into their personal and professional lives.
Randy answers the questions: WHO was Winston Churchill, HOW did Churchill leave a timeless legacy of leadership and WHY Churchill is relevant and needs to be heard now more than ever in the 21st Century.
Randy Otto’s Awards/Honors/Education/Experience:
- Has portrayed Winston Churchill professionally for over four decades
- Honorary Archivist – Churchill Archive Center – Churchill College/Cambridge University/Cambridge, UK
- Advisory Board – International Churchill Society - Milwaukee, WI
- Hosted 70th Anniversary of Churchill becoming an American Citizen - Hillsdale College, Hillsdale, MI
- Commissioned by National Churchill Museum to create “Painting as a Pastime” February 2014 – honoring the largest exhibition of Churchill paintings since 1976 in St. Louis, MO
- Rotary 20+ Years - President of 2 Clubs, Assistant Governor
- Randy Otto is the ONLY Winston Churchill endorsed by members of the Churchill family
- Native of Milwaukee, Wisconsin, alumnus of the Milwaukee Repertory Theatre and numerous theatrical roles– BA graduate of the University of Wisconsin at Eau Claire
- Missionary two years Hokkaido and Kyoto Japan
- 20+ Years Vice-President of Investments - Fully licensed private investment management with Stifel Nicolaus Investment Brokerage - Offices in Brookfield, WI & St. Louis, MO
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On the telephone – (920) 988-4459
See Randy as Winston in action!
Today, we are happy to be speaking to a well-known world traveler, Sabrina Meyers, from the Hot Hospitality Exchange. Sabrina has worked in different parts of the world, from Singapore to Sydney to London. Now, she is based in Germany. Currently, Sabrina is focusing on social media.
In this episode, you will learn about influencer marketing, how to use social media, create content, and create online visibility.
Be sure to join us today to hear Sabrina’s fascinating story and learn how to best leverage social media for your online visibility.
Sabrina Meyers’s background
Sabrina Meyers was born in Singapore. She grew up having more exposure to the hospitality industry than the events industry. From a young age, she often traveled with her father, who was a university professor. He used to travel across Southeast Asia, giving conferences on engineering.
Hotel management
Sabrina loved hotels, so after leaving school, she decided to study hotel management at a private college. After graduation, she moved to Australia to continue her studies and get a degree in hotel management.
Her first job
After moving to Australia, she got her first job. She became a sales coordinator in hospitality sales, and she loved everything about it!
London
A while later, she moved to London. She loved it there. She continued with her career in London for the next year, after which she joined The Leading Hotels of the World, a marketing organization. When that came to an end, an opportunity came about for Sabrina to switch sides.
Running events
Sabrina was super interested in events. She always helped out with the running of events for the leading hotels, and she was very interested in the logistics side. Her boss, at the time, started a New York-based agency, and he hired Sabrina to open the London office. That was where her event management and logistics experience began.
Germany
Sabrina married a German man, and they decided to move to Germany. After taking a year or two off, she continued with her journey, in Germany, starting with venue sourcing. She was very successful and very lucky with that side of things.
Freelance and social media
Sabrina decided to go freelance and offer event management services. She also continued building up her logistics experience while becoming an early and passionate adopter of social media.
Head-hunted
Sabrina got head-hunted by George P. Johnson, an experiential marketing agency, to manage IBM’s European conferences remotely. She later went on to freelance for George P. Johnson and IBM.
Vlogs
In 2017, Sabrina went onto YouTube, looking for someone to follow. She did not manage to find anyone who did what she did, however. So she decided to become that person, and she started making vlogs of all her experiences as an event planner.
Sabrina Meyers creates a specific community
What Sabrina Meyers does with her vlogs is qualified and targeted. There is a specific community of people who will get what she is doing, and it will add value to them when they watch her vlogs.
Social media
While working, Sabrina was very active on social media. She did lots of vlogging and was active on Instagram, LinkedIn, and Twitter.
Sabrina Meyers’s strategy
Sabrina Meyers’s strategy is to never post the same thing on every channel if she can help it because people take in information differently, on different platforms. She recommends trying to cater and customize your content to the platform that you are using.
No travel, no content
Last year, no traveling meant no content for Sabrina. So, she decided to put all her energy and focus into making her side-hustle, social media strategy, and consulting, specifically for the events, travel, and hospitality industries, her main hustle.
To stand out
Sabrina explains that to stand out on social media, you need to be shouting louder than everyone else because everyone is on social media right now.
Building an online presence
To build an online presence and visibility, you should block times to check into your platforms every day. The time for you to engage needs to be separate from the time you post because they are two separate things.
How often you should be posting
You should post three times a week on LinkedIn and Instagram. Increase it to four or five times a week, if necessary. You need to be very active and post very often and very regularly on Twitter. You should post two to three times a week on Facebook.
Power platforms
Sabrina’s power platforms are LinkedIn, Instagram, and Twitter. She uses Clubhouse moderately.
Structuring
As business owners, you need to adopt the mindset of viewing social media as a marketing channel rather than a chore. To see lots of results, commit some time to create the right content, scheduling that content, and engaging with other people’s content, as well as distributing your own.
Time
Creating content, structuring, planning, and scheduling will take time. That is only a one-time investment per month, however.
Purpose
Define your purpose before coming up with the relevant content. Identify what your content pillars are and create the content for those with your purpose in mind. You will need to dedicate ten to fifteen minutes per caption for your content to ensure that it has the right messages, calls to action, and image or video.
Diversity
Having diversity in your content-type is vital for business owners.
Virtual assistants
Sabrina feels that it is well worth investing in trusted virtual assistants to help you.
Templates
You can buy templates from CreativeMarket.com. Then, add your brand colors, type something up, and add a photo as a graphic.
Influencer marketing
An influencer is a trusted voice in a community and industry on specific topics. Find people who influence your local, global, or online community. Bring them in to talk about your niche from the perspective of the kinds of customers you want to have.
Sabrina Meyers’s bio
Sabrina Meyers is the Event Industry’s GO-TO on all things social media and how to effectively use social media to optimize online visibility for your personal and professional brand.
She is a social media strategist and consultant working with individuals, brands, businesses, and organizations within the global events and hospitality industry. From social media event strategy for events to influencer marketing campaigns to optimizing social media presence for companies, she works on a case by case with clients who want to use their social media channels to raise awareness, build community, increase engagement, drive leads and generate revenue.
With over 16 years of experience in the Events and Hospitality industry, she has worked for big-name brands such as Marriott, Hilton, and The Leading Hotels of the World in sales and marketing roles promoting the most luxurious to the most meeting specific hotels in the world.
She has also worked for reputable event agencies such as George P. Johnson as well as independently as a freelance event planner delivering corporate events globally for clients such as Dow Jones International and IBM.
She is an event industry vlogger and founder of Hot Hospitality Exchange, her brand where she actively creates online content for, from, and with the event community across a plethora of social media platforms (as expected) from her own YouTube Channel to the newest social kid on the block, Clubhouse.
An experienced industry speaker having spoken at industry trade shows such as IBTM World, Sabrina is also an online event moderator having moderated for global organizations such as EventMB and Swapcard. Be sure to follow her on Instagram, Twitter, and Clubhouse on handle @hothospitalitye and connect with her on LinkedIn.
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We have the great pleasure of speaking to yet another icon in our industry today, Elliott Ferguson. He is the President and CEO of Destination DC and the current national chair of the board of directors of the U.S. Travel Association.
In this episode, we will be talking about three main topics. We will discuss how DMOs (Destination Marketing Organizations) can help business owners navigate the current situation and what will come after the pandemic. We will also talk about diversity, equality, and inclusion and the leading role Elliott has taken in that area. Finally, we will look at Elliot’s role as the chair of U.S. Travel and what will be coming next for our industry.
We hope you will enjoy our fascinating conversation with Elliott as much as we did!
Elliott Ferguson’s bio
Elliott Ferguson serves as President and CEO of Destination DC, the official destination marketing organization for Washington, DC. A 30-year veteran of the travel and hospitality industry, Ferguson leads Destination DC’s efforts to generate economic opportunity for the District through meetings and tourism, overseeing the organization’s convention and tourism sales, marketing, finance, and business development operations. Ferguson began his tenure with Destination DC in December 2001 as the Vice President of Convention Sales, became Senior Vice President of Convention Sales and Services in 2005, and has served as President and CEO since 2009. Before working at Destination DC, he served as Director of Sales and Vice President of Sales at the Atlanta Convention and Visitors Bureau. He has also served as Director of Sales at the Savannah CVB. Ferguson currently serves as National Chair of the board of directors for the U.S. Travel Association, where he guides the board and association’s efforts to advance policies that facilitate more international and domestic travel. He also serves on the board of directors for the following organizations: Advisory Board of the Smithsonian National Zoo; DC Jazz Festival; Ryan Kerrigan “Blitz for the Better” Foundation and the United Way of the National Capital Area. He represents Destination DC as part of the Hospitality Alliance of Washington, D.C. Ferguson received a Bachelor of Arts in Marketing and Business Administration from Savannah State University. His many industry memberships include Professional Conference Management Association, International Association of Exhibition Executives, Destinations International, National Coalition of Black Meeting Planners, Meeting Professionals International, and American Society of Association Executives. Ferguson and his wife, Telesa Via, a hospitality industry veteran, are longtime residents of Capitol Hill. He is active with Capital Partners for Education, Alpha Phi Alpha Fraternity, Inc., and Delta Sigma Pi.
Joining the industry
In the early 1990s, Elliott got an opportunity to work with the Savannah Economic Development Authority organization. The focus was on economic development and bringing business to Savannah and Georgia by way of industry relocating or expanding. The person running the Business Bureau was on the board of that organization, and he approached Elliott one day to offer him the opportunity to join the Business Bureau. Back then, there was not much diversity in the industry, and the board member of the Business Bureau liked what Elliott was doing and felt that he and Elliott would work well together. Being young and naïve at the time, Elliott avoided him for six months.
Joining the organization
After spending six months thinking about it, doing some research, and learning about what the organization did, Elliott joined the organization. Now, more than thirty years later, he is still doing that.
Moving to Washington DC
Elliott moved to Washington DC in December of 2001, just after 9/11.
The last twelve months
Having lived through 9/11, Elliott felt accustomed to things affecting business travel and tourism to Washington DC. Although the last twelve months have been the hardest to deal with, there is strength in numbers. After coming out of a state of denial and dealing with the shock of the reality of the situation, all Elliott’s peers around the country started talking about recovery, being more proactive, and looking towards the future.
What Americans need to work on
As Americans, we need to work on our tendency to believe that some things that affect the global community will never happen to us here, in America.
The Da Vinci Code
You can visit Washington DC, based on the book, The Da Vinci Code by Dan Brown. There is a program that shows the different places from the book in Washington. There was also a tour that showed Washington through the eyes of those who followed the Dan Brown movies.
Diversity, equality, and inclusion
Elliot feels that things are improving slightly in terms of diversity, equality, and inclusion because when he entered the industry in 1992, there was only one black male who was the CEO of a DMO.
The National Coalition of Black Meeting Planners
Elliott was actively involved in the National Coalition of Black Meeting Planners. He realized that there were opportunities and diversity at the lower level of the pyramid in our industry, but as you got further up the pyramid, there were fewer and fewer opportunities.
Diversity and inclusion within DMOs
In 2021, America is a nation with 600-700 DMOs, and less than ten of them are run by people of color and females. There are still many opportunities and enough time to look at that and dissect it through a different lens.
A wake-up call
Last year was a wake-up call for Elliott. He realized that COVID could happen in America, and he needed to do a lot more in terms of diversity and inclusion within the industry.
Elliott Ferguson’s idea of doing better
Doing better for Elliott Ferguson is not only about white people recognizing and understanding the plight of the black community. It is about understanding that there is something wrong with being one of only two black people walking into a room filled with white people in 2021. Also, when representing an industry that he loves and not seeing the diversity, seeing the opportunities to have conversations about that.
Discrimination
Most discrimination comes from ignorance.
Seeing diversity in the future
Because of the things they have seen and experienced, kids entering the workforce in the next few years will expect to see some diversity in the companies for which they work. If not, they won’t want to work for those companies. Those who want to believe that it is just a black problem, a Jewish problem, or a problem that does not affect them will be left behind.
Diversity within companies
Sometimes, people don’t even realize that the things they are saying are racist. So, people need to challenge themselves to be more purposeful with the conversations they have within their companies. They need to understand that those diverse companies are the most profitable and they are usually the places where the most people want to work.
Elliott’s role is coming to an end
In the next few weeks, Elliott’s role as the chair of U.S. Travel will end. He spent two years in that role, and it was an interesting time for him.
Dealing with a pandemic
As we continue to focus on stressors like Black Lives Matter, the change of administration, and homeschooling, we realize that we are dealing with a pandemic, and people will be losing their lives. Elliott appreciates the direction the Biden administration is taking in terms of prioritizing the focus on the pandemic.
The focus of the U.S. Travel Association
In the short-term, the U.S. Travel Association is focusing on domestic markets and on building relationships. Now, when there is no travel at all, people are paying attention to what is missing and how important the travel industry is.
The new chair of the U.S. Travel Association
The new chair of the U.S. Travel Association will be focusing on ensuring that the U.S. Travel Association is dealing with the priorities tied to recovery and getting back on track so that people can start traveling again.
Something to be proud of
The U.S. Travel Association has done two webinars with NDEI, focused on diversity from the standpoint of being black in America. There were more than two thousand people on each Zoom.
Racism that Elliott Ferguson experienced at IMEX
The U.S. Travel Association won two awards at IMEX. A few seconds after Elliott Ferguson got off the stage to accept the awards, someone came up to him and asked him to fill their glass of wine. Everyone was shocked! Although Elliott’s first inclination was to reassure everyone and make them feel okay, he felt deflated.
Creating awareness
After that incident, he decided that he would no longer focus on making other people feel comfortable in those situations. Going forward, he would rather prioritize helping people understand what is being referred to, in terms of marginalizing people because of the color of their skin.
Leading the way
Elliott feels that the hospitality industry should be leading the way in terms of understanding people’s cultural differences.
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Today we are thrilled to be speaking with the poster-child of entrepreneurship, Jill Garcia. Jill is the President and Owner of The Hutton Group. She bought the company just before the pandemic and is optimistically looking to the future.
Jill has been in the industry for the last thirty years, and she has a fabulously inspiring story to share with us today. We know that you will enjoy listening to Jill's story of resilience!
Jill Garcia’s bio:
Jill Garcia is the President and Owner of The Hutton Group - Inspired Meetings & Events, a twenty-five-year-old, woman-owned-and-operated full-service meeting planning company headquartered in Pittsburgh, PA. From large-scale events to focused incentive programs, she has planned meetings for groups ranging from 10 to 10,000 attendees. Her meeting planning expertise encompasses all major markets globally to include association, corporate, and SMERF clientele. She can provide solutions as diverse as the clients and industries she serves. With over thirty years of experience in the hospitality industry, Jill has worked for hotels, theme parks, destination management companies, and as a long-time independent meeting planner. Most recently, as a Senior Director of Global Accounts for HelmsBriscoe. In that role, Jill was a top producer. She was earning the President’s Club Award for eleven years running.
Jill holds a degree in Communications from Central Connecticut State University. She lives in Pittsburgh, PA, with her husband John, a teacher, and her children, both human and furry.
Jill Garcia shares her journey
Jill Carcia moved to Orlando, Florida, with high hopes of meeting some famous people by joining the hospitality industry. She started her career working as an assistant at a hotel and then worked her way up in the convention department. After leaving there, she moved to Universal Studios in Florida, where she was fortunate enough to have the opportunity to run into Steven Spielberg.
After taking some time off to have her children, Jill decided to get into meeting planning and started working with some independent planners around the country. She had some cool experiences doing some independent planning and got an opportunity to join HelmsBriscoe, the largest global site selection company, and work with them for almost fourteen years.
Getting approached to purchase a company
In December of 2019, Jill got approached by a woman she knew who wanted her to purchase her planning company. Jill loved the idea of being able to go out to lunch, entertain clients, and be at client events, so, in February of 2020, Jill committed to buying her company. Then, in March, the pandemic happened.
An event with Steven Spielberg
While working a VIP event in the VP lounge at Universal Studios, Jill got a call saying that a VIP needed to come up to wait for his car. It was Steven Spielberg - the one person in the world that Jill wanted to meet!
Fate
Jill believes in fate and not in coincidences. She believes she was fated to meet Shirley Hutton, who sold her the Hutton Group.
Jill Garcia’s love of Pittsburgh
Jill Garcia loves Pittsburgh. She believes it is a fabulous city to hold meetings. She wants to hold meetings there and promote the city.
The right time and the right opportunity
Owning her own company was an evolution in Jill’s life. She had never before imagined that she would have her own company, and when the opportunity came her way, she felt like it was the right time and the right opportunity. She feels a little fearful and also very excited about where things are going for her.
A year from now
Jill believes that a year from now, we will be back to somewhat of a normal state.
Believe
If you believe in something and you believe in yourself and your abilities, you can achieve it, no matter what it is.
President’s Club
Jill has been a member of the President’s Club for twelve years. That is an honor you receive for selling a million dollars or more in your business.
Sales
Jill believes that sales are about building partnerships. She has been building firm connections throughout her career.
Jill Garcia’s persistence and resilience
Jill Garcia finds it prevalent right now that people are working together to build each other up. It is vital for business owners and people in sales to be persistent and resilient.
Running smoothly
Things are running smoothly for Jill, and being back in a hotel felt fabulous! They held their first hybrid meeting three weeks ago, and it went smashingly!
Trying to get the word out
Times are tough for people right now. Jill and her staff are having a hard time knowing what is appropriate in terms of their next meeting. They are trying to introduce themselves and get the word out, but they don’t want to be insensitive.
Tough times make tough people
Jill knows that tough times make tough people. She understands that from her personal experiences. Tough times push you and show you how strong you are.
A DMC
Jill is putting a DMC (destination management company) out in the city within the next couple of months. She does not doubt that it will be a huge success.
Motivation
Jill’s motivation has been coming from so many people losing their jobs, and associations will be needing help. Jill thinks that the floodgates are going to open and they are going to be there at the right time. That will help them bring in some skilled people interested in doing something to keep busy.
Inspired
The people working for Jill have inspired her. She changed the name of the company to The Hutton Group Inspired Meetings and Events because she feels inspired by what they do. She also wants her employees and her clients to feel inspired by what they do.
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Today, we have the great pleasure of talking to Jeff Fugate. Jeff is an icon in our industry and a rock star in sales and marketing. He never gets tired of learning, questioning the future, and making changes.
In this episode, Jeff talks about the amazing pivot he did in 2020.
Join us today to hear Jeff’s fascinating and inspiring story of resilience. We know you’re going to enjoy our conversation!
Jeff Fugate’s bio:
Jeff is the Owner and Chief Queso Officer of Empty Bowl Queso. After 30 years in Sales and Leadership, he ventured out on his own to give everyone in the world the opportunity to experience good queso. He lives in Leesburg, VA, with his wife, two kids, and a menagerie of pets.
Jeff’s background
Jeff has been passionate about sales and marketing for a very long time. He started his career in the sales and marketing space in Kinko’s Organization. He spent much of his time focusing on sales methodology and learning and perfecting different methods of sales. It worked for him, and he continued learning and helping others.
Sales training program
Jeff and his sales manager developed a sales training program for the entire Kinko’s Organization in the mid-1990s. They trained over 600 people with that method.
Moving on
The sales manager then moved on to start the B2B side of the Office Max Document Services business and recruited Jeff shortly after. They kept on striving to improve their sales methodology, and they went out and deployed it.
Getting into the events business
A chance meeting in the airport with Bruce Harris, the founder and president of Conferon, resulted in Jeff getting brought over into the events business.
Jeff Fugate’s thoughts on leadership
Jeff believes in servant leadership. He has always viewed his role as a leader to help people develop their skills, their knowledge, and their wisdom. Part of that is allowing people to learn from their mistakes.
For Jeff, real leadership is about leaders looking for ways to help their people, rather than looking for ways to catch his team members doing something wrong.
Mistakes
Jeff understands that mistakes are an important part of learning.
Jeff’s role
Jeff has always viewed his role as helping people get better and getting the obstacles out of their way, so they can become most efficient and effective in what they do.
Dealing with change
Change is hard, and it involves risk. When dealing in complex, high-end sales with a lot on the line, it can be scary. So, as a leader, you need to help your people through that.
Making a change
In 2007, Mark Miller approached Jeff to help him write books, and Jeff jumped in with him. After 2008, Jeff realized that things were not working out in the way he thought they would.
Clear
A former colleague from Office Max had gone to work for an organization called Clear, which provided wireless, high-speed internet at the time. Clear was looking for someone to start up the DC area, so Jeff jumped into that boat and became employee number one in DC for the Clear Organization. It was there that he learned more about what leadership meant to him.
Experient
In 2010, Jeff returned to Experient, and he remained there through many changes. He became reunited with David Peckinpaugh in 2012, and they have been through several changes since then.
Covid
Jeff realized that Covid would be bigger than most people thought it would be, at first. Maritz Global Events struggled for several months until finally, Jeff and many other employees got furloughed.
Getting into something new
Losing his position at Maritz Global Events allowed Jeff to do something that he had been working on as a side-project for quite some time.
A fundraiser
In 2017, Jeff made a big pot of queso to sell as a fundraiser at the Super Bowl to help his daughter and her marching band get to Disneyland for the Veteran’s Day parade. He put a post on Facebook and got blown away by the number of people who responded and wanted to help. The fundraiser carried on for the next several years. After three years, Jeff reflected, did the math, and realized that he needed to legitimize what he was doing. So, he started with the process of getting certified by the state of Virginia, and he found a commercial kitchen to use instead of using his own kitchen.
Queso
In the mid-1990s, Jeff started making queso with his favorite green chile peppers that he bought in Hatch, New Mexico. In the 2000’s, making queso became Jeff’s hobby, and he started trying out some new things to make it even better.
In 2012, the Hatch chile peppers became available locally. That changed things for Jeff because he could make even more queso and share them with even more people.
Coming up with a name
Jeff came up with the name, Empty Bowl Queso, and his wife came up with a great logo.
Jeff Fugate’s next move
After getting the news about his position being eliminated, Jeff Fugate decided that the time had come for him to start putting all his energy into his queso business. He had no anxiety and felt naturally positive about it working out.
A learning experience
The queso business has been quite a ride and a tremendous learning experience for Jeff, and the business has been growing.
What Jeff learned
Jeff learned that starting small, you sometimes cannot get the things you need because you are just not big enough. As a result, you can’t do what you need to do. It is a classic the-chicken-or-the-egg situation. From a scale perspective, he has to keep thinking of ways to work around that and act like a big company when he is still a small company.
Development
Jeff is currently focusing on expanding his local retail base in the DC area, and he has been crushing it! His strategy for 2021 is to focus on the DC market, grow the retail base, and use farmer’s markets to help get the word out. He could also potentially expand to Dallas, Las Vegas, and Chicago. By this time next year, he would like to start going after mass retail.
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We are happy to be speaking to Ori Lahav today. Ori is the Vice-President of Clients and Operations for the Kenes Group and is also the current President of IAPCO (International Association of Professional Congress Organisers). He has a wealth of career experience, even having worked on the startup of an electric car.
In this episode, Ori will be talking about pandemic leadership, virtual events, and event marketing.
We know that you are going to enjoy our conversation with Ori, so stay tuned!
Ori Lahav’s bio:
Ori Lahav joined the Kenes Group in 2013 as AVP Marketing, bringing more than 15 years of marketing experience to the management team. Ori’s expertise includes implementing marketing strategies, above the line marketing/below the line marketing, and leading digital campaigns in online/social media channels. He began his career in the communications industry, where he held marketing positions at internet, voice, and mobile telecom providers. This was followed by a senior role in the automotive sector with a start-up that raised US$ 900M to manufacture electric cars. After 4 years at Kenes Group, Ori moved to manage the Client Accounts & Operations unit. At the beginning of 2017, Ori also became an IAPCO Council Member (IAPCO – the International Association of Professional Congress Organisers), and in 2020, he got announced as the president of the association. Lahav got recognized by event professionals in the Eventex Top 100 Most Influential People in the industry for two consecutive years. Ori holds a BA in Statistics from the University of Haifa and an MBA from the University of Derby, UK.
Ori’s background
Ori got into the meetings and events industry by chance. His background is in marketing, and he has worked in many different marketing positions and industries over the years.
VP marketing
Shortly before Better Place, the startup he was involved with for three years, closed, and Ori interviewed for a VP marketing position at Kenes Marketing, a sub-company within the Kenes Group. He landed the job. At the time, he had no clue about the meetings and events industry and how big it is, but he learned quickly.
Marketing
Ori ran a team of about thirty internationally-experienced marketing people. It felt natural for him because the basics of marketing are similar, regardless of which industry you are doing the marketing for.
Restructuring
After Ori had been working in that position for four years, the company did some restructuring. He got asked to lead the restructuring and execute the congresses and events for the Clients and Operations Business Unit. He then became the VP of Clients and Operations.
Electric cars
Ori had his first 100% electric car more than ten years ago.
The startup of Better Place was all about a mission to “drive the world electric.” They had a great team, and they managed to raise $900,000,000 from international investors. Unfortunately, it was a complicated project, the cost was huge, and it happened before the market was ready. So, their private investor lost patience and decided to stop investing in the project.
Educating the market
This year, Ori has been educating the market. When he talks about educating the market, he is referring to three main audiences. Those are the speakers for the virtual events, the participants, and the sponsors and exhibitors because those are the three key stakeholders of the event.
Their first fully virtual meeting
Their first fully virtual meeting was in the first week of April. Because of the pandemic, they had only three weeks to pivot to virtual. They had to record 250 presentations, explain everything to the speakers, connect with Zoom, and record all the sessions.
Investing in the speakers
They invested a lot in educating the speakers on how to speak in a virtual space with no visible audience and no interaction. They put a lot of effort into explaining to the delegates how to get the most out of the virtual events by creating tons of different explanatory videos.
Educating sponsors and exhibitors
Educating the sponsors and exhibitors is still an effort and quite challenging for Ori because it is more complicated to see a return on investment in the virtual space.
What Ori Lahav learned at Better Place
What Ori Lahav learned at Better Place, about how to educate the market, has helped him with virtual events.
Ori’s approach to shifting to virtual
When it comes to leadership, business owners, and strategy, it is important for leaders, especially in crisis management, not to panic and to create a task force or a war room quickly.
Status meeting
In March and April, Ori and his team had daily status meetings with all the different stakeholders within the company, including the CEO, the management, and the stakeholders from mid-level management, to help them gain control of the situation and strategize.
Being proactive
To ensure your financial stability, you need to be proactive with your clients and direct them towards where you want to take the meeting.
Good leadership
To be a good leader, you need to be an example and get everyone to follow you.
In-house solutions
Initially, they worked with many third-parties and suppliers to provide virtual services. They quickly realized that they preferred to create in-house solutions. In November of 2020, they launched their in-house platform.
The future of event marketing is in real-time marketing
The pandemic has accelerated many of the processes of event marketing. The current trend is real-time marketing or response in real-time. To be successful with real-time marketing, you have to have all your responses ready before you need them so that you know how to respond immediately, regardless of what happens.
Hybrid and virtual marketing
Virtual is here to stay, and in the future, the standard will most likely become hybrid.
The in-person experience
Ori thinks that the in-person experience will become a little different in the future because organizations have learned from the pandemic that education can get done online. The in-person experience in the future will be more about people getting together to socialize, network, have hands-on workshops, and meet the experts.
Added value
People will need to focus on the added value of virtual versus the in-person experience.
Return on investment
It is hard to show a return on investment with marketing because you don’t know the specific activities that bring the participants to the event.
A rule of thumb is that you need to see something three times to be convinced. So, you might need to see an ad on LinkedIn, get some email marketing, and hear something from a colleague about it.
Lower marketing costs
Ori sees things trending in the direction of lower marketing costs. The cost of marketing has decreased a lot recently, so now you can be a lot more cost-efficient while spending the same amount of money. With $100, you can currently do targeted advertising on YouTube, Facebook, and LinkedIn.
Who owns the budget?
Ori sees that the client owns the budget. For a profitable outcome, you need to invest the right amount in marketing, and there has to be a good connection between the business owner and the marketing team.
Ori Lahav and his relationship with IAPCO
Ori Lahav got involved with IAPCO because he loves to educate people, and he likes to speak at industry events to share his knowledge. He decided to run for a council position on the board of IAPCO. After two or three years, he first became the Vice-President and then the President of IAPCO.
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We are happy to be speaking to Roger Rickard today. Roger is an icon of advocacy in our industry.
In this episode, Roger talks about what we can do as business owners, in terms of advocacy, particularly in these challenging times and also over the long term.
Roger Rickard’s bio
Roger Rickard is the Founder and President of Voices in Advocacy® and author of 7 Actions of Highly Effective Advocates. He has more than 30 years of experience as an advocacy professional, speaker, trainer, consultant, and author. As a recognized expert in advocacy engagement and grassroots activation, Roger works with a wide cross-section of organizations from diverse industries. His vibrant personality and a good sense of humor make for engaging and interactive programming that is packaged and delivered in an easy to understand, easy to apply format combining his education, experience, and enthusiasm to drive advocacy success.
Roger is a proud Penn State Nittany Lion and confessed political junky having received his education in Political Science. He has been an advocate for citizen involvement since the age of 13. Elected three times to public office as a young man, served as a state legislative staff member, and has worked on many political campaigns from his very own clear up to presidential campaigns.
His work spans a cross-section of local, regional, national, and international organizations. He has served in numerous industry associations’ leadership roles, is a recipient of several international industry awards, and is a member of Meeting Professional International’s prestigious “Community of Honorees”.
He is often interviewed by radio, print, and television media, highlighted by the MSNBC show Your Business. Smart Meetings Magazine did a cover story on Roger, entitled Passion & Purpose, Roger Rickard’s Call to Action. Successful Meetings Magazine named Roger one of the Six People Worth Watching in the Meetings Industry. Meetings Focus Magazine named him to their inaugural list of Meetings Trendsetters, and in 2020, Connect Magazine named Roger to their inaugural Class of 15 over 50 influencers.
Roger is a BIG man at 6’8”, a BIG thinker, and he has BIG ideas for helping you succeed with advocacy. He is casually known as the BIG GUY with a BOW TIE.
Roger’s history
Roger started his career in security. He started working in hotels for a private security firm contracted to those hotels. His job was to learn how to deal with things discreetly and diffuse them. That later rolled into a job where he got professionally trained to be a bodyguard as well.
Getting to know the meetings industry
Working in different positions in hotels, Roger came to know and understand the meetings industry. Eventually, he owned a DMC (Distillation Management Company) in the industry. After selling that, he went on to work for a national organization that did high-end corporate incentive programs.
Advocacy as a result of the meetings industry
The advocacy pillar of Roger’s experience came into place as a result of the meetings industry. A boycott in Arizona in the 1990s, around whether or not the government was willing to celebrate the Martin Luther King Day holiday, cost the state of Arizona a tremendous amount of meetings business. That was the first time that meetings ever got used as a tool to get back at the government for their actions.
Getting involved with Meeting Professionals International
After that, Roger got involved with Meeting Professionals International. He sat for some time on their Government Affairs Committee and eventually led the committee.
Creating programs to teach people how to be better advocates
That led him to create programs to teach people how to be better advocates to help them speak out when they felt that issues of government or other groups were affecting their ability to be leaders in their business. That led Roger to where he is at today.
Roger Rickard’s advocacy
Roger Rickard is involved with advocacy towards everything related to government and public affairs. He is also involved with the advocacy of demonstrating that people are leaders in their field, regardless of the industry in which they are.
Roger Rickard’s advocacy myth-busting
In one of Roger Rickard’s programs, he does a segment of myth-busting about advocacy because advocacy is about your ability to speak in favor of a cause or an issue. There are seven branches of myth-busting. They are:
- Public affairs
- Media
- Public service
- Brands and Industry
- Cause
- Wounded warriors
- Business leaders and people who advocate for things
Advocacy leadership
If your prospects are uncomfortable, they are not going to keep on being your customers. If your employees are unhappy with the way they get treated, and you don’t stand up as a business leader and defend and protect them, that cog of the business will not run as well as it should. You also need to stand up for your vendors and suppliers and defend them, plead for them, work with them, and share the responsibility, or they will not be there for you when you need them.
The definition of an advocate
An advocate is a person who pleads the cause of another person.
The advocacy role of business owners in our industry
Small businesses, which make up a high majority of the people in the meetings and events industry, have the incredible power to tell their personal stories. Roger wrote a pocket guidebook called 7 Actions of Highly Effective Advocates to explain how business owners and entrepreneurs can be the most important advocates in the mix. One of the best advocacy actions they can perform is to tell their story.
Having a huge impact
Anybody can reach out to get other stakeholders. You don’t need to change your lifestyle to have an impact. All you need to do is use your personal story as the vehicle to tell a bigger story.
Meetings Mean Business and Global Meetings Day
If you feel you cannot reach out to other stakeholders, join Meetings Mean Business, or be a part of the Global Meetings Day on April the 8th 2021, to find out how business gets done and how people advance their businesses through education and training.
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Or email him at roger@voicesinadvocacy.com
We are delighted to be speaking to Heather Mason today. Heather has tons of energy and lots of great ideas. She created her company, Caspian Agency, in 2005, and today, she is a rockstar, planning all the meetings and events for some of the world’s major foundations.
In this episode, Heather talks to us about how our industry needs revolution, not evolution, and that women need to learn the mantra, “men, money, and materials.”
We hope you enjoy our amazing conversation with Heather Mason today!
Heather Mason’s bio
Heather Mason founded Caspian in 2005 to produce conferences for the innovative and social good business space. Caspian’s social enterprise clients include the Skoll Foundation, the Omidyar Network, New America, Code for America, Rockefeller Foundation, Endeavor Global, Impact 2030, The Philanthropy Workshop, and Sunnylands. Caspian has also worked with brands including HarperCollins, Vanity Fair, and Keurig Green Mountain Coffee. Caspian has had the distinction of producing the Skoll World Forum for the past 15 years.
Heather also created the Caspian 10 Essentials methodology as a system to ensure business goals could be mapped and met through live events. The Caspian 10 Essentials is offered as a training program for in-house event teams and clients include Oxford University, Swansea University, and Cheung Kung Institute of Business in London. Recently, Caspian partnered with Cvent, the largest event software provider in the world, to provide the Caspian 10 Essentials via a webinar series. The online Essentials were featured as course material for the San Diego State University Meetings and Events Masters course. Mason is also the instructor for the Masters Meetings Financials and Economics Course.
Heather’s previous work experience includes Fox Studios, Fox TV, the Sundance and Cannes Film Festivals, the Bud Greenspan Olympic film crew, as well as a marketing career in technology including ShowBIZ data, Broadstream and UltraDNS. Prior to starting Caspian, she worked at Charles Schwab, producing conferences across the country.
She graduated with a degree from Utah State University, where she was awarded Woman of the Year award and the President's Leadership scholarship. She is a strategic advisor to the Women Founders Foundation and serves on the boards of Social Venture Circle (SVC), American Sustainable Business Council (ASBC), Utah State University Alumni and on the Advisory Board for Women Founders Network (WFN.)
She has been a keynote speaker at the Western Regional MPI Conference in Las Vegas, featured speaker at Future of Cities LA, Cvent Connect Conference, Women Founders Network, Talk Forum NYC, HSMAI, LA AiP (International Association of Advisors in Philanthropy) and the Global Women’s Leadership Summit. She is an instructor for the PCMA Digital Event Strategist certificate program.
Heather has been featured in Southwest Airlines, Collaborate, and Successful Meetings magazines. Mason has been named a 2020 Changemaker by MeetingsNet, a 2018 Top 500 Most Influential Event Professional by BizBash, and her event SUREFIRE was named one of the top 15 most Innovative Events of 2018 by BizBash Magazine.
The film bug
When she was in school, back in 1993, Heather found out about the Sundance Film Festival, and she got bitten by the film bug. She wanted to go and produce movies and thought it would be easy, so she went to Hollywood. She worked at the Fox 2000 studio, and after that, she worked for Fox TV.
The internet
After leaving Fox TV, she went to work as the head of marketing for two different internet companies. That took her away from Los Angeles to the Bay Area.
Producing events
A friend told her that producing events is a lot like producing movies. She had no job at the time, so she decided to give it a try, and ended up working as an event manager for the next three years. That was when she learned to use a third-party agency to augment her team, and she did events all around the country. She then learned how to do what a third-party agency does.
Save the world
Heather wanted to save the world, so she decided that if she was going to start her own company, she only wanted to work with people who were saving the world.
Caspian
So she quit her job, and with just $1400 in the bank, she started the Caspian Agency.
Quora
Heather became part of a civic learning platform for high school and college students, called Quora. For a brief time, they had a learning program to teach professionals how their city works, how they could engage in the democratic process, and how to become a more active citizen.
Skoll Foundation
Through the program, Heather met someone who worked at the Skoll Foundation. She was looking for an event manager to do one event. The Skoll Foundation then became her client for the next fifteen years.
If you want to have faith and believe in the world
If you want to have and believe in the world, Heather suggests that you look at what the Skoll Foundation does. Go to www.skoll.org to read all about them. The foundation funds, connects, and celebrates social entrepreneurs. They look for those social entrepreneurs who are using business to change the world for good.
Heather Mason’s social entrepreneurship
Heather Mason had never before heard of social entrepreneurship, and when she learned about it, she thought it was cool! After getting the Skoll Foundation as her client, she started getting to know all the different organizations in that world, and from there, she got many referrals. She found that once she started working in that group of foundations, things began to build on themselves because she learned all the different initiatives and knew the language.
Revolution, not evolution
Heather thinks that the revolution is here if we want it. She thinks this time of chaos and disruption is a lot like what was happening back in the dot-com days. During any time of disruption, things tend to rise like a phoenix from the flame. They can get better because the disruption allows for the deconstruction of the systems and models that we had accepted were written in stone, that we see are just written in the matrix.
Recreating the industry in a better way
People in organizations don’t know what to do currently. Those event producers who are not afraid of authority, responsibility, failure, or experimenting can own the industry and recreate it in a better way.
Project managers
Project managers are traditionally able to usurp the formal order chart when they are in charge of a worldwide project. Heather feels that event producers should be the same way.
The massive opportunity that Heather Mason sees
Heather Mason sees that there is a massive opportunity now to revolutionize the industry. There is no option right now for people to stay at the same level and do logistics because that will trend downward into commoditization.
Men, money, and materials
Heather feels that women need to learn the mantra, “men, money, and materials”. She explains that the women she works with are afraid to take on any more responsibility because they think they will have to do everything themselves. In the military, however, when an order gets given, the person always says “yes” no matter what the job is, and then they will ask for the men, money, and materials to accomplish the job.
Having authority
When you have authority, you do not have to know how to build the bridge. You need to know how to direct people to build the bridge, and you need the men, money, and materials to do it.
Fears
Heather had lots of fears and made a lot of mistakes along the way. Now that she’s on the other side of pushing back, however, she sees that her fears were nothing more than the matrix talking to her and telling her stories that were not true.
A life of hesitancy
A life of hesitancy has a lot of sacrifices to it. A life of fear has sacrifices in it. Heather would rather have the sacrifice that the risky life and the bold life offer.
Five people
Five different people changed Heather’s life when she was fifteen. They helped her transform from being a hesitant, shy, frightened, introverted girl into someone who could see that a life of boldness had fewer sacrifices.
Among them were a walking coach, a presentation coach, her history teacher, and a dance teacher.
Surefire
Heather thinks we all have a responsibility to pass on and pay forward what people have done for us.
Surefire is a collective impact model meant to go in any major metropolitan area. They get 20 girls from different schools to be ambassadors. They have to supply topics that girls want to talk about the most. They then go into the community and find all the organizations that serve girls and youth, and have a one-day conference and a community village where all the organizations get set up around the main stage to help the girls.
The future of conferences
The future of conferences for the organizations Heather works for means expanding the idea of having global audiences.
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Today, we have the pleasure of speaking to another icon in our industry, Ed Rigsbee, of Rigsbee Research. Ed has spent his entire career helping associations and societies to recruit and maintain their members and increase their revenue. He has written five books: one of them on soccer, one on member recruitment, and three of them on strategic alliances, and he has also written more than 2,500 articles.
In this episode, Ed shares his story and talks to us about providing value and the amazing community he started, called The Cigar Peg.
It is very important right now for associations to provide value, so we’re sure that you will enjoy our conversation with Ed.
Ed Rigsbee bio:
Ed Rigsbee, (CSP) Certified Speaking Professional, (CAE) Certified Association Executive, is the ROI Guy. He is obsessed with helping individuals and organizations to both receive and give more return on investment (ROI) in everything that they do. He regularly serves two sectors of the economy—helping corporations to develop and maintain strategic alliances—and helping trade associations and professional societies to grow their membership. Ed is the originator of the “Member ROI Valuation Process” and “Member ROI-Centric Organization Transition.”
Ed’s background
Ed used to work at Yosemite National Park as a retail manager. In the winter, he was made manager of the ski shop, but he got fired for being obnoxious just a week before the end of the season.
Throughout the season, Ed’s sunglasses supplier had been trying to get Ed to work for him. He contacted Ed once again, just before he left the park, asking him to interview in Southern California. Ed went along to the interview. Afterward, he got handed a company car and a credit card. He took to selling sunglasses like a duck to water and started selling sunglasses to ski shops.
Product clinics
Ed noticed that the ski reps used to do product clinics, which he found fascinating. So, he bought a spectrometer and started giving product clinics at ski shops. That boosted his sales, which prompted both the company he was working for and some retail customers to ask him to train their salespeople.
Professional speaking
At a sales meeting in 1984, Ed met the NSA president. He was impressed with her, and that sparked his interest in finding out what professional speaking was.
A few years later, he joined the National Speakers Association and started doing paid talks.
Time to leave
In 1990, the owner of the sunglasses organization took Ed out for lunch. He told Ed that it was time for him to leave the organization.
Ed Rigsbee started his business
Ed Rigsbee decided to start a business of his own. He started off by going after associations in the retail world, and his business kept on growing.
His first book
In 1994, he wrote his first book, The Art of Partnering. That took him down the path of doing alliance work, and he did that for the next fifteen years.
Selling speaking services
Throughout his career, Ed resonated with selling speaking services to associations.
A roundtable workshop
Ed got hired to be the keynote speaker for the California Alarm Association. He was asked by the president of the company to do an industry roundtable workshop. The board members at the workshop wanted to discuss the value of the association.
Qualitative research
Before he knew what qualitative research was, Ed was doing qualitative research because of that workshop. He followed that up by writing his first article for that company, on member ROI.
How Ed Rigsbee helps associations grow their memberships
Around 2015, Ed Rigsbee started getting less aggressive around the strategic alliance work he was doing. Today, he focuses mostly on helping associations grow their memberships by teaching them how to prove the return on investment they deliver in actual dollar numbers.
ROI Member Recruitment Brochure
Ed started helping his association clients to produce a simple, three-fold ROI Member Recruitment Brochure. It makes it easy to show why a business decision is a good one.
The feature of association membership
Unless it is a closed meeting, anyone can go to an association meeting. The feature of association membership is the differential or discount that the member gets.
The cost of virtual meetings has gone down
The cost of virtual meetings has gone down because they require no physical space. The attendance at many meetings has been boosted a lot recently, so currently, many associations are making double the profit they were making before from meetings.
Virtual regional meetings
Many associations are talking about putting on virtual regional meetings for lower-level employees. They are planning in-person meetings for the CEO and top-level employees because those employees will afford to pay higher fees to go to the meeting.
Five years from now
Ed predicts that in-person meetings will slowly start getting more populated, and five years from now, things will be back to where they were before.
The challenge with sponsors
If you’re going to put a representative from a company on at an event, you should say that the event is a sponsored one. If a sponsor speaks at an event, they should talk about the category topic and not their brand. Smart associations are giving mandatory presenter training to their sponsors.
The future of communities
Ed believes that associations need to do a better job with their communities. The chapters in cities need to create satellite communities to ensure that they also reach their members in the outlying areas.
The Cigar Peg Community
The Cigar Peg Community is a community of professional speakers that got started in 1999. It raises money for charities. It used to be a professional emphasis group, and then it got changed to a professional expert group.
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We are delighted to be speaking today with Joel Block, a rock star in the worlds of speaking, finance, and real estate! Joel has a background as a venture capitalist, a CPA, and in real estate. He is also an entrepreneur and a board member of the National Speakers Association.
In this episode, we focus on what will be coming up in 2021. We discuss the changes and trends that Joel foresees and who he thinks will own the assets in the future.
We hope that you will enjoy this very interesting and thought-provoking conversation and benefit from Joel’s knowledge as much as we did!
Joel Block’s bio
Joel Block’s CPA experience started in 1985 at PriceWaterhouse, where he first got exposed to the syndication business as a team member doing tax returns for 500 real estate limited partnership syndications. While he did not love the tax work, he was fascinated by the partnership agreements.
Futurist and money business insider, Joel’s a long-time venture capitalist and hedge fund manager (gobbledygook for a professional investor) who lives in a Shark Tank world like on TV. Since selling his publishing company to a Fortune 500 company, Joel keynotes conferences, sharing Wall Street insights that supercharge stakeholder value with growth strategies and the inside track on ways to accelerate innovation so companies can compete better, faster, and smarter. Joel’s goal is to empower business executives and their teams to “Disrupt Their Competitors’ Future”.
Joel’s background
When Joel started in the CPA business, he was a terrible fit and did not like it at all. The last account he worked on at PriceWaterhouse was a giant company that was raising money from investors, and he decided that he wanted to be a dealmaker, just like them. So he quit the firm and started his own operation.
Venture capital
Joel fell into a venture capital transaction where he and a partner invented the concept of delivering stock quotes to investors by fax. And because he had learned how to raise money from doing real estate deals, he managed to raise ten million dollars to launch his company. He traveled the country selling his stock holds by fax service to the big newspapers. He ended up selling that company to a Fortune 500 company seven years later for a good price.
Joel Block as a business model expert
Joel Block went through the entrepreneurial cycle, and after that, he started buying and selling other companies. Now, he is considered a business model expert, and he helps other companies to be the best that they can be.
The future
Joel considers himself a futurist. He has developed some great techniques for looking forward in time, and he advises his corporate clients about the future.
Betting on the future
To incentivize himself when he thinks about future trends, Joel takes money and bets on what he thinks will happen. If he is right, he makes a lot of money.
The trends we should be aware of going into 2021
Joel advises his Mastermind group of hedge fund managers to organize their cash and ready themselves to start buying. Assets are going on sale in 2021 because business and real estate owners won't be able to keep holding on for much longer before they run out of money, so prices are going down.
Taxes
All the occupancy and payroll taxes from hotels that would normally go to the cities and states are no longer happening. People are also buying much less, so there are a lot fewer sales and gasoline tax happening currently. Some cities are down by seventy or even eighty percent.
A crisis is looming
Joel sees a tremendous crisis on the horizon for municipalities, cities, states, and other governments.
Economic cleansing
Joel sees the crisis as an economic cleansing. He thinks many companies will end up way better off on the other side of all that is happening right now because the whole economic structure is set to change.
The winners
The winners will not be coincidental. They will be the people who will take specific actions, act smartly, protect themselves, and take necessary risks. They will do that in consultation with advisors and people who have experience and insight and know what they are doing.
The greatest time in American history
Joel thinks that the other side of this pandemic will be the greatest time in American history. Getting there will not be easy, however.
Gaining success in the meetings and events industry
Over the next six months, people in the meetings and events industry should be planning for the last two quarters of the year.
The future of meetings, according to Joel Block
Hybrid events are here to stay, says Joel Block. They save companies a lot of money. About half of all the people who used to go to conferences don’t need to go to conferences, so future meetings might only need to be half as long as before, with half as many people attending them.
Meetings professionals
Although shorter meetings with fewer people will not affect the meetings professionals, it will affect the hotels. Meetings professionals will need to embrace the hybrid concept and start organizing Zoom meetings in affiliation with digital producers and people who are good at producing events.
Twenty Trends for 2020
Joel has a group that puts together a research report, and they created a trend report called Twenty Trends for 2020. Even though they could not predict the pandemic, they did very well in predicting the business trends that would affect the world.
An impending social media crisis
In getting ready to revise it for 2021, they have come up with some new trends, and one thing they noticed was that businesses are starting to reject social media. So, there is an impending crisis in the social media world.
A solution
As a solution, they came up with a platform that would allow a company to go directly to the handheld device of everyone important to them, to network and make sales without any friction or social media interference.
Sharing expertise
When it comes to sharing expertise, Joel looks at the bigger picture. He looks at what you know that others need to know, want to know, or could learn from you.
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To get the most updated version of our business trend report, text TREND to 72000
Today, we are extremely grateful to be speaking with Melanie Bradshaw, the Vice-President of Global Events for the direct sales company, SeneGence.
Melanie has a wealth of experience in meetings and events. Like most of us, she had to switch to virtual last year, and she learned a lot from doing that.
In this episode, she will be speaking to us mainly about two things. She will talk about her international experience working in more than twenty-five different countries, and she will also be sharing her virtual experience.
We gained a lot from our conversation with Melanie, and we are sure that you will too!
Melanie Bradshaw’s bio
Melanie Bradshaw has spent her entire professional career in event organization, production, and management. Working across a wide variety of industries and with extensive experience in both the association and the private sector, Melanie has led teams that have organized business events for up to +35,000 participants in over 25 countries. In her current role, and like many event organizers, she has used the challenges of 2020 to transform 12 of her company's biggest international live events to virtual, and she is thrilled to connect and share the learnings from her experiences.
Getting into the events industry
When attending university, Melanie was unsure about what her niche was going to be. After graduating, she took a job with the events team at the university. It was a fit for her. She quickly got locked into a role that she had not been trained for, but she knew that if she tried and stayed open to learning, she could figure it out. Melanie had a patient boss who was open to working with her, so she grew into the role with which she was titled.
That set her up for an era of partnership success and new experiences.
After leaving the university
After leaving the university, she joined the PennWell Corporation in Tulsa, Oklahoma. It was ripe with different companies and industries that did international events. She worked at the PennWell Corporation for five years, and that was a turning point for her. That was where all the different countries came into play for her because she got assigned to many industry events.
Opening her eyes to different cultures
She was working for an event company that had publications associated with different industries, so, as a centralized events service, they got passed around to various industry events. That continued to broaden her horizon. It opened her eyes to the difference in working in different cities, different countries, and different cultures.
A big lesson
What Melanie learned from her experience abroad was that she did not know everything and that it is okay to ask questions.
Aligning with other cultures
She learned that the quicker you align with and understand another culture and how other people do things, the quicker people will be open to whatever your expectations are.
The oil and gas industry
Melanie began working for a company in the oil and gas industry. Working in the oil and gas industry in areas of the world, like the Middle East and China, opened new doors for Melanie and opened her eyes to many different things and new ways to interact with people.
Culture
She gained respect for the local cultures and learned from them, and she found that having local resources was of great benefit to her.
Creating an engaging experience
The core of the events strategy at SeneGence is quarterly training conferences. Pre-Covid, those got run simultaneously in all the countries, with the same content and structure. Before Covid, however, they were not very open to virtual.
Now, they continue to do the same thing.
The direct selling industry
In the direct selling industry, you need to stay in front of your field and your distributors because things keep changing, and new products keep on getting launched.
A challenge
People within the direct selling industry gain a lot from coming together and networking. Recreating that was a big challenge for Melanie.
The core
The core of how Melanie was able to bring continued intensive engagement to the direct selling industry was to keep the schedule, the structure, the experience, the branding, and as many of the elements as possible consistently the same from live to virtual.
Creating longer breaks
They created an intentional stretch in their activity breaks to break up the resting time because it is more difficult to concentrate when you are at home.
Before the event
When they started, they did a 30-minute pre-event "hype it up party" the night before the event to test the technology and prepare all the participants for the virtual experience. They included activities for the kids of the participants to involve them in the virtual event.
Melanie Bradshaw’s production partner
Melanie Bradshaw still uses the same production partner that she used for the live events for the virtual events because they already speak the same language and understand what the expectations are. They worked together to find the virtual platform that was the best fit for them.
Attending some larger events
In the beginning, Melanie paid to attend some larger name virtual events to learn from them.
Registration
There is not just one registration choice, and people require different levels of engagement, so they created tiered registration packages for their events. They have been very creative with the packaging of what is included in each registration.
The convenience of virtual events
It has been so convenient for people not to pay for traveling that Melanie thinks that virtual events are probably here to stay forever.
What Melanie Bradshaw sees for the future
Melanie Bradshaw’s company has one more virtual event planned for January 2021, and then they plan to create hybrid events with low live numbers. They are also hoping to pick up their incentive trips again in June of 2021.
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We are delighted to be speaking with David Burkus today. David is an amazing human being with a great mind, and he is full of very concrete ideas that you can apply to your business. He has just released a book called Leading From Anywhere, the Essential Guide to Managing Remote Teams.
In this episode, David talks to us about adapting to what the future has in store. He discusses the idea of working flexibly and remotely and explains how to do that easily, effectively, and successfully.
We are sure you’re going to enjoy today’s conversation!
David Burkus’ bio:
One of the world’s leading business thinkers, David Burkus’ forward-thinking ideas and bestselling books are helping leaders and teams do their best work ever. He is the best-selling author of four books about business and leadership. His books have won multiple awards and have been translated into dozens of languages. His insights on leadership and teamwork have been featured in the Wall Street Journal, Harvard Business Review, USAToday, Fast Company, the Financial Times, Bloomberg BusinessWeek, CNN, the BBC, NPR, and CBS This Morning. Since 2017, Burkus has been ranked as one of the world’s top business thought leaders by Thinkers50. As a sought-after international speaker, his TED Talk has been viewed over 2 million times. He’s worked with leaders from organizations across all industries including Google, Stryker, Fidelity, Viacom, and even the US Naval Academy. A former business school professor, Burkus holds a master’s degree in organizational psychology from the University of Oklahoma and a doctorate in strategic leadership from Regent University.
A project with Audible
At the beginning of 2020, David released a project that he did with Audible called Pick a Fight. It was all about how organizations can phrase their purpose in a more meaningful way. Unfortunately, coming out with an audio-only project in 2020 turned out not to be the best idea.
The process of writing his latest book
David Burkus started talking about writing his latest book in May of 2020. He saw a hole in the marketplace of literature because the world came to an end, and most of the knowledge workers in the world suddenly became remote, and events got canceled.
The pandemic accelerated something
Around April of 2020, a flood of different types of literature came out. Some of it was old voices that had for more than a decade been advocating for working remotely.
The pandemic
The pandemic accelerated something that had already been going on. David felt that people needed help to know what to do when they suddenly got forced to manage a team remotely over a protracted period. So that was what he decided to write about.
Research
Because of the broader remote work movement, there was a lot of research already out there.
David Burkus’ challenge
For David Burkus, the challenge in writing the book lay in translating what was already known about boundaryless, virtual, remote-work teams, and the research that had been done on fully distributed companies. That then needed to be distilled down to something directly applicable and actionable.
Flexible work
By June, it became obvious to David that the future of working from anywhere would require a level of flexibility that we have never seen before.
Results-only work environment
David sees us having to move to a results-only work environment going forward. That means that each company will have to create its own set of rules for when people need to be physically present at meetings and when virtual attendance will suffice. Each company will have to become more flexible than ever before.
A stigma
Working from home used to be associated with not working at all or with being inefficient or unproductive, even though the data suggested the opposite.
The optimal level of engagement
A study published by Gallup showed that the optimal level of engagement happened for employees who were at the office two to three days a week.
David Burkus’ thoughts on where we are headed
We are headed to a situation where people will spend forty to sixty percent of their time at the office and the remainder anywhere, not just at home, according to David Burkus.
Building culture
When building a remote team, you immediately need to take deliberate steps to create three pieces of team culture. They are shared understanding, shared identity, and a sense of psychological safety.
A monitor
The team leader could appoint someone trustworthy to monitor all the virtual meetings and notice any instances where someone’s psychological safety could inadvertently be compromised by another team member. After the meeting, they could share their feedback.
Top talent
Top performers get to call the shots. Because as David points out, top talent has needed organizations less than organizations have needed top talent. So, you need to start making positive changes straight away if you would like to attract the top talent into your organization.
Building bonds remotely
One of the best ways to build bonds remotely is to start a meeting five minutes early and leave it open for fifteen minutes on the backend to allow people to chit chat as they would at a physical staff meeting. Conversely, you can schedule regular meetings over lunch.
The future of work
To best prepare yourself for the future of work, you need to have adaptability as your core skill.
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Today, we are extremely happy to be talking to Megan Grant. Megan is an amazing entrepreneur! She started her business after getting laid off four times in five years. After the last time, she decided that enough was enough.
Megan is joining us to talk about her business, how she grew it, how she qualifies leads, and how to get into a mindset of abundance. We have a very inspiring conversation today, and we know you will enjoy it!
Megan Grant’s bio
From unemployed to a business owner, here’s Megan Grant’s story, in a nutshell.
Megan has been writing professionally for 11 years, sometimes on the side of a 9-to-5, and other times, as her full-time income. However, it was when she got laid off for the fourth time in five years that she made a decision: she’d had enough.
At that exact moment, Megan told herself, “I will never be laid off again.”
Megan quickly grew her small freelance writing gigs into a full-time income, bringing in new clients and helping more businesses manage their blogs — and she never looked back.
Along the way, she realized how much overlap there is between content creation, social media, and email marketing, so she expanded her business further.
Megan created her agency, Revenue Spark Digital Marketing, and very rapidly saw herself buried under a mountain of work, so she hired a small team and continued growing her agency.
But she wanted to do more.
Having worked with so many other professionals over the years, it always bothered her seeing incredibly skilled people struggle. Why are they overworked and underpaid? Why is it so hard to find high-paying clients?
Megan was traveling when she wanted, working from where she wanted, setting her own hours, and steadily growing her income. Why weren’t more professionals doing the same?
Megan realized the problem.
The problem was that she learned much of what she knows simply from trial and error (lots of errors).
But people need a leader.
She knew she could help them, so that’s what she’s doing here.
Megan began coaching other client-based professionals and businesses, teaching them the exact steps that she took to grow a lucrative business for herself.
One of her first steps was launching her course — Revenue Spark: A Proven Formula for Landing High-Paying Clients.
She’s also made it her mission to provide as much information as possible across her YouTube channel.
Since setting out on this journey, Megan has helped professionals all over the world create the business and life that they want — not the life that an employer is willing to give them.
Megan’s background
Megan’s background is in writing, and that expanded very naturally into marketing. She used to work for the marketing departments of mostly smaller companies and found that when smaller companies struggled or markets were down, marketing was always the first to get cut. That seemed backward to her, because if you are struggling you need to throw even more money into marketing.
Losing jobs
Although Megan was a hard worker, she lost four jobs in about five years. That was devastating for her.
Pivoting
In 2016-2017, she realized that she was on the wrong path and needed to pivot. She decided never to work for anyone else again, and she went into freelancing full-time.
What Megan Grant does now
Megan Grant has an agency where she provides mostly writing services and some social media and email marketing. She also works with other professionals. She teaches them how to grow their businesses in the same way that she did, so they can have stability and security.
Building relationships
For Megan, building relationships is about tons of outreach. She also has some processes that are running in the background.
Putting herself out there
She puts herself out there by doing simple, casual things like tweeting or emailing someone to form genuine relationships and provide value for them.
Human to human connection
More and more, Megan has realized the importance of caring for others and forming genuine, human-to-human connections with people.
Organizing things and managing time
Megan schedules time blocks to keep things organized and help her manage her time.
Creating content
If you are creating content in any capacity, you are essentially building up a library of value and resources. Megan built up her library of resources over time. That allows her to reach more people with less effort.
Finding her first customers
Megan got her first clients by tweeting them, introducing herself, and telling them she wanted to blog for them. She was more interested in forming relationships with those people than trying to sell to them.
Trial and error
At first, finding clients was about lots of trial and error because, at the time, she did not know how to go out and land clients. She refined her process over the years to find what works for her consistently.
How Megan Grant now find clients
Megan Grant now uses a combination of LinkedIn and warm emailing to find her clients. She starts by creating a human connection with someone on LinkedIn, and after that, she asks if she can email them to talk about business.
Developing and maintaining a mindset of abundance
Initially, Megan’s abundance mindset came out of a need for survival. She then stopped using writing platforms to find work and started finding clients willing to pay her what she is worth. Shifting from a place of lack to one of abundance opened the whole world up for her.
Numbers
Megan points out that you can’t build a business or know if your business is working without knowing your numbers.
Dashboards
Megan used Google to find out how to track her metrics and create dashboards.
A big lesson
One of the biggest lessons she learned was that it is about working smart, not hard.
Ask for help
Megan learned that if you don’t ask, the answer is always no. So, she now asks for help whenever she needs it, and she helps others when they ask her to do so.
Qualifying leads
Not everyone is a potential client. Megan first checks whether or not she has the solution for someone’s problem, and if she can help them. She also looks to see if they are active in the way she needs them to be. If, for example, they don’t already have a blog, she does not reach out to them. She does not want to try to convince them that they need one because that is too big a hurdle and it will not be the best way that she can make use of her time.
Budget
She also looks at their budget to make sure that they have enough money to spend. She looks for hints that they have already spent tons of time, money, and energy on building a quality online presence.
Building relationships
When building her relationships and reaching out to people on LinkedIn, Megan is very concise, transparent, and to the point. She keeps it simple. She tells people her name, what she does, and why she is messaging them. And it works.
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We are extremely happy today to be speaking with Simon Bowen, the founder of The Models Method. Simon is an amazing man! He is a true genius in sales and communication, and he has created something truly unique!
In this episode, you will learn how to position your pricing, how you can differentiate yourself, and how you can use models to explain to your customer and your team what you are doing. You will also find out how to start building loyalty from the sales process onwards.
We are sure you are going to enjoy our unique conversation with Simon!
Simon Bowen’s bio
With a strong belief that, if held in the hands of the right leaders, public and private commerce and enterprise can be one of the most powerful forces for good on the planet, Simon Bowen has invested over two decades in facilitating the resolution of complex issues for businesses and organizations of all sizes, across all sectors.
Born and raised in the country of Western Australia, that practical “just get-it-done” ethic has never left him. Combined with multiple tertiary qualifications in education and business and accreditation in several leadership programs and behavioral and talent profiling instruments, Simon’s mix of real practicality, with structured, researched solutions and rich understanding of human nature, allows him to bring a unique clarity to most situations. Utilizing this broad base of experience and knowledge, Simon created The Models Method, a system for elevated and accelerated thinking and influence. The Models Method uses the power of visual models to simplify the complex, make the abstract tangible, and completely shift the dynamic from conflict and contention to influence and alignment. As a consultant, Simon has been in constant demand both throughout Australia and overseas. He attracts very high praise from his clients, and his ability to work with people at all levels to deliver results has made him a valuable resource to organizations and individuals that have ambitious goals to achieve.
Dynamic and thought-provoking, his creativity and enthusiasm make him the perfect catalyst for your success.
How it all started
Simon grew up in extremely small country towns in Western Australia. That meant a lot of driving on country roads, and to give each other directions, they would often grab a stick and draw the map in the dirt. So nobody ever went anywhere distant without first representing the journey as a model or picture.
His early working life
Simon spent his early working life in electrics and electronics. You can’t see electricity, and there are no moving parts in electronics, so if you are to design or repair a circuit, you will first draw it or look at it on paper.
A blueprint
Most of what we do begins with the first physical manifestation in the real world as a picture on paper or as a blueprint.
The easiest way
Simon found that the easiest way to explain complex ideas to people was to draw the idea on paper. And that evolved into models.
The power of a model
Simon has always been a believer in the power of a model. What he is doing with models is creating blueprints for the brain that represent complex ideas so that people can buy your idea off the plan.
Facilitating
Simon has a reputation in Australia for successfully facilitating complex, contentious things.
Simon Bowen’s secret
If you have 100 people in a room who don’t agree on something, you need to frustrate them for the first three-quarters of the available time, according to Simon Bowen. Then start creating a model, and get everyone to contribute to it. Within thirty minutes, they will all agree on an answer.
The way Simon Bowen sold
When you draw, you draw people in. So, drawing models became the way that Simon Bowen sold to his clients. When he was sitting in front of a client, he would draw his way through the conversation. He discovered that as soon as the client asked to take a picture of his drawing, they had bought whatever he had been talking about. He would then offer to walk through the models with the client’s management team, and that would get him in front of the decision-makers.
Testimonials
Simon believes that you do not gather testimonials for marketing purposes. You get them to build your belief in what you do and to gain the power of that.
Changing the language people use to influence
Simon came to realize that with models, he could change the language that people use to influence in every dimension. Not long after that, he realized that the notion of using models was a science of its own, and it was his life’s work.
The two most important systems
The two most important systems are the system for thinking and the system for influence.
Thinking your way through
If you can powerfully think your way through something and then influence others to support you, just about everything else takes care of itself.
A system
Models are a great system because a good model will cause you to think through something in a highly structured way, without shutting down your creativity. And models produce something that you can use to influence other people.
Buyer behavior
The pandemic has created some interesting shifts in buyer behavior. If you draw a continuum, with the boom on one side, bust on the other, and a dividing line down the middle, on the boom side, people will pay for big ideas, strategic improvements, and longer-term solutions. Those sales get made on aspiration.
On the bust side, people are paying for prescriptions, and that is about survival.
When that pandemic hit, we moved from being on the boom side to the far end of the bust side. That shifted buyer behavior dramatically.
Business
The first job of a business is to make a sale. The second is to deliver value. And, if you don’t deliver value, the business won’t survive.
There are four levels of delivery:
- At the lowest level, you could disappoint people.
- At the next level, you only do what you promised to do.
- At the next level, you delight the customer.
- At the top level, you do all three of the above. Simon calls this level the “I should bloody hope so” level.
The highest level of customer service
People want to buy from a hero, and someone they know will be there for them if anything goes wrong. So, the highest level of customer service is to defend the customer.
The sales side
On the sales side, some people sell on price alone. The next level up from that is selling on pressure by creating a false sense of false urgency and scarcity. After that, there is solution-based or consultative selling, where you ask the customers questions and put value in front of them.
Value has changed since the pandemic
Since the pandemic, the perception of value has changed. People have moved away from the idea of perceived value to wanting deep and profound value, based on wisdom. People want to be made to feel safe right now because they are moving into the unknown.
Customer loyalty
Research has shown that 53 percent of a customer’s loyalty gets formed during the buying process. Your customer should feel safer with you than without you, so it is critical to choose the right time to bring them into a safe conversation with a real human who will make a sale to them.
Marketing
Marketing is all about letting the customer know about you while they still have the safety of anonymity. You can differentiate yourself by respecting that and selling accordingly.
How you sell matters
How you sell matters. People all need to feel safe first.
The founder of a very great company
Every great company gets built by a person’s genius. Much of any great company’s genius has been based on the founder’s philosophy and the founder’s history- what they have learned from their wins and losses, and their expertise.
The Origins of Genius Model
The Genius Model is about organizing the intuitive genius of the founder of a company. There are three sides to it, as Simon explains.
Context
The idea or solution that you bring to the table is the “what”. That is all about context. A solution is only as good as the context it serves because context gives everything meaning. Value is only value in the context of what it serves.
Concept
The concept is the big idea behind the value that you are offering and the specific transformational results it delivers to clients.
The delivery
How do you bring the concept to the table? How easy is it? How quickly does it happen? How leveraged is it from a profitability point of view?
Startup
The right time to think deeply and profoundly about the compelling, self-evident transformational value of your product you want to sell would be at the startup of the business. Most people are just trying to survive at the startup phase, however.
Bringing information in
Only eleven percent of the information we bring in from the world around us comes through the ears. When we read, it is still auditory because we speak the words in our heads. So, if you give people visual access to an idea or your product concept, they will see it. What people see is always more interesting than what they hear because 83 percent of the information from the world around us comes directly through the optic nerve, and the eyes are way more emotional than the ears.
Structural access
Giving people structural access via a model gets people to understand and believe what you are demonstrating.
A model for price positioning
Simon has a video and a check-list about his bell-curve model for price positioning that you can access here.
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The link for Simon’s Bell-curve model for price positioning is here.
We are pleased to be speaking to one of the leaders in our industry today! Aaron Bludworth, the President and CEO of Fern, is joining us as our guest for the show.
Aaron is someone who truly walks the walk when it comes to helping others. In this episode, he gives us some great insights and talks about the impact of trade shows on the economy. He tells us why he believes that face-to-face events will never get replaced with online events, and he also explains how we can help others and what we should and should not worry about if we are unable to change a situation. Stay tuned. We know you’re going to enjoy this conversation!
Aaron Bludworth’s bio:
Aaron Bludworth is the CEO of Fern, a top-three exhibition official services provider in the United States. Fern has operations throughout the U. S. and services nearly 1500 exhibitions annually as well as thousands of other events. Aaron’s career in the industry began in 1992, and before joining Fern in 2008, Aaron held executive positions at Modern Exposition Services and GES. Aaron has been engaged extensively in industry leadership throughout his career. Aaron is a past president of the Exhibition Services & Contractors Association (ESCA), past chair of the Center for Exhibition Industry Research (CEIR), past board member of the International Association of Exhibitions & Events (IAEE), and a former board member of several other industry organizations. Aaron was the inaugural recipient of IAEE’s Humanitarian Award. Aaron is an officer and appointed board member of Tri-ED, an economic development agency in the Cincinnati region. Aaron is a board member of the Next Generation Freedom Fund, an organization focused on reducing intergenerational poverty. Aaron advises and fundraises for poverty relief organizations in Kentucky, New York, Ohio, and Utah.
Getting into the industry
Aaron says that just like everyone else, he got tricked into joining the meetings and events industry. In 1992, he accidentally ended up on the show floor, and he never left.
What Aaron Bludworth enjoys the most
Aaron Bludworth enjoys privately held events the most, and that is what he has now. He prefers to have the amount of flexibility that he has currently and the ability to determine and drive his destiny over the long term versus the short term decisions that are required in publicly traded or investor-owned companies.
Wear a damn mask!
There is a reasonable argument to be had that shutting down the economy was too much, and it caused more harm than good, but there is no argument for omitting to do basic mitigations, like wearing a mask, distancing, and washing your hands.
Real lives are being affected
Real lives are being impacted every day by the COVID-19 pandemic, and it frustrates Aaron that some people are being undisciplined and careless. He feels that national leaders need to be setting an example for the rest of the country at a state, national, and local level.
Some countries did not shut down
Countries like Singapore and Taiwan did not shut down their economies, and they kept working with masks.
Lack of discipline
There has been a lack of discipline in certain areas. So some government leaders are understandably gun-shy about letting things like shows, movies, and events happen because people have shown that they are not responsible enough to do basic things like wearing a mask.
Why trade shows are so important for commerce
There is no place more effective for commerce to happen than at a trade show or an event. There, hundreds of thousands of buyers can get brought to hundreds of thousands of sellers at one time, and they can enjoy massive selections, and great selling opportunities. They can also build relationships and get entertained.
What people don’t see
Small and medium companies all over the US rely on trade shows as one of their main order-writing opportunities. Most people don’t realize that there is a big problem coming down the road, in the economy, as a result of trade shows not happening due to the coronavirus.
Education
Unlike the commerce piece, much of the education piece can be replaced effectively with virtual technology.
Meeting safely
Aaron believes that people can meet safely right now. They need to follow the basic mitigation protocols like social distancing, wearing masks, and cleaning their hands and surfaces.
The industry
Aaron firmly believes that the industry will regain a similar footing to the one it had in the past at some point in the not too distant future.
Traveling
People are not too comfortable with the idea of traveling at the moment. Once they start to feel more comfortable about traveling, meetings can start taking place safely.
Fern Health Check
Fern partnered with an app-based technology company called Share My Health a couple of months ago, and they introduced a product called Fern Health Check. It is available today and can be used to test the health of the attendees of events.
Rapid-testing tools
There are also various other rapid-testing tools available currently.
Aaron Bludworth’s thoughts on the future
Aaron Bludworth thinks that we will be using virtual in the way we should have been using it for the last decade when all of this is over. He does not think things are likely to change outside of the trajectory of the way they should have happened.
Virtual
Aaron thinks that we must find effective ways to use technology in the way that we should have been using it, to bring people to live events. He has no problem with the idea of virtual being the way of the future.
Working from home
If people keep working from home permanently because of changes that have come about due to the coronavirus pandemic, it will make it more desirable for people to meet in person.
Do whatever you can
Although you cannot change the things that are out of your control, you should still be doing everything that you can to accomplish the things that you can do. And we should all help one another in any way that we can.
“You should spend very little time worrying and stressing about things out of your control.”
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Today, we are very happy to have Noah Rosenfarb as our guest! Noah is a third-generation CPA, an investor and entrepreneur, and an incredibly knowledgeable advisor about everything related to finance! He has lived many different lives and is currently the Chief Investment Officer of his company, Freedom Family Office.
Noah focuses on helping entrepreneurs to keep more of what they make. He is joining us today to talk about finances and what to do as an entrepreneur in the meetings and events industry. If you’d like to know what to do with the money you’ve earned in your business, where to invest, what kind of revenue and passive income you need to focus on going forward or even selling your business, you will gain a lot from this podcast, so be sure to stay tuned!
Noah Rosenfarb’s bio
Growing up, Noah Rosenhfarb quickly learned that having money allowed more choices in one’s life, and he wanted that freedom for himself one day. As a CPA, his father’s focus was on forensic accounting, which provided many stories of clients whose families often fought over money. It became clear to Noah that money couldn’t buy happiness or make people behave kindly to one another.
When he began his career in forensic accounting, Noah specialized in helping families cope with divorce. He encountered entrepreneurs that ultimately prioritized their desire for success over the needs of their partners, resulting in divided wealth and lackluster portfolios. Noah went on to create the world’s first family office for divorced women, where he focused on the transition of being a financially stable spouse to a new reality of being solely responsible for investing, budgeting, taxes, and estate planning. His skill of translating complex issues into straightforward lessons became invaluable as his clients became more confident in their decision-making.
Married for over 20 years, Noah is the proud father of two school-aged children and currently lives in Parkland, Florida.
Tax planning
In a year like 2020, when your income is down, you still need to plan for your taxes. Noah explains that there are several ways that you can make the best of a bad situation.
Noah’s journey
Noah’s dad was a practicing accountant, he married a woman whose father is a practicing accountant, and his grandfather was an accountant. So, dealing with money is in his DNA.
Noah’s business
Noah’s business has morphed over time. He has always been passionate about making money, and he wanted to figure out how to control the destiny of the dollars he was creating. He realized that by focusing on taxes, he could achieve that and also get to keep more of the money he was earning.
Entrepreneurs
There are many ways in which entrepreneurs can allocate their money in ways that benefit society better than the government can. Noah works with smart, successful entrepreneurs who can recognize value when they see it.
Food business
When he was in college, Noah owned a pizzeria. He then grew a fraternity and sorority catering business that was serving 20,000 meals a semester. Owning a business while being a full-time student was a great learning experience for him.
Noah’s father’s CPA firm
Noah joined his father’s CPA firm and helped him to scale it. When his father decided to sell his business, Noah realized that he did not want to buy it because he preferred to have the kind of lifestyle where he could own a business and not have to show up at work every day.
Noah Rosenfarb’s stepping stone
From a young age, Noah Rosenfarb knew that accounting would be a stepping stone to another opportunity. So, after helping his dad set his business up to sell it, Noah transitioned into the Freedom Family Office business.
Exit planning
The best time to sell your business depends on what your goals are. Often, entrepreneurs fail to make the right decisions about when and how to sell. A Vestige study showed that 75% of 1,500 entrepreneur founders who sold their companies regretted doing that. It came down to the entrepreneurs not focusing on what they were going to do next.
Noah Rosenfarb’s Exit
Noah Rosenfarb wrote a book called Exit after learning about the unfortunate consequences of entrepreneurs not planning.
Marketing
Noah tried marketing the opportunity for entrepreneurs to plan in advance of their sale. Unfortunately, that business failed.
Income ratio
Noah uses an income ratio to work out how much of your income you need to get up and work for and how much of it comes in without you having to do anything. He helps people set targets for each year, for what they want their income ratio to be.
Switching to a passive income
People tend to think that in the future, they can switch from 100% active income to 100% passive income after selling their business, but that is not how it works.
Tax strategy
Always invest in yourself and your business first. After that, another place to invest is in tax strategy. It won’t create a passive income, but it might help you to increase the percentage of your income that you can keep.
Investments
Noah suggests investing in low-risk, low return insurance products. Owning a property is also a way to invest, so if your business owns the property that it occupies, it could help you to start building a type of passive income. You can also get a good return by investing in someone else’s company and then dedicating some time each month to helping them succeed.
Programs outside of the US
If you plan a meeting outside of the US, ask the bank about options to cover your client and yourself in case the currencies evolve and fluctuate.
A lottery lifestyle
Make a list of what would change, the things you would start and stop doing, and the people you would spend either more or less time with if you won the lottery. You might then realize that you don’t have to win the lottery to get closer to that vision.
Review your business model
You can also get closer to your vision for the future by reviewing your business model and aligning it with your vision.
Alternative opportunities when things are looking down
Look for alternative options and opportunities when things are looking down in your business. And have the courage to speak to a bankruptcy lawyer to find out what your options are and help you figure out if reorganizing your business will be your best option.
Competitors
If your business is sustaining in hard times, and you are finding growth opportunities, start looking at your competitors. If any of them are wounded, you could step in, rescue the business, and get a part of the ownership.
Do what you can now
Do what you can right now to start preparing for the eventual future that you want to achieve.
Noah Rosenfarb’s 23 overlooked tax strategies
Go to Noah Rosenfarb’s Linkedin profile to find his list of 23 overlooked tax strategies. One thing he recommends is getting a second opinion on your taxes at least once every three years.
We are delighted to be speaking to a fabulous and fascinating entrepreneur today! We have Mike Brcic, the creator of Wayfinders as our guest. Mike started a business called Sacred Rides back in 1996 and was nominated by National Geographic Adventure as the very first mountain bike tour operator on earth!
Mike is an amazing individual. He has been through everything one can go through as an entrepreneur, and he is joining us today to talk about the importance of living a connected life. He also talks about scaling your business, developing systems and processes to allow your business to run on autopilot, making the right choices in your life, and deciding whether to sell your business or create a new one. You’re going to love our conversation, so be sure to stay tuned!
Mike Brcic’s bio:
Community-builder and a serial entrepreneur by nature, Mike Brcic is passionate about helping entrepreneurs live inspired, more connected lives. Via his events and adventure retreats around the world with Wayfinders, Mike helps entrepreneurs find the tribe and the support they need to achieve great things and personal fulfillment.
He is a passionate speaker on many topics related to entrepreneurship, community building, and mental health. Via his [ALIGNED] blog series, he shares tips and resources to help entrepreneurs find more alignment in their lives.
Isolation
Community, connections, and belonging matter a lot to Mike because he found most of his school years to be a confusing time, and often felt lonely. He did not fit in too well and had a hard time finding his groove. He also felt isolated, and that feeling never left him entirely. He has put a lot of energy into that space in the last few years, however, and managed to rid himself of some of those hang-ups. Even so, he can still remember the pain of isolation.
Helping people forge deep connections
The work that Mike does matters to him. A lot of the work he does these days is about connecting people and helping them to forge deep connections. And all of that is due to his painful formative experiences.
Research
Recently, Mike has been researching human connection. All of the research says that human connection is one of our most fundamental needs, and our brains have been wired for it.
Stress mode
Feeling isolated throws our entire system into stress mode.
Facilitation work
Mike has been working with companies to help them build more connections and psychological safety among their teams.
Mountain bike trails
A friend suggested that Mike show people around the many amazing mountain bike trails that surrounded his town. He liked that crazy idea, so he got a loan and started a business doing something he loved!
Doing things that light him up
Since then, Mike has been following his new rule of doing things that light him up. And he has been doing that with heart and integrity.
International trips
After about ten years, Mike started offering international trips. He rebranded his business Sacred Rides, and he grew his company all over the world.
Time to move on
After 23 years, Mike felt it was time to move on. He sold his business in February of 2019.
Mike Brcic’s happiest years
Mike Brcic was happiest in the first ten years of his business when he was still very hands-on and on his bike every day. He remained happy in the first few years after he started growing his business internationally.
Growing
In 2013, Mike became impatient with the growth of the business, and he wanted to scale it even more. He wanted to be in 150 countries by 2021.
Expanding made him miserable
He raised money from investors several times, hired lots of people, and expanded. By 2017, they were in 45 additional destinations. Mike experienced everything he had hoped to experience, and it made him feel miserable because he was no longer doing what he loved to do.
Scaling down and implementing systems
Mike came to realize that no amount of scale was going to fill the hole he felt in his heart, so he intentionally scaled his company down and implemented lots of systems and processes in order to remove himself from the company and get his life back. He has not looked back since.
Companies growing themselves out of business
Growing companies typically scale themselves out of business because even though their revenue increases, their expenses tend to increase even more.
Reducing costs
Mike got rid of all unnecessary expenses, and he also laid several people off. By the end of it, the company was profitable, and the cash flow was good.
An issues list
Mike got tired of putting out fires, so he created an issues list. If anyone had an issue that would break the company, they had to bring it to him immediately. If not, it would get added to the issues list, and then the core team would look into the cause of it and figure out a solution.
The start and the end of the scaling down process
The process took about seven months from start to finish. It started with Mike thinking he was losing his mind, and it finished with him doing just two-and-a-half-hours of meetings each Thursday with his core team.
The company thrived
The company thrived without him due to the systems and processes he had put in place and less meddling on his part.
Mike Brcic’s advice for owners and CEOs
As an owner or CEO, Mike Brcic suggests you should spend your time in only a few areas. Those areas include establishing a great culture, creating a strategy and a vision for the company, taking responsibility for a few key contracts, and doing the things you love to do.
Selling
Mike’s company ran smoothly on autopilot for about six months. After 22 years in the business, he realized he had done everything he wanted to do with that company, and he no longer loved it in the way that he once did. He wanted new professional challenges, so he hired a broker to help him with the process of selling his business.
Getting free and clear
It took only four weeks for Mike to be free and clear of the business once a buyer was found. He was happy not to land up in a position where he had built the business, and a new owner was telling him what to do.
Wayfinders
Wayfinders creates unique and transformative experiences and adventures for people, and it helps them to create lives of deep alignment. Mike started it before he sold Sacred Rides, and he was very cautious with it because he did not want to repeat the same mistakes he had made with his previous business.
Mike Brcic’s objective
From the get-go, Mike Brcic’s objective with Wayfinders was to do only two events a year and focus on making them incredible.
A trap
Mike realized that people too often fall into the trap of thinking that they have to find their purpose and meaning through their work. He realized that there was a lot of meaning to be found in becoming a great father and the best husband he could be.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Mike
Wayfinders website
We are delighted to have an amazing individual as our guest for today! Brian Palmer, the former President of the International Association of Speakers Bureau is joining us!
Brian has had a vast amount of experience with booking speakers over the last forty years. He is with us today to talk about what he and his clients look for when recruiting speakers, to give some great advice about what you could do to convince him that you should be the next speaker he books, and share his experience after selling his company. We hope that you enjoy today’s conversation!
Brian Palmer’s bio
Brian Palmer is the Senior Vice President of the National Speakers Bureau, a division of the Premiere Speakers Bureau of Nashville. Brian started to work with his father at NSB after finishing college in 1980. After spending 38 years there and having bought the company from his family, he decided on a new path and sold the firm. He continues to work for the firm, helping professionals to plan effective gatherings.
Along the way, Brian has been involved in the meeting industry as President of the International Association of Speakers Bureaus, on MPI's International Board, and as President of Chicago's MPI chapter.
In that time, Brian has also been given some industry awards. MPI presented him with their International Supplier of the Year Award, the National Speakers Association gave him their Meeting Partner of the Year Award, and the International Association of Speakers Bureaus presented him with the John Palmer award, named for his father.
Brian and his wife of 30 years live in the suburbs of Chicago.
Brian’s father
Brian’s father was in the entertainment business as a bandleader. When he got tired of traveling, he started the National Speakers Bureau.
Getting into the business of speakers
Brian was a freshman in high school when his father started NSB, and he used to work there, stuffing envelopes and licking stamps, in his spare time. He continued working there part-time throughout high school and college, and in 1980, he began working there full-time.
Selecting speakers
Brian explains that there is no strict formula for how he goes about selecting the speakers he represents. He relies on his gut to a certain degree when he hears a speech that could be of interest to his customers and falls within the realm of the market he serves, which is mainly corporations and business-related associations.
What Brian Palmer looks for in the speakers he selects
The way that speakers interact with Brian Palmer gives him an idea of how they might interact with their customers. He looks for people who deliver interesting talks and interact well with his customers and the audience. What happens before the speech is critical in the run-up to the presentation. If Brian does not think those things will be right, he will not be interested in booking that speaker.
Politically-oriented speakers
Currently, people are less apt to hire speakers to appear at events for fear of them offending their audience in some way. Some people are okay with hearing views divergent from their own. But there are often people at the extremes who do not want to consider any ideas they disagree with. So there are a lot fewer politically-oriented speeches booked in the business realm currently.
You cannot please everyone
Brian has found that no matter how good a speech is, there is always someone unhappy about it.
Brian’s secret to selecting the right kind of speakers
The way that people react to Brian's suggestion of some small adjustment to their presentation is one of his secrets to selecting the right kind of speakers. If they are unwilling to consider feedback, he is a lot less interested in booking them.
Something Brian Palmer looks for in a speaker
One of the things Brian Palmer looks for is the recognition that the most important person in the room is not the speaker but the audience.
Well-refined presentations
Although Brian does a bit of coaching, he prefers it when people’s presentations and shows have been well-refined by the time they get to him. He is not interested in booking rookies because NSB is a large entity with a brand to uphold. He prefers to book people with experience and who are prepared for things that might not go right.
Having your things in order
When you contact a large speakers bureau in the US, you need to have things in order. Speakers should consider using resources to prepare themselves. The National Speakers Association has many educational seminars and products to help speakers understand how to put an offering together.
People get anxious about spending a lot of money on speakers
People get anxious about spending a lot of money on speakers because they want to be sure that the speaker will reflect well on them and their meeting. So, Brian advocates for people having a discipline for their selection process and their speaker preparation process, to make sure that the people they hire do what they want to get done.
Staying in the industry
Brian was interested in remaining in the events business and industry after he sold his business. He wanted to go about it differently, however. So his business coach suggested that he should find someone to work with, with a similar philosophy and business approach.
People in the lecture business
Brian focused on people in the lecture business with whom he thought he would want to do business. He approached someone at Premiere Speakers Bureau who liked his idea, and things moved very fast from there. A lot of their negotiations had to do with the finer points and with what Brian’s role was going to be. Brian found that the way the transaction worked was decidedly fair.
A lawyer
He hired a lawyer to help him with the business transaction, and he feels happy with the way things have worked out.
Business advice from Brian Palmer
Brian Palmer’s advice is for you to do business with somebody you would want to spend some time with, not someone you would want to run away from.
Connect with Eric
On LinkedIn
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On Website
Resources:
Book mentioned: The Wealthy Speaker 2.0: The Proven Formula for Building Your Successful Speaking Business by Jane E. Atkinson
The National Speakers Association has many educational seminars and products to help speakers to understand how to put an offering together.
Today, we have the great pleasure of speaking to Angeles Moreno, the founder of the specialist consulting firm, The Creative Dots. Angeles is a spirited entrepreneur, and she has had some tremendous experiences that include losing her company to her partner and writing a book about it.
She is joining us today to talk about her journey, the importance of women’s empowerment, how women should get empowered, how to interact with people, and what it means to be an event manager, either face-to-face or in the online space. We hope you will enjoy today’s conversation as much as we did!
Angeles Moreno’s bio
Angeles Moreno is an internationally recognized expert in her field. She has 20 plus years of professional experience, with 18 years as an entrepreneur and 16 years dedicated to her own event management company.
She is a regular Keynote speaker in main events with topics like Women’s Empowerment, Organizational Change, and Experience Design. In recent years, she has devoted most of her time to her passion, which is strategic consulting.
Her constant search to continue evolving and learning has led her to specialize in Customer Experience, Human-Centered and Behavior Design, and to launch the specialist consulting firm, The Creative Dots. With offices in Madrid and Berlin, TCD has developed its own innovative method, the CX Design Playbook, and specializes in the design of people-centered solutions, Learning, and Transformational Experiences.
Angeles is a trusted advisor, and she collaborates with organizations around the world to define strategic lines of growth and development. During the year 2019, she was appointed for MPI | Meeting Professionals International (USA) as the Senior Advisor for Europe. More recently, she was appointed as the strategic advisor for the Women in Digital Switzerland organization.
She is the author of the book The Time Is Now. She also holds the title of Spanish Director of the Event Design Collective for implementing the innovative Event Canvas™ Methodology through training and consulting services.
How Angeles got into the world of event planning
Angeles grew up on the Canary Islands. Although her family wanted her to study law, she decided to study tourism instead. She started working at a hotel, and because she spoke fluent German, Spanish, and English, she received an offer to work in the events or special operations department of a company that is now known as Pacific World. Right from the start, she knew that she had landed in the right place!
The biggest event
After working for the company for just two-and-a-half years, Angeles ran what was probably the biggest event that the company had ever done.
More responsibility
Angeles kept looking for more and more responsibility and bigger events to organize. So she moved to a smaller company that was very well-known in her country, where she spent a short time before moving to England, and then to Germany.
Her first company
When Angeles returned home in 1999, she set up her first company, which was an online marketplace for organizing events. The company was successful until the dot-com crisis hit, causing her to shut the operation down within 48 hours.
An event management agency
In 2001, Angeles set up an event management agency in Madrid. Within five years, the company was turning millions. It kept on growing, and after fourteen years, Angeles decided to bring in some new partners. That was a bad decision, and she wrote a book about it, called The Time is Now.
The Time is Now
Angeles wrote her book because she thought that the story she went through when she made a huge mistake and lost her company in 2014 could help a lot of people. And she also wanted to tell people that her life is not always perfect and she’s not always happy.
Advisors
Now, Angeles is far happier than ever before in her business. She has a group of advisors and a business coach to help her to make the right decisions.
Angeles Moreno and The Creative Dots
At The Creative Dots, they do human-centered strategies, and they embrace change in company cultures, organizations, and operations.
Learning from the events industry
Angeles feels that people in the events industry tend to underestimate their capabilities and how much they know. She has learned many things from working in the industry, like how to be more efficient and how to push people to become more creative.
Experts getting to the next level
People who think that they cannot work at all right now because they can’t do physical events need to realize that they are experts in human interactions and in designing transformational experiences. By believing in that, knowing their strengths, and investing in a bit more education, they can get to the next level.
Online events
If you are used to running face-to-face events, and you want to do an online event, you don’t have to run the online part yourself. What you need to do is to partner with people who specialize in online productions.
Event managers
If you are an event manager, the format of the event does not matter. Whether you are running a virtual event, a physical event, or a mix of the two, you need to be an expert event manager. And that is all about live communication strategy.
Common mistakes in the industry right now
People in the events industry are making a huge mistake right now in pivoting to a virtual platform and using the same format and content as they would for a physical event.
Another mistake people are making is trying to convert event managers from the physical world into virtual event managers.
Empowering women in the industry
Something is missing in the world when it comes to empowering women. Many different elements, like culture, education, and leadership strategies, need to change.
Inclusivity project
MPI has set up a group for promoting female leadership in events strategy. They have sessions every two months, with female leaders talking about events strategies and why we need to be more inclusive in the designing of events.
It is hard to be a professional and a mother
It is hard for women to continue with their professional careers when they become mothers because neither society nor governments help them much in the process. Some conversations are necessary around that issue in all industries and governments across the world.
Empowering women and leading by example
If events become inclusive in all their aspects, like their message, their participants, and their speakers, they will serve as a good example, and that will help in getting people used to the idea of inclusivity. Children also need to see women in many more traditionally-male roles.
Women in Digital Switzerland
Angeles loves the Women in Digital Switzerland project because she thinks the world is suffering from a lack of female talent in digital. If we have no females in the digital economy the women will disappear entirely from all decision-making positions and processes and end up having to stay at home in the future.
Thoughts on the digital world
Angeles thinks we need to focus on digital societies, associations, communities, and projects to promote the need for more digital careers for young ladies. We also need to become more open to the digital world.
Angeles Moreno’s book launch
Angeles Moreno’s book is available on her new web page. You can download it there, in Spanish or English. All the money will go to the MPI Foundation.
Connect with Angeles
- The Creative Dots website
- On LinkedIn
- Angeles’s book, The Time is Now
We have the great pleasure of speaking to Paul Jarvis today! Paul has been an entrepreneur for the last twenty years. He is the Cofounder of Fathom Analytics, a company that supports the privacy of digital data, he hosts three podcasts, and he has also written a book called Company of One.
Paul is an advocate for thinking first about whether growth makes sense before you decide to grow your business. He is joining us today to talk about his book and his business. He will also discuss how and why to question growth, what “enough” is and how to define it, and why every business is a lifestyle business. We have an amazing conversation today, and we know you’re going to love it!
Paul Jarvis’s Bio
Paul Jarvis is a writer and designer who has had his own company of one for the last two decades. His latest book, Company of One, explores why bigger is not always better in business.
He has worked with professional athletes like Steve Nash and Shaquille O’Neal, corporate giants like Microsoft and Mercedes Benz, and entrepreneurs with online empires like Danielle LaPorte and Marie Forleo.
Currently, he teaches online courses, hosts several podcasts, and develops small but mighty software solutions. Paul’s ideas about growth have been featured in Wired, Fast Company, USA Today, Mailchimp, and more.
How and why to question growth
Sometimes, growth makes sense. It is not always beneficial, however. It is only worth considering if it makes sense for you, as the owner or founder of the company, the employees, the customers, and the long-term success of everybody involved.
Edward Abbey: “Growth for growth’s sake is the ideology of a cancer cell.”
Growth is necessary at the beginning
Paul explains that you need growth at the beginning of a new business. Otherwise, it’s not a business. It is just an idea that you have.
Growth might not make sense
There is a point in a business where growing it might not make sense. For example, Paul does not want to promote himself out of a job that he enjoys and into managing people, which he is not good at doing.
Small-scale efficiency
Paul is always looking for a way to be the most efficient on the smallest scale possible. So, he looks for ways to increase revenue without increasing expenses or personnel.
Paul Jarvis’s philosophy on what is enough
There is no one answer to how much is enough because everyone is different. Enough comes down to figuring out if growth makes sense for everyone involved in the business and if more will be better because more is not always the best long-term solution to a problem.
Every business is a lifestyle business
Paul thinks that every business is a lifestyle business because, with every single type of business, you get the kind life that comes with it. Paul prefers to have the kind of business that affords him the ability to have a life outside of his work.
Paul Jarvis’s typical work week
Every day is different for Paul Jarvis. He typically works for about four hours a day, six days a week, because that is how he feels he is most productive. He prefers to think about the things he wants to accomplish each day rather than having a structured plan.
Delegating
Paul delegates all his taxes and legal work because although he is good at making money, he is not good at telling the government how much he needs to give them.
Outsourcing
He has a privacy officer based in Norway and some lawyers based in Europe that he outsources to, specifically for compliance with current and upcoming privacy laws.
How Fathom Analytics was born
About three years ago, Paul got frustrated with Google Analytics, so he sat down and designed what he thought analytics should look like. He put his design up on Twitter, and it caught on like wildfire. People started asking him to build what he had designed, so he built it and made it open-source (free) in the beginning, and a million people downloaded it quickly. Not everyone was able to use it, however, so he decided to make it user friendly, charge for it, and manage and host it himself. Then people, from governments to premier league football teams, started using his software!
The focus
Fathom Analytics focuses on privacy and simplicity.
The Social Dilemma
Big tech companies have a lot of personal information about everyone without having permission to take that information, and they don’t give anyone anything in return.
Influence
That data can get used to influence voting and people’s beliefs, so if it gets targeted to people on social media, it could be dangerous to democracy.
Protection
Anything that happens on the internet could be made public. Paul suggests that anyone who uses the internet should be thinking about how they can protect themselves, their data, and the personal information that they put out on the internet.
Paul Jarvis and his thoughts on privacy laws
Paul Jarvis is an advocate for smart privacy laws. Now, corporations have more power than governments, so he feels that the government needs to take back their power and make stronger privacy laws. There also needs to be a lot more consumer awareness, fact-checking, and dire consequences for the misuse of people’s data.
Fathom Analytics’s business model
Fathom Analytics’s business model is selling people software. It is not about selling data about the people using their software.
Connect with Eric
On LinkedIn
On Facebook
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On Website
Connect with Paul
Paul’s website
We have the privilege of speaking to another amazing entrepreneur today! Nathalie Cadet-James is joining us. She has lived a full life, and she has a fascinating story to tell! Nathalie has been recognized by Harper’s Bazaar as one of the top wedding planners in the world, and she has traveled all over the planet doing event planning for corporations.
Nathalie gives us insight into her decision to change her career and start her own company. She provides some great tips for developing and maintaining networks, winning on social media, leaning into situations with grace, and doing what is right over what is easy.
Nathalie has many experiences and nuggets to share with us today. We’re sure you’re going to love this episode!
Nathalie Cadet-James’s bio
Nathalie Cadet-James is the founder of Luxe Fête, a full-service international event planning and design studio based in Miami, Florida. Premiere clients seek her services to plan and produce their special events, not only in South Florida but all over the world. A former attorney, she spent eight years working at top law firms and clerking for a Federal Judge before she found her true calling. Nathalie is deeply passionate about telling stories, creating spaces that connect people, and celebrating life. Featured in numerous national and international publications, she is recognized as an “industry innovator” and “event guru.” She is also the founder of Luxe Fête Social, a turnkey dinner party rental service that leverages the power of the internet to make the joys of connecting over a beautiful setting, great food, and stimulating conversation easily accessible at one’s home. Luxe Fête Social is named one of the Top 10 startups to watch in Miami by the Miami Herald, and also the 1st Place and People’s Choice winner of the 2018 Miami Herald Business Plan Challenge. Her innovative yet timeless approach to planning and designing events has drawn the likes of high-profile brides, executives, and clientele, which include Hillary Clinton, Christian Dior, Gucci, and Prada.
Nathalie’s motto is: “Grace will take you places hustlin’ can’t.”
A recovering attorney
Nathalie left the practice of law about ten or twelve years ago, and since then, she has never looked back.
No passion
Late one night, while working on a super-important legal brief, Nathalie felt that she no longer had the energy or the passion for doing legal work.
Planning a wedding for a friend
A few months later, she planned her best friend’s wedding. She worked until 4 am and felt happy to be doing the work, even though she does not usually like working late. She then realized that there was a passion inside of her that gave her a different kind of energy.
A leap of faith
Nathalie wanted to be in the planning lane rather than in the legal field, and she realized that she needed a leap of faith to nurture that passion.
Self-reliance
Nathalie believes in who she is and what she is doing. When she started her company, she thrived on the support of her family and friends but knows that she is ultimately the only one who can lift herself out of any difficult moments.
Nathalie Cadet-James learns to develop and maintain a network
As an attorney, Nathalie Cadet-James did not network at all. A year after opening her own business, however, she realized that she needed to form business relationships and cultivate a network to build her business.
The New York Symphony
The New York Symphony recruited Nathalie to be the director of their Friends and Events Network. In that position, she noticed that people were connecting because they liked each other, they were like-minded, and they wanted to help.
Real connections
Nathalie then understood that networking was all about building authentic relationships. Networking became important, and powerful for her when she realized that she wanted to form real connections with the people she was meeting, rather than connections based solely on business.
Maintaining networks
To see the results of your networking relationships, you need to maintain them. Nathalie maintains her business relationships with social media, calling people on the phone and sending interesting things that she finds to her clients.
Winning on social media
Nathalie knows that she can only win on social media when she focuses on what is good for her and on what she can do to be a better person and a better entrepreneur.
Protecting her clients’ investments
Having a legal background has given Nathalie the edge when it comes to contracts and protecting her clients’ investments. It also adds value to her business.
Leaning into situations with grace
Nathalie found that nothing came out of her being forceful and trying to make things happen. When she started accepting things as they were, opening her eyes to opportunities, leaning into things, and trusting herself to go into situations with grace, things began to flow.
Nathalie Cadet-James’s dream to be an international event planner
Nathalie Cadet-James loves to travel, and her dream was always to be an international event planner.
A wedding in Rwanda
Nathalie planned a wedding for a couple on Fisher Island in Miami, Florida. A guest couple had so much fun at the wedding that the boyfriend proposed to his girlfriend there, knowing that Nathalie would plan their wedding. Their wedding eventually took place in Rwanda, and it was a once-in-a-lifetime experience for Nathalie!
Doing what is right
As a lawyer, Nathalie learned about doing things right rather than doing what is easy. She discovered the value of preparing well, taking care of all the details, and laying down solid foundations.
Nathalie Cadet-James’s pivot to Dinner in a Box
During Covid, Nathalie pivoted her business by creating a ‘Dinner in a Box’ concept. It includes conversation starters and beautifully designed table settings, and it makes it very easy for people to host dinner parties.
Connect with Nathalie
Nathalie’s Website
Nathalie’s LinkedIn
Connect with Eric
On LinkedIn
On Facebook
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On Website
You’re in for a treat today! We’re speaking to Dave Wakeman, aka the Revenue Architect. Dave is a star in the ticketing and entertainment industry, and he’s the guy that American Express referred to as The King of Tickets.
Dave has a fascinating story to share! In today’s show, he talks to us about creating revenue, how to deal with change, and reinventing yourself. He also tells some amazing stories that are sure to inspire you!
Dave Wakeman’s bio
Dave Wakeman is “The Revenue Architect.” His consulting work has attracted clients such as American Express, Manhattan Construction Company, Volunteers of America, Yahoo!, the United States Department of State, the Seattle Seahawks, and over 100 other leading companies from around the globe.
Dave is widely known for his work in modernizing the secondary ticket market and partnering with American Express and Circles on their Black Card ticketing program that revolutionized the way that people buy tickets and view the secondary market.
With his consulting firm, the Wakeman Consulting Group, Dave has turned his focus to helping organizations around the globe maximize their profitable revenue.
Dave is a powerful advocate for the need for businesses to tell stronger brand stories and that explosive growth isn’t a miracle. It is a product of having a great strategy combined with the right marketing and sales efforts.
You can see Dave regularly writing and being interviewed about marketing and revenue in the pages of SEAT Magazine, The Seattle Times, The New York Post, and US News and World Report. Dave is also a frequent guest on radio and television, including appearances on The Tom Leykis Show and The Exchange with Amanda Lang and many other media appearances.
Nightclubs
Dave started his career opening nightclubs in the mid-1990s, and he opened nightclubs all over the country. The club that he opened in St. Louis did not do very well, and that led Dave to one of the best opportunities of his career.
A great career opportunity
Dave moved to Seattle, knowing no one there, and with about $600 in his pocket. He landed a job working for Paul Allen, who helped start Microsoft with Bill Gates.
A talent for marketing
Dave helped Paul to open the Experience Music Project, which is on the grounds of the Seattle Center and is now called the Museum of Pop Culture (MoPOP). That was where Dave discovered that he had a marketing talent.
Dave Wakeman’s move to New York
Dave Wakeman’s marketing ability led him to many different places. He moved to New York and worked with a company called Americana Tickets. That was where he worked with American Express and the Centurion Card, helping them to figure out how to buy and distribute tickets for their clients all over the world.
Dave worked on many different projects
Together with the ad agency for Yellowtail Wines, Dave threw Tailgate parties in 36 cities. That was one of the key ingredients that helped Yellowtail to grow and get into Costco. He worked with Coca-Cola on the launch of their Odwalla product, the efforts to support the Affordable Care Act in America and to get President Obama re-elected in 2012. He also did a lot of work in Australia.
Generating money
Dave Wakeman grew up in very modest circumstances. He realized very early on that the way to make something of himself would be through his ability to generate money and to market and sell effectively. Over the years, he developed an eye for the things in which people look for and find value.
Dave Wakeman’s thoughts on creating value
Dave understands that if you can create enough value for the people you’re aiming to serve, then you should also be able to collect some of that for yourself.
Unique experiences in LA
Dave helps people get registered to vote through #iVoted, which also invites people to attend virtual concerts with some great artists.
Helping non-profits
Dave loves to give back, so he often uses his expertise to help non-profits.
Creating revenue
If you want to create revenue or have the most impact, you consistently need to ask three questions:
- What is the value you’re trying to create?
- Who is the customer that will pay you?
- How do you reach those people?
You need to focus on the value that you’re trying to create for people, you need to find the specific person who you can help, and you need to communicate effectively.
Strategy and tactics
Strategy is where you’re trying to get to, and tactics are how you get there.
Lack of precision
Dave believes that when people lack precision when they speak, it leads to poor outcomes.
The King of Tickets
Dave Wakeman attributes becoming known as The King of Tickets to luck, his excellent relationship-building skills, and technology.
You are not replaceable
Dave points out that your ability to be you is not replaceable. So, you need to invest in having a point of view, relationships, and finding ways to create value for the people you serve because none of those are replaceable.
Coping with change
We need to embrace change. So, although we are going through a terrible time right now, you should not give up because people will come back.
Recognizing and embracing the power of change
Change will come, no matter what. Many years ago, Dave learned that change is the only thing in life that is certain. And when change rears her beautiful face, you must embrace her because change is the only thing that you have.
Reinventing yourself, coming out of the pandemic
Coming out of the pandemic, you don’t have to be the same person you were going into it. The key to reinventing yourself lies in looking at what you want to do and who you want to become going forward.
Links and resources:
Dave’s newsletter
Dave’s Sunday strategy newsletter, The Business of Value
The Business of Fun Podcast
Books mentioned:
Blue Ocean Strategy, Expanded Edition: How to Create Uncontested Market Space and Make the Competition Irrelevant by W. Chan Kim and Renee Mauborgne
Entrepreneurial You: Monetize Your Expertise, Create Multiple Income Streams, and Thrive by Dorie Clark
Reinventing You, With a New Preface: Define Your Brand, Imagine Your Future by Dorie Clark
Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It by Dorie Clark
Connect with Eric
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Today, we are delighted to have a gem of a conversation with an icon in the hotel and meetings and events industry! Ivan Artolli is currently the General Manager of the Hotel de Paris in Monaco. He is joining us today to talk about his journey and share some stories about Winston Churchill, learning, traveling, champagne, and the importance of good communication.
Ivan Artolli’s bio
Mr. Ivan Artolli was appointed Managing Director at the Hotel de Paris in July 2016 following his 17 years’ tenure at Rocco Forte Hotels.
Born in Padua, Italy, Mr. Artolli has spent his entire working life in the hotel industry, gaining valuable experience at all levels in various luxury properties in Germany, UK, France, Monaco, Belgium, and Italy. He studied in Abano Terme, obtaining a degree in hospitality, and also attended courses at the Hospitality School of Lausanne and Cornell University in Ithaka, New York, USA.
On graduation from hospitality school, Mr. Artolli worked at the Adriatico Palace in Trieste, where he rapidly climbed the ranks before joining Brenner’s Pak Hotel in Baden-Baden. He joined The Lygon Arms in Broadway for management training and eventually moved to Claridge’s in London at Front Desk. After almost two years at the Ritz in Paris, he moved to the Hotel de Paris in Monte Carlo, Monaco, as Assistant Front Office Manager. Mr. Artolli joined the old Forte Hotels group in 1992 as a Sales Manager at the Beach Plaza in Monaco and later moved back to Paris, where he worked at the Plaza Athénée as S&M Director.
At the beginning of 1997, he returned to Italy to work at the Villa d’Este Grand Hotel in Cernobbio as S&M Director, before moving to the Grand Hotel in Milan as Resident Manager. He joined the Rocco Forte Hotels in January 2000 as General Manager of Hotel Savoy in Florence. From there, he moved to Hotel Amigo in Brussels in June 2002, where he oversaw the completion of Hotel Amigo’s $22.6 million refurbishments. He built up the hotel’s reputation as the best hotel in Belgium before joining The Balmoral in 2007, where he remained until August 2011 before appointing a new General Manager to allow him to take up the position of Company Operations Director for the UK, Russia, and Belgium.
In February 2014, Mr. Artolli got appointed MD of Vedura Resort while retaining his Ops Director responsibilities of the Amigo Hotel in Brussels and being part of the Company Executive Committee.
Going to Germany
After completing his studies at hotel school, Ivan soon realized that he needed to learn foreign languages if he was to have any chance of becoming a departmental manager. German was the most difficult of all the languages he learned at school, so he decided to start there and spent the next few years working in various positions in the hospitality industry in Germany.
English
After mastering German, Ivan wanted to learn English, so he became a management trainee at the Lygon Arms Hotel in Broadway, England. He spent eighteen months there and then moved to London, where he took a job at Claridge’s and mastered the English language.
Monte Carlo
Ivan missed being near the sea, so he found himself a job at the Hotel de Paris, in Monte Carlo, where he spent the next six years working in the front office.
Ivan Artolli's need to learn
The constant need to learn has always led Ivan’s career. If he is not learning anything new, he becomes bored and anxious. He loves to learn new languages, and he also loves traveling and creating opportunities for his children to learn languages.
Intellectual curiosity
Ivan thinks that intellectual curiosity is what keeps the world alive, so he always tries to challenge himself and push the barrier of what he knows.
A unique company
The company that Ivan currently works for is the only company he knows of that turns close to $702,000,000. Everything the company owns is within the area of 1.26 square miles.
Paying back
Ivan has learned a lot, and he has reached the stage in his life where he needs to pay back for all the good things he has learned.
Mentors
Throughout his career, Ivan has worked with many accomplished and influential leaders. Many of them were willing to share their secrets of success with him, and that has helped him in motivating his team to provide exceptional service.
Ivan Artolli's philosophy on adaptability
Adaptability is a must in the hospitality and meetings and events industry. You need to adapt to evolving situations and be comfortable and relaxed when talking to different people from different nationalities.
A unique selling point
One of the unique selling points of the Hotel de Paris is that almost everyone who has ever been famous in the US has gone through its doors at some point.
Winston Churchill
Winston Churchill got invited to stay at the Hotel de Paris. He was the first person to open one of the old port bottles in the hotel that got hidden from the Germans during the German occupation.
A movie clip
The French film director, Claude Lelouch, shot a short movie clip featuring Charles Leclerc driving a Ferrari in front of the Hotel de Paris on the date that the Monaco Grand Prix was supposed to take place. It was a unique event, and Jon Elkin, Mr. Casiraghi, and Prince Albert were on the steps of the Hotel de Paris, watching the shooting of the clip.
Good communication is vital
Good communication is vital now for what we are experiencing. Leaders need to communicate their plans and requirements clearly, and they need to be consistent with the message they send out. In challenging times, if you walk your talk and communicate why you do what you do, your team will be behind you, and they will become your ambassadors.
Links and resources:
Book mentioned:
Wine and War by Donald Kladstrup and Petie Kladstrup
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We are happy to have Sharon Fisher, the CEO and Founder of the company, Play With A Purpose, joining us on the show today! Sharon has been playing with a purpose for the last thirty years, and she has been doing it with the clear objective of helping organizations integrate fun into their learning processes.
In today’s episode, Sharon discusses the difference between engagement and content. You will learn that you do not have to choose either one or the other because you need both, so Sharon explains how to blend engagement and content. She also talks about engaging virtually in our current day and age.
Sharon Fisher’s Bio
Enthusiastic. Relevant. Creative. Sharon Fisher is the CEO & Chief IdeaSparker of Play with a Purpose, an experiential strategy firm devoted to sparking more innovative, participatory, connected, and fun learning events. They custom design play-based experiences to help organizations solve challenges innovatively and compellingly.
A passionate advocate for the power of PLAY in business, Sharon and her team create interactions that make a point, generate ideas, facilitate learning, create connections, inspire change, and make people laugh. Whether your event is virtual or live (or one of the many combos in between) you can show courageous leadership by infusing more play.
Sharon’s crazy obsession with play started in college. When all her friends were getting “real degrees”, she chose to major in “whistleblowing” as her father called her BSED degree in Recreation. Since then, she’s created with clients including Disney Imagineering & Disney Publishing, Chevrolet, Camp Jeep, BBDO, Novartis, American Express, Frito Lay, CarMax, IBM, McDonald's, and the North Carolina Sweet Potato Commission. The winner of numerous awards, her most prized includes being named one of Orlando’s Best Places to Work and setting two Guinness World Records.
Her highly energetic & interactive workshop-style consistently delights audiences and makes learning fun.
People thought she was crazy
When Sharon told her friends she was going to start a business that was all about play, they told her she was crazy, and she would never make it because there was neither enough business out there nor enough people who would be willing to pay her to do that.
Unfazed
Sharon was unfazed. She decided to take a chance anyway to see what would happen.
An inspiring quote
Sharon truly loves what she does! For all her life, a quote from the author, James Michener, has inspired her.
“The master in the art of living makes little distinction between his work and his play, his labor, and his leisure, his mind and his body, his information, and his recreation. He hardly knows which is which. He simply pursues his vision of excellence at whatever he does, leaving others to decide whether he is working or playing. To him, he is always doing both.” James A. Michener
When you love what you do
Sharon explains that when you love doing something, you are willing to devote the time, energy, and effort that it takes to learn more and to keep on building it. You also invest the curiosity that is needed to keep inventing and to stay ahead and stay practical in the game.
A melding of work and play in your life
Sharon explains that when you are doing something that you truly love, you never turn off because everything always flows, and you are always alert to the opportunities in work to laugh, have fun, and bring joy to what you are doing. And in play, you have the chance to get inspired for new things to do at work.
Why you should stop separating engagement and content
People go to meetings to learn, to meet other people, and to engage and network with them. At meetings, the content and learning are usually separate from the engagement, and Sharon has never understood why engagement and content get seen as two distinctly different things. She believes that they should get blended, and people should figure out ways to put more engagement into the learning pieces for a better outcome and better results.
Skill sets and passion
The passion and skill set of an awesome logistics person differs from that of a designer or a strategist.
The perfect design
It makes no sense to Sharon to focus only on logistics in a meeting without considering the content, the purpose, the strategy, and the results. The perfect design has not yet been found for organizing teams to maximize the skill sets that come from the different halves of the brain.
The team
The results of an event usually depend on the team leader, and how the team members are integrated and made to feel like part of the bigger picture, rather than the details. The team needs to understand the purpose, the strategy, and the vision of the meeting before thinking about how to engage people.
Learn Feel Do
Sharon learned to use a simple tool called Learn Feel Do, which she has adapted to suit her needs, to get everyone on the same page for setting the ground and knowing where they are going with a meeting.
Re-engaging the brain
People’s brains need to be re-engaged every ten minutes in a physical meeting, and every four minutes in an online meeting. If that does not happen, people will tune out and they will not be able to retain much of what they have learned.
A framework
At Play With A Purpose, they are all about understanding what you want people to know. They use a framework to determine what kind of game, activity, or interaction will work best to help accomplish the learning that is needed.
Working online
Working online does not mean that you cannot be interacting together. To make things work online, however, the interaction needs to be restructured or reformatted a little.
The Better News Network event
The Better News Network event used to be a live event. It has now successfully transitioned to being a hybrid and virtual event.
Sharon’s tip for online sessions
Online sessions do not have to be short. They need to be engaging to be good.
Links and resources:
Sharon’s website
Sharon’s email is sharon@playwithapurpose.com
Play With a Purpose on LinkedIn
Play With a Purpose on Facebook
Connect with Eric
On LinkedIn
On Facebook
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We’re delighted to have Mike Gamble, the Co-founder, President, and CEO of SearchWide™ joining us on the podcast. Mike has had a tremendous amount of experience in our industry. In today’s episode, he shares his knowledge and many nuggets of information about where our industry is heading, diversity, inclusion, the skills you need to focus on to prepare yourself for the future, how to start developing your own business, and ways to find new clients.
Mike Gamble’s bio:
Since co-founding SearchWide™ in 1999, Mike’s primary focus has been to ensure that SearchWide™ exceeds client and candidate expectations every day. While striving to add value and develop new opportunities for SearchWide™, Mike keeps the team focused on its core mission. Through his cooperative leadership style, he creates a secure and productive environment for the team’s success. Mike handles C-Level searches across all sectors of business and often assists other recruiters with their assignments.
Before serving as President & CEO of SearchWide™, Mike served as Senior Vice President of Sales and Marketing for the Philadelphia Convention and Visitors Bureau (PCVB). During that time, the Philadelphia Business Journal named him one of the city’s most successful business leaders under the age of 40. While at the PCVB, he was integral in recruiting the sales team that worked with him to attract nearly every major convention in the hospitality industry, including Meeting Professionals International (MPI), American Society of Association Executives (ASAE), and the 2000 Republican National Convention. Previously, Mike spent 9 years with Marriott International in various sales leadership positions in Dallas, San Antonio, and Chicago.
Mike is active in all of the industry associations and served as chairman of the MPI Foundation Board of Trustees. He has also served on the DMAI Foundation Board of Trustees, and the Professional Convention Management Association Foundation Board. He is currently a board member for the Boys & Girls Clubs of the TwinCities. Mike’s extensive career in the hospitality industry began when he earned a BS degree from the University of Wisconsin-Stout in Hotel and Restaurant Management. He is based in our Stillwater, MN headquarters, and resides in the Twin Cities area with his wife and four children.
Learning things he thought he knew
Although he found it hard to leave Marriott International, Mike felt fortunate to be offered the job of Senior Vice President of Sales and Marketing for the Philadelphia Convention and Visitors Bureau (PCVB). He learned a lot there about things he thought he knew but did not know, and about the exhibition space, especially.
What prompted Mike to start his company, SearchWide™
Many years ago, PCVP hosted MPI (Meeting Professionals International) in Philadelphia. At the time, Mike was the Chairman of the foundation and he was also the Chairman of the Host Committee. At the leadership dinner before the event, one of the leaders of MPI suggested that Mike start a search firm. Three weeks later, he did just that!
Developing relationships
The essence of being involved in organizations like MPI is networking and developing relationships. If you do that, opportunities are sure to present themselves.
Starting out
Mike's first two clients were known and respected leaders in the industry with whom he had a bond of trust.
The vision
Mike decided to start in the hotel industry and venture out from there. Today, hotels are their staple and they are also in convention centers and stadiums.
Family
When Mike wanted to start his business, he was in his mid-thirties and his fourth child had just been born. All of his children were under the age of six and his wife still encouraged him to go ahead with starting his business.
Networking and expanding your reach
Finding new clients is all about getting out of your comfort zone, expanding your network, and growing your circle. You always need to stay connected with your previous coworkers and learn about new businesses.
Relationships are vital
Travel, tourism, hospitality, and events are expansive, global businesses that have many facets to them, and nobody knows every aspect of them. If you don’t have relationships there, perhaps go into business with someone who does because people are going to do business with you if they know you and they trust you.
The key
The key to getting new clients is that you have to have someone at the front, driving the top line and being a connector for the business.
Chief connector
Mike likes to be the chief connector and that is what he focuses on.
Furlough
Mike sees furlough as false hope. He always suggests that people on furlough should act like they’re not going back to work.
Finding a job
Finding a job is a full-time job, so you need to work at it every single day.
Know what you’re good at
Other industries value people from our industry, so identify your transferable skills and know what you’re good at, in case you decide to cross over into a different industry.
Skills you should develop
If you are not a comfortable consensus builder, project leader, or communicator, you should develop some of those skills. In our industry, you need to educate yourself on health, safety, and security.
Innovation
At this time, your ability to innovate is what will most likely get you the job.
Links and resources:
Connect with Mike
Mike’s website
Mike’s email is gamble@searchwideglobal.com
Connect with Eric
On LinkedIn
On Facebook
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On Website
It is an honor and a pleasure to be speaking to Roger Dow today. Roger is the president and CEO of U.S. Travel. He has had an amazing career, and in today’s conversation, he gives us some insight into what’s happening on Capitol Hill regarding our industry. He also talks about the unique way he got into the industry, the effect the pandemic has had on it, and what he predicts for its future. It’s a very interesting conversation, and we know you’re going to enjoy it!
Roger Dow’s Bio
Roger Dow is president and CEO of the U.S. Travel Association, the Washington, D.C.-based organization representing all segments of travel in America. Their mission is to increase travel to and within the United States.
As the leading travel industry advocate, Dow and his team regularly meet with the executive branch and congressional leaders to advance policies that benefit the broader travel industry. His efforts have resulted in major legislative victories, including his instrumental role in establishing and renewing Brand USA, the highly effective national travel and tourism promotion program. Dow and U.S. Travel are also leaders of the Meetings Mean Business Coalition, which promotes and defends the value of face-to-face business meetings, trade shows, conferences, and conventions.
Starting as a lifeguard
Roger stumbled into the meetings and events industry a long time ago, back when he was in college. He had completed his lifeguard training and was looking for work. He could not find a job as a lifeguard until he eventually approached a new hotel that was opening, called the Marriott. They employed him, and he spent the next three summers working at their pool as a lifeguard.
After college
After college, Roger struggled to find a job. The general manager of the Marriott suggested that he stay with the hotel group as he had done a good job at the pool, and the company was growing.
Exponential growth
When Roger signed up with Marriott, they had about twelve hotels. He hoped that someday they would have 100 hotels, and they now have 7,000!
The first loyalty program
In 1983, Roger headed up marketing and he started the first loyalty program in the hotel business.
Global sales
After about ten years, Roger moved on to head up global sales for Marriott. He loved being part of the sales profession and Marriott had about 10,000 salespeople around the world, selling everything from meetings to conventions, to global travel, to corporate travel and global accounts, and they all worked with Roger.
Roger learned a lot from the army
Roger got drafted to the US Army during the Vietnam war. He spent a year in Vietnam and got decorated with a bronze medal. He learned a lot from the military.
One of the greatest lessons as a leader
Roger learned one of his greatest lessons as a leader in the military. He has learned that you don’t tell people what to do. You do it with them.
Making the transition to U.S. Travel
After 34 years with Marriott, Roger was thinking about retiring. The head of what was then the Travel Industry Association, which is now U.S. Travel, was also retiring. A head-hunter told Roger that in doing that job, he could have an impact and change an industry because someone needed to pull the industry, as a whole, together.
Fifteen years on
Although he only intended to do the job for five years, Roger is still with U.S. Travel fifteen years later!
Crisis
The industry has experienced many different crises over the years. What we’re going through now as an industry, however, is probably ten times more than we have ever gone through in any previous crisis, including the Great Depression.
Travel is everywhere
Travel is everywhere, and it affects millions of people. Most people don’t realize that the travel industry is 83% small businesses.
Out of every crisis comes opportunity
Out of every crisis comes opportunity. People are filling the void left by those who have gone out of business during the pandemic, so now there is a new set of businesses that did not exist before.
Health and safety
Roger predicts that every hotel and convention center is going to have a Health and Safety Officer.
Some predictions
Roger predicts that we are going to see biometrics and contact list systems for checking in and out of hotels coming out faster than they have been doing. There will also be a lot of changes in protocols and how we do business.
Capitol Hill
Roger has been working on Capitol Hill to get support for our industry and he has had amazing results.
The time to fix things
Roger has been working hard to fix things for people in the destination marketing organizations who got left out of the CARES Act. He feels that this is the time for politicians to come together to do whatever will be good for the people and to prevent the travel industry from going under.
Face-to-face
Virtual meetings have many advantages and can accommodate vast numbers of people around the world. Roger believes that face-to-face meetings are critical, however, and they will be extended going forward.
Going back to normal
Roger is optimistic about the future. He predicts that everything will go back to normal a lot sooner than most people think.
Links and resources:
About Roger
Today, we are delighted to have the honor of speaking to Liz King Caruso! Liz is an icon, a thought-leader, and an innovator in our industry! She is an entrepreneur. She has been running her company for the last ten years, and she has gained recognition for her success from many different publications and organizations.
Liz is joining us today to discuss the difference between virtual and face to face events and how to design them. She will explain what you need to learn now to be ready afterward. She will also talk about what you need to know to be able to plan a virtual experience and to partner with the people helping you to deliver that experience to your customer.
Liz King Caruso’s bio
Liz King Caruso is an Event Specialist, Consultant & Speaker who is passionate about impactful, successful & fun events. Liz launched Liz King Events while still running events FT for Columbia University and quickly became a thought leader/influencer amongst her peers after voraciously sharing content on event best practices.
Liz works with thought leaders like Ramit Sethi, Microsoft, SeatGeek, Teamworthy Ventures, Ramon Ray, and many others to host strategic conferences and events that engage their audience, build their brand and sell their products and services.
She also works with other independent event hustlers to help them run more successful businesses through her consulting program called IGNITE. IGNITE helps amazing planners tap into their brilliance and build their thought leadership so they can get more of the right clients and become more financially stable. In addition, Liz ran one of the most iconic event-tech conferences in the industry called Techsytalk LIVE.
Liz has been featured in the Successful Meetings list of 25 Most Influential People in the Meetings Industry, Connect Magazine's list of 40 Under 40 Up-and-Coming Event Planners, and Meetings and Conventions list of Top Influential Female Leaders in the Events Industry, amongst other awards.
How Liz got into the industry
Liz initially worked in a counseling center and wanted to be a family psychologist. She later changed her mind, so she moved on and took an administrative position on the event team at Columbia University in New York City.
Before that, she had no idea that event planning could be a career. She had always planned events while growing up, so she pursued it and ended up getting promoted into a role that just did the events. She got lots of experience and eventually broke out on her own and started running Liz King Events.
A mentor
Having a mentor is very important. Liz was mentored by France La Flamme, who runs La Flamme Consulting Group, in Connecticut. They got connected through an organization called Score.
Becoming a thought leader
If you want to become a thought leader, Liz advises you not to try to become one. You need to be curious, willing to collaborate, and willing to share your experiences. You also need to pay attention to understanding your specific niche and what you are very good at doing, and you have to be specific.
A key to developing thought leadership
A key to developing thought leadership is keeping people in the know regarding what your thoughts are.
It is not about the size of your audience
It is not about the size of your audience. It is about you having some meaningful thoughts around a particular topic that people can identify.
Techsytalk
Techsytalk started in about 2010 because Liz wanted to know more about the cool platforms that she was learning about. It was Internet Week in New York City, so Liz partnered with a friend in the industry, and they decided to do a showcase. They gave ten companies four minutes each to share what they were doing, followed by networking. The goal was for Liz to learn, and from there, the conference kept on evolving.
Techsytalk is coming back
Liz will be bringing Techsytalk back in November of this year. She is ready to push the boundaries now because the demand is a lot higher, currently.
The balance between hybrid and online events going forward
Many people have been doing many online events during the COVID crisis, so there is a lot of scope for opportunity. Since many have seen that some platforms are not meeting their needs to do things virtually, the technology is currently evolving very quickly because the tech companies finally have enough clients to push everything to where it needs to be.
Getting back to in-person events with hybrid
Liz thinks that hybrid is not going to be just a transition. She thinks it will help us get to in-person events faster and more safely. And now that people know what can be done with virtual, it will stay as a long-term component of most large conferences and events, and larger conventions and city-wide events.
Retreat businesses will be booming
Liz foresees that the retreat business will be booming in the future. There will be a lot more small face-to-face groups of people, high-end tickets, and meaningful experiences, and also a lot more similar virtual experiences.
Some tools for engagement
Liz suggests mixing up your formats and offering short sessions combined with longer sessions when necessary. And also rethinking what you would typically do in an in-person environment.
Fun is important with virtual
Fun is important with virtual because it is harder to keep people engaged in a virtual setting.
Virtual is flexible
Virtual offers more flexibility than in-person, so you need to consider new kinds of opportunities for using virtual.
Designing a virtual event versus a face-to-face event
Many planners become overwhelmed with the idea of a virtual event. Yet, the skill set required for planning a virtual event is much the same as the skill set for planning a face-to-face event. A great event planner will look at the goals and then design a program to fit those goals.
Virtual networking
Great event planners need to work out new and innovative ways to do virtual networking.
People prefer person-to-person
Since people prefer having a person-to-person experience and talking to others face-to-face, Liz does not see virtual reality and holograms taking over in the events world.
An optimistic view of the future of the meetings and events industry
Liz sees good things for the future of the industry because it is very resilient, and it brings out people’s creativity. Technology, particularly in the virtual space, is being pushed to new levels, which gets companies to innovate, and people are craving in-person experiences right now, so there will be more opportunities for in-person experiences in the future than we have had in the past.
Disruptions are necessary
Liz believes that we need disruptions in our industry. If we look back at this time thirty years from now, we will see how far we have come as a result of having gone through this difficult time.
Getting ready for the future
Right now, you will need to learn more about technology and the virtual experience because that will carry you long into the future. You also need to think about the value that you bring to the table and what you do for your clients because there could be some new, non-virtual services that you could be offering them that are just outside of the box.
Links and resources:
Connect with Liz
Liz's website
You can find Liz under Liz King Events on all social media platforms.
Connect with Eric
On LinkedIn
On Facebook
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We have the great pleasure of speaking to an amazing person today! Bruce Turkel, the Guru of Branding, is joining us as our guest!
Bruce Turkel is entertaining and educational! He plays the harmonica, and he is a Hall of Fame Speaker from the National Speakers Association. And today, he shares several different points that you can apply in your business to ensure that you connect with your audience on an emotional level before you connect with them intellectually. He tells us about three things that need to happen when you’re speaking publicly, he explains how to make your scar your star, and he also tells us about the latest book he is writing.
Bruce Turkel’s bio
Bruce Turkel has helped create some of the world’s most compelling brands, including Hasbro, Nike, American Express, Charles Schwab, Citicorp, Discovery Networks, Bacardi, Sol Melia Hotels, Partnership for a Drug-Free America, HBO Latin America, Canyon Ranch, and many more. You might have seen Bruce on TV. Bruce has worked with valuable brands for more than 25 years and is a frequent guest expert on the national news. He appears regularly on CNN International, MSNBC, and NPR. You may have read about Bruce. Bruce has been featured in The New York Times, Fast Company, Communication Arts, AdWeek, and Speaker Magazines. You might have heard Bruce speak. Bruce has spoken at MIT, Harvard, TEDx, and hundreds of corporate and industry conferences. In 2017 the National Speakers Association inducted Bruce into their Speaker Hall of Fame. You may have read one or more of Bruce’s five books. Bruce’s most recent book, All About Them, was chosen by Forbes Magazine as one of their best business books. Perhaps you heard Bruce playing his harmonica. Bruce fronts the popular Miami R&B band Blackstar.
You’re about to meet Bruce Turkel, he’s sharing some of his simple yet powerful brand-building techniques.
Great brands make people feel good about themselves
In Bruce Turkel’s most recent book, All About Them, he explains that good brands make people feel good, but great brands make people feel good about themselves.
Good marketers are talking about their consumers
In the days before the internet, you had to tell people everything they needed to know about you. Today, however, people have access to all the information they want, and anyone you’re dealing with can find out anything they want to know about you. So, today’s best marketers are no longer talking about themselves. They are talking about their consumers.
Three options
Bruce explains that if you want to become a professional speaker, you have three options. The first is to land a plane on the Hudson River and save 150 people. The second is to be the President of the United States. If you can’t do either of those, you will need to put in ten years of hard work.
Chosen for who they are
People don’t choose speakers, meeting professionals, and event managers for what they do. They are chosen for who they are.
The point of any talk
The point of a talk is to do three things: To be entertaining, to be educational, and to be enlightening. Ultimately, the audience should leave the room transformed and aware of how that happened.
Making your customers feel valued
Everything you do should be to make your customers, clients, and employers feel valuable. The more valued you make them feel, the more they will want to work with you.
The one question event planners need to ask the host
If you, as an event organizer, want your job to be easy, just ask your client, “When this event is over, how do you want your attendees to feel? And how should they be thinking?”
Making an emotional connection with your audience
As a speaker, Bruce advises you to connect emotionally with your audience before making an intellectual connection with them.
Bruce gets inside information from people in the audience about their businesses so that he can connect with them emotionally. He does that by taking the time to get to know them, chatting with them, and asking them why they are at the event, what they think of it, and if there is anything about the event that they don’t like. This feedback is strategically gathered for the sole purpose of connecting emotionally with the audience.
Talk to people about them, not about you
Bruce points out that in those conversations, he talks to the people about them, and not about himself. He takes people on emotional highs and lows throughout the conversation so that they feel something because when that happens, they pay attention.
Make your scar your star
Your liabilities can become your assets. In learning how to turn a negative into a positive, what you consider to be your biggest liability could turn out to be your most endearing quality.
Bruce Turkel’s next book
The title of Bruce’s next book is Is That All There Is? The concept of it is that people who have reached a relative level of success and hit a hurdle in their lives need to make a change.
In writing the book, Bruce interviewed people who have made a shift in their lives and could tell the story of what happened and why they did what they did, so that the readers can learn what to do when they want to make a change in their lives.
Bruce Turkel has a gift for you!
Send Bruce a message, and he will send you the audio version of his previous book, Building Brand Value. Just hit the contact button on his website to get your free copy.
Links and resources:
Bruce’s Website
Bruce on LinkedIn
Bruce on Twitter
Bruce on Instagram
Bruce on YouTube
All About Them by Bruce Turkel
We are thrilled to welcome Phil Jones as our guest for today’s podcast! Phil is brilliant! He is a true Master of Words, and it is fascinating to find out how the specific words he chooses, and the context in which he uses them, really work!
Phil has written several books, including Exactly What To Say, Exactly How To Sell and Exactly Where To Start. He is joining us today to talk about his entrepreneurial journey, discuss his books, share some of his invaluable knowledge, and offer some golden nuggets of advice. We know you’re going to love today’s conversation!
Phil’s bio
Phil is exactly like… nobody else!
He entered the world of business at the tender age of 14, armed with nothing more than a bucket and sponge, and since then, he hasn’t looked back!
Phil’s early career went from strength to strength. After starting as the Sales Manager for a fashion retailer, he moved on to assisting several Premier League Football Clubs, after which he became a key part of growing a £240m property business.
Then, in 2008, Phil decided it was time to dedicate his future to helping others to succeed. So, using all his knowledge about leadership, sales, and business growth, he created a one-day workshop, where he trained over 2,500 people in his founding year, before licensing his training to the UK, Switzerland, Australia, and New Zealand.
As he dived deeper and deeper into the world of training businesses, however, Phil became increasingly uncomfortable with the selling style that the marketplace was glorifying. Since then, he has made it his life’s work to demystify the sales process and bring simplicity and integrity to a world that is often full of egos and lies.
He has gone on to deliver over 2,500 presentations in 57 countries across five continents, training more than two million people, including sales and non-sales professionals, leaders, and experts, to have more influence, confidence, and control when steering their conversations.
Phil’s unique philosophy of using specific word choices to teach his audiences “Exactly What To Say” to influence, persuade and drive outcomes has made him one of the most practical and in-demand business speakers in the world today.
An accidental start to entrepreneurship
When Phil hired his first employee, it was neither planned nor was it a strategic move. He hired someone because he had to play football at the same time as he had arranged to do a job for someone else. Phil got a friend to do the job in his place, and he paid his friend a difference to what he was getting paid. In doing that, he learned about margins, and he kept on doing more of the same thing, from then on.
A lesson learned about value
The best lesson that Phil learned very early on in his entrepreneurial journey was that the ability to acquire customers is the value, rather than the ability to do the work. Phil explains that you will always find people to work for you if you can afford to pay them and if you have customers.
A prestigious offer
When he was eighteen, Phil got an offer from a very prestigious university in the UK. He didn’t want to go, even though he felt obliged to further his education.
A suitable compromise
He thought that a suitable compromise would be to land a big job with career development attached to it. In that way, he could get his education in the workplace while being paid for it, and he wouldn’t have to bury himself in debt.
Phil’s career path
At the age of eighteen, Phil became the youngest Sales Manager for one of the biggest department stores in the UK. From there, he built sales teams, became a Sales Training Manager for one of the largest independent furniture retail groups, became the Head of Retail and the Commercial Director to a few Premier League soccer clubs, and then, together with a business partner, he went on to build a very successful, independent property business.
The 2008 recession
In 2008, the recession kicked in, and there was no longer a market for Phil and his partner’s product offering.
Re-invention
Due to the recession, Phil was continuously being asked by chambers of commerce and small business networking groups to speak to their groups of people, train entrepreneurs to trade out of a recession and share some ideas about what to do to take things back into their own hands. He continued doing it, thinking that it was a just time-filler while he was figuring out what his next entrepreneurial venture would be.
The personal development industry
Although he had always had aspirations to do that kind of work in the future, Phil thought that he was still too young to be a professional speaker. Yet, he found himself being sucked into the personal development industry and running his own business. From there, things built out very organically for him and he viewed it very much as a business every step of the way.
A better approach to selling
The typical approach to selling anything is the features and benefits approach. The only way you can be successful with that approach is if you are pushy. Rather than being pushy, Phil recommends thinking about how you can be pulling, instead, and putting yourself in a position where people want to run towards you.
The right words to say
When selling something, you should never, ever, invite anybody to do anything unless you can first say the words: “Because of the fact that you said…” This means you have to be curious enough to understand two things: Firstly, the current situation, and secondly, what the vision of success looks like to the person you’re selling to.
Getting better at getting clients
The issue when getting clients is not messing things up when you find someone to speak to by bombarding them with information. Instead, you should catch your breath and remember that content without context is noise. In other words, you need to do the work to understand the context before you start to insert your content.
Getting the client
Phil breaks things down to a simple method:
- Find the truth
- Be curious enough to see if there’s a genuine alignment towards where you are
- Ask three more questions to reach a position of certainty
- Present yourself as the only solution
Precise verbiage
Phil has been training people with sales skills for the last twelve or thirteen years, and he has always added pieces in his training about precise verbiage or specific word choices.
Magic words
Phil wrote a speech called Magic Words that he would often use in an environment where he got a short window to deliver some content with the purpose of being able to win credibility and leads.
Communications training around word choices
Phil was asked to deliver sales training for a group of admin assistants in the telecommunications industry, and he didn’t want to call it sales training, so he made it a communications training around word choices. He produced a PDF for the training that included seventeen sequences of words to influence, persuade and encourage people to take action.
Creating the book, Magic Words
Later, at a mastermind event in 2011 or 2012, Phil told some colleagues that he could publish a book in seven days and get it to bestseller status. He took the PDF that he had written for the training and turned it into the book, Magic Words, and he ended up selling tens of thousands of copies of it! It was not done properly, however, because he did it mainly to prove a point.
Doing it right
When Phil moved from the UK to the US, he wanted to create a new credibility platform for speaker bureaus and agencies, so he decided to rewrite the book as he should have done it. He did so, and he called the book Exactly What To Say.
Links and resources:
Phil’s website
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
We are delighted to have the opportunity to talk to an amazing serial entrepreneur today, Robert (Bob) Glazer. Bob has a passion for helping individuals and organizations build their capacity to outperform. Bob is the founder and CEO of the global partner marketing agency, Acceleration Partners, where the mission is to drive the digital marketing industry to be performance-based and to change the work-life paradigm.
Bob is a serial entrepreneur with a passion for helping individuals and organizations build their capacity and elevate their performance. He started his company remotely, and grew it from 7 to 170 employees in just ten years, in eight different countries! He is with us today to talk about his upcoming book Friday Forward, which launches September 1, 2020 and is about how he made the decision to run his company remotely, and how he uses his unique methods of helping and motivating others. Be sure to join us to hear our fascinating and inspiring discussion!
Bob’s bio
Bob Glazer is the founder and CEO of Acceleration Partners, and the co-founder and Chairman of BrandCycle.
Under his leadership, Acceleration Partners has been recognized as a global leader in the affiliate and partner marketing industry and has received numerous industry and company culture awards, including Glassdoor’s Employees’ Choice Awards for two years, consecutively, Ad Age’s Best Place to Work, Entrepreneur’s Top Company Culture for two years in a row, Inc. Magazine’s Best Place to Work, Great Place to Work & Fortune’s Best Small & Medium Workplaces for three consecutive years, Digiday’s Most Committed to Work-Life Balance, and Boston Globe’s Top Workplaces for three years in a row. Bob was also named to Glassdoor’s list of Top CEO’s of Small and Medium Companies in the US for the past two years.
Bob writes for The Wall Street Journal and USA Today. He is the author of four bestselling books, Elevate, Friday Forward, Performance Partnerships, and How to Make Virtual Teams Work. He hosts the popular Elevate Podcast, and shares his ideas and insights via the newsletter, Friday Forward, which reaches over 200,000 individuals. Additionally, Bob is a regular columnist for Forbes, Inc., Entrepreneur Magazine, and he speaks globally to companies and organizations on themes related to business growth, culture, building capacity, and performance.
Bob is a past recipient of the Boston Business Journal’s “40 under 40” award and he is an advisor/board member to several high-growth companies. He serves on the Board of Directors for BUILD Boston, and he has served as a global leader in the Entrepreneurs' Organization (EO) and founded The Fifth Night charitable event.
Outside of work, Bob enjoys skiing, cycling, reading, traveling, spending quality time with his family, or overseeing a home renovation project.
An underachiever
Bob was an underachiever during his first seven years at school, and most of his report cards said that although he seemed smart and creative, he did not focus or apply himself.
Bob Glazer’s journey
When he found his way into business and marketing, however, he came to realize that he loved to learn! He became interested in fast-growing companies and entrepreneurship, and he started focusing on marketing and high-growth businesses. He was very entrepreneurial but also very risk-averse. So, although he had some strong opinions, he was not initially willing to put his money where his mouth was.
Leaning into non-conformity
Bob learned to lean into non-conformity. And he found that many of the things that make him successful today are the things he was told he had to fix or change, early on. He later came to understand that he only needed to change the way those things were applied.
Overcoming risk aversion
Once he finally overcame his risk aversion, Bob started to feel more comfortable depending on himself. So, he began to lean into his ideas, embraced diversity, and things started accelerating for him.
Starting two companies
About fourteen years ago, Bob left his last job and started two companies. He found that way more exciting than helping someone else grow their high-growth business. And he realized that although he enjoyed working in high-growth companies, he loved growing his own company more.
About Acceleration Partners
Acceleration Partners represents brands in the performance and partner affiliate marketing industry. It helps companies build affiliate programs, which are programs where brands partner with people in a similar way to digital business development instead of paying for a click or impression, they pay for an outcome.
About BrandCycle
BrandCycle has a smarter, more consolidated, user-friendly platform that removes the pain points from affiliate partnerships. While building Acceleration Partners, Bob saw an opportunity to represent brand partners. So, he started another separate company called BrandCycle, with the idea of gaining some traction with partners.
Some overlap
It was a successful venture, and even though there is a slight overlap between Acceleration Partners and BrandCycle, BrandCycle works with hundreds of brands that Acceleration Partner does not have as clients. Brand Cycle continues to grow as the demand in the industry increases.
Work/Life Balance?
Bob doesn’t believe in work/life balance. He says if you are looking for a work/life balance, you will always be disappointed. Bob uses an integrated approach to do many things simultaneously. Bob references Mark Zuckerberg’s sister, Randi Zuckerberg, who says she can’t focus and balance all things each day. Don’t do things half in and half out. Bob tells employees to focus 100% while at work and when home give your all there.
Bob’s New Book, Friday Forward
Bob’s latest book provides the inspiration needed to make meaningful, lasting changes in your life, and help others do the same. Featuring 52 inspiring stories, Friday Forward is a year’s worth of inspiration in one book. It can be bought anyplace books are sold and will come out on September 1, 2020.
Links and resources:
Bob’s website
Buy Bob’s books
We’re delighted to welcome a successful rock star entrepreneur as our guest for today’s podcast! Erik Huberman is the founder and CEO of Hawke Media. He is joining us today to talk about how he managed to achieve the fantastic success that he has had in his business, and to tell us how his business keeps on growing, even during the global pandemic. He will also be offering some advice for all of us in the meetings and events industry.
About Hawke Media
Erik started Hawke Media in 2014, and over the last six years, the company has been experiencing phenomenal growth. Hawke media currently has around 165 employees, and it continues to grow at an exponential rate.
Erik’s bio
Erik Huberman is a serial entrepreneur and a sought-after thought leader in the world of digital marketing, entrepreneurship, sales, and business. Before starting Hawke Media, Erik founded, grew, and sold Swag of the Month, and he grew the sales of Ellie.com to a million dollars in just four months.
Erik has received many honors and awards, including Forbes “30 Under 30”, Inc Magazine’s “Top 25 Marketing Influencers”, and Influencive’s “Top Influencive Influencers of 2017”. Erik is a regular contributor to major media publications like Forbes, Entrepreneur, and Business Insider.
Erik comes from an entrepreneurial family
Erik has an entrepreneurial dad and an entrepreneurial grandfather, so the idea of running a business came very naturally to him, and he took it for granted that he would build his own business at some point. He was always eager to learn new things, so he made sure he took on jobs and roles in companies so that he could learn everything from top to bottom.
Erik’s journey
Erik graduated in 2008, and he started working in the real estate industry one week before the entire banking industry collapsed. That year, he earned a total of $350. Although it was frustrating for him, he learned a lot from the experience, and he began looking for some other options, and working on some different projects.
Launching online companies
Erik started an online music company that took him two years to build. After that, he hired a CEO to take it over. At the same time, he created and sold two different e-commerce companies.
Advising and consulting
At the time, he was one of the only people to create and sell successful businesses in the online space. Erik always enjoyed the process of talking to customers and peers, so after selling his last e-commerce company, he began advising and consulting for several businesses, both large and small.
Difficulties with marketing
While working for several different companies, Erik noticed that they were all having the same problem when it was time to execute on marketing. The tough ecosystem left companies with only two choices. They could hire an in-house team, or they could hire an agency. Neither option was always ideal.
A solution
Hating the whole marketing ecosystem, Erik decided to hire a small SWAT team, just to solve the immediate problem for his clients. The team he hired consisted of people that he knew through his network, and they all had specific expertise.
The birth and growth of Erik’s company
Erik’s solution was both cost-effective and flexible. This team formed the core of what is now known as Hawke Media.
Hawke Media has offices in LA, New York, and Boston, and they are currently working on expanding and opening offices in Chicago, Miami, and Atlanta.
Adapting to the current ecosystem
Although we are living in a very challenging time right now, entrepreneurs will always have to deal with challenges. If you already have a business, adapting to the current ecosystem is generally easier than waiting on the whole ecosystem to change for the better.
Erik’s advice
If you are struggling with your business in these difficult times, Erik advises you to look at this as just another business challenge, rather than seeing it as a failure. Erik also points out that your ability to deal with the current problems in your business is an indicator of future business success.
Links and resources:
Hawke Media
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
We have the great pleasure of interviewing another amazing guest on today’s podcast! We’re having a conversation with Mike Michalowicz, and he is very well-known everywhere! Mike started three different million-dollar businesses before he turned thirty-five, and he has written several books, including Profit First, Clockwork, The Pumpkin Plan, and his most recent book, Fix This Next: Make the Vital Change That Will Level Up Your Business.
He is joining us today talk about his journey, and to discuss what he has learned along the way, including his successes and his failures, the principles of Profit First, his Business Hierarchy of Needs, what it takes to be an entrepreneur and the one thing that all business owners need to bear in mind when testing out a new idea.
How Mike became an entrepreneur
At first, Mike never really wanted to be an entrepreneur. He graduated from college with the idea of landing his one dream job, but unfortunately, that didn’t work out. After failing the interview, he returned home and started working at a computer store. It was while working there that he decided that he wanted to be the guy sitting in the back of the business, counting all the money and smoking cigars. And that motivated him to start a business of his own.
The reality of business
He started a business, only to discover that business owners are mostly stressed and panicked with everything that is going on. He had committed himself to entrepreneurship, however, and even though it all seemed terrifying in the beginning, he persevered.
Leveraging and amplifying his successes
Due to his commitment to becoming an entrepreneur, Mike started appreciating the journey, and he began leveraging all his business successes.
Selling his business
As a result of all his success, he was able to build his company and sell it. He started another company soon after that, which he later sold to a Fortune 500 company.
His darkest journey
In his early thirties, Mike was arrogant and ignorant and thought he knew everything. And he spent lots of money on beautiful houses and expensive cars.
The darkest part of his journey occurred when he became an angel investor, and when he realized that he was no good at it. He was advised by his accountant to declare bankruptcy, but he did not do that because he felt that it was his responsibility, and not that of his creditors, to dig himself out of all the mistakes he had made. As a result, he ended up losing everything.
The turning point
Mike went home to tell his family that he had lost everything, including their house. Upon hearing what had happened, his nine-year-old daughter stood up, ran to her bedroom, and returned with her piggy-bank in her hands. She told Mike that since he was no longer able to provide for the family, she would become the provider.
Mike will never forget that moment because it was the turning point for him. It took him about a year-and-a-half to two years after that to get back into the swing of things.
Why people become entrepreneurs
That experience was a wake-up call for Mike, and it humbled him. It also made him realize that he had shirked the most important responsibilities of entrepreneurship, which are to gain financial and personal freedom and to be a provider.
Re-learning entrepreneurship
Mike committed to becoming a provider for his family. To do that, he realized that he needed to figure out a viable solution, and he also had to re-learn entrepreneurship.
Mike initially started writing for himself
Mike got advised to keep a journal to vent the painful emotions he was feeling. That brought him clarity, so he continued doing it for some time. Then he started writing books.
Writing books to simplify entrepreneurship
It was through his experiences of the highs and the lows of running a business that Mike came to understand that he needed to simplify entrepreneurship. He initially wrote books for himself because he needed the kind of information that he was writing about. He also wanted to take the opportunity to help others by simplifying the entrepreneurial journey and supporting people in their business endeavors.
Links and resources:
You can get free chapter downloads for all of Mike’s books.
You can also find Mike’s books and resources at www.mikemotorbike.com
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
I’m delighted to be speaking to another amazing entrepreneur today! Chris Krimitsos is the creator of the Podfest Multimedia Expo. And he is joining me today to share some funny and inspiring stories, and to talk about podcasting, his take on entrepreneurship, and his new book, Start Ugly: A Timeless Tale About Innovation and Change.
Chris’s bio
Chris Krimitsos is a speaker, a business leader, and a source for growth. He uses his unique skill set to bring the perspective of success from both sides of an event and to empower his audiences towards greater opportunities for succeeding in business. He is a passionate professional who is driven to make a difference, and he has been described as a changemaker, a motivator, and an inspiration.
Chris truly understands the kinds of challenges that event organizers face, having facilitated more than 2000 events himself, under the umbrella of Tampa Bay Business Owners, which he founded in 2008. The success of that organization, regionally, helped Chris with the launching of a national event, the Podfest Multimedia Expo, which he managed to grow to over 975 attendees in just five years, due to his skillful way of communicating key messaging to the podcast community.
Earlier in his career, Chris hosted and produced two TV shows, and one of his projects has been archived in the Library of Congress. Currently, he is making a global impact as a filmmaker and producer under the CK Productions banner, after having successfully created the documentary The Messengers: A Podcast, which obtained worldwide distribution and theatrical screenings.
Chris is currently President of the Entrepreneurs’ Organization (EO) Tampa.
Becoming infamous
Chris grew up in New York. He moved to Florida, looking for the freedom to express his ideas. He had always wanted to create a television show, and soon after he finally got the chance to do that, a physical fight broke out between two guests on his live television talk show. The footage got leaked to the press, and Chris landed up in trouble with the management of the TV station.
Although nothing like that ever happened again, that incident set Chris on a course where he eventually got thrown off the TV station.
Guerilla marketing
Chris then created a business group. And in the early days, while trying to find speakers for his business group, Chris invested whatever money he had in paying speakers to come and speak. One of those speakers was Jay Conrad Levinson, the author of the book, Guerrilla Marketing.
No money for marketing
Chris loves marketing, so he assumed that everyone would know Jay Conrad Levinson, and at least 500 people would come and hear him speak. After paying him, however, Chris was left with no money for marketing, and very few people turned up to hear Jay Conrad Levinson speak.
Filming a promo
So Chris decided to film a promo for the book, Guerilla Marketing. And ironically, he ended up using the Guerilla Marketing technique to sell Jay Conrad Levinson’s books!
A life full of experiences and colorful characters
A long time ago, Chris decided to fill his life with experiences and colorful characters. So he has lots of stories and colorful tales to share.
Although he loves business, he’s good at it, and he's interviewed many big Titans of business over the years, he has seen many of them doing the same thing over and over, for the last forty years or so, and that does not hold much interest to him.
Unique people
Chris is intrigued by unique people. And he loves events.
Through his events, he has had the opportunity to create a lot of different experiences for himself and others, and he has also been able to meet lots of people and create lots of colorful stories.
Lessons learned
Chris has learned from all his experiences.
From his experience with Guerilla Marketing, he learned that although he was paying far too much for speakers, he had still created a lot of value. And that experience also changed his philosophy on big-name speakers.
Getting Gary Vee to Speak
Chris was able to get Gary Vee to speak at his local event before Gary was a big deal, and he did it through a self-liquidating offer. Hear how he made it big even before he knew what the next big thing was.
Functionalizing your art form
Chris has also learned to functionalize his art form.
He explains that functionalizing your art means getting to know how you work and then functionalizing it in a way that people can see it for your specific DNA, or blueprint. In that way, you can find the people who are the right fit for what you do, and you can grow from there.
Community is Chris’s specialty
Chris has created his community and tribe over the years. And through that, he has seen that community is his specialty.
Links and resources:
Chris’s website
Entrepreneurs’ Organization (EO) Tampa
The Guerilla Marketing website
Books mentioned:
Guerilla Marketing by Jay Conrad Levinson
Start Ugly: A Timeless Tale About Innovation and Change by Chris Krimitsos
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
Today, we are delighted to have a conversation with Janet Sperstad, another icon in our industry. Janet has had a huge impact on the entire meetings and events industry. She is very knowledgeable about neuroscience, and she is currently involved in academia, teaching our future colleagues in the Meetings and Events Industry.
Janet is joining us today to talk about the way our brains work, risk and reward, optimizing the way you perform, and the importance of being authentic.
About Janet
Janet is all about driving excellence in meeting and event management execution and education. She has dedicated her career to defining the competencies and career pathways that communicate meeting planning as a discipline that requires skills in the social and cognitive sciences, as well as in executive leadership.
Janet is currently serving as Faculty Director at Madison College in Wisconsin, where she created the very first Associate Degree in Meeting and Event Management in the US. She was also instrumental in developing a graduate program in meeting management through the Copenhagen Business School.
Janet has made several important contributions to the industry, and her voluntary service includes some high-profile leadership roles that have had an impact on the Meetings and Events Industry as a whole. She has served as Chair of the CMP Governance Commission, Member of IAEE Faculty and Education Committees, and as a member of the PCMA Convening Leaders Content Committee. And, in 2016, she was named Changemaker, and one of the 25 Most Influential People in the Meetings Industry.
Gaining recognition and awards
Janet has been in the industry for more than thirty years. Her dedication to the industry has resulted in numerous awards. And she has been recognized for the culmination of her life’s work.
A quiet and successful influencer
Janet is a quiet and steady influencer who prefers to look at the long game. She attributes a lot of her success to having been ready when the right opportunities came up.
A recovered event planner
Janet worked as an event planner for a long time, but she eventually became bored with it. She describes herself as a recovered event planner because she found that the boredom was making her lazy, so she was not doing the same quality of work that she had always done before.
Working in academia
Working in academia, Janet constantly sees people pushing themselves beyond their comfort zones to learn something new. In seeing that, she knew that it was time for her to return to school. So she became inspired to get a Master’s Degree in the discipline of neuroscience because it has relevance to what gets done in the industry beyond logistics and strategic meetings management.
Event professionals are in the business of people
Because event professionals are in the business of people first, Janet thinks that they need to look at the disciplines of cognitive science, physical science, and psychology before looking at the data and financials, to help the industry move forward.
Looking at the industry through the lens of neuroscience
Looking at the industry through the lens of neuroscience, some things stood out for Janet. The first thing she noticed was that we’re all the same, in terms of our brains, so we all tend to act similarly, across the globe. Also, we’re all driven by threats, and our brains are hard-wired to keep us safe.
Uncertainty
Currently, with COVID, the uncertainty is driving people’s behavior more than anything. So people are willing to do things outside of the norm that will make them feel safe.
Data predicts
Data helps us minimize risk and maximize reward. Humans love data because it predicts, and our brains cannot do that.
A profound discovery
Ten years ago, Janet discovered that the two things that drive our brains are minimized risk and maximized reward. She also noticed that the threat of loss drives her students’ behavior more than the opportunity for reward does.
This profound discovery has influenced how she thinks and what she does.
Some tips for meeting planners and event organizers
To cope with the current situation, Janet suggests that you center yourself and focus your attention. And remind yourself of all the qualities and skills that you have today, that you had three months ago, and that you will have in three months.
Learn to work smarter, not harder, and when you’re exhausted, stop or take a break.
Prioritize
Our human brains cannot multi-task. So it also helps if you make a list of all the things you need to get done and then prioritize the most important things for the day.
Links and resources:
About Janet Sperstad
Recommended books: Two Awesome Hours by Dr. Josh Davis
The Medici Effect by Frans Johansson
When by Daniel H. Pink
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
If you’d rather watch the video of this interview, subscribe on YouTube
Have you ever been to Toronto? If so, you must be familiar with Baro Restaurant.
We’re talking to an amazing entrepreneur today. Michel Falcon is the co-owner of Baro, and he is very focused on company culture and people first. He and his business partners, with a team of about two hundred people, grew the restaurant from zero to fifteen million dollars in revenue, in two different locations, in just two years.
Michel is with us today to talk about three important things. He will explain how to define your values and then base everything else on those values, how to recruit people, and how to onboard your people in such a way that you ultimately have them to thank for your success.
Links and resources:
Michel’s email – michel@michelfalcon.com
Michel’s website
Baro
Connect with Eric:
On LinkedIn
On Facebook
On Instagram
On Website
If you’d rather watch the video of this interview, subscribe on YouTube
We have an amazing guest today! We’re excited to welcome Christy Haussler, from Team Podcast. Christy is the queen of podcasts, and she has a fascinating story to share. She has helped more than two hundred and fifty people create their podcasts over the last five years. She is exceptionally knowledgeable about how and why you should do a podcast, and about the results that you can expect from doing one.
In today’s show, Christy shares her story. She talks about how she pivoted from corporate America to having a business of her own, how she became an entrepreneur, the value of podcasting, and about moving from South Carolina to the Florida Keys with her wife to pursue her dream and start a brand new life.
How it all started
Christy has a teaching degree but she soon realized that she did not have the right temperament for teaching. And she also realized that she could make a lot more money in business than she would as a teacher. So she started working in call center management, where she was managing both in and outbound sales teams for several Fortune 500 companies.
After about sixteen years, and various changes, the call center was closed down and Christy found herself without a job and having to start all over again.
Lessons learned
One of the lessons that Christy learned is that there’s no security in corporate jobs. And often, people simply settle for whatever the corporations want them to do, out of necessity, even if it’s not in their best interest or the best interest of their families.
Some beauty in the madness
Christy eventually found another job managing a call center, but it was a two-hour drive from where she lived. So she had to drive for four hours each day, just to get to work and back.
There was good in that, however, in that it allowed Christy to listen to every single audiobook in the library. And when the audiobooks ran out, she started listening to podcasts. That was back in 2010-2011 when podcasts were starting to come out.
Podcasts presented a whole new world
When Christy realized that she could download podcasts using WiFi, and then listen to them later, she felt as if a whole new world had opened up for her.
Automobile university
While driving in her car, Christy started learning about business and marketing, and that brought something out of her that she never knew existed before.
Starting a podcast
Eventually, she started doing a podcast of her own, about local businesses all over the country. It was at a time when local businesses were not yet familiar with podcasts, so Christy modeled her podcast on what the “gurus” were doing at the time.
Pursuing a dream
After doing both her podcast and working at her full-time job for some time, Christy and her wife decided to start over again and relocate from South Carolina to a location where most people spend their vacation.
They decided to move to the Florida Keys and start their new life there. Christy left her corporate job and scared herself to death by cutting her income in half and almost tripling her living expenses in pursuit of her dream.
Getting out of your comfort zone
If you bravely go ahead with a plan and put yourself out there, you will see how the universe conspires for you, and things just fall into place. Some people call it luck but Christy sees it as a willingness to get out of her comfort zone.
Relocating and reinventing themselves
Christy and her wife relocated, and they started afresh. They have been working together in their business for the last three years now, and they’ve been able to achieve both lifestyle design and location independence.
Taking just one step at a time
Christy discovered that by taking one step at a time, without trying to look at the whole picture, things worked out. So she decided that if a door opened in front of her, she would commit to walking through it, and only then face the next step if it were to present itself.
And doors kept opening, and she kept walking through them.
New beginnings
Christy had no idea when she decided to take only one step at a time, that everything would work out quite as quickly as it did, and that within a year, she and her wife would have settled into their new life in the Florida Keys.
A simple way to move forward
Sometimes in business, everything that goes into a big project can be overwhelming. And you may feel that you’re not getting things done in the right way.
Christy explains that all you need to do is to look for the next thing that will move the needle for you and commit to doing just that. When it’s finished, check it off the list and go on to the next thing. And so on.
And before you know it, you will see that you’ve made considerable progress towards the project as a whole.
Golden handcuffs
Often, the things we think that we want to show our achievements, like a big house or a nice car, end up becoming golden handcuffs or a ball-and-chain when an opportunity arises for us to make a move towards something that will truly fulfill us.
Willingness is key
If you’re willing to give up something good, to achieve something better, you may even find in the end that you have lost nothing at all because the universe conspires for you when you’re willing to follow your heart.
Podcasts are a great marketing tool
Organic traffic is any free traffic to your website. And podcasts have been proven to provide the most organic traffic for any business.
Podcasting can turn a typical marketing experience into an educational experience because the podcast allows you the opportunity to create content specifically for your target audience.
Taking the first step
Getting going with a new project is more important than perfecting it. You will naturally refine things in time, so get going as soon as you can.
The best tool for marketing
Podcasting is the best tool for marketing. And it allows you to reach out to people you want to have on your show, or to those you’d ultimately like to have as a client.
Links and resources
Recommended book: Start Ugly by Chris Krimitsos
Christy’s Podcast Monetization Secrets Podcast
Team Podcast Website
Join Christy’s Facebook Group - Podcast Monetization Secrets
Connect with Eric:
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We’re delighted to have Lara McCulloch joining us today! Lara is an experienced marketer, having consulted with some of the world’s largest companies, like Unilever, Kraft, Shell, and Johnson & Johnson. Lara also helps small business companies in her role as a Fractional CMO.
In today’s episode, she shares some gold nuggets of information about investment strategies, and she also takes a look at being disruptive and using micro-niche triggers, which is an interesting approach to marketing for small businesses.
Links and resources:
Lara’s website
Lara’s Twitter handle - #laramcculloch
The Twitter handle for EventProfs - #eventprofs
Lara is offering you, the listener, the opportunity to become a member of her group coaching program at a special founding member’s price of $199 per month, with no commitments.
Recommended book: Positioning: The Battle for Your Mind by Al Ries and Jack Trout
Connect with Eric:
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**This podcast was recorded in April, during the early phase of the global pandemic.
Today, we’re happy to be speaking to one of the best-known and most respected people in the meetings and events industry when it comes to legal issues. We have Tyra Warner joining us! Tyra is an attorney, and she is very knowledgeable about all things legal. In today’s episode, she talks to us about force majeure, risk management, contracts, legal issues, and the importance of human relations over and above any legal contract.
Links and resources
Tyra’s website
The Academy of Hospitality Industry Attorneys
Connect with Eric:
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We’re delighted to be talking to Dr. Sherry Walling today! Sherry helps smart people do hard things and she also has a wealth of knowledge. In today’s episode, she will be sharing some practical, simple, and effective tips to help us cope with stress and anxiety during the interesting and unprecedented time we’re experiencing right now.
To read the full show notes, go to: www.eventbusinessformula.com/ep16
It’s a great pleasure for us to have the opportunity to interview a true legend in the entrepreneurial world! We have Verne Harnish joining us today, to talk about how the EO (Entrepreneur’s Organization) was created. He will be discussing the balance between online and face-to-face events, moving forward, he will share some examples of people who have pivoted and re-invented themselves, and he will also explain what you need to do to thrive in the future.
About Verne
Verne Harnish is the founder of the world-renowned Entrepreneurs’ Organization (EO), with over 14 000 members worldwide. Verne chaired EO’s premiere CEO program, the Birthing of Giants, which was held at MIT, a program in which he still teaches today. As the Founder and CEO of Scaling Up, a global executive education and coaching company with more than 180 partners on six continents, Verne has spent the past thirty years helping companies to scale up. He is the author of the bestseller, Mastering the Rockefeller Habits, which has been translated into nine languages. And along with the editors of Fortune, he authored The Greatest Business Decisions of All Times, for which Jim Collins wrote the foreword. Verne’s latest book, Scaling Up (Rockefeller Habits 2.0), has won eight major international book awards, including the prestigious International Book Award for Best General Business Book. Verne also chairs the annual ScaleUp Summits, in collaboration with Bloomberg, and he serves on several boards, including being Chair of The Riordan Clinic, Co-founder and Chair of Geoversity, and a board member of the Million Dollar Women’s Movement. Verne is a private investor in many scale-ups, and he enjoys piano, tennis, and magic, as a card-carrying member of the International Brotherhood of Magicians.
To read the full show notes, go to www.eventbusinessformula.com/ep15
We’re very excited to be interviewing Andy Sharpe today! As well as being a great storyteller, Andy is the astute and awesome entrepreneur who founded SongDivision, back in 2003.
Since then, SongDivision has been pioneering ways to use the scientific principles of music to strengthen social bonds and emotional connections and to consolidate corporate culture.
Sir Richard Branson once described SongDivision as a great company that uses the power of music to connect employees and customers.
SongDivision is the official music partner of organizations like IMEX and Hard Rock Hotel and Resort.
Andy is from Australia, and he lives in Maui.
Andy’s background
Andy played the clarinet in his school band. He also played the piano, and keyboards in a rock band outside of his school, from when he was about fourteen years old. The band played some gigs in local pubs, and a few years later, they managed to get a development deal with Sony Records.
By then, Andy had started studying at Sydney University. When the band finally got a record contract from ACDC’s record label, they all dropped everything and went off to the UK, where they stayed for the next four years.
When he got back to Australia, Andy was recruited by IBM, where he worked for the next ten years in global financing. IBM put him through an MBA. It was through working for IBM that he came to experience the event world, with incentive trips and team-building experiences.
Writing songs for pop stars
While working for IBM, Andy continued writing songs for Australian pop stars. As a result, he was asked by Yothu Yindi, Australia’s famous indigenous band, to run some songwriting workshops with indigenous teenagers, at their cultural festival.
The joyful experience of seeing those kids, who didn’t think they could write a song, collectively create a piece of music in the space of an hour or two, had an enormous impact on Andy.
Coming up with the idea to create SongDivision
Although Andy is described as an entrepreneur, he says that he’s not a serial entrepreneur. Creating SongDivision was the only entrepreneurial idea that he can ever remember coming up with.
How it all started
A friend of Andy’s in Sydney ran a telecommunications company. He was aware of Andy’s success with his songwriting workshops with indigenous kids, and he asked Andy to do the same thing for him, with his sales team.
Andy was reluctant at first, but his friend persisted. So Andy offered to take the team into a recording studio, bring in some session musicians, and some beer and wine, and help them write an original song.
It was a huge success. And having just completed his MBA, Andy saw it as a good opportunity for starting a business.
It takes more than an idea to build a business
Andy understands that it takes more than an idea to build a business. People tend to think that a good idea is enough but that’s not the case. You also need to have a great service or product.
It wasn’t easy in the beginning
Although everyone was very supportive of Andy when he started his business, it wasn’t easy for him. The business never really exploded so he had to continue building it steadily over the last seventeen years.
Andy likens SongDivision to a band that had to build itself, fan by fan until it finally became a big, independent band.
There were some great clients in the first year
In their first year, SongDivision had some great clients, like three of the four major banks in Australia, AstraZeneca, and Virgin.
Andy understood the value of the service he was offering and people were willing to pay for it, so things were looking positive for the future of the business.
An event with Richard Branson
SongDivision has done several gigs with Virgin. And, in 2010, when the company had grown considerably, they did an event with Richard Branson himself. It was a magical experience, and at one point Richard Branson even went crowd surfing!
Expanding internationally
Doing a small event is just as stressful as doing a large one, so Andy chose to go into the corporate market, rather than doing many more, smaller, local events.
Checking things out in America
Most of the events that SongDivision does are national sales conferences. As there are only a few national sales conferences going on each year in Australia, Andy decided to go and see what was happening in America, for his music, as well as for the business.
He went over at the beginning of 2007, and did two free sessions, with PwC, and with Lehman Brothers.
At the time, the US and Australia had just signed a free trade agreement, so Andy could get a visa to work in the US.
Getting married and moving to America
Andy got married in 2008, and he and his wife moved to New York.
Music works!
Within about a month, they were doing events with about 3000 people, with companies that invested in their people, brought them together, and made their strategies very clear. Those companies needed help with their communication, getting buy-in from everyone, and connecting people. And they knew that using music, along with SongDivision’s proprietary techniques, was viable and it worked!
SongDivision launched in the UK soon after.
And they launched in Singapore about five years ago.
Resources:
You can find us at www.eventbusinessformula.com
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Eric Rozenberg on LinkedIn
About Andy
SongDivision
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