Marketing The Invisible: Recent Episodes

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Why you’ve got to check out this episode:

• Discover how to shift from a time-for-money mindset to value pricing for your services.
• Learn the common mistakes service-based professionals make that keep them from raising their rates.
• Find out actionable steps to engage higher-quality clients who value your expertise.

Resources / Links:

• Visit businesssuccesssolution.com/worth to download Loren's free resource, "Get Paid What You're Worth."

Summary:

Are you tired of feeling trapped in your business, working long hours without the financial rewards you deserve?

In this episode, Loren Fogelman, a price and profit coach, shares her expertise on how service-based professionals can break free from the traditional time-for-money model and embrace value pricing.

Check out these episode highlights:

00:10 – Introduction. Loren Fogelman shares her background and expertise in helping professionals double their revenue while working less.

01:00 – Q1: Who is your ideal client? Service-based professionals looking to earn more and engage higher-quality clients.

01:56 – Q2: What is the problem you solve? Helping clients shift from charging by time to value pricing based on what matters to their clients.

02:38 – Q3: What are the typical symptoms? Working too many hours, knowing they should raise rates but feeling stuck.

04:25 – Q4: What are the common mistakes? Keeping old clients at lower rates, making minimal fee increases, and caving into discount requests.

06:41 – Q5: Valuable Free Action (VFA). Shift the conversation from pitching to understanding the client's problems and offering solutions.

08:33 – Q6: Valuable Free Resource (VFR). Download "Get Paid What You're Worth" at businesssuccesssolution.com/worth for actionable insights.

09:30 – Q7: Q:if a business does decide to raise their fees, will all their clients leave A: If you are client-centered and you care about your clients, it's not transactional, that 82 to 100% of clients will convert. And that the ones that leave are usually the headache clients that you secretly wished would go away anyway.

Tweetable Takeaways from this Episode:

"Value pricing focuses on what matters to the client, not just your time." – Loren Fogelman

"80 to 100% of clients will convert if you are client-centered and care about their needs." – Loren Fogelman

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Why you’ve got to check out this episode:

• Discover why most professionals fail to generate leads on LinkedIn despite posting content.
• Learn the daily networking habits that create more conversations, referrals, and opportunities.
• Find out how AI can help you stay consistent on LinkedIn without spending hours every day.

Resources / Links:

• Visit EVYAI.com to learn more about Joe's AI-powered LinkedIn system.

Summary:

What if the reason LinkedIn isn't working for you has nothing to do with the platform—and everything to do with your strategy?

Joe Apfelbaum, CEO of a fast-growing digital marketing agency and creator of EVY AI, reveals why most coaches, consultants, authors, and speakers struggle to generate qualified prospects on LinkedIn.

Many professionals spend hours consuming content, posting inconsistently, and hoping leads will magically appear. But Joe explains that LinkedIn is a networking event that happens every day—and success comes from consistently building relationships, starting conversations, and staying visible.

If you're tired of posting without engagement, sending messages without replies, or wondering why LinkedIn isn't producing results, this episode is for you.

Check out these episode highlights:

00:20 – Introduction. Joe Apfelbaum shares how LinkedIn and AI can help generate more qualified prospects.

01:32 – Q1: Who is your ideal client? Coaches, consultants, authors, and speakers who want to network more effectively on LinkedIn.

01:52 – Q2: What is the problem you solve? Helping professionals create more qualified conversations with ideal clients and referral partners.

02:28 – Q3: What are the typical symptoms? Posting inconsistently, consuming content without results, and struggling to start meaningful conversations.

03:45 – Q4: What are the common mistakes? Posting without a strategy, sending ineffective messages, and assuming LinkedIn doesn't work.

05:00 – Q5: Valuable Free Action (VFA). Develop a business plan, marketing plan, and LinkedIn plan before creating content.

05:55 – Q6: Valuable Free Resource (VFR). Visit JoeLinkedIn.com and EVYAI.com to access webinars, resources, and training.

07:15 – Q7: The question that should have been asked. Joe explains the daily LinkedIn activities that generate consistent leads and how AI can automate much of the process.

Tweetable Takeaways from this Episode:

"LinkedIn is a networking event that happens every day." – Joe Apfelbaum

"You don't need more content. You need more conversations." – Joe Apfelbaum

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Why you’ve got to check out this episode:

• Discover why most business brokers undervalue businesses by focusing only on past performance.
• Learn how the FutureValue Method helps owners position their business based on future potential.
• Understand why burnout and emotional exhaustion can quietly destroy your exit value.

Resources / Links:

• Visit exitsuccess.com.au to learn how to increase the value of your business before selling.

Summary:

What if your business was worth far more than your broker says it is?

In this episode, Luke Fatooros, entrepreneur, business consultant, and licensed business broker, reveals why traditional valuation methods often leave owners massively underpaid when exiting their business.

Most brokers look backward—focusing on the last three years of financials and current performance. But Luke argues that strategic buyers don’t buy businesses for what they were—they buy them for what they could become.

After building a $12 million business from a shed with just $800—and later losing it all—Luke developed the FutureValue Method, a framework that helps business owners reposition, package, and present their business based on future potential instead of burnout-driven present performance.

If you feel trapped in your business, emotionally exhausted, or worried your years of sacrifice won’t translate into real value, this episode could completely change how you think about selling.

Check out these episode highlights:

00:00 – Introduction. Luke Fatooros explains how most brokers undervalue businesses—and how FutureValue changes the equation.

01:25 – Q1: Who is your ideal client? Business owners who feel burnt out, trapped, and unsure whether their business is even sellable.

02:05 – Q2: What is the problem you solve? Traditional brokers value businesses on past performance instead of future potential.

03:00 – Q3: What are the typical symptoms? Exhaustion, frustration, emotional burnout, and feeling stuck fixing the business before exiting.

04:00 – Q4: What are the common mistakes? Accepting low-ball broker valuations and trying to “fix everything” before selling.

05:00 – Q4 (continued): What actually increases value Reframing, packaging, and positioning the business for strategic buyers.

05:50 – Q5: Valuable Free Action (VFA) Write down three “blue sky” opportunities a buyer could pursue using your business platform.

06:50 – Q6: Valuable Free Resource (VFR) Visit ExitSuccess.com.au to learn how the FutureValue Method works.

07:30 – Q7: The question that should have been asked: A real-world example of FutureValue turning a dismissed company into a $3.5 million valuation.

Tweetable Takeaways from this episode:

“You don’t sell a business for what it is today—you sell it for what it could become tomorrow.” – Luke Fatooros

“Burnout destroys business value faster than bad numbers.” – Luke Fatooros

“Strategic buyers pay for future potential—not exhausted owner performance.” – Luke Fatooros

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Why you’ve got to check out this episode:

• Discover why most launches fail—not because of strategy, but execution and team breakdowns.
• Learn how to scale your coaching business without burning out or micromanaging everything.
• Understand the missing role that keeps launches running smoothly (and profitably).

Resources / Links:

• Visit launchpartnerpro.com to learn more about launch strategy and project management support. Download the Hiring Tech Pros Checklist:
• https://www.launchpartnerpro.com/hiringtechpros

Summary:

Launching an online program should feel exciting—not overwhelming.

In this episode, Elisa Boogaerts, launch strategist and fractional project manager, breaks down why even successful coaches struggle to scale their launches.

The problem isn’t effort—it’s being stuck in the weeds. Many six-figure and multi-six-figure coaches are juggling too many roles, micromanaging their teams, and operating without clear systems—leading to burnout, mistakes, and inconsistent results.

If you want to scale your launches without sacrificing your time, energy, or sanity, this episode is a must-listen.

Check out these episode highlights:

01:40 – Elisa’s ideal client. Established coaches (6–7 figures) who run regular launches and want to scale.

02:20 – The problem she helps solve. Taking the stress out of launches by creating a clear plan and managing execution with the team.

03:10 – What are the typical symptoms? Feeling overwhelmed, “keeping your head above water,” working daily, and heading toward burnout.

05:10 – What are the common mistakes? Micromanaging, poor delegation, hiring the wrong people, and lacking operational systems.

07:30 – Valuable Free Action (VFA), Define clear roles, responsibilities, and ownership for every team member.

09:40 – Q6: Valuable Free Resource (VFR). Hiring Tech Pros checklist to help you vet and choose the right support. Download here: https://www.launchpartnerpro.com/hiringtechpros

10:50 – Q: What role is most missing? A: project manager to plan, coordinate, and execute launches.

Tweetable Takeaways from this episode:

“Most launch problems aren’t strategy—they’re execution and team structure.”

— Elisa Boogaerts

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Why you’ve got to check out this episode:

• Discover how podcast guesting can generate leads without paid advertising
• Learn why serving audiences generously can outperform funnels and cold outreach
• Understand how to get booked on higher-quality podcasts without spam pitching

Resources / Links:

• Get your free PodVerified score:https://www.PodVerified.com This platform helps match qualified podcast guests with podcast hosts—without the spam pitching that most booking services rely on.

Summary:

What if you could grow your authority, expand your network, and generate high-quality leads—without paid ads or aggressive sales tactics?

In this episode, Josh Elledge, founder of UpMyInfluence and a U.S. Navy veteran, shares how podcast guesting can become a powerful engine for authority and business growth.

Josh explains that many consultants, coaches, and B2B service providers love serving their audience—but dislike the pressure of traditional marketing tactics. Podcast guesting solves this by allowing experts to share insights, build trust, and reach new audiences through partnerships with podcast hosts.

Check out these episode highlights:

01:45 – Josh’s ideal client. Consultants, coaches, authors, speakers, and experts who love serving but dislike traditional sales tactics.

02:50 – The problem he solves. Helping B2B experts grow their businesses without relying on paid ads or “slimy” sales funnels.

03:40 – Typical symptoms before engagement. Inconsistent cash flow and unpredictable leads, creating stress even when your expertise is strong.

04:30 – Common mistakes people make. Using spam pitching services that blast generic emails to podcast hosts instead of building real relationships.

05:40 – Valuable Free Action (VFA). Circulate your expertise generously—connect with audiences through trusted partners who already have platforms.

06:40 – Valuable Free Resource (VFR). Get your PodVerified score to see which podcast stages you qualify for and start matching with hosts.

08:30 – The question that should have been asked. Q: How to identify the right podcast stages—and why alignment between guest credibility and podcast audience matters.

Tweetable Takeaways from this episode:

“Podcast guesting lets you grow your business simply by serving audiences generously.” – Josh Elledge

“You don’t need spam pitching or funnels—you need the right stages.” – Josh Elledge

“The best opportunities come from trusted audiences and human relationships.” – Josh Elledge

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Why you’ve got to check out this episode:

• Discover why SEO alone is no longer enough in a world of Google, ChatGPT, and AI discovery.
• Learn what DEO (Discovery Experience Optimization) really means—and how it changes visibility.
• Understand why shortcuts with AI-generated content are hurting brands instead of helping them.

Resources / Links:

• Download Jason’s book I Need More Clients (free PDF via newsletter): https://www.getvisible.com/buy-the-book/

Summary:

What if ranking on Google wasn’t the real goal anymore?

In this episode, Jason Ciment, co-founder of Get Visible, introduces DEO—Discovery Experience Optimization, a modern evolution of SEO designed for how people actually find businesses today.

Jason explains why visibility now spans search engines, AI tools, ads, referrals, and brand experience, not just keywords. With nearly 20 years running a five-star digital marketing and technology agency, he shares why businesses that rely on AI shortcuts, generic messaging, or “me too” websites are quietly disappearing from discovery channels.

If your business depends on inbound leads, authority, and trust—and you’re wondering how AI is changing the rules—this episode gives you a grounded, practical framework to stay visible where it matters.

Check out these episode highlights:

01:20 – What DEO actually means. Why visibility today is about discovery across Google, AI tools, and referral channels—not just SEO.

02:16 – Jason’s ideal client. Business owners who understand the web as a serious growth engine—not just a brochure.

03:04 – The real problem Jason solves. Companies have value, but don’t want the headache or risk of managing digital discovery in-house.

03:39 – The DEO framework explained. Clarifying the offer, positioning authority, building infrastructure, then activating visibility channels.

05:50 – Common mistakes businesses make. Relying on AI-generated content, taking shortcuts, and trying to be everything to everyone.

07:05 – Valuable Free Action (VFA). Stop being a generalist—build marketing around what’s already in your customer’s head.

08:00 – Valuable Free Resource (VFR). Get Jason’s book I Need More Clients free via newsletter signup. https://www.getvisible.com/buy-the-book/

09:00 – The question that should have been asked. Q: Where do you think things are going in the next year? A: Companies everywhere are saying AI, AI, AI. We’ve been a service-oriented business for 20 years, with everything tailored. Now we’re introducing something new called Market Visibility Management. Anyone who wants to see what their market visibility actually looks like—we’ll give them a score. https://www.getvisible.com/mvm/

Tweetable Takeaways from this episode:

“The biggest mistake is thinking they can use AI to solve all their problems, and just generate content with AI. It doesn't work.” — Jason Ciment

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Why you’ve got to check out this episode:

• Learn why writing a book is only half the job—and why most books fail after launch.
• Discover how to relaunch a book so it becomes a powerful lead generator for your business.
• Understand why “done is better than perfect” is the secret to getting published and profitable.

Resources / Links:

• Visit brodieconsultinggroup.com to download a free copy of Get Published, read client success stories, and explore book launch and relaunch services.

Summary:

Have a book that didn’t get the traction it deserved—or still sitting unfinished on your hard drive?

In this episode, Paul Brodie, a 21-time bestselling author and CEO of Brodie Consulting Group, reveals how entrepreneurs can relaunch their books and turn them into long-term business assets.

Paul has helped launch over 200 bestselling books, and he breaks down why most authors get stuck chasing perfection, royalties, or massive word counts—when the real value of a book is leverage. You’ll learn how a short, focused, non-fiction book can position you as an expert, generate high-quality leads, and support your backend offers.

If your book didn’t sell, didn’t convert, or never made it to launch, this episode will show you exactly how to rethink—and relaunch—it the right way.

Check out these episode highlights:

01:10 – Paul’s ideal client. Non-fiction business owners who want to use their book as the foundation of their brand and marketing.

02:25 – The real problem he solves. Perfection paralysis and lack of marketing strategy that stop books from ever succeeding.

03:40 – Typical symptoms authors experience. Books that don’t sell, don’t generate leads, or never get finished at all.

05:00 – Common mistakes people make.Writing overly long books, focusing on royalties, and skipping the marketing investment entirely.

06:25 – Paul’s Valuable Free Action (VFA). Invest in marketing your book—use free and paid Kindle promotions to drive traffic and visibility.

07:40 – Valuable Free Resource (VFR). Download the free Get Published book at https://brodieconsultinggroup.com/

08:45 – Q: How do you move past perfectionism and just get your book into the world? A: Speak it out, simplify the framework, and publish now—you can refine later.

Tweetable Takeaways from this episode:

“Done is better than perfect. Get your story out there in the world. You can fix it later.” — Paul Brodie

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Why you've got to check out this episode:

• Learn why market obscurity—not competition—is the real enemy of growth
• Discover how clarity and conviction outperform logos, websites, and viral tactics
• Understand how to position yourself as the smartest, safest, only choice in your market

Resources / Links:

• Visit www.marketeminence.com for free trainings, tools, and resources on positioning, authority, and personal brand leadership

Summary:

Feel like you’re doing exceptional work—but the market hasn’t caught on yet?

In this episode, bestselling author and strategic marketing advisor David Newman explains why so many professional services firms suffer from best-kept-secret syndrome—and how to escape it.

David introduces the concept of Market Eminence: being known, trusted, and preferred before the sales conversation even begins. He breaks down why chasing tactics like rebrands, new websites, or viral content rarely works—and why bold positioning, clear differentiation, and a visible personal brand are the real drivers of authority, pricing power, and respect.

If you’re tired of price pressure, long sales cycles, and having to “prove yourself” to every new prospect, this conversation will reframe how you think about marketing entirely.

Check out these episode highlights:

02:51 – Who David’s ideal client is. CEOs and founders of mid-sized professional services firms who are tired of chasing and ready to be seen as the smartest, safest, and only choice in their field.

03:14 – The problem he solves. Market obscurity, which he describes as the enemy and the opposite of market eminence, often referred to as the "best kept secret syndrome."

03:47 – Typical symptoms before engagement. Clients feel they are not getting the respect they deserve, are treated like a commodity, face constant price pressure, and encounter questions like, "What makes you so special?" and "Why should we buy from you?"

04:47 – Common mistakes people make. Clients often try quick fixes like refreshing logos, rebuilding websites, or chasing viral content instead of focusing on foundational strategies for differentiation and positioning.

07:00 – David’s Valuable Free Action (VFA). Identify one industry belief you disagree with and craft a bold contrarian counterpoint to share publicly, whether on podcasts, LinkedIn, or newsletters.

07:40 – Valuable Free Resource (VFR). Free trainings, companion tools, videos, and resources available at MarketEminence.com to help boost differentiation and build market eminence.

08:35 – Q: Is building a personal brand risky if you want to sell your company? A: No, it’s essential because investors and acquirers prefer to invest in category leaders and market leaders, not anonymous operators.

Tweetable Takeaways from this episode:

“Clarity and conviction are going to attract clients way faster than any PR, or marketing, or ad campaign that is surface level, same old lame old nonsense.” - David Newman

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Why you've got to check out this episode:

• Discover why consistency in 10 key topics builds recognition and creates an unforgettable brand.
• Learn why most businesses are “hiding in plain sight” despite posting on social media.
• Understand the power of authenticity and confidence in stepping into your expertise.

Resources / Links:

• Visit jemimahashleigh.com for resources on visibility, personal branding, PR, awards, media authority, and how to get known and remembered.

Summary:

Feel like you’re the best-kept secret in your industry? Award-winning visibility strategist Jemimah Ashleigh knows that frustration — watching less capable competitors get all the attention while you’re left wondering why no one notices your expertise.

In this episode, Jemimah reveals why most service-based entrepreneurs struggle with visibility: they have a logo and sporadic social posts, but no strategic positioning or thought leadership. Your audience doesn’t just need to see you — they need to remember you. Jemimah shares her proven approach for transforming forgettable brands into unforgettable authorities through PR, awards, and strategic positioning.

Check out these episode highlights:

01:51 - Jemimah's backstory: An award-winning visibility strategist helping entrepreneurs and business owners who feel like the best-kept secret in their industry.

02:25 - Jemimah's ideal clients: Service-based entrepreneurs and business owners who are good at what they do but feel invisible in a crowded marketplace.

03:16 - The problem she solves: Increasing visibility for service-based entrepreneurs who are skilled but struggle to be recognized and convert leads.

04:23 - Typical symptoms before engagement: Clients often feel stuck in the scroll of social media, seeing competitors gain visibility while they remain unnoticed.

05:36 - Common mistakes made by clients: Relying solely on logos and branding without effective communication, and waiting for opportunities instead of actively pursuing them.

07:39 - Jemimah's Valuable Free Action [VFA]: Write down 10 things you want to be known for and consistently communicate those in every post and pitch.

08:36 - Her Valuable Free Resource [VFR]: Visit jemimahashleigh.com for resources on visibility, personal branding, PR, and awards.

09:24- Q: What immediately makes a brand unforgettable? A: Authenticity and consistent belief in what you do are key to being unforgettable.

Tweetable Takeaways from this episode:

“Consistency always builds recognition, and recognition builds a brand that people can’t ignore.” - Jemimah Ashleigh

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Why you've got to check out this episode:

• Discover how to shift from transactional selling to personalized, customer-centric conversations.
• Learn the importance of combining AI tools with human interaction for effective sales strategies.
• Understand the common mistakes sales leaders make and how to avoid them.

Resources / Links:

• Visit Growth Genie for actionable sales tips and resources on improving sales conversations.

Summary:

Feeling like your sales team is stuck in a rut?

Michael Hansen, CEO of Growth Genie, shares insights on how to elevate B2B sales conversations beyond the typical transactional approach.

In this episode, Michael discusses the importance of understanding your ideal customer and crafting messages that resonate with their needs. He emphasizes the need for salespeople to move away from generic pitches and instead focus on storytelling and personalized outreach.

Check out these episode highlights:

• 01:51 - Michael's backstory: CEO of Growth Genie, helping B2B sales teams improve their conversations.
• 02:25 - Ideal clients: Sales leaders, marketing leaders, and CEOs of smaller B2B companies.
• 03:16 - The problem he solves: Moving salespeople away from transactional selling to more engaging, customized messaging.
• 04:23 - Typical symptoms before engagement: Sales teams often struggle with generic messaging that fails to connect with prospects.
• 05:36 - Common mistakes made by clients: Focusing too much on product features rather than customer pain points.
• 07:39 - Michael's Valuable Free Action [VFA]: Encourage salespeople to prepare customer stories to share during calls.
• 08:36 - His Valuable Free Resource [VFR]: Sign up for the Growth Genie newsletter for weekly actionable sales tips.
• 09:24 - The one question Tom should have asked: How are people using AI in the wrong way? Michael's answer: Use AI for research, but don’t let it replace genuine human interaction.

Tweetable Takeaways from this episode:

“Salespeople need to flip their psychology and focus on the buyer, not just themselves.” - Michael Hansen

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Why you've got to check out this episode:

• Discover the "10 to 1 rule" for structuring powerful presentations that audiences remember.
• Learn why nerves aren't the real problem—lack of structure and too much information are.
• Understand why introverts often make more impactful speakers than extroverts.

Resources / Links:

• Get Michael's free weekly storytelling insights at52storyinsights.com - 5-minute audio lessons with transcripts.

Summary:

Ever feel like your presentations are an information dump that leaves audiences confused? Former financial planner turned speaking coach Michael Davis knows that feeling—his boss once told him "you're a lousy speaker, you suck." Now he helps executives, CEOs, and entrepreneurs transform fear into influential presentations.

In this episode, Michael reveals why most presentations fail: too much information and no compelling structure. Your audience doesn't need more data—they need your unique interpretation and experience. He shares his proven framework for creating talks that hook people from the start and compel them to lean forward, not reach for their phones.

Check out these episode highlights:

01:45 - Michael's backstory: From terrified speaker to speaking coach after a humiliating childhood experience and harsh feedback from his boss.

02:25 - When nerves become a problem: It's not about being nervous—it's when fear paralyzes you and prevents coherent communication.

03:21 - Michael's ideal clients: Coachable business executives, CEOs, and entrepreneurs willing to invest time and step outside their comfort zone.

04:20 - The biggest presentation mistake: Information dumping instead of sharing interpretation and experience—something AI can't replicate.

04:50 - The second biggest mistake: No structure to hook audiences and keep them engaged throughout.

05:30 - Michael's Valuable Free Action [VFA]: The "10 to 1 rule"—for every 10 minutes of speaking time, have one support point (maximum of 3 points for deeper impact).

06:20 - His Valuable Free Resource [VFR]: Weekly 5-minute storytelling insights at52storyinsights.com.

06:50 - The one question Tom should have asked: Who makes better speakers, introverts or extroverts? Michael's answer: Introverts tend to be more impactful.

Tweetable Takeaways from this episode:

"For every 10 minutes of speaking time, have one support point. Three is max because you can go deeper into the three." — Michael Davis

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Why you've got to check out this episode:

• Discover why posting on social media isn't enough to attract clients and what actually works.
• Learn the formula for sales success: offers made minus "no's" received equals sales.
• Understand how to turn your certification into a thriving business with timeless marketing skills.

Resources / Links:

• Get Hailey's free "4 Steps to Client Attraction Without Social Media Overwhelm" cheat sheet and class at haileyrowe.com/client-attraction.

Summary:

Tired of posting on social media and hearing crickets? Marketing and sales coach Hailey Rowe reveals why health coaches, life coaches, and service providers struggle to turn their certifications into thriving businesses. The problem isn't your skills or qualifications - it's that you're stuck in busy work instead of making actual offers.

In this episode, Hailey shares her proven approach to client attraction that doesn't rely on algorithms or social media overwhelm. She explains how to implement referral programs, make meaningful connections, and most importantly, stop looking for shortcuts and start taking consistent action.

Check out these episode highlights:

01:30 - Hailey's ideal clients: Health coaches, life coaches, mindset coaches, and online service providers who want to book more clients but are overwhelmed with where to start

02:15 - The problem Hailey solves: Teaching timeless marketing and sales skills to turn certifications into actual careers for people who've never started a business before

03:00 - Symptoms that signal you need help: Posting without knowing what to say, getting no responses, obsessing over perfectionist details like websites before taking action

03:45 - Common mistakes her clients made: Buying more certifications instead of learning business skills, investing in websites without knowing how to drive traffic, staying stuck in busy work

04:30 - Hailey's Valuable Free Action [VFA]: Track how many offers you're making (both free and paid) and start a referral program with past clients who loved working with you.

05:45 - Her Valuable Free Resource [VFR]: Free "4 Steps to Client Attraction Without Social Media Overwhelm" cheat sheet and class at haileyrowe.com/client-attraction.

06:30 - The one question Tom should have asked: What's the best shortcut to get clients? Hailey's answer: Stop looking for shortcuts and actually do something consistently.

Tweetable Takeaways from this Episode:

"Stop looking for shortcuts and actually do something. Stick with it. Refine it until it works."

• Hailey Rowe

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Why you've got to check out this episode:

• Discover how to become "the best, the only, and the most expensive" in your category.
• Learn why founders need to reinvent themselves after exits and how to stay relevant.
• Understand how AI can help you prototype software platforms and solutions in hours, not months.

Resources / Links:

• Get Mike's free book "AI Accelerator" (audiobook + ebook) at aiaccelerator.com/free.

Summary:

Feeling stuck at a plateau despite past success? 19-time bestselling author and serial entrepreneur Mike Koenigs reveals how AI can supercharge your next act. From speaking at NASA about AI solutions for Mars missions to helping founders create "category of one" brands, Mike shares his proven framework for using AI to reinvent yourself and multiply your impact.

In this episode, Mike explains how the combination of AI, lead generation optimization, and team enhancement can help frustrated founders break through invisible barriers and access better customers willing to pay premium prices.

Check out these episode highlights:

02:07 - Mike's ideal clients: Founders who've sold companies and need reinvention, frustrated business owners being outcompeted, and those seeking to build strong founder brands.

03:10 - The problem Mike solves: Helping founders stay relevant and consistently move downstream instead of struggling upstream for attention.

04:52 - Symptoms that signal you need AI acceleration: Hitting plateaus, losing momentum, feeling misunderstood, and needing "a lift in your sails".

06:36 - Common AI mistakes: Giving up your agency to ask "how" instead of stating intent and desired outcomes, plus not running multiple AI solutions simultaneously.

07:38 - His Valuable Free Resource [VFR]: Free "AI Accelerator" book and masterclass replay with latest tools at aiaccelerator.com/free and aiaccelerator.com/replay.

08:31 - The one question Tom should have asked: What's been your most exciting speaking engagement? Mike's answer reveals his NASA presentation on using AI to solve space exploration challenges.

Tweetable Takeaways from this Episode:

"Start five different AIs simultaneously trying to solve the same problem and pick the best one."

• Mike Koenigs

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Why you've got to check out this episode:

• Learn why most digital entrepreneurs quit before launching their first product and how to avoid this fate.
• Discover the ready-made system that eliminates years of course creation and months of lead magnet development.
• Understand why implementation support is the missing piece that separates successful digital businesses from digital dust collectors.

Resources / Links:

• Watch Sue's free Evergreen Training to discover her rapid system for generating digital income with ready-made courses

Summary:

Want to create a digital lifestyle business that generates income while you sleep? Most entrepreneurs who quit their 40-hour jobs end up working 80 hours in their own business - and many don't even survive their first year. The dream of passive income often becomes a nightmare of endless course creation, clunky value delivery, and 3am anxiety about where the next paycheck is coming from.

In this episode, Sue Pats from New Beginning reveals her holistic approach to building a digital lifestyle business without the typical 3-year course creation struggle. She shares why perfectionism kills progress, how to prioritize your CEO hat over low-value tasks, and why ready-made products with implementation support can fast-track your journey to location-independent income.

Check out these episode highlights:

02:15 - Sue's ideal clients: Budding digital entrepreneurs, solopreneurs, and small business owners looking for income that works on cruise control.

03:21 - The problem Sue helps to solve: Entrepreneurs spending 3 years creating courses and 6 months on lead magnets instead of making money immediately.

04:40 - Symptom of the problem she helps solve: Waking up at 3am worried about where your next paycheck or client payment is coming from.

05:31 - Mistakes her clients commit before meeting her: Perfectionism leading to procrastination, shiny object syndrome, and not prioritizing high-value CEO tasks over low-value admin work.

06:32 - Sue's Valuable Free Action [VFA]: Hire a mentor or guide who can handle your blind spots - don't try to create ongoing income just by watching YouTube videos.

08:16 - Her Valuable Free Resource [VFR]: Free evergreen training at nubeginning.com/webinar showcasing her rapid system with ready-made courses for immediate income generation.

08:58 - Q: How is Sue's offer different from other crowded, similar-looking programs? A: We provide implementation help - ready-made products are useless if they just collect digital dust on your computer. We ensure you actually implement for success.

Tweetable Takeaways from this Episode:

"You can lose money and make it up again, but if you lose time, you can't recreate time." - Sue Pats

"It's okay to learn from your own mistakes, but it's better to learn from somebody else's mistakes." - Sue Pats

"Wear your CEO hat most of the time. You don't need to keep wearing the low-value graphic designer or admin hat." - Sue Pats

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Why you've got to check out this episode:

• Discover the three invisible forces that eat strategy alive and block sustainable change.
• Learn why every process, productivity, and performance problem is actually a people problem.
• Get access to the chaos calculator that reveals the hidden costs of people problems in your organization.

Resources / Links:

• Get Natasha's new book "Making Change Work" plus the chaos calculator and mini training atbooks.spiraldynamics.org/makingchangework

Summary:

Change is the only competitive advantage you can maintain in today's marketplace. Yet most leaders focus on processes, systems, and strategies while ignoring the invisible forces that determine whether change actually sticks. The result? Millions of dollars wasted on initiatives that fail because of people dynamics, cultural resistance, and hidden motivational forces.

In this episode, change strategist Natasha Todorovic-Cowan reveals why smart leaders often misdiagnose organizational problems and shares her framework for tackling what really blocks sustainable change. She explains how to identify the true cost of people problems (like Tony Hsieh's $100 million lesson at Zappos) and introduces her chaos calculator that helps track the hidden costs most organizations never measure.

Check out these episode highlights:

02:36 - Natasha's ideal clients: Relational, transformational leaders navigating complexity like scaling growth, mergers, digital transformation, or cultural turnarounds.

04:51 - The problem Natasha helps to solve: Three invisible forces that eat strategy alive - people dynamics, cultural resistance, and hidden motivational forces.

05:32 - Symptoms of the problem she helps solve: Leaders saying "communication sucks," blaming culture, requesting leadership training, or talking about the same problem people over and over.

06:09 - Mistakes her clients commit before meeting her: Smart leaders bypass proper analysis and self-diagnose problems before identifying the real issue.

07:51 - Her Valuable Free Resource [VFR]: New book "Making Change Work" plus chaos calculator and mini training at books.spiraldynamics.org/makingchangework.

08:53 - Q: What is the cost of not solving people problems properly? A: Tony Hsieh, late CEO of Zappos, estimated people costs to his organization at over $100 million - that's why the chaos calculator is so critical.

Tweetable Takeaways from this Episode:

"Anytime there's a process problem, a productivity problem, a performance problem, it's a people problem. Fix it before it becomes a profit problem." - Natasha Todorovic-Cowan

"Smart leaders think they've got the problem figured out and bypass analysis to solve the problem before they've identified the real problem." - Natasha Todorovic-Cowan

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Why you've got to check out this episode:

• Discover why being "natural" on camera is the secret to influence in the age of algorithms.
• Learn the counterintuitive technique that instantly reduces camera nerves and feeds your brain.
• Understand the three types of camera performers and how to break through to the next level.

Resources / Links:

• Take Howard's free Persona Assessment to discover your natural on-camera persona and get personalized advice.

Summary:

In today's digital world, every entrepreneur needs to master the camera - whether for courses, social media, leadership meetings, or sales calls. Yet most people either freeze up, become wooden, or fall back on bland formulas that strip away their personality.

In this episode, on-camera performance coach Howard Whiteson (who's worked with Anthony Hopkins and Pierce Brosnan) reveals why being authentically human beats any script or template. He shares his counterintuitive pre-camera technique that's impossible to do while feeling tense, and explains how to consciously amplify your natural persona instead of hiding behind someone else's formula.

Check out these episode highlights:

02:01 - Howard's ideal clients: Entrepreneurs and business professionals who need to use cameras for courses, social media, leadership, meetings, and sales.

02:28 - The problem Howard helps to solve: How to be natural on camera - combining expertise and passion with precision without being wooden or scripted.

04:02 - Symptom of the problem he helps solve: Three types struggle - those too nervous to go on camera, those spending hours on scripts with little engagement, and successful performers feeling trapped by their success.

05:30 - Mistakes his clients commit before meeting him: Relying on formulas, templates, scripts, copying others' success, and using AI instead of expressing their own personality quirks.

06:44 - Howard's Valuable Free Action [VFA]: Before switching the camera on, yawn 5-6 times - it's genetically impossible to be tense while yawning, plus it feeds oxygen to your brain.

07:45 - His Valuable Free Resource [VFR]: Take the free persona assessment at assessment.howardwhiteson.com to discover your natural on-camera persona and get personalized advice.

08:21 - Q: How do you become more natural on camera? A: Discover and consciously amplify your persona - be more of you, not less of you.

Tweetable Takeaways from this Episode:

"In today's age of algorithms, the age of the human is paramount. People can tell if you're using a script or speaking from your expertise." - Howard Whiteson

"Yawn before you yap. It's genetically impossible to be tense while yawning, plus it feeds oxygen to your brain." - Howard Whiteson

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Why you've got to check out this episode:

• Discover why mindset work is only 5% of the puzzle and how to access the other 95%.
• Learn how to get to the root of invisible blocks that keep you from achieving your goals.
• Understand the science behind reprogramming your subconscious for lasting success.

Resources / Links:

• Access Bri's free training on your subconscious atbriseeley.com/hypnosis to learn the science behind accessing deeper levels of change.

Summary:

Are you doing everything right but still hitting an invisible wall? You're smart, ambitious, and know exactly what you want - yet something keeps blocking your success. The problem isn't your strategy or work ethic; it's that you're only working with 5% of your brain's capacity.

In this episode, TEDx speaker and award-winning business coach Bri Seeley reveals how hypnosis can access the 95% of your subconscious that traditional mindset work never touches. She explains how most of our limiting patterns were formed before age eight and shares her proven method for literally "brainwashing" yourself for success instead of limitation.

Check out these episode highlights:

02:02 - Bri's ideal clients: Super ambitious high achievers who know what to do but can't bring themselves to do it

03:18 - The problem Bri helps to solve: Smart people hitting an invisible wall despite knowing exactly where they're going

04:35 - Symptom of the problem she helps solve: You're doing everything right but only getting a trickle of results instead of the full flow you deserve

05:30 - Mistakes her clients commit before meeting her: Sticking only with conscious mindset work that addresses just 5% of the puzzle

06:47 - Bri's Valuable Free Action [VFA]: Recognize that you're still living from the perspective of your eight-year-old self - it's time to teach your brain a new perspective

08:15 - Her Valuable Free Resource [VFR]: Free training on your subconscious and the science behind accessing deeper levels of change at briseeley.com/hypnosis

08:47 - Q: Does hypnosis really work for business success? A: I had a client who didn't believe she could be an entrepreneur. We hypnotized her for entrepreneurial success. In less than 60 days, she closed her first $50,000 client.

Tweetable Takeaways from this Episode:

"Mindset is only 5% of the puzzle. If you're not tapping into the other 95%, you're missing massive potential for change." - Bri Seeley

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Why you've got to check out this episode:

• Discover why most book launches fail and how to avoid the "cricket effect" of hearing nothing after you publish.
• Learn the strategic approach to getting Amazon reviews from your own network (not buying fake reviews).
• Understand why book launching is like a triathlon - not a marathon - and what comes after hitting publish.

Resources / Links:

• Schedule a complimentary 30-minute Book Launch Brainstorming Session at booklaunchbrainstorm.com.

Summary:

Have you written a book only to hear crickets after hitting publish? You're not alone. Most entrepreneurs treat book publishing like crossing a marathon finish line, but successful authors know it's actually more like a triathlon - with the real work beginning after publication.

In this episode, Robbie Samuels reveals why most book launches fail and shares his proven strategy for turning your book into a revenue-generating asset. Instead of expensive PR pushes or mass email blasts, Robbie shows you how to leverage your existing network to get genuine Amazon reviews that create lasting social proof and attract high-quality clients for years to come.

Check out these episode highlights:

03:02 - Robbie's ideal clients: Entrepreneurs who wrote books to grow their business, especially coaches, speakers, and consultants.

03:33 - The core problem: Most people just hit publish and hope the right people find their book.

04:28 - Symptoms of a failed launch: Hearing crickets, stalled sales after the first week, slow or no reviews coming in.

05:38 - Common mistakes: Spending money on PR when your book page has no reviews or social proof.

07:42 - Robbie's top tip: Build a list of 100-200 prospects and referral partners from your existing network before the book launches.

08:24 - Free resource: Complimentary 30-minute book launch brainstorming session at booklaunchbrainstorm.com.

09:09 - Q: Can a book succeed after a failed first launch? A: Absolutely yes - relaunches work with the right strategy.

Tweetable Takeaways from this Episode:

"Books don't launch themselves. You need strategic outreach to your existing network, not expensive PR pushes to cold audiences." - Robbie Samuels

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Why you've got to check out this episode:

• Learn why having great marketing strategies isn't enough without the right mental framework
• Get actionable tips on developing self-awareness to identify limiting beliefs that sabotage success
• Understand how to align your inner talk and habits with your business goals for breakthrough results

Resources / Links:

• Take the Millionaire Mindset Mastery Scorecard at ninaCooke.co.uk to discover which limiting beliefs you have around money and success

Summary:

Are you struggling to break through revenue plateaus despite having solid marketing strategies? Many entrepreneurs find themselves stuck because they're missing the crucial foundation that comes before all tactics - the right mindset.

In this episode, Nina Cooke reveals why mindset is the "other wing" every business owner needs to truly take flight. She explains how successful entrepreneurs think differently and provides a practical framework for developing the mental habits that support 7-figure success.

Check out these episode highlights:

• 01:30 - Nina's ideal clients: Coaches, consultants, financial advisors, and attorneys who want more but don't know how to get it
• 02:45 - The core problem: Great marketing strategies fail when your mindset is working against you
• 03:15 - The "bird with one wing" analogy: Why you need both strategy AND mindset to succeed
• 04:30 - Key symptoms of mindset blocks: Overwhelm, lack of focus, resistance to client-building activities
• 05:45 - Common self-sabotaging behaviors: Undercharging, fear of marketing, playing it too safe
• 07:00 - The biggest mistake: Looking to your past failures to predict future results
• 08:15 - Nina's Top Tip: Start with self-awareness - write down your inner talk to discover how you're sabotaging yourself
• 10:30 - Why simple exercises feel so difficult: Our society's addiction to instant gratification
• 12:00 - The alignment principle: Your beliefs and self-talk must match your goals
• 13:30 - Nina's Valuable Free Resource: The Millionaire Mindset Mastery Scorecard at ninaCooke.co.uk
• 14:45 - Bonus Challenge: Think positively for seven days and watch your confidence soar

Tweetable Takeaways from this Episode:

"If you want anything more than you have right now, you have to align your inner talk and your habits with your goal. Otherwise, you're not going to get it." - Nina Cooke



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Why you've got to check out this episode:

• Discover how to attract high-quality clients without relying on cold outreach.
• Learn the common mistakes service-based business owners make when trying to market themselves and how to avoid them.
• Get actionable tips on how to position yourself as the go-to expert in your niche for better client attraction.

Resources / Links:

• Download the free training "Five Keys to Premium Paying Clients" at jessicaosborn.com/5keys for insights on attracting premium clients.

Summary:

Are you struggling to attract the right clients for your service-based business? Many professionals find themselves overwhelmed by ineffective marketing strategies and unsure of how to position themselves in a crowded market.

In this episode, Jessica Osborn shares her expertise on attracting high-quality clients without the need for cold outreach. She discusses the common pitfalls that service-based business owners encounter and provides valuable insights on how to simplify your marketing approach to achieve better results.

Check out these episode highlights:

• 03:53 - Jessica's ideal clients: Women with coaching or consulting businesses seeking flexibility and a six-figure income.
• 05:56 - The problem Jessica helps clients solve: Attracting the right clients and achieving a work-life balance.
• 06:00 - Symptoms of the problem: Working too much, attracting high-maintenance clients, and feeling undervalued.
• 07:17 - Common mistakes clients make: Jumping straight into marketing without proper positioning and messaging.
• 10:25 - Jessica's top tip: Identify your expert zone and get specific about who you serve to attract the right clients.
• 13:06 - Jessica’s Valuable Free Resource: Download the "Five Keys to Premium Paying Clients" at jessicaosborn.com/5keys.
• 14:01 - Q: Why does this even mean that you don't have to do cold outreach, right? If you get all this stuff done, how does that help you? A: If you can stand out as the person, they're already looking for you. It means that you're able to attract them into your business. You do not need to go out and do ineffective, time-intensive cold outreach.

Tweetable Takeaways from this Episode:

"The real thing about business is keeping it really simple and it doesn't have to be something giant."

- Jessica Osborn

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Why you've got to check out this episode:

• Discover how to increase your prices by 25% while keeping your clients happy.
• Learn the common mistakes service-based business owners make regarding pricing and sales processes, and how to avoid them.
• Get actionable tips on identifying your ideal clients and optimizing your sales strategy for better margins.

Resources / Links:

• Unlock the free guide "28 Ways to Increase Your Pricing Power" at strategysprints.com/pricingpower for insights on charging more while delivering value.

Summary:

Are you struggling to close deals quickly or feeling frustrated with your pricing strategy? Many service-based professionals find themselves in a race to the bottom, competing on price rather than value.

In this episode, Simon Severino shares his expertise on how to increase your prices by 25% without losing clients. He discusses common pitfalls in sales processes and pricing strategies, providing valuable insights on how to refine your approach for better results.

Check out these episode highlights:

• 02:22 - Simon's ideal clients: Coaches, advisors, and agency owners in marketing, IT, design, and financial services.
• 02:39 - The problem Simon helps clients solve: Optimizing sales processes and increasing pricing power.
• 04:21 - Common mistakes clients make: Failing to clearly define their ideal and anti-ideal clients.
• 07:21 - Common pricing mistakes: Competing on price instead of focusing on value and quality.
• 08:39 - Unlock the full guide with 28 actionable strategies at strategysprints.com/pricingpower.
• 09:17- Q: ‘When are you coming back to Vienna, Tom?’ A: When it is not minus 20.

Tweetable Takeaways from this Episode:

"Don't race to the bottom on pricing; instead, focus on increasing your positioning and value." – Simon Severino

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Why you've got to check out this episode:

• Discover how to deliver the perfect discovery call and guide potential clients through a structured process.
• Learn the common mistakes businesses make when trying to convert leads and how to avoid them.
• Get actionable tips on how to create a more engaging and effective sales conversation without feeling salesy.

Resources / Links:

• Download the OCGC Call Script Template at stephensteers.com/podcast for a structured approach to your discovery calls.

Summary:

Are you struggling to convert leads into clients during your sales calls? Many professionals find themselves unsure of how to effectively engage potential clients after generating interest.

In this episode, Stephen Steers shares his expertise on delivering the perfect discovery call, emphasizing the importance of a structured approach to guide conversations and increase conversion rates. He discusses the common pitfalls that salespeople encounter and provides valuable insights on how to create a more human and engaging sales experience.

Check out these episode highlights:

02:01- Stephen's ideal clients: Professional services companies, coaches, consultants, agencies, and software companies.

02:31 - The problem Stephen helps clients solve: Increasing conversion rates and guiding leads through a structured discovery process.

03:33 - Symptoms of the problem: Not converting calls and uncertainty about why leads are not moving forward.

04:36 - Stephen’s Valuable Free Resource: Download the OCGC Call Script Template at stephensteers.com/podcast.

05:50 - Common mistakes clients make: Winging it during calls and not using a script to guide the conversation.

06:33 - Stephen's top tip: Record your calls to identify areas for improvement and learn from your conversations.

07:12 - Q: What are the four questions a business owner or a salesperson should ask before they tell any stories? A: Understand what's at stake, what the audience wants, how to evoke feelings, and what action to guide them towards.

Tweetable Takeaways from this Episode:

“If you don't use a script, you don't know where you went wrong. If you aren't following through on a process, if you don't know where the constraint is, you can't fix it.” - Stephen Steers

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Why you've got to check out this episode:

• Discover how to transform your sales team's approach to customer engagement and move beyond order-taking.
• Learn the common mistakes businesses make when trying to improve their sales processes and how to avoid them.
• Get actionable tips on how sales leaders can effectively coach their teams and identify key behaviors in the field.

Resources / Links:

• Develop your own customer-centric sales culture. Visit www.thesalesdr.com.au for a free chapter of her book.

Summary:

Are you struggling to engage your customers effectively and hit your sales targets? Many sales teams find themselves stuck in a cycle of order-taking rather than actively engaging with clients.

In this episode, Ingrid Maynard, known as the Sales Doctor, shares her insights on how to revolutionize your sales approach and create a culture that prioritizes customer engagement. Ingrid discusses the importance of understanding the symptoms of a struggling sales team and how to identify the root causes of poor performance. She emphasizes the need for sales leaders to spend time in the field, observing their teams and understanding customer interactions.

Check out these episode highlights:

01:41 - Ingrid's ideal clients: B2B sales teams, particularly in the blue-collar industry.

02:29 - The problem she helps clients solve: Moving from order-taking to proactive customer engagement.

03:54 - Symptoms of the problem: Not hitting targets and account management teams acting like customer service representatives.

05:19 - Common mistakes clients make: Treating symptoms instead of addressing root causes and focusing solely on lagging indicators.

06:42 - Ingrid's top tip for sales leaders: Spend more time in the field to understand team dynamics and customer interactions.

07:33 - Her Valuable Free Resource: Visit www.thesalesdr.com.au for a free chapter of her book, The Sales Revolution.

08:12 - Q: What is the Sales Revolution? A: An organization-wide approach to transforming sales culture and enhancing customer engagement.

Tweetable Takeaways from this Episode:

“…spend more time in the field.” - Ingrid Maynard

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Why you've got to check out today's episode:

• Discover how to network with intention and build a sales process that delivers consistent results.
• Learn the common mistakes businesses make when trying to fix their sales teams and how to avoid them.
• Get actionable tips on how to approach networking events with a clear mission and purpose.

Resources/Links:

• Develop your own simple and effective sales process. Visit https://www.strongersalesteams.com/salesprocess

Summary:

Are you struggling to build a predictable sales process for your business? Many sales leaders find themselves overwhelmed, managing individual personalities rather than focusing on a streamlined approach.

In this episode, Ben Wright, a builder of sales teams, shares insights on how to network with intention and create a sales process that not only drives results but also allows you to enjoy your personal life without the constant worry of where your next sale will come from.

Ben discusses the importance of knowing your audience when networking and how to prepare effectively for networking events.

Check out these episode highlights:

01:21 - Ben's ideal clients: Sales leaders or business owners looking to build a standard process in their sales teams.

02:03 - The problem he helps clients solve: The nagging worry about bringing in sales consistently.

03:25 - Symptoms of the problem: Constantly fighting sales fires and managing individual team members instead of a cohesive strategy.

04:11 - Common mistakes clients make: Trying to be everything to everyone and focusing on short-term results rather than long-term strategies.

05:34 - Ben's top tip for networking: Know your audience and have specific targets to talk to at networking events.

06:56 - Valuable Free Resource: Visit www.strongersalesteams.com/salesprocess for resources on developing a sales process.

07:42 - Q: Where do I start with lead generation? A: Start by doubling down on what has worked for you in the past.

Tweetable Takeaways from this Episode:

“Networking with intention means you go with a mission rather than feeling a little bit lost. Know your audience and have specific targets you want to talk to.” - Ben Wright

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Why you've got to check out today's episode:

• Discover how to simplify your marketing and attract more leads without the overwhelm.
• Learn why social media alone won’t get you clients—and what actually works instead.
• Get a powerful question to ask past clients that reveals exactly how to refine your messaging.

Resources/Links:

• Grab your FREE secret Google doc of strategies to turn your words into clients. Click here: https://www.fromwordstoclients.com/

Summary:

Are you getting enough consistent leads with your service-based business? It's easy to get caught up in client work and rely on random social media posts, only to find your pipeline running dry. You need to simplify your marketing, craft a clear message, and build a steady flow of clients without the guesswork.

Veronica Di Polo is a marketing expert helping entrepreneurs craft clear messaging and build strong brands.

In this episode, Veronica shares how service-based business owners can simplify their marketing and attract clients with a clear, compelling message. She explains why social media alone won’t bring leads and reveals a smarter approach to cutting through the noise. Plus, she gives a powerful question to ask past clients that helps refine your messaging for better results.

Check out these episode highlights:

01:49 - Veronica's ideal clients: They are service-based business owners.

02:43 - The problem she helps her clients solve: The thing is that I try to explain to my ideal potential clients that, yes, you may be busy. Yes, you might have clients, but you have to continue to build that pipeline of leads.

04:11 - Symptoms of her clients' problem: They don't actually know how to speak to their potential clients.

05:04 - Common mistakes clients make before reaching out to her: Throwing spaghetti on the wall won't cut it today, or, trying to post something because you have to post something on social media.

05:58 - Veronica's Valuable Free Action [VFA]: Try and sit down with somebody that was already a client right now, and say, 'Okay, tell me what was the moment that you decided that you actually wanted to work with me?'

07:01 - Her Valuable Free Resource [VFR]: Grab your FREE secret Google doc of strategies to turn your words into clients. Click here: https://www.fromwordstoclients.com/

07:52 - Q: What makes me different from everybody else? A: I am a southerner, I'm here, but also I understand what is to sell in marketing because we're selling air.

Tweetable Takeaways from this Episode:

“Social media is not marketing. The only way to get those leads is to listen and hear what the struggling people are out there in the world saying, 'Oh my God, I need your help.' And use those words to get them into your world.” - Veronica Di Polo

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Why you've got to check out today's episode:

• Get actionable insights on how high-ticket coaches and consultants can generate clients more effectively, without relying on complicated or expensive marketing tactics.
• Learn a straightforward, low-risk approach to marketing, something anyone can implement easily and for free.
• Discover practical, free tools on taking your resources on tour to boost client acquisition.

Resources/Links:

• Claim your FREE tools: partner discovery cheat sheet, pitch template, a 30-minute training on how to take your best tool on tour. Click here: https://lp.growthtools.com/tom

Summary:

Tired of feeling invisible in a crowded market despite offering great services? Many high-ticket coaches and consultants pour time into content creation and networking but still struggle to attract clients predictably, leading to financial stress and frustration. Here's a simple solution that offers a free, easy-to-implement strategy that generates consistent leads and sales calls without the complexity of traditional marketing.

Bryan Harris, a CEO of Growth Tools makes it almost impossible for high ticket coaches to fail at getting new clients by borrowing other people's audiences.

In this episode, Bryan shares how high-ticket coaches and consultants can generate clients predictably by leveraging their best resources and having others promote them, instead of relying on complex or expensive marketing tactics.

Check out these episode highlights:

• 02:03 - Bryan's ideal client: Coaches, people that love working with other humans and helping them achieve the transformation that the coaches received.
• 02:54 - The problem he helps clients with: We help them get clients.
• 04:01 - Symptoms of the problem: Getting clients is a mystery, not math.
• 05:00 - Mistakes clients make before reaching out to him: People will go to Facebook, some version of ads, as their first marketing channel. It's a terrible first marketing channel.
• 06:00 - Bryan's Valuable Free Action [VFA]: Take the single best resource, the single best tool you have to coach other people and have other people share it with their list.
• 07:19 - His Valuable Free Resource [VFR]: Claim your Free tools: partner discovery cheat sheet, pitch template, a 30-minute training on how to take your best tool on tour. Click here: https://lp.growthtools.com/tom.
• 08:28 - Q: Why did I get into this when I was nine? A: I got into this because somebody paid attention to me and spent time with me and coached me. And I want to do that for other people and I just really enjoy that.

Tweetable Takeaways from this Episode:

“Take your resource on tour and go get 20 other people to share that resource with their list. And you'll generate more sales off that than any other stupid stuff.” - Bryan Harris

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Why you've got to check out today's episode:

• Discover proven strategies for recruiting, interviewing, and hiring truly driven salespeople that impacts sales team performance.
• Learn about the four pillars of sales success designed to build and sustain high-performing sales teams.
• Hear unconventional but impactful tips to drive sales team performance.

Resources/Links:

• Free download, a plug and play interview template to improve your chances of making a great salesperson higher. Click here: https://www.insidesalesexpert.com

Summary:

Is hiring driven, result-oriented salespeople who can truly propel your business forward a challenge? Many leaders unknowingly repeat costly mistakes, from ineffective hiring processes to poor onboarding and lack of proper coaching, leading to low performance and high turnover. By leveraging Kevin Gaither's proven four-pillar framework, you can build a sales team that consistently achieves and exceeds goals, driving your business to new heights.

Kevin Gaither helps early-stage tech startup leaders grow their sales teams, sharing 25+ years of experience from building teams and avoiding mistakes he made along the way.

In this episode, Kevin shares insights on avoiding common hiring mistakes and building high-performing sales teams through his four-pillar framework of recruiting, onboarding, coaching, and performance management.

Check out these episode highlights:

• 01:44 - Kevin's ideal client: A coachable and humble CEO, founder or head of sales in a growing pre-IPO tech company.
• 02:22 - The problem he helps clients solve: The number one thing that I see these leaders mess up is hiring.
• 03:25 - Symptoms of the problem he helps solve: Five things: slow rep ramp times, high rep turnover, low sales team motivation, poor conversion rates, and low team quota attainment.
• 05:20 - Mistakes his clients make before seeing him: I like to refer back to these four pillars.
• 07:20 - Kevin's Valuable Free Action [VFA]: Do [develop an intentional, thorough, yet speedy interview process to increase the chances of hiring great people for your sales team] it yourself. Don't pay me for it.
• 08:08: His Valuable Free Resource: Free download of a plug and play interview template to improve your chances of making a great salesperson higher. Click here: https://www.insidesalesexpert.com
• 09:07 - Q: KG, do you have any non-obvious pieces of advice sales leaders should know? A: And here's my top six: Sales Kickoffs are an absolute waste of time and money. Sales leaders' mission should be to see their reps quit and go someplace better. Curiosity cannot be taught. Motivation isn't something that is done to somebody. And finally, and most controversial, your salespeople are not your friends.

Tweetable Takeaways from this Episode:

"You can have the best culture and the best comp and the best product, but if you put the wrong butts in the seat, you're going to have a rough time being successful."- Kevin Gaither

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Why you've got to check out today's episode:

• Learn how to earn substantial fees through small group coaching models that would allow you to scale your expertise while maintaining a personal touch.
• Discover the power of intimate group settings, where deeper connections and tailored guidance can drive more impactful results for your clients.
• Explores strategies for seasoned professionals transitioning to coaching, focusing on innovative approaches to maximize value and profitability.

Resources/Links:

• Supercharge scaling up your business! Click here: www.expertinyou.biz

Summary:

How can seasoned professionals transition into business coaching and still command high fees while serving multiple clients effectively? Many professionals looking to build a profitable coaching practice struggle with balancing scalability and personalization. Without a structured approach, they risk burnout or leaving significant revenue on the table.

Ann Carden is a top business growth expert, marketing and sales strategist, and consultant. Ann has more than forty-three years of business, marketing, and sales experience, with over thirty-four years as an entrepreneur. She has built seven successful businesses (selling five) and is the current owner of two.

In this episode, Ann shares the sweet spot for scaling a coaching business revealing strategies that deliver high-value services in intimate group settings that foster connection, impactful results and achieving sustainable growth.

Check out these episode highlights:

• 01:50 - Ann's ideal client: Coaches and consultants, typically in the B2B space. They are excellent at what they do and they want to scale.
• 02:02 - Problem she helps solve: They're either stuck in their business revenue and they can't grow. Or they are stuck in fulfillment and they can't grow.
• 03:05 - Symptoms of the problem: They're getting exhausted with all the things that they're doing or they're working too much in their client's businesses.
• 04:14 - Mistake her clients make before reaching out to her: They stay on sort of the feast-and-famine-revenue rollercoaster.
• 05:56 - Ann's Valuable Free Action [VFA]: One thing that they can do is how can they use a more one-to-many approach?
• 07:18 - Her Valuable Free Resource [VFR]: Supercharge scaling up your business! Click here: www.expertinyou.biz
• 08:06 - Q:Can anyone do this? A: If you are great at what you do and you really know your stuff, yes you can do it.

Tweetable Takeaways from this Episode:

"You can still get paid really high fees for a one-to-many. You're talking about small cohorts versus something bigger. When you do that, you can work at a premium level."- Ann Carden

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Why you've got to check out today's episode:

• Learn how to shift from traditional sales tactics to a structured approach that fosters authentic, human-centered conversations, increasing conversions and team confidence.
• Discover practical strategies for creating a purpose-driven sales culture for lasting impact.
• Uncover the secrets behind harmonizing short-term sales goals with long-term pipeline strategies.

Resources/Links:

• Unlock your revenue potential today! Click here: http://www.revenue-bydesign.com

Summary:

Are your sales teams struggling with low engagement, poor conversions, and ineffective leadership? Without the right leadership and frameworks, these challenges persist, leaving teams frustrated and unmotivated.

A 25+-year sales veteran and executive, Dionne Mejer leverages her superpower of a recovering perfectionist and people-pleaser to teach leaders and sales professionals how to have Sales with Soul™! Clients see increases in conversion rates, closing rates, quality conversations, sales rep confidence, appointments set, and so much more! She's the author of The Stepped Approach and a highly sought after speaker.

In this episode, Dionne shares a transformative, step-by-step approach to sales training, combining workshops, coaching, and leadership development to build sustainable structures. Her proven methods improve team confidence, foster authentic client connections, and align short-term goals with long-term success.

Check out these episode highlights:

• 02:33 - Dionne's ideal client: They are typically B2B organizations, about 80 million and under working at a leadership level as well as working with teams that wanna get better.
• 02:48 - The problem she helps solve: The problem we're truly solving is employee engagement as well as lack of effective leadership and structure.
• 03:51 - Symptoms of the problem: A lot of what we see is simply a lack of clarity.
• 07:25 - Dionne's Valuable Free Action [VFA]: Involve your team in creating a team purpose statement.
• 08:38 - Her Valuable Free Resources [VFR]: Unlock Your Revenue Potential Today! Click here: www.revenue-bydesign.com
• 09:25 - Q: What's the typical feedback from the engagements we do? A: Our leaders tell us, 'Oh gosh, I'm really not as good as what I thought I was good at.' But they go, 'Huh, I'm not as good at that as I thought I was.' And their defenses are down because we're giving them a safe space to get better at something.

Tweetable Takeaways from this Episode:

"Involve your team in creating a team purpose statement." - Dionne Mejer

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Why you've got to check out today's episode:

• Discover the strategic power of books in business opening doors to marketing opportunities, credibility, and revenue streams you may not have considered.
• Gain unique insights into the publishing process and how to maximize your book’s potential.
• Learn to debunk the myth that you need to be a seasoned writer to author a successful book, providing encouragement for anyone with valuable ideas or a story to share.

Resources/Links:

• Find out more about publishing your book and succeed in it. Click here: http://www.Readkp.com

Summary:

Do you feel overwhelmed by the complexities of publishing and marketing a book? Many aspiring authors struggle to navigate the maze of traditional publishing, self-publishing, and creating a clear plan for their book’s purpose, often leading to missed opportunities and disorganized content.

Anthony Raymond is the publisher at Kallisti Publishing Inc.

In this episode, Anthony shares actionable strategies to turn your book into a powerful marketing tool. By focusing on the book's role in your broader business strategy and avoiding common pitfalls, such as overloading content, Anthony reveals how to create a polished product that drives revenue through courses, coaching, and speaking engagements.

Check out these episode highlights:

• 02:36 - Anthony's ideal client: My ideal client is ideally a speaker or a business person, even a writer.
• 03:58 - The problem he helps solve: I take that idea or that book that that person has written and give it a place to go.
• 05:42 - Symptoms of the problem he is solving: Feeling overwhelmed looking at all the publishing options from the traditional publishing experience to self-publishing and not understanding what would be best for them.
• 06:32 - Mistakes clients commit before seeing him: Two things: One, trying to do everything by him or herself. And number two is what I call kitchen sinking a book.
• 07:38 - Anthony's Valuable Free Action [VFA]: Share your work and listen to feedback.
• 08:31 - His Valuable Free Resource [VFR]: Find out more about publishing your book and succeed in it. Click here: http://www.Readkp.com
• 09:06 - Q: What's the difference between a writer and an author? A: A writer is someone who actually writes all the time and more than likely makes their living from it in one form or another. An author is anyone; anyone can be an author.

Tweetable Takeaways from this Episode:

"Anyone could be the author of a book, but very few people are writers. And to win it, have a bestselling book, you do not have to be a writer." - Anthony Raymond

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Why you've got to check out today's episode:

• Discover the three essential pillars for building a successful business coaching practice.
• Learn how to transition from corporate life to coaching with a structured, relationship-driven approach that ensures authenticity and trust.
• Uncover the common mistakes aspiring business coaches make and how to avoid random acts of marketing to achieve consistent results.

Resources/Links:

• Want an overview of what done-for-you means to solve those three areas that you got to solve in coaching? Click here: businesscoachmastery.com

Summary:

Finding it hard to turn your business expertise into a profitable coaching practice? Many seasoned professionals feel overwhelmed by the lack of structure and direction needed to launch and sustain a successful coaching business.

BJ O'Neal is featured in Forbes, also a founding partner with the renowned Maxwell Leadership team as a speaker, trainer, and coach. Today, he leads Business Coach Mastery, a network of nearly 70 coaches across the US. His passion is empowering people to build a profitable business coaching practice, allowing them to live life on their own terms. He provides a done-for-you approach, equipping them with the tools and support needed to succeed.

In this episode, BJ shares his proven “done-for-you” approach, emphasizing the importance of building systems for lead generation, client conversion, and coaching delivery, enabling you to achieve freedom and profitability on your own terms.

Check out these episode highlights:

02:13 - BJ's ideal Client: Ideal client for us would be men who are seasoned.

02:37 - The problem he helps them solve: They want to do it, but they don't know how to.

03:23 - Symptoms of his client's problem: The bigger portion of all this is that they want freedom.

04:58 - Mistakes client makes before reaching out to him: Just going out there and just trying it with zero process, zero structure, zero strategy to it.

05:59 - BJ's Valuable Free Action [VFA]: Build the three processes that's going to do everything in coaching: Where do I get leads and prospects? How do I convert those leads and prospects into ongoing high paying monthly clients? And then how do I coach them to get simplicity?

07:30 - His Valuable Free Resource [VFR]: Want an overview of what done-for-you means to solve those three areas that you got to solve in coaching? Click here: businesscoachmastery.com

08:01 - Q: Why does someone fail at business coaching? A: No systems, no process and no structure.

Tweetable Takeaways from this Episode:

"You have to have a structure that absolutely builds a relationship that matters, that you become the hunted. That's the goal." - BJ O'Neal

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Why you've got to check out today's episode:

• Learn to break free from overwhelm to improve productivity and focus.
• Gain insights from diverse perspectives gained from an in-depth experience in corporate, sales, and marketing that ensures a well-rounded exploration of small business challenges.
• Get help navigating growth without feeling overwhelmed.

Resources/Links:

• Asking about what do I do first and how do I get there faster? Find the answer here: howtogettherefaster.com

Summary:

Are you feeling overwhelmed as a small business owner, constantly juggling tasks and struggling to make meaningful progress? This sense of being stuck—where productivity doesn’t translate into impactful results—can paralyze growth and leave you feeling lost in a sea of to-dos.

Sharyn and Hank Yuloff are small business coaches, authors of 8 best-selling business books, hold small business breakthrough boot camps several times a year and have hosted almost 400 episodes of their podcast, The Marketing Checklist View Cast. They focus on Marketing, Sales, Public Speaking and Human Resources: the four areas where most business owners say they struggle.

Listen now as they share practical strategies to break free from this cycle of overwhelm. By focusing on high-impact tasks, time-blocking, and aligning business efforts with personal life goals, they help business owners regain clarity, scale efficiently, and create a path toward sustainable success.

Check out these episode highlights:

• 02:56 - Hank and Sharyn's ideal client: People that are attracted to us are really good at what they do, but they do suffer from overwhelm and overthinking.
• 03:28 - The problem that they help solve: Our areas of expertise are marketing, sales, human resources, public speaking, office systems, what are the things that get in their way of being able to make the sales and make the income that they want to make.
• 05:11 - Symptom of their client's problem: It really very much is, 'I'm not sure.'
• 06:46 - Mistakes clients commit before reaching out to them: They're not focused on who their ideal client is.
• 07:16 - Hank's Valuable Free Action [VFA]: You can't multitask folks, either time block or make a list and don't try and get two or three things done at once.
• 07:49 - Their Valuable Free Resource [VFR]: Asking about what do I do first and how do I get there faster? Find the answer here: howtogettherefaster.com
• 08:15 - Q: Why us? A: We came into this partnership, married, but we each had a background. Sharyn came from the corporate office, I came from sales and sales management and marketing and now we team up together. Quite often one of us can answer the question even if the other, even if I can't, Sharyn can.

Tweetable Takeaways from this Episode:

"Begin with the end in mind, and then you can work backwards." - Hank Yuloff

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Why you've got to check out today's episode:

• Learn valuable insights into the lessons learned of building a $12 million business, losing it all, and bouncing back.
• Discover the key to true freedom -- the often-overlooked third element of freedom which is crucial for sustainable business success.
• Find actionable steps and strategies to identify self-sabotaging traits and develop a mindset plan that helps entrepreneurs and business owners reduce stress, avoid burnout, and create a more fulfilling life.

Resources/Links:

• Checkout and download this book, 'Win the War Within' for FREE at www.ideasintobusiness.com/win.

Summary:

Are you an entrepreneur or business owner struggling to find the right balance in your life? Many believe that achieving financial success and time freedom is the key to happiness, but often overlook the importance of mental peace. The constant pursuit of money can lead to burnout, stress, and a never-ending cycle of anxiety.

At 23, Luke Fatooros started his first business in his father’s shed with $800. It grew to $12 million, but he lost it all. He is an Ernst Young Entrepreneur of the Year awardee and an Amazon 2-time Best Seller.

In this episode, Luke, who has lived through these challenges, shares with us how to win the war within and find true freedom by embracing a balanced mindset.

Check out these episode highlights:

• 02:01 - Luke's ideal client: Business owners and entrepreneurs struggling to find balance.
• 02:17 - The problem he helps solve: Worry and stress each day and anxiety inside.
• 03:34 - Symptoms of the problem: Burnout, mental breakdowns, health issues, relationship breakups, guilt, and later on in life, regret.
• 04:30 - Common mistakes his clients make before seeing him: Believing money is the goal.
• 06:22 - Luke's Valuable Free Action [VFA]: Identify your self-sabotage.
• 08:38 - His Valuable Free Resource [VFR]: Checkout and download this book, 'Win the War Within' for FREE at www.ideasintobusiness.com/win.
• 09:25 - Q: Why did it take me 50 years to discover my biggest self-sabotaging trait - the fear of running out of money? A: That was my goal. And, no matter how much money I kept, I kept chasing money because the beast within, my deepest fears was controlling me. I had to confront it and overcome it.

Tweetable Takeaways from this Episode:

“Money isn't the goal. Freedom is the goal.” - Luke Fatooros

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Why you've got to check out today's episode:

• Unlock a unique approach to sales which flips the script on traditional methods by focusing on buyer psychology rather than product features.
• Learn how to break free from the "sea of sameness" that many sales teams struggle with, and start selling in a way that resonates with modern buyers in competitive markets.
• Find out how to level up your pitch and deliver a narrative that truly connects with potential clients right from the first interaction.

Resources/Links:

• Check out this intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/

Summary:

Are your sales teams struggling to stand out in a sea of competitors, despite all the product training and sales tools at their disposal? It’s a challenge for many B2B companies—sales reps armed with endless product knowledge but still failing to connect with buyers in a meaningful way. But what if the problem isn’t the product or even the salesperson’s knowledge, but the way the conversation is framed?

Often referred to as the "Sales Professor", David Priemer is also the author of two bestselling books, Sell The Way You Buy and The Sales Leader They Need, as well as an Adjunct Lecturer at the Smith School of Business at Queen's University and the London Business School.

In this episode, David reveals how to flip the sales script and sell the way your customers actually want to buy. With his fresh approach to customer-centric selling, you’ll learn how to resonate with your buyers, overcome objections, and make lasting connections that lead to real results.

Check out these episode highlights:

01:51 - David's ideal client: B2B sales teams at high growth technology companies.

02:12 - The problem he helps solve: My clients often find themselves drowning in what I refer to as a sea of sameness.

04:02 - Symptoms of the problem: There's a lot of product-focused enablement.

05:18 - Common mistakes David's clients commit before reaching out to him: They're really not thinking about the pathways and mechanisms by which human beings make purchasing decisions.

07:20 - David's Valuable free Action [VFA]: If you follow the link that Tom's going to leave for you, I have an intro first call deck presentation template and training that you're more than welcome to steal and use as you like.

07:43 - His Valuable Free Resource [VFR]: Check out the intro first call deck presentation template and training at https://cerebralselling.com/intro-presentations/

08:29 - Q: Will AI save us? A: The answer is no. AI is not yet coming to save us. So I say focus just as much on that personal interaction as you do with the technology.

Tweetable Takeaways from this Episode:

"What the reps and teams need to better articulate to the customer is not just the problem that they're looking to solve, but why the customer cannot solve that problem on their own." - David Priemer

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Why you've got to check out today's episode:

• Find out how to boost your business by growing your confidence first, with insights tailored for women solo entrepreneurs who struggle with visibility.
• Learn practical, no-fuss strategies that work for you, whether you’re into social media or prefer alternatives.
• Discover how automating your business can take away the tech overwhelm and help you scale faster without chasing clients.

Resources/Links:

• Checkout and download the FREE ebook, 'Five Easy Steps to Launch Your Own Online Business Without Tech Overwhelm': https://www.bibapedron.com/5steps-to-online-business

Summary:

Struggling to grow your business because you're not confident enough to be visible? This lack of confidence can lead to underselling yourself, avoiding key marketing strategies, and ultimately stalling your business growth.

Biba Pedron helps women entrepreneurs to grow their business faster, through visibility, giving them a step-by-step roadmap to double or triple their revenues in 90 days, without

chasing clients. She authored multiple Amazon bestsellers and was featured in Forbes

Magazine France as a Woman of Influence. Nominated as one of the 100 Top Global Women Entrepreneurs to Be Inspired in 2023. And featured on the cover of the World Leaders Magazine as one of the most inspiring women leaders in 2023.

In today’s episode, Biba shares how to build confidence, leverage the right strategies, and double or even triple your revenue without the overwhelm.

Check out these episode highlights:

• 01:38 - Biba's ideal client: Women and especially women solo entrepreneurs.
• 02:19 - The problem she helps solve: Everything comes down to confidence because if they're not confident, they don't want to be visible.
• 03:07 - Symptoms of the problem: It comes from confidence, self-esteem, and imposter syndrome.
• 04:39 - Mistakes people commit before reaching out to her: They don't understand that they have to understand the confidence, they have to understand the value that they bring to the clients in order to charge.
• 05:47 - Her Valuable Free Action [VFA]: It's not, I don't like this and I don't do anything.
• 06:41 - Biba's Valuable Free Resource [VFR]: Checkout and download the FREE ebook, 'Five Easy Steps to Launch Your Own Online Business Without Tech Overwhelm': https://www.bibapedron.com/5steps-to-online-business
• 07:22 - Q: Reason why I want to help women? A: Because my motto is I do what I want, when I want, where I want, with who I want, making sure that money is not an issue.

Tweetable Takeaways from this Episode:

"We work first on the mindset before we work on the marketing." - Biba Pedron

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Why you've got to check out today's episode:

• Dive into a unique approach for building buy-in so you create more engaging, actionable messaging, especially for new or complex ideas.
• Learn to simplify your message and break ideas down into core approaches, focusing on what people already believe, and avoiding overwhelming details so that you truly connect with your audience.
• Find out how to master the craft of clear, impactful messaging for marketing and business success, especially in lead generation and pitching investors.

Resources/Links:

• FREE download. Get your Buy-In Building Blocks here: https://tamsenwebster.com/starthere/

Summary:

Are you struggling to get your audience to buy into your big idea? Many business owners and marketers face the challenge of capturing interest but fall short when it comes to driving action.

Tamsen Webster is a part message designer, part English-to-English translator, and part idea strategist. She helps leaders build buy-in for large-scale change.

Here, Tamsen reveals how to bridge that gap, turning passive interest into commitment by crafting messages that resonate deeply and inspire action.

Check out these episode highlights:

• 05:04 - Tamsen's ideal client: Someone with a new or novel solution to a complicated problem. So typically I'm working with organizations' experts that are really trying to challenge the status quo.
• 05:15 - Problem she helps solve: Typically, you're coming in with something new, which means education is built into what they have to do, but typically also can't get out of their own way because that expertise that led them to see that new option is just getting in the way of their being able to articulate what the idea actually is.
• 06:08 - The common mistakes her client commits before seeing her: You see all of the detail and all of the nuance of this beautifully complex, wonderful situation, all from the perspective and expert. It's kind of like expecting people who don't know how to play the piano to sit down and play one of the most complicated like Tchaikovsky piano sonatas or something along those lines.
• 08:24 - The symptoms of the problem she helps solve: Typically, it's not getting the traction they're looking for. Or they're saying they can't get to that 40-minute meeting.
• 11:36 - Tamsen's Valuable Free Action [VFA]: If you've only got one sentence worth of time, say what your core approach is and what question it answers.
• 15:02 - Her Valuable Free Resource [VFR]: FREE download. Get your Buy-In Building Blocks here: https://tamsenwebster.com/starthere/
• 16:17 - Q: Why is this so important to me? A: And the reason it's so important to me is because I think our society or planet needs these big ideas. There are amazing ideas out there. And the fact that the point of failure so often is the first articulation of them when that's a solvable problem is endlessly frustrating to me.

Tweetable Takeaways from this Episode:

"The best way to build buy-in is to build a story based on what people have already bought into." - Tamsen Webster

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Why you've got to check out today's episode:

• Learn to move away from traditional, high-pressure launch models to a more consistent and reliable marketing approach.
• Gain insights into conversion engineering and how to apply systematic processes to marketing.
• Discover how to utilize Dean Jackson’s nine-word email to re-engage with leads to help you see immediate improvements in your marketing efforts.

Resources/Links:

• FREE: Get the exact Offer Doc template that’s sold over $1.37mil of premium offers without launches (or sales calls). click here: https://conversionengineering.co/open-every-day-offer-docs/

Summary:

Is your business stuck in the rollercoaster cycle of unpredictable launches? The high-pressure, complex campaigns can leave you exhausted and disappointed with inconsistent results. But you can transition to a model where your business has steady growth and consistent client engagement.

Ross O'Lochlainn is a former engineer-turned-marketing strategist who runs Conversion Engineering, a company that helps educate entrepreneurs to sell more programs without relying on the launch model through his proprietary Open Every Day System.

In this episode, Ross shares insights on transitioning from the traditional launch model to a more consistent business approach. He highlights the drawbacks of relying heavily on infrequent, high-pressure launches, such as their decreasing effectiveness and the unpredictability of results. Instead, he advocates for a strategy that keeps your business "open every day," allowing for ongoing client engagement and conversion opportunities throughout the year.

Check out these episode highlights:

• 02:42 - Ross's ideal client: Someone who's in the online education expert, wisdom space.
• 03:16 - The problem he helps to solve: They're over reliant on the launch model and they kind of bought into the launch model without realizing all the downsides to it.
• 05:16 - Symptoms of the problem: Conversion rates in your launch are going down.
• 05:47 - Mistakes his clients make before reaching out to him: Trying to just convert people in this week-long window and then not selling you your philosophy or your ideas the rest of the year.
• 07:13 - Ross's Valuable Free Action [VFA]: Dean Jackson and his nine-word email.
• 08:53 - His Valuable Free Resource [VFR]: FREE: Get the exact Offer Doc template that’s sold over $1.37mil of premium offers without launches (or sales calls). click here: https://conversionengineering.co/open-every-day-offer-docs/
• 09:55 - Q: Have I always been this changer? A: Yes, I have to.

Tweetable Takeaways from this Episode:

“There's an awful lot more that people could be getting out of their leads if they were just playing the longer game, building the case to work with them.” - Ross O'Lochlainn

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Why you've got to check out today's episode:

• Discover a unique approach to marketing that deviates from traditional methods, like the overused social media tactics.
• Learn how to have an authentic marketing approach that is free of the typical "guru" hype, making it relatable and easy to implement for anyone looking to improve their business.
• Find out an actionable step to marketing that demonstrates the value of patience, persistence, and genuine connection and pursue strategies that align with your values.

Resources/Links:

• Improve your sales strategy and boost your profits. Click here: https://www.robinwaite.com

Summary:

Have you ever felt like your marketing efforts are more of a grind than a growth strategy? You're posting on social media, sending emails, and doing everything the so-called experts recommend, yet the results are frustratingly slow. It’s exhausting, and worse, it feels like you're bending your ethics and personality out of shape just to keep up. What if there was a smarter, more genuine way to attract leads without all the noise?

Robin Waite is the Founder of Fearless Business, regular speaker at various business events and bestselling author of several books, including Online Business Startup,

Marketing Machine and the recent popular release, Take Your Shot.

In this episode, Robin cracked the code by focusing on intentional relationship-building. He reveals how one strategic podcast interview landed him 3,000 leads. Learn to achieve with less effort and more authenticity.

Check out these episode highlights:

• 02:08 - How Robin generated the 3,000-lead in one podcast interview: Get hyper intentional.
• 00:06 - Robin's valuable top tip to generate 3,000 leads: Align my marketing by hanging out with cool people [top 10 people in your list to get hyper intentional with]
• 10:40 - Encouraging words from Robin: "When they see somebody like Ali Abdaal or Dan Priestley they don't want to approach them. And I think they are only people. You go and speak to them, have a conversation. Be a little bit fearless. And just start that conversation and see where it goes."

Tweetable Takeaways from this Episode:

"Be intentional, write that list [10 people to get hyper intentional with]. I need to make sure I'm getting into the same room as them." - Robin Waite

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Why you've got to check out today's episode:

• Discover the "two simple questions" for closing sales, which can immediately improve your sales approach.
• Find out common pitfalls that salespeople encounter to help you avoid costly mistakes and improve your deal closure rates.
• Learn valuable tips backed by data and real-world experience making it easier to relate and apply the strategies to your own sales processes.

Resources/Links:

• Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here: https://puremuir.com/

Summary:

Is your sales pipeline full of leads that never convert? Are your deals stalling and your sales cycles dragging on indefinitely? Learn how to close more sales with simplicity and efficiency.

James Muir is the best-selling author of the #1 book on closing sales, The Perfect Close.

In this episode, James shares his expertise on how to close more sales using two simple, non-confrontational questions. He highlights common mistakes in handling stalled opportunities, such as incorrectly assuming business case issues and mismanaging client indecision. Additionally, James offers valuable insights into identifying and addressing the root causes of stalled deals, providing practical strategies to enhance sales effectiveness.

Check out these episode highlights:

• 01:46 - James' ideal clients: My ideal clients are B2B organizations that sell into healthcare space.
• 01:54 - The problem he helps solve with his clients: Most B2B organizations are suffering from large, bloated pipelines full of deals that have stalled out.
• 03:38 - Mistakes his clients commit before seeing him: Two of the biggest traps that they make is they mishandle how they handle business case issues and client indecision.
• 05:40 - James' Valuable Free Action [VFA]: Two questions you can use that are non-confrontational and 95% effective: Does it make sense for us to X where X is whatever the ideal advance is that you want them to take? And, what do you think is a good next step?
• 07:38 - His Valuable Free Resource [VFR]: Learn more about unstalling deals. Click here: https://www.unstickingdeals.com and if you want to know more about this effective two simple question, then go here:https://puremuir.com/
• 08:29 - Q: Why do deals get stuck in the first place or maybe how do you actually unstick them? A: There's only three things that will cause your deal to stall: sales issues, client indecision, and business case issues.But there's actually only six ways you can unstick them.

Tweetable Takeaways from this Episode:

“When your client is suffering from indecision, don't try to solve the problem by selling the benefits of the change; shift to a risk mitigation strategy.” - James Muir

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Why you've got to check out today's episode:

• Discover this three-phase process that businesses can implement to improve their marketing efforts without increasing ad spend.
• Learn how to have sustainable, long-term marketing practices that ensure businesses can maintain and grow their customer base effectively.
• Find out keyword research techniques and learn the importance of understanding your customer avatar so you maximize marketing efforts.

Resources/Links:

• Get your Free email marketing tips here: https://www.marketingcounts.com

Summary:

Are rising ad costs eating up your marketing budget without delivering profitable results? Many businesses face this challenge, struggling to achieve effective results.

Paul Counts who has over 26 years of marketing experience, a Co-Founder of Marketing Counts, Fractional CMO, Advisor to Influencers With Curriculum In 140 High Schools have mastered the art of more leads with less ad spend.

In this episode, Paul shares a three-phase process (Foundation, Traffic, Engagement) to generate more leads with free organic traffic. He emphasizes the importance of understanding your customer avatar and leveraging keyword research. He also highlights the significance of building and nurturing an email list for sustainable marketing success.

Check out these episode highlights:

• 01:42 - Paul's ideal client: A brand that is struggling with getting conversions that actually are profitable for their business.
• 02:51 - The problem he helps solve: They're spending money on ads, but they're not getting the conversions they want.
• 03:30 - Paul's three-step process to generate leads without spending more: It's three letters, FTE [foundation, traffic, and engagement]
• 05:40 - Paul's Valuable Free Action [VFA]: Everything that you do online is keyword-driven. So you need to be present with keyword phrases that people want to know about.
• 06:46 - His Valuable Free Resource [VFR]: Get your Free PDF of 26 email marketing strategies. Click here:https://www.marketingcounts.com
• 07:37 - Q: What is my favorite ad platform that I use? A: The place that I'm getting the lowest cost per click right now is Google Ads because of their targeted keyword phrases.

Tweetable Takeaways from this Episode:

"Understand that when you have a social media following that's not your following, that belongs to the social media platform; so, build your list." - Paul Counts

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Why you've got to check out today's episode:

• Learn valuable insights on avoiding random acts of marketing and strategically link investments to business results.
• Find out practical advice to help you enhance your marketing strategy and achieve better results.
• Understand the importance of a customer-centric approach to business growth.

Resources/Links:

• Fast track your business. Click here: visionedgemarketing.com

Summary:

Is it a challenge for you to connect marketing activities with real business outcomes? In a business landscape, random acts of marketing are wasted resources; finding a strategic approach is crucial.

Laura Patterson is the #1 Amazon Best-Selling author of Fast-Track Your Business: A Customer-Centric Approach to Accelerate Market Growth.

In this episode, Laura shares valuable insights on effective B2B marketing strategies. She emphasizes the importance of avoiding random acts of marketing and stresses the need for a strategic, customer-centric approach highlighting the significance of balancing customer value with business value for sustainable growth.

Check out these episode highlights:

• 01:14 - Laura's ideal client: We have served B2B customers and they want to be able to be very smart about how they grow organically.
• 02:12 - The problem she helps solve: We help them avoid what we call random acts.
• 03:35 - Symptoms to her client's problems: They have trouble telling their story because they have not done a good job of really thinking about their value proposition, positioning, messaging and how to differentiate themselves.
• 05:10 - Mistake clients make before meeting Laura: Not having a strategy at all.
• 07:00 - Laura's Valuable Free Action [VFA]: The secret to doing that [link investments and activities to business results] well is to have what we call logic or metrics chains.
• 07:38 - Her Valuable Free Resource [VFR]: Check out this white paper and download for Free, 'Bring Your A-Game to a Customer Empowered Market.' Click here: visionedgemarketing.com
• 08:40 - Q: If you could give us one piece of advice to the C-Suite or the board of directors, what would it be? A: Be vigilant about maintaining the balance between creating customer value and creating business value.

Tweetable Takeaways from this Episode:

"It's one thing to have a strategy but if you don't have the processes in place to execute, that can be a problem." - Laura Patterson

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Why you've got to check out today's episode:

• Learn how to eliminate the internal and external barriers that hinder sales success.
• Uncover powerful sales strategies combined with personal development techniques to boost your sales performance.
• Discover this focused breathing technique to elevate your sales performance.

Resources/Links:

• Get instant access for FREE and learn how to double your close rate with this book 'Sales Scripts Are Dead: The Resistance Removal Sales System Is Alive!': https://go.advancedbusinessabilities.com/

Summary:

Have you ever felt the frustration of potential clients slipping through your fingers despite your best efforts? This struggle of converting leads into sales can be a major hurdle for many businesses. But you can always have the chance to double your sales conversions without additional marketing costs.

Mike Irving is the Founder of Advanced Business Abilities and passionate about helping you remove the resistance that restricts you in life and business.

In this episode, Mike shares his unique "Resistance Removal Sales System," which helps double sales conversions by identifying and eliminating internal and external resistance in sales conversations. He emphasizes the importance of self-awareness and personal growth, using techniques like centered breathing to manage stress and improve focus.

Check out these episode highlights:

• 02:38 - Mike's ideal client: Business owners, CEOs, sales professionals, but specifically it's people who are conscious of being commissionable, meaning they have a strong moral compass.
• 03:39 - The problem he helps solve: We help them stop yanking the rug out from underneath their own feet.
• 05:57 - Symptoms of the problem: There's not enough sales or not enough growth in the team because they feel stuck and they have that pressure.
• 06:46 - Common mistakes clients make: They attempt to force themselves to change and they work really hard.
• 07:31 - Mike's Valuable Free Action [VFA]: Mike Irving: Centered breathing is about taking a breath down into your belly; See that shallow breathing activates your fight, flight, faint, freeze mechanism and it doesn't support you to be completely present which is where you can intentionally direct your attention.
• 09:25 - His Valuable Free Resource[VFR]: Download a free book called Sales Scripts Are Dead: The Resistance Removal Selling System is Alive. Click here:https://go.advancedbusinessabilities.com/
• 09:58 - Q: Why do I do this? A: I met the people that I now refer to as my research team in 2006. And after, that is when I actually learned how to sell. I started studying the mind and performance and these people have helped me to create the basis of what we do here at ABA now.

Tweetable Takeaways from this Episode:

"The number one and most valuable performance tool that is available to every single person is what I call centered breathing." - Mike Irving

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Why you've got to check out today's episode:

• Learn how to craft compelling copy that clearly communicates the benefits of your services, making you the obvious choice for your ideal clients.
• Understand the importance of focusing on the transformation clients seek rather than just your credentials.
• Discover how to balance between psychological and logical elements in copywriting to help you grasp the nuances of effective marketing communication.

Resources/Links:

• Get these 39 types of proof that are powerful conversion optimisation tools you can start using immediately. Click here: https://taleist.agency/proof/

Summary:

Struggling to make your business stand out in a crowded market? Many skilled professionals find themselves frustrated as their expertise goes unnoticed and potential clients slip away. Without a clear and compelling message, even the most talented individuals can remain invisible to their ideal clients.

Steven Lewis is a copywriter who works with established business owners to position them as the obvious choice for their ideal clients. He's well known for his no-bullshit approach.

In this episode, Steven shares his no-nonsense approach to positioning yourself as the obvious choice for your clients. He emphasizes the importance of focusing on the transformation you provide rather than just your credentials and offers actionable tips to articulate your value effectively.

Check out these episode highlights:

02:06 - Steven's ideal clients: Coaches or consultants, sometimes maybe they own a small agency, often they're a digital marketer.

02:56 - The problem Steven helps to solve: They don't talk about what you get.

04:09 - Symptom of the problem he helps solve: People who should convert don't convert.

05:18 - Mistakes his clients commit before meeting him: They talk about their credentials, how long they've been doing it, and those don't mean anything to their client.

06:29 - Steven's Valuable Free Action [VFA]: Picture what your client woke up in the morning wanting.

08:03 - His Valuable Free Resource [VFR]: Get 39 ways to talk about yourself that prove you're good at what you do without saying that you are leading or innovative. Click here: https://taleist.agency/proof/

08:51 - Q: How do I know how to make you the obvious choice for your ideal client? A: I talk to you because you wouldn't believe how many people tell me something and I'm saying to them, why the hell isn't that on your website? And they're like, oh, I didn't know that was important. And the other thing is I talk to your clients because your clients will always talk about what they get and not what you do.

Tweetable Takeaways from this Episode:

"They don't buy what you do, they buy the transformation that they're going to get." - Steven Lewis



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Why you've got to check out today's episode:

• Discover valuable strategies on how to use video to break through the noise online and effectively engage audiences
• Find out these two AI tools that helps in simplifying video creation to enhance your video marketing efforts
• Learn about actionable tips for consistency and engagement

Resources/Links:

• Download Your Free Ultimate Guide to AI Video!: loubortone.com/aiguide

Summary:

Are you struggling to cut through the digital noise and get your message seen by your target audience? With millions of messages flooding platforms like Facebook and email daily, standing out can seem nearly impossible.

Lou Bortone has been a pioneer and thought leader in the video space since the launch of YouTube in 2005.

In this episode, Lou shares how to leverage video effectively to attract more leads and clients. He discusses the importance of creating engaging content that resonates with viewers, emphasizing that simply producing a video isn't enough—it's about making the message clear, engaging, and being consistent. He also delves into the power of AI tools in video production, highlighting these two tools that he uses himself.

Check out these episode highlights:

01:46 - Lou's ideal client: My ideal client is an established small business owner who has an open mind about technology and AI and is not afraid to be a little bit of an early adopter.

02:24 - The problem Lou helps solve: The problem with a lot of the folks I work with are, they are the best kept secret in their niche.

03:06 - Symptoms his client face before meeting him: There's so much noise and clutter online that you really have to have a clear message to break through and a method to do that.

03:56 - Common mistakes his clients make: The biggest mistake is really not being consistent.

06:09 - Lou's Valuable Free Action [VFA]: A lot of it is really just being open to experimenting, especially with AI.

07:34 - His valuable Free Resource [VFR]: Download Your Free Ultimate Guide to AI Video!: loubortone.com/aiguide.

08:01 - Q: How did I make the transition from the television industry to online video 20 years ago? A: It was bumpy. But I'm glad I did it.

Tweetable Takeaways from this Episode:

"Video marketing, like any kind of marketing, is a marathon and not a sprint." – Lou Bortone

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Why you've got to check out today's episode:

• Learn how to effectively attract high-quality clients through joint ventures.
• Discover the common mistakes that businesses make when engaging in joint ventures so you can improve your JV approaches and achieve better results.
• Find out practical tips on how to add value to joint venture partners beyond simple lead exchanges.

Resources/Links:

• Learn to leverage JVs to get more clients here: www.captainjv.co

Summary:

Are you struggling to attract high-quality clients and effectively grow your business? Many coaches and consultants face this challenge, often finding themselves frustrated with ineffective collaborations that yield poor results. They may have tried various marketing methods, like advertising and SEO, only to be disappointed by the lack of substantial leads and meaningful connections.

Danny Bermant helps established coaches and consultants attract their ideal clients through joint venture partnerships.

In today's episode, Danny delves into the heart of this problem and shares what makes joint ventures successful, common mistakes to avoid, and actionable tips for adding value to your partners.

Check out these episode highlights:

• 01:28 - Danny's ideal clients: My ideal clients are established coaches and consultants.
• 01:53 - The problem Danny helps solve: People who want to increase their sales pipeline and they are using different methods.
• 02:54 - Symptoms of the problem he is solving: It's about the avatar.
• 03:58 - Common mistake his clients commit before consulting him: Where they have tried joint ventures or some kind of collaboration and tended to be quite transactional in the way they approach.
• 05:28 - Danny's Valuable Free Action [VFA]: Get beyond this kind of quid pro quo mindset.
• 07:22 - His Valuable Free Resource [VFR]: Learn to leverage JVs to get more clients here: www.captainjv.co
• 08:07 - Q: Why? A: When I meet with JV partners, I always ask them, what is the why behind your business? That is a game changer.

Tweetable Takeaways from this Episode:

“A joint venture is an investment. When you decide to collaborate with somebody, you have got to invest time into really understanding their business.” - Danny Bermant

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Why you've got to check out today's episode:

• Discover a unique approach to business problem-solving by emphasizing the importance of dissolving problems rather than just solving them.
• Ensure a balanced and sustainable path to becoming a 'wholistically made millionaire'.
• Learn to identify and address the root causes of your business challenges effectively.

Resources/Links:

• Take this wholistic business assessment to make growing your business & living your very best life easy. Click here: https://wholisticallymade.com.

Summary:

Are you constantly battling recurring business problems that never seem to go away? Many entrepreneurs find themselves stuck in a cycle of solving issues that keep popping up, draining their time and energy. Instead of merely fixing problems, what if you could dissolve them and create a thriving, stress-free business environment?

Angela Bell is thecreator of the Wholistically Made Millionaire, a strategist who thrives on guiding entrepreneurs from problems to profitability and personal freedom.

In this episode, Angela reveals a transformative approach to problem-solving that can lead to greater personal freedom and sustainable success. And shares practical tips to identify and address the root causes of your challenges effectively, ensuring long-term growth and fulfillment.

Check out these episode highlights:

• 02:30 - Angela's ideal client: Either someone who's at a tipping point because their business is on fire. Or they're a business owner that is tired of playing whack-a-mole with their problems.
• 03:35 - The problem she helps solve: There's the business owner that has the recurring problems, that's plain whack-a-mole. There's also the business owner that has that elephant in the room that is successful as they've been. They haven't been able to solve that one. And it goes everywhere with them.
• 05:02 - Symptoms of the problems she helps solve: They have anxiety, they're really frustrated and they feel kind of stuck between their success and the reality of where they are.
• 05:41 - Mistakes her clients make before seeing her: The first one is trying to solve it. Instead of creating something new, you want to create a leader in a company where those problems don't exist.
• 06:29 - Angela's Valuable Free Action [VFA}: First, becoming someone who has a leadership vision. Number two, collaborate. Number three, think bigger than the problem.
• 09:16 - Her Valuable Free Resource [VFR]: Check out this wholistic business assessment with her scale squad. Click here: wholisticallymade.com.
• 09:43 - Q: What is a wholistically made millionaire? A: We look at the world differently and it's not just about money, it's not even just about freedom. It's what we can do with it in our capacity, both in our business and in our personal life and in our health.

Tweetable Takeaways from this Episode:

"Think bigger than the problem." - Angela Bell

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Why you've got to check out today's episode:

• Find out how to get quality leads other than creating content on social media
• Understand why you should stop hopping from one platform to another; instead, invest in real connections
• Learn how podcast guesting create connections and provide opportunities for more quality leads

Resources/Links:

• Are you ready to implement changes in your business? Hop on a conversation with Viv here: www.vivguy.com/call

Summary:

Already feeling burnt out with social media with no one engaging with the volume of content you are producing? Much less getting quality leads?

Spending your time hopping from one platform to another with no result is just wasting your time.

Viv Guy is an online sales growth expert, serial entrepreneur, and host of a #1 Marketing Podcast. She teaches business owners how to hit their sales targets and make more money every month with her Profitable Podcast Method whilst saving them time and energy in the process.

Hear Viv out and learn how to connect and have conversation with people who already have your audience. Nurture relationships and that's when you open up opportunities.

Check out these episode highlights:

• 01:39 - Viv's ideal client: I work with service-based business owners, so think of course creators, coaches, consultants, the likes.
• 01:54 - The problem she helps her clients solve: I help people who've got an income plateau or seen a decline in sales and who are feeling really burnt out with social media.
• 02:37 - Symptoms her clients face before turning to her: Content that you're creating, maybe social media is not getting much engagement and slow audience growth.
• 04:09 - Mistakes her client makes before reaching out: Adding more platforms, adding to that burnout.
• 05:52 - Viv's Valuable Free Action [VFA]: Just stop creating volumes and volumes of content. Start creating connections.
• 07:29 - Valuable Free Resource [VFR]: Hop on a call and get away with so much from a conversation with Viv: http://www.vivguy.com/call
• 08:10 - Viv's actionable message: If you are really struggling to hit the right people, the thing that you need to go to before you put any strategy in place is messaging.

Tweetable Takeaway from this Episode:

"Go where your people already are and have those conversations, it opens up so many more opportunities for you." - Viv Guy

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Why you've got to check out today's episode:

• Discover the reasons why it's not advisable to constantly share the podcast host's link when you appear as a guest on their show
• Find out why relying solely on the podcast host to carry the weight of your appearance on their show may not be beneficial for you
• Uncover the potential in repurposing the raw audio from the podcast where you were a guest and leverage it to your benefit

Resources/Links:

• Leverage and repurpose your podcast opportunities and generate quality leads and clients. Click here: leverageyourpodcast.com/guest

Summary:

Are you making guest appearances on different podcast shows and depending solely on the podcast host to handle all the promotions for you?

Why not take advantage of those guest appearances and create your own call to action on your platforms? This way, you can generate more leads and attract new clients.

Host of Leverage Your Podcast Show, Lyndsay Phillips, of Smooth Business Podcasting, helps all podcasters leverage and repurpose their episodes to create authority-boosting content that attracts leads and clients.

In this episode, Lyndsay discusses strategies for repurposing podcast guest opportunities to effectively attract high-quality leads and clients for yourself, rather than solely benefiting the podcast host.

Check out these episode highlights:

02:51 - Lyndsay's ideal client: I would say authors, speakers, entrepreneurs that have a business model.

03:28 - The problem her clients face: A lot of guests are relying on the host to do all the heavy lifting, promote for them. It helps, but it's not your ticket to winning.

04:56 - Symptoms to her client's problem: It's sharing the host's links all the time.

06:50 - Lyndsay's Valuable Free Action [VFA]: Make sure that you're publishing it on your own website.

08:23 - Her Valuable Free Resource: Learn to repurpose your podcast guest opportunities and get more leads and clients: leverageyourpodcast.com/guest

08:34 - Q: What is the missing piece of how and what you need to repurpose from those episodes?A: And that would be reels and YouTube shorts.

Tweetable episode from this episode:

“Ask for the raw video from the host so that you can use that to select the sound bites and nuggets, reels, so that you're showcased in the way that you want to be showcased." - Lyndsay Phillips

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Why you've got to check out today's episode:

• Discover the strategies to achieve consistent and controllable sales, empowering you to scale and broaden your business.
• Learn how to effectively oversee and evaluate your sales funnel alongside your team.
• Uncover an efficient sales process tailored to your business, enabling you to gain insights into every step of the journey.

Resources/Links:

• Download your Sales Operating Guide here and build winning sales strategies: www.regardingsales.com

Summary:

Are you struggling with unpredictable sales and cash flow issues, or finding it challenging to get a handle on how things are running?

It seems like your system may be in chaos, which could be impacting your business's potential to soar. It might be time to fix things and get on track for success!

Liz Heiman is the Sales Operating System Architect and the founder of Regarding Sales. She guides leaders from what’s often a random and chaotic sales process to a systematic and sustainable strategy that fills their prospect pipeline week in and week out.

Listen to Liz as she shares how to implement a sales process that effectively addresses chaos, rather than simply putting a CRM bandaid on top of it, which could potentially worsen the situation.

Check out these episode highlights:

02:26 - Liz's ideal client: I like working with companies that are between like 25 and a hundred million who are changing their go-to market strategies.

03:09 - The problem she helps solve: I take the chaos out of sales so that they have a system that is predictable and manageable so they can grow or scale.

04:24 - Symptom of the problem: One is that feeling that this is chaos. The second is that projection forecasts are completely unpredictable.

05:20 - Mistakes clients often make: That you can just keep doing the same thing for 10, 20, or 30 years.

06:41 - Liz's Valuable Free Action [VFA]: Start doing funnel reviews with your team.

07:25 - Liz's Valuable Free Resource [VFR]: Download the Sales Operating Guide here: www.regardingsales.com

08:08 - Q: How did I get here? A: I got to this point of creating this system because I started with systems and processes and then watched it grow and grow.

Tweetable Takeaways from this Episode:

“You have to change with the market. You have to change with the technology.” - Liz Heiman

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Why you've got to check out today's episode:

• Discover how to create a life that reflects the natural design, both personally and professionally, rather than conforming to human-made standards
• Find a way to build your business centered on your passion while living sustainably
• Explore how to elevate your business by recognizing and optimizing both short-term and long-term cycles of growth and development

Resources/Links:

• Find out how you can have the power to change the world through your business legacy. Read the first two chapters of the 'Regenerative Business' book here: https://www.thedirtyalchemy.com/free-chapters

Summary:

Want to leave a positive and lasting impact to the world and to the people you connect with?

More than sales and profits think about how you can make a real difference in the lives of people you come in contact with.

Sam Garcia is the author of the bestselling book, Regenerative Business, and is the founder of Dirty Alchemy, the marketing agency & consulting firm for conscious entrepreneurs, coaches & course creators.

In this episode Sam shares about what she's doing in regenerative farming. How the idea closely mirrors what we should be like towards the environment and to the people we encounter. It's about touching lives and impacting them.

Check out these episode highlights:

• 01:14 - The whole idea of regenerative farming: Leaving a piece of land better than it was before.
• 02:55 - Context of conscious entrepreneurs: They want to have their business and their passion to be a part of changing the world in a positive way.
• 04:01 - Sam's ideal client: I work with online course creators and service providers who are low-level disgusted with the way we're conditioned to do business.
• 05:02 - The problem she helps solve: We're not trying to use bro marketing tactics, which are a lot of unethical urgency and scarcity.
• 06:41 - Symptoms of the problem: They're burned out, they're uninspired.
• 07:28 - Mistakes Sam's clients make before reaching out: Just trying to do more and work harder.
• 08:08 - Sam's Valuable Free Action [VFA]: Deciding what those larger and smaller cycles are for you will actually make your business feel better and work better.
• 09:42 - Valuable Free Resource: Read the first two chapters of the "Regenerative Business 'book here: https://www.thedirtyalchemy.com/free-chapters
• 10:32 - Sam's inspiring message: If you have a business based around your passion, then you have a lifelong relationship

Tweetable Takeaways from this Episode:

"With the regenerative business framework, it really is about how we build our business based on how nature designs systems versus how humans design systems." - Sam Garcia

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Why you've got to check out today's episode:

• Discover the essential strategies for succession and exit planning to ensure a smooth transition for your business and be prepared for the inevitable.
• Find out how to reap the rewards of your hard work and find the true value of your company's worth.
• Discover the essential actions, key stakeholders to engage, and effective strategies for successful succession planning. By taking proactive steps, you can ensure preparedness and minimize the risk of job losses and business disruptions.

Resources/Links:

• Click here to 'How to Avoid the Succession Pitfalls and Create Valuable Exit Options': https://thebusinesstransitionsherpa.com/the-business-transition-handbook/

Summary:

Is the idea of succession planning always being pushed to the side?

Before it's too late, it's important to assess your company's value and ensure that you are duly rewarded for it. Whether the company is sold or not in the future, proper preparation can help you avoid succession issues and facilitate a smooth transition for your business.

Laurie Barkman, The Business Transition Sherpa(TM), works with owners from transition to transaction as a business growth and M&A Advisor. Author: "The Business Transition Handbook". Host: "Succession Stories Podcast"

Join Laurie as she explores through the importance of succession planning and helps you develop valuable exit strategies for your business.

Check out these episode highlights:

• 01:46 - Laurie's ideal client: Business owners in the United States who are contemplating ownership succession within the next five to seven years from the transaction standpoint.
• 02:05 - The problem Laurie helps her client solve: 100% of owners are gonna leave one day, but very few are prepared.
• 02:42 - Symptoms of the problem her clients are facing: They don't know what to do. They don't know what steps to take. They don't know who to work with.
• 04:11 - Mistakes clients make before seeing Laurie: They just keep pushing it to the back burner. It's the classic important, not urgent thing to do until it is urgent.
• 06:04 - Laurie's Valuable Free Action [VFA]: The number one thing is to set an intention.
• 06:59 - Her Valuable Free Resource [VFR]: wwwthebusinesstransitionhandbook.com
• 07:29 - Q: How did I get started in being a merger and acquisitions advisor and business transition advisor? A: I went through a transaction with a privately held company, was hired in from the outside and it was a very, very successful exit, that's how I got started with it.

Tweetable Takeaways from this Episode:

"Set an intention for your end game, even if it's 5, 7, 10 years away; think forward to be able to look backward." - Laurie Barkman

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Why you’ve got to check out today’s episode:

• Learn more on how to get more leads without sounding too pushy or aggressive
• Find out how to get profitable ads all the time with the right sales copy
• Get the secret on how you can stop your marketing from being boring and get more clients all the time

Resources Links:

• Want to know how to get your clients to say “YES” all the time? Click here: https://www.gameofconversions.com/copywriting-secrets/

Summary:

Do you want to know how to create high-conversion sales copy that will get you that sweet “YES” all the time?

The right sales copy is the answer to all your lead problems. By having a high-impact sales copy equipped with the power of human psychology, you can get anyone to say “YES” to you! All you need is the right equipment, a better mindset, and the perfect sales copy technique for you and your business.

Csaba Borzasi is a former psychology researcher turned lead activation and conversion expert.

Don’t forget to grab a pen and paper as we listen to Csaba’s insightful message on how you can close deals all the time without worrying about changing up your sales copy all the time. He also shares a glimpse into the secret recipe behind 100 of the most profitable ads of all time.

Check out these episode highlights:

• 01:30 - Csaba’s ideal client: It's basically an education-based online businesses that sell genuine transformation products. So not just courses or information products, but those who do make an impact, and they want to make a bigger impact.
• 02:14 - The problem he helps solve: The biggest problem I usually see is that most of these people are struggling with leaky funnels, low conversion rates, and weak copy. So I basically help them identify and fix their biggest leaks.
• 03:00 - The symptoms of the problem: One of the biggest ones is they're not really generating responses in the things that they're doing. Most of the time, these are emails, like most of these people have email lists.
• 04:15 - What Csaba learned from the 100-proven sales letter: I would say one of the top lessons was that you really have to make sure that your message is not boring.
• 06:04 - Csaba shares an example of what entertaining marketing looks like
• 09:06 - Csaba’s Valuable Free Resource (VFR): Want to know how to get your clients to say “YES” all the time? Click here: https://www.gameofconversions.com/copywriting-secrets/
• 10:30 - Q: What's the number one insight that I've learned during the challenge? A: Just talk to people, like real people. Not avatars or something like that.

Tweetable Takeaways from this Episode:

“People buy from people.” -Csaba Borzasi



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Why you've got to check out today's episode:

• Discover a simple yet effective three-step process for crafting strategic content
• Learn the art of creating content that captivates, connects, and converts
• Find out how to develop a winning strategy for your business that aligns with your sales plan

Resources/Links:

• Interested in creating content that converts and connects? Click here: https://sales.contentqueenmariah.com/content-strategy-workshop

Summary:

Is your content falling flat, leaving you with no engagement or resonance, and hearing crickets in the response?

When creating content, it's essential to go beyond just posting for the sake of it. Three key elements need to be present for it to be relevant and strategic.

Mariah MacInnes is the Founder of Content Queen and a digital nomad. She is a professional marketer with a background in Journalism and Public Relations.

Get ready to lend an ear as Mariah shares her winning content strategy for captivating your audience, getting them to resonate with you, and ultimately converting.

Check out these episode highlights:

02:16 - Mariah's ideal client: Small business owner and entrepreneur who is now being turned into a little bit of a content creator.

02:56 - The problems she helps her clients solve: This connection, conversion, and brand awareness elements that comes through strategic content.

04:16 - How to be strategic with your content: I break it up into three parts, which is research, the strategy element and the process.

06:24 - Symptoms to her client's problems: They're burnt out and in the hamster wheel of content creation.

06:45 - Mariah's Valuable Free Action [VFA]: Sitting down and building out a strategy for your business that aligns with that sales plan.

07:54 - Her Valuable Free Resource [VFR]: contentqueenmariah.com

08:41 - Q: What is one thing missing in people's content strategy? A: And the answer is storytelling.

Tweetable Takeaways from this Episode:

"If you're not sharing stories, you can't captivate your audience and you can't connect with them and build conversion." - Mariah MacInnes



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Why you’ve got to check out today’s episode:

• Find out why doing your copywriting doesn’t actually save you any money
• Understand how you can get your ideal buyers to say yes to anything you offer
• Learn more about the sales-changing roadmap that will get your copywriting game up on the boards

Resources/Links:

• Want to get the Buyers’ Roadmap? Click here: https://www.jonbenson.com/roadmap

Summary:

Do you really think doing your own copywriting can save you tons of money?

Spend your time and effort on something else, and let someone do your copywriting for you. Or even now, in our techno-centric world, try incorporating AI into your sales copy. Words are just as vital as anything else, especially when you’re trying to sell. Say the best words, secure your ideal clients, and sell more with the right sales copy.

Jon Benson is one of the top copywriters alive, plus is the Founder of BNSN.AI, the “magic button” app for sales copy.

Listen in to Jon’s magical words on how you can persuade your ideal buyers to always say “YES” to you through the power of the right words and excellent copywriting magic.

Check out these episode highlights:

• 01:39 - Jon’s ideal client: Small business owners, marketers, and entrepreneurs.
• 01:56 - The problem he helps solve: We give them words that sell. These words are used in everything! I mean, this is the one thing that I'm talking about.
• 03:17 - The symptoms of the problem: They have an offer or an idea for an offer, and they have no idea how to sell it, or they have no idea why it isn't selling
• 04:41 - Clients’ common mistakes before consulting Jon: It's like trying to fix your car by yourself without being a mechanic. It's not a good idea. Unless you're broken down on the side of the road, you should call a mechanic.
• 06:19 - Jon’s Valuable Free Action (VFA): I can send them to free training that I have that's something they would start. And what that training does is help people understand what I'm talking about when I say understanding the words that their ideal buyer needs to know.
• 07:05 - Jon’s Valuable Free Resource (VFR): Want to get the Buyers’ Roadmap? Click here: https://www.jonbenson.com/roadmap
• 08:54 - Q: Why are words more important than say a video or something else? Why are words so vitally important? A: Everything is centered on words. And the ultimate form of persuasion is when people hear something, and they see it.

Tweetable Takeaways from this Episode:

“Copywriters are both scientists and artists combined in a sense. We understand persuasion, so there's a psychology to it.” - Jon Benson



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Why you’ve got to check out today’s episode

• Discover what is the tao of sales babble and how to increase your sales without the stress and fear
• Learn why listening more and talking less can help you close more sales
• Understand how an attitude of reciprocity is important in increasing your sales and building relationships

Resources/Links:

• Want to know how to stop your sales babble and turn conversations into sales? Click here: https://www.salesbabble.com/

Summary

Do you often get the sales jitters whenever you make a sales call?

Selling shouldn’t be complicated and stressful. Get over your fear and stop the sales babble by starting to get clear of your intentions and adopt an attitude of reciprocity.

Pat Helmers is a software engineer turned startup sales manager turned podcaster/influencer dedicated to helping others find success using non-pushy sales by authoring a new book titled, Tao of Sales Babble.

Listen in to Pat’s sales-changing advice on how the power of talking less and listening more can greatly shift your sales game in the market. He also shares the importance of shifting your sales intentions into helping solve people’s problems rather than just extensively marketing your product.

Check out these episode highlights:

• 01:27 - Pat’s ideal client: The podcast is really centered on business-to-business people, people who are selling to other businesses.
• 02:34 - The problem he helps solve: The biggest problem for them is to discover them and kind of coach them, actually to be fully understanding of their problems and their challenges and aspirations. Lots of times people haven't really fully thought that out.
• 03:34 - The symptoms of the problem: A lot of people in the business space are really good at what they do, especially when it comes to smaller companies, founders, or startups. They know their technology, or they know their skills, but they're terrible at selling.
• 05:43 - Clients’ common mistakes before consulting Pat: You should be doing probably 40% of the talking and getting them to talk 60%.
• 07:18 - Pat’s Valuable Free Action (VFA): I think if you adopt an attitude of reciprocity, that "I'm here to help them and they'll be helping you". If you have reciprocity in your head, then you won't be thinking that it's a contest, and it's a competition. It's more about partnership.
• 08:06 - Pat’s Valuable Free Resource (VFR): Want to know how to stop your sales babble and turn conversations into sales? Click here: https://www.salesbabble.com/
• 08:50 - Q: Can anybody be a good seller? A: Yes! You may not be the greatest seller in the world, but I believe we have internally, in us, a desire to help others.

Tweetable Takeaways from this Episode:

“The more they talk, the more likely they'll buy.” -Pat Helmers

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Why you’ve got to check out today’s episode:

• Discover how to get more people to say “yes” to your offer without the fear
• Learn more about the prioritization framework to get your marketing intentions straight and effective
• Understand what is “ATM” and where should you properly spend it

Resources/Links:

• Want to know how you can prioritize your marketing at a budget? Click here: https://www.themarketingblender.com/marketing-lab-23web

Summary:

Have you been spending most of your budget on marketing but nothing just seems to be working?

A great marketing system doesn’t start with splurging most of your money into it without getting consistent results. Marketing isn’t supposed to be complicated. Start first with allocating a budget, spending your time wisely, and prioritizing the important high-impact, less-cost aspects of your business.

Daisy McCarty is a fractional chief marketing officer and brand message strategist committed to helping businesses STOP wasting time and money on marketing that doesn’t work.

Listen to Daisy’s recommendable and promising tips on how you can build a marketing system that actually works for you and turns prospects into clients without needing to splurge!

Check out these episode highlights:

• 01:44 - Daisy’s ideal client: For our small business program here at Blender, it's a solopreneur startup or small business that's under a million in revenue.
• 02:12 - The problem she helps solve: I really solve two problems. Number one is helping businesses get in front of more potential customers. And number two is helping them get more of those people to say "yes" to their offer.
• 02:32 - The symptoms of the problem: They're always struggling to hit revenue goals. Usually, they're trying tactics kind of piecemeal and hoping that something is going to work.
• 03:20 - Clients’ common mistakes before consulting Daisy: The most common mistakes are around the assumptions they're making about how marketing works. So half of them think marketing is a mystery. And they just have to try things and hope something's going to work.
• 04:26 - Daisy’s Valuable Free Action (VFA): I'd like to share a prioritization framework for this one. So number one, you have to be aiming at the right problem. So it's visibility or getting enough traffic to the site or getting people to take the next step.
• 06:35 - Daisy’s Valuable Free Resource (VFR): Want to know how you can prioritize your marketing at a budget? Click here: https://www.themarketingblender.com/marketing-lab-23web
• 07:32 - Q: How much should small businesses be spending on their marketing? A: This is a scary question to ask because most businesses that are starting up or they're smaller are not spending anywhere close to what they should.

Tweetable Takeaways from this Episode:

“Marketing is a solvable problem. It's not a mystery.” -Daisy McCarty



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Why you’ve got to check out today’s episode:

• Discover how you can increase your sales without sacrificing a dime
• Understand the importance of preparation and practice in getting your sales calls done
• Learn more about the three-step Salesology Method and gain control over your sales

Resources/Links:

• Click here to unlock your sales potential by joining the Sales Quest Live at https://gosalesology.com/

Summary:

Do you want to know how you can close more sales without sacrificing a dime?

Sales don’t have to be scary and stressful. It doesn’t have to cost a lot too! For you to feel more confident and comfortable and close more sales calls, you need to understand the importance of practice and preparation. Gain control and get more sales while building confidence!

Wendy Weiss is the creator of the Salesology Prospecting Method which generates predictable sales revenue results. She has helped 775 businesses increase qualified appointments and sales faster, more easily, and more profitably. A former ballet dancer, Wendy believes everything she knows in life and business she learned in ballet class.

Sit back and grab a pen as Wendy talks about how you can close more high-ticket sales with the power of taking action. She also dives deeper into how you can get better at prospecting with the three-step Salesology Method!

Check out these episode highlights:

• 02:21 - Wendy’s thoughts on how to increase sales: The number one thing that business owners and entrepreneurs can do to increase sales is to take action.
• 04:12 - Her tip on how to get over your fears: The really good news for any of you who are nervous. It's a communication skill. It can be learned, and it can be approved.
• 05:53 - What is the three-step Salesology Method?
• 08:48 - Click here to unlock your sales potential by joining the Sales Quest Live at https://gosalesology.com/

Tweetable Takeaways from this Episode:

“Perfection is the enemy of selling. Good enough is good enough. Your sales conversations don't have to be perfect. You just have to do it!” -Wendy Weiss



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Why you’ve got to check out today’s episode:

• Find out what is your leadership style and how you can turn it into your entrepreneurial superpower
• Learn why you need to notice where your resistance is in your business to unlock abundance
• Understand how frustration can limit your effectiveness in your business

Resources/Links:

• Want to know what’s your secret entrepreneurial superpower? Click here: https://www.lizwolfecoaching.com/resources/quiz/

Summary:

Do you want to know how you can grow your business without the stress, hassle, and expenses just by how you lead?

Your CEO leadership style plays a big and crucial role in determining if your business is out for success or failure. It can make or break your business if you don’t get it right. Stop the resistance and find out what your CEO leadership style is– your secret superpower!

Liz Wolfe is a business coach who helps entrepreneurs get unstuck so that they can create an abundant business.

Catch Liz as she shares the ultimate secret on how to grow your business— by embracing your strengths and loving your leadership style! She also talks about how to avoid potential pitfalls and unlock abundance.

Check out these episode highlights:

• 01:33 - Liz’ ideal client: My ideal client is anyone who feels stuck in their business. I mostly work with newer entrepreneurs, people who are in their zero to five years of their business.
• 01:52 - The problem she helps solve: The main problem I help people solve is to launch and grow an abundant business.
• 02:52 - The symptoms of the problem: Some of the symptoms are this idea of feeling stuck where you're working really hard, or you feel like maybe you don't have enough experience, and you feel like you don't have the credibility you want or you feel like you should have better connections.
• 04:04 - Clients’ common mistakes before consulting Liz: The biggest thing is struggling against your leadership style. And I'll give you an example. So that would be, if you are what I call a "Chief Enthusiasm Officer", you're someone who has a lot of ideas and creativity.
• 06:15 - Liz’ Valuable Free Resource (VFR): Want to know what’s your secret entrepreneurial superpower? Click here: https://www.lizwolfecoaching.com/resources/quiz/
• 07:19 - Liz’ Valuable Free Action (VFA): Notice your resistance and know that that's coming from your resistance to being a way that you are not naturally a way to be.
• 08:12 - Q: How do I get past this? And is this really possible for me? A: Absolutely. The answer is, we're on this entrepreneurial journey together to be in discovery. So, be in that open space of discovery.

Tweetable Takeaways from this Episode:

“Ask yourself the question, what am I resisting right now? And I promise you, you will discover something helpful for you to move forward in your day.” - Liz Wolfe

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Why you’ve got to check out today’s episode:

• Learn why it’s not all about getting big but more about forming deeper relationships with your clients
• Find out what the impact of being crystal clear on your offer has on your clients
• Understand how being in the right room with like-minded people can help you organically grow your business and yourself

Resources/Links:

• Want to know how to fuel your business and life to be the best? Click here: https://www.getknowngetpaid.com/6questions

Summary:

Do you want to know how you can love your business and love your life at the same time without any constraints?

Growing out your business shouldn’t be stressful and lonely. Escape that loneliness and dive into business and life fulfillment by being in a room full of like-minded people that share the same goal and purpose as you! But, growth doesn’t have to stop there. By having a clear mind, and an offer to give to your clients, you’ll be one step away from loving your business and life right now!

Podcast Guesting Success Expert Nancy Juetten loves her business and her life. One without the other isn’t good enough. Today, we talk about how this can be your reality, too.

Get your ears and pen ready as Nancy talks about how you can love your business and life right now through the right network and a better mindset. She also shares her secrets on how you can bring confidence and conviction to the table to turn prospects into long-term clients.

Check out these episode highlights:

• 02:09 - Nancy’s ideal client: My ideal client is a successful, established, lifestyle entrepreneur who wants to link arms with other people who are in similar scenarios.
• 02:38 - The problem she helps solve: The problem I solve for them is the isolation of loneliness that they feel trying to go it alone. And it's hard to know what's on the jar, with a label on the jar, when you're inside of it.
• 03:38 - The symptoms of the problem: If you are someone who has been working some complicated funnel, or someone who's been tinkering with Facebook ads, and hoping that cold leads would save the day, maybe it's time to look at organic, natural marketing, referrals and real relationships with like-minded people.
• 05:39 - Clients’ common mistakes before consulting Nancy: The most important question for everyone to ask themselves is, are you in the right room for what you're trying to do and who you're trying to serve?
• 08:02 - Nancy’s Valuable Free Action (VFA): Be really crystal clear about the next step you want your client to take in your direction. If you give them too many choices, they might make no choice.
• 08:36 - Nancy’s Valuable Free Resource (VFR): Want to know how to fuel your business and life to be the best? Click here: https://www.getknowngetpaid.com/6questions
• 09:17 - Q: What would you tell your younger self if you were starting your business again, right now, right here? A: I would say that I would have believed in myself more boldly. I would have paid attention to the right business model that was right for my sensibilities

Tweetable Takeaways from this Episode:

“Love your offer enough that you would be willing to invest 10 times the value to get the same benefit for yourself.” -Nancy Juetten



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Why you’ve got to check out today’s episode:

• Discover how to continuously drive traffic into your funnel and multiply your sales
• Learn why you should start tracking your ads to invest more in the right one
• Know what’s the best and right funnel for your business and get high-ticket sales

Resources/Links:

• Want more tips on how to multiply your income streams? Click here: https://www.leadsurgebook.com

Summary:

Do you want to know how you can implement the right funnel for your business and get a stream of high-ticket sales?

Growing your business by just relying on referrals and ads isn’t going to get you anywhere. You need to first establish the right funnel to drive traffic and generate constant high sales!

Terence Tam is the Founder of the Radical Marketing agency which drives growth for coaches and course creators. He recently authored Lead Surge which details 8 effective funnels for coaching businesses.

Grab your coffee and take a pen as we listen to Terence's promising secrets on how you can find the best funnel for your business and get multiple streams of high-ticket sales.

Check out these episode highlights:

• 03:22 - Terence’s ideal client: My ideal clients are high-ticket coaches and course creators who want to scale. A lot of them have all this great, awesome information and products, but they don't know how to scale.
• 03:54 - The problem he helps solve: Once you have built your funnel, you need to drive traffic, right? Otherwise, nobody knows about you. And that's where we come in and write really awesome ads.
• 04:59 - The symptoms of the problem: From many of the coaches I've seen, they try to rely on referrals. They try to rely on organic social.
• 06:11 - Clients’ common mistakes before consulting Terence: There are so many potential things, but one of the things is they don't have the right funnel for their particular business and their particular offer.
• 07:23 - Terence’s Valuable Free Action (VFA): I believe what would be good if you're not going to build a whole funnel is what I described in the book called what we call "lead ads". So you're basically generating leads online without actually building a whole funnel.
• 08:22 - Terence’s Valuable Free Resource (VFR): Want more tips on how to multiply your income streams? Click here: https://www.leadsurgebook.com
• 09:21 - Q: Why should you build a funnel? A: The key is, if you have that funnel, basically, you can scale your business to the moon.

Tweetable Takeaways from this Episode:

“Track everything to make sure which ads are getting the right people into your funnel and getting you the ideal clients.” -Terence Tam



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Why you’ve got to check out today’s episode

• Find out what is your signature process and how it can cut your time in half while increasing sales
• Discover why making the switch from a one-to-one model to a one-to-many model is important for your business
• Learn more about the importance of solidifying your signature process in managing your time and business

Resources/Links:

• Want to know more about how you can increase your sales while cutting your workload in half? Click here: https://www.jasonvanorden.com/scalable-genius/

Summary

Do you want to know how you can increase your sales by serving more clients in half the time and stress?

Having a model isn’t enough if you are more stressed, losing prospects, and often caught up in it. A one-to-one model may sound the best, but having your very own signature process (and maybe, even switching to a one-to-many model) can promise you more leads and more profit at a lesser time and cost.

Jason Van Orden helps coaches and consultants create group programs that serve ten times the clients and cut their workload in half without sacrificing client results.

Make sure you’ve got your pen and paper ready as Jason talks about how you can create your very own signature process that can guarantee you more clients without sacrificing any of your current progress or sales. He also shares his secrets on how you switch to a one-to-many model at ease!

Check out these episode highlights:

• 02:29 - Jason’s ideal client: It's that coach or consultant doing great work for a while. They know who their ideal client is. They know how to get some really good results.
• 03:16 - The problem he helps solve: It’s serving more people in less time, but not sacrificing the results either. I know that coaches and consultants get into business because they want to change people's lives.
• 05:12 - The symptoms of the problem: So they're feeling pulled between, "Okay, I'm marketing and finding new leads. Okay, now I'm trying to sell to bring people in. Okay, now I got to serve those clients," right? And there's these different parts of our business.
• 07:08 - Clients’ common mistakes before consulting Jason: So there's one or two that I see the most often. One is thinking, "Hey, I'm so valuable to my clients. I have to be in the room. It's me being intuitive. I'm integral to the process."
• 08:39 - Jason’s Valuable Free Action (VFA): The first thing is to start defining your signature process. So how do you do that? Well, start breaking down and noticing the themes and how you guide them from here to there and think of it in terms of milestones.
• 09:26 - Jason’s Valuable Free Resource (VFR): Want to know more about how you can increase your sales while cutting your workload in half? Click here: https://www.jasonvanorden.com/scalable-genius/
• 10:15 - Q: How did the universe start? Where did it all come from? A: Actually, I don't know. But I love thinking about it as much as I can, like, why are we here?

Tweetable Takeaways from this Episode:

“Your ideas can be turned into a system where that becomes the star of the show. That becomes the thing that your clients are buying into.” - Jason Van Orden



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Why you’ve got to check out today’s episode:

• Discover how to secure more sales without the fear of being too pushy, aggressive, or salesy
• Find out how you can use your personality style to increase your sales and attract the right clients
• Learn how to stop the “bright shiny object” syndrome and start closing sales through conversations

Resources/Links:

• Want to find out what your personality style is to attract the right clients for you? Click here: https://www.nancyzare.com/alikeability-assessment/

Summary:

Do you keep on trying different marketing tactics but struggle to secure a stable stream of sales?

Marketing doesn’t automatically equate to sales. For you to successfully grow your business, it is important to generate visibility and credibility. But for you to close sales, connecting with prospects through conversations is crucial.

Using psychology, Nance Zare, Ph.D. teaches caring professionals how to get clients without being salesy.

Marketing isn’t enough if you don’t know how to close sales. Sit in and listen to Nance as she shares how to authentically secure more clients without wasting a penny on your marketing. She also talks about how you can use LinkedIn to help grow your business through connecting and conversing.

Check out these episode highlights:

• 02:17 - Nancy’s ideal client: It is that smart, caring professional who is invested in his or her occupation to have that advanced degree perhaps a certification or license.
• 02:43 - The problem she helps solve: The problem I solve is that these people are shy about self-promotion. They don't want to be pushy and aggressive, as you suggested. And at the same time, they need to make a good living.
• 03:39 - The symptoms of the problem: As I mentioned a moment ago, they have some sort of credential that enables them to give their service. They believe that no one taught them in the school or the training program they attended how to market, run a business or perhaps sell.
• 05:26 - Clients’ common mistakes before consulting Nancy: I believe that they suffer from what's called the "bright shiny object" syndrome. In other words, they are lured by marketing messages that say, "You can 10x your income. You can make 10k a month by just following our techniques."
• 06:52 - Nancy’s Valuable Free Action (VFA): So the tip has to do with reading LinkedIn profiles. You know, we look at somebody's profile usually when we don't know them, maybe they're on our calendar. But what are we looking at?
• 08:42 - Nancy’s Valuable Free Resource (VFR): Want to find out what your personality style is to attract the right clients for you? Click here: https://www.nancyzare.com/alikeability-assessment/
• 09:23 - Q: Who am I as an individual? A: I'm very heart-centered and spiritually based. And I think that the people who work with me likewise gravitate to somebody who is also heart-centered and cares about people.

Tweetable Takeaways from this Episode:

“Marketing fills the sales funnel, as you know. It should generate visibility and even credibility. But in order to close sales, you're going to have to have a conversation with that prospect.”- Nancy Zare



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Why you’ve got to check out today’s episode:

• Find out how you can start and monetize your knowledge through a successful Internet business
• Learn what is a “hybrid product” and how you can create your own while saving time
• Understand the importance of consistency in promoting your product online and growing your business

Resources/Links:

• Want to know how you can sell digital products without stress? Click here: https://www.makeonce.com/

Summary:

Do you want to know how you can sell your knowledge and expertise online without sacrificing your time, money, and efforts?

In order for you and your Internet business to get the success it deserves, it is important to create a digital product that can solve your audience’s problems while building a subscription community around it.

Mike Gowans is an expert in launching, growing, and monetizing digital businesses and memberships.

Sit back and tune in to Mike’s amazing insights as he talks about how you can monetize your knowledge into a successful Internet business.

Check out these episode highlights:

• 01:24 - Mike’s ideal client: There are two real kinds of ideal clients. There's the one person that is trying already. They already decided they want to sell information online.
• 02:36 - The problem he helps solve: The big problem with a lot of them is that they're just overthinking things. They're making it more complicated than it needs to be.
• 05:30 - The symptoms of the problem: You've tried to sell things online. I mean, I did all that. Tried everything-- MLM. I mean, I had a ton of different jobs. And you said something like, "Hey, you're actually doing the thing each day, so that you're showing them how to do that."
• 05:30 - Clients’ common mistakes before consulting Mike: People, the problem, the big one that they have that I see, or where they know that they need this, is they don't have any consistency. And there are all kinds of things happening that don't need to be happening, like they're buying little software, or they're doing all this stuff.
• 07:30 - Mike’s Valuable Free Action (VFA): They think they need to create the product before they sell it. The thing you want to do is just like an architect-- lay out the plan, get the model made, get the blueprints made, and sell that blueprint, sell that model.
• 08:01 - Mike’s Valuable Free Resource (VFR): Want to know how you can sell digital products without stress? Click here: https://www.makeonce.com/
• 08:48 - Q: Where do you start? A: The thing I would say is what problem do you want to solve? Figure out a problem that you actually get excited about solving and then start solving it for people.

Tweetable Takeaways from this Episode:

“Figure out a problem that you actually get excited about solving, and then start solving it for people.” -Mike Gowans

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Why you’ve got to check out today’s episode:

• Discover how you can make your unique value proposition more attractive so that it can dominate the market
• Learn what’s the best marketing strategy for you that can give you organic and long-lasting results
• Understand why you can’t be ignorant of changes if you want your revenue to grow

Resources/Links:

• Want to know more on how to authentically and permanently increase your revenue? Click here: https://www.christophersalem.com/

Summary:

Do you want to know what you can do to increase your revenue and make an impact on your KPIs without the stress?

Growing out your business won’t be possible if you’re not open to innovation and new ideas. Constant communication, openness to help, and removing ignorance can be your stepping stones to increasing your business growth, and revenue and becoming a trusted advisor in your business as well.

Christopher Salem is a Business Growth Strategist. His weekly radio show, Sustainable Success, is a part of the Voice of America Influencers Channel.

Watch out for Chris’ amazing insights and top tips on how you can increase your profit and grow your business by being a trusted advisor in your business.

Check out these episode highlights:

• 01:54 - Chris’ ideal client: My ideal client is going to be someone who is open-minded, number one, meaning that they know their business. They probably have a lot of experience but are open to new ideas
• 02:24 - The problem he helps solve: The problem I solve is exactly that! Whatever could be better in their business. That could be revenue. That can be the net profit margin. A combination of both.
• 03:21 - The symptoms of the problem: There can be, obviously, that their revenue is stagnant. It hasn't been growing. The net profit margin could stay the same or worse, regressing, compared to the average.
• 04:51 - Clients’ common mistakes before consulting Chris: It comes down to either-- one, first lack of awareness or ignorance in itself. They're not open to new ideas.
• 06:15 - Chris’ Valuable Free Action (VFA): I would say that first, look at whether their communication is working or not working. Could it be better?
• 07:10 - Chris’ Valuable Free Resource (VFR): Want to know more on how to authentically and permanently increase your revenue? Click here: https://www.christophersalem.com/
• 07:52 - Q: What is the number one key revenue and profit strategy that businesses should look at before deploying other revenue and net profit strategies? A: I'll make it very simple. It is your unique market-dominating decision or a unique value proposition.

Tweetable Takeaways from this Episode:

“Everything starts with strong communication where it's not based on assumption and speculation, but when it's specific, clear, and concise.” -Christopher Salem

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Why you’ve got to check out today’s episode:

• Discover what is the promising “painless prospecting” and how you can practice it in your business
• Learn how you can turn conversations into customers by disregarding the “numbers” mentality
• Understand how you can become the sales prey and let your prospects come to you instead

Resources/Links:

• Want to learn a more effective way to prospect clients? Click here: https://www.conversedigital.com/

Summary:

Are you tired of selling and selling but nothing seems to be working?

Selling isn’t to be scary and tiring, especially in a digitally-centric world. Establishing relationships and connecting with your audience is a crucial step in increasing your sales. Introduce yourself, get connected, and feed them the information they might need.

Tom Martin, the author of The Invisible Sale, is a no-nonsense, straight-talking 30-year vet of the sales and marketing business who favors stiff drinks, good debates, and helping people and organizations turn conversations into customers.

Take a break and listen to Tom’s amazing insights on how you can skip the sales stress and turn your simple conversations into some promising sales!

Check out these episode highlights:

• 02:01 - Tom’s ideal client: We have two. The first is agencies that lack efficient, effective, or ongoing business development programs in place, and we help them create those.
• 02:57 - The problem he helps solve: It really comes to the two places. In the agency world, it tends to be the problem we solve is that agencies often are owned by people who don't think they're very good at selling, don't know how to sell, and maybe dislike it because it makes them feel like a used car salesman.
• 05:24 - Clients’ common mistakes before consulting Tom: If it's in the agency world, they'll hire a rainmaker, a salesperson for the agency, and that usually, more often than not, completely backfires.
• 07:29 - Tom’s Valuable Free Action (VFA): A top tip is to pick five people you want to work with, spend some time and research, and learn everything. You stalk them and learn everything you can about them.
• 08:14 - Tom’s Valuable Free Resource (VFR): Want to learn a more effective way to prospect clients? Click here: https://www.conversedigital.com/
• 08:58 - Q: How do you stay cool when you're in 100 and some degree weather, nonstop, all day, every day? A: You jump in your pool. You buy lots of ice and throw it in the pool because even the darn cool water's hot!

Tweetable Takeaways from this Episode:

“Continue building a relationship. Eventually, you'll find an opportunity to start selling. And when you do, you'll find a much better success rate.” -Tom Martin

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Why you’ve got to check out today’s episode:

• Discover the importance of bringing core values into your sales culture
• Learn why sincerity and authenticity are your superpower in sales amidst AI content
• Find out how can you increase your sales through the bottom-up approach

Resources/Links:

• Want to learn how to boost your sales through the power videos? Click here: https://www.danjourdanvideo.com/

Summary:

Do you want to switch up your sales game and effectively increase your revenue for your company?

In a world where AI is slowly rising, most content can already be written by AI or be computer-made. Despite these trends and new innovations, authenticity and sincerity will always be the superpowers of humans that AI can never replace. Blending your core values into your work culture and keeping authenticity in sales is the key to increasing your revenue.

Dan Jourdan works with companies that are having problems getting new customers.

Get your pen and paper ready with what Dan has to share on how you can get off that sales plateau and increase your profit through the power of authenticity, sincerity, and kindness.

Check out these episode highlights:

• 01:24 - Dan’s ideal client: Service companies with at least three salespeople. And by service company, I mean, companies that do work in people's houses-- roofers, H-back, plumbers. People like that are really awesome businesses.
• 02:27 - The problem he helps solve: Generally lackluster sales performance from people. It's a pariah that people have an attitude of what's- I say, I love the sales business. I love making friends with strangers.
• 03:12 - The symptoms of the problem: All those things could be happening. But there's a general feeling of "blah". There's high turnover. There's a very low kind of buy-in to the company and the culture.
• 04:49 - Clients’ common mistakes before consulting Dan: There are two answers to it. One is they do too much. Meaning they start top-down and say, "We're going to reinvent an entire process here and do all the red Bobs in the sales ops and get the whole offers."
• 05:56 - Dan’s Valuable Free Action (VFA): So the one tip when cold calling and meeting somebody new, is never to say, "Hi, how are you doing today?" because they know it's a cold call, and they'll put up their defenses. Instead, you use the seven magic words, which are, "I wonder if you could help me."
• 07:32 - Dan’s Valuable Free Resource (VFR): Want to learn how to boost your sales through the power videos? Click here: https://www.danjourdanvideo.com/
• 08:08 - Q: What about AI? A: That's the challenge that all salespeople are having to kill. Their life is going to be changed by this whole thing. It's actually such a plus for you.

Tweetable Takeaways from this Episode:

“While I think that cold calling is probably the worst way to get a customer, it's probably the best way to learn how to sell.” -Dan Jourdan

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Why you’ve got to check out today’s episode

• Find out the power and advantage of planning everything out rather than planning none
• Understand why it’s better to invest in a professional rather than an amateur
• Learn how you can effectively align your goals and plans with your team

Resources/Links:

• Want to know how to create a strategy that effectively works for you and your team? Click: https://www.info.growthinstitute.com/opsp/MTI

Summary

Do you want to know how you can 10x your impact without all the stress and drama?

We may have big plans for our team, but not until you have a simple yet effective strategy to execute it, you’ll have a hard time aligning it with your team. This can later on cause drama and tension. To effectively increase your impact (even by 10x) and have less drama, you need to plan everything, even the unexpected things.

Daniel Marcos is the co-founder and CEO of Growth Institute, the leading online education company for C-level executives at fast-growing firms. He is a keynote speaker and a CEO Coach with a mission to help 1 million entrepreneurs scale their impact and reduce drama.

Come and join Daniel as he talks about how you can build a better impact and avoid that unnecessary drama by thorough planning. He also shares his tips on how you can get your team aligned by building a simple yet effective strategy.

Check out these episode highlights:

• 02:45 - Daniel’s ideal client: We serve mid-market companies and small startups that they really want to scale. If you want to 2x or 3x your company in the next couple of years, we're the guys that help you do that.
• 03:33 - The problem he helps solve: We help them to solve really main two things-- get the right strategy, and get everyone on the same page. And then some disciplines process and everything to help implement it correctly.
• 05:08 - The symptoms of the problem: Everything that happens that is not planned creates trouble. What we do is we- that's when they call us. When they have a lot of drama.
• 06:44 - Clients’ common mistakes before consulting Daniel: The first one is they don't have the strategy in a simple and clear format that makes sense for everyone to understand. So we work a lot with strategy.
• 08:39 - Daniel’s Valuable Free Action (VFA): Take the time to write a plan. So, as an example, as I said earlier, people say, “I want my team to be on the same page.” And they said, "Show me the page." They don't have their strategy written on one page.
• 09:28 - Daniel’s Valuable Free Resource (VFR): Want to know how to create a strategy that effectively works for you and your team? Click: https://www.info.growthinstitute.com/opsp/MTI
• 10:00 - Q: Usually, as leaders, we wake up kind of late with an alarm. And then we have a lot of drama in our personal life, going to the office. And then we get to the office, we bring a lot of drama to our teams, I always wake up two hours before I need to engage in business.

Tweetable Takeaways from this Episode:

“You're going to have a great idea, but if you cannot implement it, it's not worth it.” -Daniel Marcos

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What You'll Learn From this Episode:

• Learn the advantages of incorporating AI into your team
• Discover how you can use AI as another helpful virtual assistant for your business
• Understand what are the steps for you to build an AI specifically catered to your business needs

Resources/Links:

• Want to find out how you can transform your marketing in just minutes? Click here: https://www.aipersonamethod.com/

Summary

Have you and your employees been feeling overworked, uninspired, and tired of all the work?

With the growing technological advances made available yearly, Artificial Intelligence (AI) has been one of the most powerful tools to be created. The potential AI holds could help lessen the stress and workload while understanding your business and target market. You could stop doing what you hate, and start on what you love.

Jeff J. Hunter is a successful entrepreneur and former Fortune 500 IT Project Manager with a passion for helping businesses achieve success by leveraging AI and building remote teams.

Take a break and listen to Jeff’s amazing insights on how AI can supercharge your business and unlock its full potential while targeting the right audience. He also shares his tips on how you can start creating a human-like AI fitting to your business needs and goals.

Check out these episode highlights:

• 02:17 – Jeff’s ideal client: Well, my ideal client is somebody who either is a business owner or maybe, a digital marketing consultant, agency owner, maybe they’re a coach consultant. And they’re tired of trying to find people to do things for them.
• 04:40 – The problem he helps solve: The problem is that we’re in an ever-growing space where it’s always hard to find the right talent and technology is complicated.
• 06:29 – The symptoms of the problem: Some of the common things to notice are if you always feel overworked, don’t have enough resources, or have repetitive things. That’s going to be the easiest thing to get off your plate.
• 06:29 – Clients’ common mistakes before consulting Jeff: Some of the common mistakes that people use are they’ll download those like prompt packs. You can’t go on Facebook without seeing somebody’s “Download my 3000 prompts” or whatever.
• 07:20 – Jeff’s Valuable Free Action (VFA): I’m going to go back to what I just said– treat the AI like a human, build it like a human. Think about what the elements are. Here are six things that everyone should know.
• 08:25 – Jeff’s Valuable Free Resource (VFR): Want to find out how you can transform your marketing in just minutes? Click here: https://www.aipersonamethod.com/
• 09:18 – Q: Why the heck do you have all these hats back there? A: As an entrepreneur, we wear a lot of hats. So every single one of these has to be on my wall.

Tweetable Takeaways from this Episode:

“If somebody really can replace a lot of their team with AI, it means that their team probably wasn\'t that valuable in the first place, or you built the wrong team.” -Jeff J. Hunter

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Gain insights from Tom's 30 years of experience and 600 OPN partners, learning from his mistakes and understanding why certain OPN promotions work while others don't Discover the concept of Other People's Networks (OPN) and how it can be leveraged to get new clients for free in just two hours per week Understand the importance of identifying and qualifying good OPN partners, and how to approach them to set up mutually beneficial partnerships Get practical steps to get started with OPN, including setting up an email list, developing a lead magnet, and outsourcing the identification and qualification process to a freelancer Resources/Links: Get BULK New Clients Each Month In Only Two Hours Per Week FREE book. Click here: https://gettomsbook.com/ Summary Are you struggling to generate new clients for your business? Do you want a proven marketing strategy that can bring in leads consistently? Look no further! Introducing Other People's Networks (OPN), a revolutionary marketing system that can help you get new clients for free in just two hours per week. Imagine having other people promote your free offer to their email subscribers, generating a flood of new client inquiries every month. With OPN, you can tap into the power of other people's networks and leverage their email lists to reach your ideal clients. By creating a valuable free offer that features your expertise, you can entice potential clients to take action and book a time to chat with you about becoming a client. Don't miss out on this opportunity to transform your marketing and grow your business. Get your hands on the book "Other People's Networks" by Tom Poland, a multiple bestselling author and marketing expert. In this book, Tom shares his step-by-step system for implementing OPN and provides real-life case studies of its success. Check out these episode highlights: 00:10 - Discover the power of other people's networks (OPN) and how it can revolutionize your marketing strategy 00:45 - Learn how OPN can help you get new clients for free in just two hours per week 01:03 - Uncover the secrets of other people's networks and how they can generate a steady stream of client inquiries 02:32 -Real-life examples of how OPN has worked exceptionally well for businesses in various industries 04:34 - Avoid common mistakes when implementing the OPN system and maximize your results 08:09 - Understand the key differences between OPN and traditional joint ventures and why OPN offers more control and accountability 10:34 - Start now and take advantage of OPN to grow your email list and generate bulk inquiries each month 12:44 - Gain insight into the catalyst that led to the discovery of OPN and the potential it holds for your business 15:29 - Identify good OPN partners and leverage their networks to reach your target market effectively 18:12 - Take a sigh of relief as you realize that you don't have to initiate anything in the OPN process 19:08 - Get started with OPN by setting up your email list, developing a lead magnet, and enlisting the help of a freelancer 20:00 - Don't miss out on the launch of "other people's networks" by Tom Poland and learn the step-by-step system to harness the power of OPN Tweetable Takeaways from this Episode: “You've got to get yourself an email list, that's your ticket to entry into the OPN game.” -Tom PolandClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Uwe Dockhorn 00:10 Welcome to an interview with my mentor, Tom Poland. Hi, Tom. And it's a pleasure talking to you today. How you doing Tom Poland 00:17 Today? It's a pleasure talking with you as well. I feel like spiritual one. Well,

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 Learn how you can stop being an advice monster and start being curious in your sales conversations Understand why selling is about building relationships and not just about the transactions Find out what questions you should be asking to turn conversations into sales Resources/Links: Want to find out how to convert your discovery call into a guaranteed sale? Click here: healthystepswithnicole.com/questions SummaryDo you want to learn how to stop the sales struggle and start converting your conversations into promising leads?Sales aren’t actually all about transactions, it’s also about building relationships. It is crucial to understand the importance and the influence of curiosity and confidence in increasing your sales.Nicole Cramer is a sales coach, speaker, and corporate sales trainer. She empowers women entrepreneurs and sales professionals with impactful conversations for more sales, clients, and global influence. She is also a former 7-year corporate sales superstar.Make sure you’re all ears as Nicole talks about how to actually increase conversion on your discovery calls by shifting focus from building transactions to building relationships. She also gives the secret of how you can make selling fun by asking the right questions. Check out these episode highlights: 01:39 - Nicole’s ideal client: My ideal client is a sales professional or entrepreneur who wants to make more sales and understand how to have the conversations that are going to get them there. I think my belief is sales is very relational, and it's not transactional. 02:13 - The problem she helps solve: That's where the feeling of "salesyness" comes from. And salesyness isn't even a real word, but a lot of people use that as the way they describe how they feel when they're selling. 03:09 - The symptoms of the problem: Some of the symptoms, again, are they're feeling salesy, and they're losing sales. And they have a lack of confidence because of the circumstances when really what they sell. 04:26 - Clients’ common mistakes before consulting Nicole: I would say they try to push the features and the benefits, rather than actually focusing on the potential client's pain points and needs. And that comes down to asking good questions and listening vs "Here's what it really is". 06:15 - Nicole’s Valuable Free Action (VFA): I would say the number one thing is to stay curious. Be curious in every conversation because it touches on what you just said, Tom. People coming as advice monsters. 07:24 - Nicole’s Valuable Free Resource (VFR): Want to find out how to convert your discovery call into a guaranteed sale? Click here: healthystepswithnicole.com/questions 07:51 - Q: What inspired me to leave a full-time job and go in doing coaching and speaking full-time? A: A very bold one! You know, I was inspired to help others. Tweetable Takeaways from this Episode:“Sales are very relational, and it's not transactional.” -Nicole CramerClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from Sunshine Coast here in Australia, joined today by Nicole C. Cramer, locally known as Nick. Nick, good day from Down Under. Where are you hanging out?Nicole Cramer 00:24 I am currently in Nashville, Tennessee! Tom Poland 00:27 Pretty warm? Nicole Cramer 00:28 It is! It's very warm, very humid.Tom Poland 00:30 I heard there was a heat wave going through there every summer this year. Folks, Nicole is a sales coach. She's a speaker. She's a corporate sales trainer. So she works with teams of salespeople as well as individuals.

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Discover why is it better to copy something that’s been working rather than being original

Learn the advantages of having a swipe file and how can use it to write a star-seller copy

Understand why looking for copywriters in-house isn’t always the best solution to your bad sales

Resources/Links: Want to learn more about how to write copy that drives sales?

Click here: bly.com Summary Do you want to learn how to write a copy that actually sells without the stress? Writing copy isn’t supposed to be difficult if you have the right people and techniques for the job. An effective copy can be modeled from something that is already working, rather than original. Robert Bly is a freelance copywriter and author of 100 books. Grab a pen and take down notes as Robert talks about what differs from a copy that’s just good from one that works and actually sells. He also shares how you can write your own A-level copy that guarantees engagement and sales! Check out these episode highlights: 02:21 - Robert’s ideal client: My ideal client is twofold. Number one, I only work with clients that are direct response or direct marketers that could be online. It could be multi-channel. 03:41 - The problem he helps solve: The standard answer would be getting more sales, more clicks, or conversions. But the problem that clients really have is they tell me I can't get a copy anywhere that's right. 04:55 - The symptoms of the problem: The two symptoms. One is the obvious-- bad numbers. They say, "I ran this Google campaign." "Send it to my landing page." And it's like zero or it's very low! 05:58 - Clients’ common mistakes before consulting Robert: Here's what I think a lot of clients quite naturally, and I think it's fine, will inhouse. They have staff or employees who will write their own copy. 07:18 - Robert’s Valuable Free Action (VFA): If they want to write better copy and do it themselves, or have someone on their staff do it, that copywriter should keep what we used to call in the good old days, I don't know if you use this today, a "swipe file". 08:58 - Robert’s Valuable Free Resource (VFR): Want to learn more on how to write a copy that drives sales? Click here: bly.com 10:02 - Q: How do you get from B-level copy to A-level copy? And really stand out as a copy. A: I think the quick definition of A-level copy is it's a big idea. In other words, it's not "seven reasons to buy a garden hose". Tweetable Takeaways from this Episode: “It's better to model after something that you know is working than to be brilliantly creative and original.” -Robert BlyClick To Tweet Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast) Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia. I'm joined today by Robert Bly, a.k.a. Bob. Welcome, sir! A good day from Down Under. Where are you hanging out? Robert Bly 00:22 I am hanging out, as I always do, in New Jersey, on the east coast of the USA. Tom Poland 00:27 New Jersey Turnpike, they've been John Malkovich. Right? Robert Bly 00:30 That is one of our major roads. The Turnpike, and the parkway, Tom Poland 00:35 Not a fun place to get dropped out onto the sidewalk, probably, but anywho! So how do you- I mean, in New Jersey, you're really close to New York, right? Robert Bly 00:42 Very close to New York. And if there was no traffic, it could literally be a 15-minute drive. But, these days, there's always traffic. Tom Poland 00:51 So is New York like a big brother to New Jersey? Is that sort of chip-on-the-shoulder thing between the two that sometimes there's a sibling rivalry? Robert Bly 00:59 Yeah,

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Find out how you can authentically and predictably convince people to bite on your offer Discover why the generic marketing tactics you’ve been doing aren’t working Learn more about the importance of aligning your beliefs with your marketing and expertise

Resources/Links:

Wanting to know how you can presell your online course without the stress? Click here: elinatoli.com/presell

Summary

Do you want to know the secret of how you can monetize your expertise authentically and with certainty?

In sharing your expertise, it is crucial to be mindful of the impact you’re capable of first. If your mindset is all about the money, then marketing your expertise and monetizing from it will just be as hard as climbing Mount Everest! Align yourself and be authentic first so that the profit will come pouring in later on.

Eli Natoli is an international bestselling author, speaker, and marketing strategist. She helps experts scale their income, impact, and freedom with one-to-many offers without the complexity and overwhelm. Her unique approach to strategic service-first marketing has helped thousands of coaches and business professionals sell one-to-many offers– online courses, membership, group programs– to the tune of over $40M in sales.

Eli Natoli shares how you can monetize your expertise so that you can make a profit out of what you love doing. She also opens up the world of authentic and predictable marketing by giving her powerful insights on why you should stop using those cliche marketing tactics and start aligning your values to your own marketing.

Check out these episode highlights:

01:39 - Eli’s ideal client: Experts who have a mission. They have a purpose, and they just want to make sure that it gets in front of the right audience. 03:15 - The problem he helps solve: So a lot of times, Tom, what I hear from them is, "I know what I have is result driven. I know what I have can really impact people's lives. It's really, really important. And my problem is, I can't get it in front of the right people.” 04:23 - The symptoms of the problem: So the top three that I usually come across are constantly strategy hopping or tactic hopping, meaning they go from this platform to this tool to this advice to that tactic, thinking that's going to solve their problem. 05:39 - Clients’ common mistakes before consulting Eli: Again, the top three things that are happening there are that they're chasing money instead of impact, right? They've gotten so caught up in the day-to-day of running their business that they lost sight of the impact that they're capable of making. 07:29 - Eli’s Valuable Free Action (VFA): If you are after that consistency, and be able to scale your business with one too many offers, because that's what I love to add to any business, is to pilot it. 08:12 - Eli’s Valuable Free Resource (VFR): Wanting to know how you can presell your online course without the stress? Click here: elinatoli.com/presell 08:58 - Q: Remember I said like this third symptom that a lot of people have is they don't know how to convey the right message because they don't really spend the time to uncover who they are, and make sure they bring that to the table. A: That to me is the glue that holds everything together.

Tweetable Takeaways from this Episode:

“A lot of people don't know how to convey the right message because they don't really spend the time to uncover who they are, and make sure they bring that to the table.” -Eli NatoliClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia,

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Find out how you can love marketing again by doing it your way while guaranteeing better sales Understand why creating an experience for your audience as your first step is crucial Learn the importance of focusing on being better than doing more for your marketing

Resources/Links:

Want to know what’s your content personality? Click here: joyfulbusinessrevolution.com/quiz

Summary

Do you want to create content that magnetizes your message and simplifies your marketing?

You’ll end up exhausting yourself if you just try to do and be more, especially if you’re not working with the right marketing strategy. To maximize your potential, magnetize your message, and gain continuous sales without stress, it is crucial to first energetically align yourself with your marketing. And you can do it through the psychology of selling.

Amy Hager is the marketing mentor at the Joyful Business Revolution and helps coaches, consultants, and service-based business owners create organic marketing that you enjoy and that gets conversations started that leads to sales.

Grab a drink and sit in with Amy as she talks about the psychology of selling so that you can align your marketing with your energy and your message! She shares how you can become more visible online and turn your engagement into sales without being or doing more.

Check out these episode highlights:

02:02 - Amy’s ideal client: Coaches, consultants, or service-based business owners, and I think, the key is who have already a strong referral business. 02:29 - The problem she helps solve: So a lot of times, what we hear is, "I hate my marketing. I'm not good at marketing. It's a chore. I want someone else to do it." So we're really helping you solve that problem of finding marketing and a marketing strategy that feels good to you. 03:14 - The symptoms of the problem: Your referrals are so strong but maybe not as frequent as they used to be. So you do need to step up the income one way or another. Tried marketing, but as I said, you don't like it. 04:16 - Clients’ common mistakes before consulting Amy: So a lot of times, it really is the feeling that they need to be more visible. They need to be more places. 04:55 - Amy’s Valuable Free Action (VFA): When you're thinking about the messaging that you're creating and the content you're creating, you need to create an experience. That is the very first step of the psychology of messaging and the psychology of sales. 07:03 - Amy’s Valuable Free Resource (VFR): Want to know what’s your content personality? Click here: joyfulbusinessrevolution.com/quiz 08:36 - Q: What happens when you only tap into one of those things? Will you miss a bigger, wider audience? A: No, because you're going to tap in deeper and build stronger relationships with your people.

Tweetable Takeaways from this Episode:

“More is more. We really want to focus on ‘better is better’.” -Amy HagerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Amy Hager. Amy, a very joyful good day from Down Under. Where are you hanging out?

Amy Hager 00:23 I am in Virginia, just south of Washington, DC.

Tom Poland 00:26 And how is the weather? Are you having heat waves there?

Amy Hager 00:29 We do have the heat wave going on.

Tom Poland 00:32 So what sort of temperature have you been having?

Amy Hager 00:35 I would say high 80s, 90s, but like that super muggy, humid. As soon as you walk out the door, it's just like, "Ugh".

Tom Poland 00:43 So if it's Celsius,

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Find out how you can get your target market to buy from you through the power of attention psychology Learn why being persuasive isn’t going to get you much clients Understand the importance of getting your audience’s attention first before marketing your offers

Resources/Links:

Want to learn how to hack the human attention algorithm? Click here: www.donnie-bryant.com/attention-algorithm

Summary

Have you been trying everything to boost your marketing but nothing seems to be working?

Having the right words isn’t enough to successfully market your products and make your prospects bite the bait. You need to know how to first get their attention especially if the market is full of the same products or services you have to offer.

Donnie Bryant is a 9-figure direct response copywriter and marketing consultant.

Sit back and listen to Donnie as he talks about the importance of shifting your mindset in marketing from persuasion to understanding. He also shares his insights and promising tips on how you can boost your marketing organically with the power of attention psychology.

Check out these episode highlights:

01:53 - Donnie’s ideal client: My ideal clients, I've actually, over the years, worked with almost any niche you can think of. These days, I'm primarily working with professionals in financial services and education around stock market investing and stuff like that. 02:20 - The problem he helps solve: A lot of entrepreneurs don't get into business to become marketers. And so what they learn, oftentimes, is an observation that came from a book, or they're copying what they saw someone else do. 04:15 - The symptoms of the problem: The one that I love to say is when there are people you know should be buying from you, but they're not buying. That's hint number one. 05:08 - Clients’ common mistakes before consulting Donnie: A big mistake that people do is they try to be more persuasive talking about their product. In most cases, you need to change it up and talk about the things that your ideal client is actually concerned about. 06:09 - Donnie’s Valuable Free Action (VFA): The one thing you can do, and it's absolutely free, is get a piece of paper or a spreadsheet, and do a deep dive on who your ideal customers are. 07:17 - Donnie’s Valuable Free Resource (VFR): Want to learn how to hack the human attention algorithm? Click here: www.donnie-bryant.com/attention-algorithm 08:03 - Q: You should have asked me about my family. A: I'm a father of four. My youngest just turned a teenager last week. And that's my pride and joy.

Tweetable Takeaways from this Episode:

“A big mistake that people do is, they try to be more persuasive talking about their product.” -Donnie BryantClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Donnie Bryant. Donnie, good day, sir. Welcome to the show! Where are you hanging out?

Donnie Bryant 00:22 Good day to you. I'm on the sunny shores of Lake Michigan and Chicago, Illinois.

Tom Poland 00:28 Do you have a pretty hot summer?

Donnie Bryant 00:30 Extremely hot! I think yesterday, the heat index was over 100, so that's a little rare for us.

Tom Poland 00:35 Global boiling rather than cooling. Alright, we're not gonna get into the politics of that. Folks, Donnie and I have actually known each other for quite a few years now. I was just going through his blog last night, and I just kept getting these light bulb moments where Donnie and his blog were shining the spotlight on one aspect of marketing or sales where it was so apparent that...

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Learn the importance of focusing on your ideal audience rather than everyone in general Know how you can craft the perfect funnel through the right strategic approach Understand why less is often more especially if you’re targeting the right people for your events

Resources/Links:

Want to learn how to authentically and confidently scale up your business? Click here: radical-marketing.com

Summary

Are you having trouble scaling your events that you end up losing more money?

Less is often more, especially when it comes to crafting the perfect sales funnel. More ads, many videos, and a bigger audience aren’t necessarily what’s going to get you more sales. Being specific and targeting your ideal audience can promise you better and higher ticket sales.

Terence Tam is a former University Lecturer who now has a Marketing Agency that specializes in generating leads for gurus and coaches to sell high-ticket offers.

Keep your ears open and listen to Terence’s magic as he talks about how you can generate high ticket sales without losing more money and stressing out yourself. He also shares the promising effects of ‘less is more’ by focusing more on your target audience.

Check out these episode highlights:

01:42 - Terence’s ideal client: I do claim high-level coaches with high ticket offers, and they normally sell using a one-to-many platform like webinars, challenges, workshops, and the like. 02:05 - The problem he helps solve: The main problem I solve for them is that most of the events right now are not scalable, right? They can't get enough people to their events. 02:37 - The symptoms of the problem: Getting not enough numbers, or they're actually losing money from their events, which is really sucky, right? Or they're getting people who are not the right fit for their events, and they are trying so hard to sell them that, "Hey, this is right for you." 04:25 - Clients’ common mistakes before consulting Terence: They think they need to do more ads, videos, courses, and events. But when you take a strategic approach, you actually can do less and achieve more. 06:03 - Terence’s Valuable Free Action (VFA): A top tip I would give them is that they need to just focus on stripping away stuff, like I just mentioned, and focusing on really the ideal customer that they really want to target. 07:07 - Terence’s Valuable Free Resource (VFR): Want to learn how to authentically and confidently scale up your business? Click here: radical-marketing.com 08:02 - A: Coaches need to be innovative and be willing to change like three years ago when the pandemic first hit. Webinars were a thing but today, maybe other things challenges could be workshops, etc.

Tweetable Takeaways from this Episode:

“Focus on the ideal customer, the ideal customer avatar, and that will make your return on ad spend just go through the roof.” -Terence TamClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the sunny Sunshine Coast in Australia, joined today by Terence Tam. Terence, I know you've been Down Under. You're a former university lecturer at Griffith University, I think here, in Queensland.

Terence Tam 00:26 Yes. That's right!

Tom Poland 00:26 A very warm welcome, sir! Where are you hanging out at the moment?

Terence Tam 00:29 Well, I'm hanging out there in Sabah in a place, which is near to the Philippines on the big island of Borneo, which is right next to a country that I think everybody knows, which is Brunei. So it's kind of like the digital nomad lifestyle, right? I lived in Australia for 20 years,

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Discover how you can turn your target market into committed clients through the power of workshops Learn why using free content or templates as your resources aren’t really that effective Understand the importance of validating the demand first before committing to a workshop

Resources/Links:

Want to know how to craft the perfect workshop with less stress? Click here: tylerbasu.com/online-workshop-checklist

Summary

Have you been investing in workshops but it doesn’t seem to get the leads you want?

Crafting a workshop can be for many things– to introduce, to educate, or to sell. However, it’s not as easy as it seems. To turn your audience into committed clients, it’s crucial to first see the demand and understand your clients in order to craft a workshop that fits their needs.

Tyler Basu is a Customer Education & Marketing Strategist that specializes in helping online business owners create effective online workshops to attract and retain more clients.

Grab some coffee and listen to Tyler as he shares how you can craft the perfect workshop that can help you either generate new leads or effectively retain your clients without the stress and extreme expenses.

Check out these episode highlights:

01:46 - Tyler’s ideal client: I work best with B2B software companies that generally have between a few hundred and a few thousand customers. I've worked with folks that sell like coaching, consulting, training courses, etc, as well. 03:00 - The problem he helps solve: The problem that I solve is helping other businesses create educational, but implementation-based online workshops that they can either use and bring into their marketing and help to attract and acquire new clients. 03:57 - The symptoms of the problem: A symptom that shows up on the marketing side of things is that they're either generating leads that are not quite qualified or completely unqualified, or they've built a list of leads using free content and free training and educational resources. 05:26 - Clients’ common mistakes before consulting Tyler: The folks who make really good courses, for example, usually have some sort of educational background like they know how to teach. They know how to transfer information effectively. 06:38 - Tyler’s Valuable Free Action (VFA): This is generally the first step that I have anybody do that is about to go down this road of creating a workshop is to go and gauge the demand for your workshop. 07:15 - Tyler’s Valuable Free Resource (VFR): Want to know how to craft the perfect workshop with less stress? Click here: tylerbasu.com/online-workshop-checklist 08:44 - Q: How are workshops different from webinars? A: I know you've got tremendous resources when it comes to webinars. Webinars, as I define them are generally educational in nature.

Tweetable Takeaways from this Episode:

“Make sure there's interest in the topic before you commit to creating the entire workshop.” -Tyler BasuClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. As ever, I am Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Tyler Basu. Tyler, a warm good day from Down Under. Sir, where are you hanging out?

Tyler Basu 00:24 Hey, Tom! I'm just outside of Vancouver, Canada. So west coast of Canada.

Tom Poland 00:27 Oh, beautiful part of the world! In Vancouver, I remember you can go swimming with the dolphins in the morning and be skiing in the afternoon.

Tyler Basu 00:36 Hey, you should go swimming in the sea with the killer whales and the seals, more likely.

Tom Poland 00:42 This is a marketing label, I know,

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Discover how you can use stories to reach out to your clients and learn more about their problem Learn why origin stories are going to stop you from securing clients on the first try Find out what makes an appealing story that markets your services without being too sales-y

Resources/Links:

Want to learn what can really motivate your clients to buy your offers? Click here: cathygoodwin.com/baggage

Summary

Are you struggling with marketing and selling your services? Do you want to know how you can sell through storytelling?

Storytelling is a powerful tool that can be used to sell anything. However, it’s always a big mistake to revolve stories around yourself or share your origin story. Your audience wants to know how YOU can help them and WHY should they pick you through those stories. Market what you do, not who you are.

Cathy Goodwin helps service-based small businesses and solopreneurs attract their ideal clients with their unique selling story.

Listen to Cathy as she talks about how you can craft the perfect story for your clients that will not only tell but also sell! She also dives a little bit deeper into the world of marketing and shares what should be the essence of your story that baits your clients into availing what you have to offer.

Check out these episode highlights:

01:52 - Cathy’s ideal client: My ideal client is a service-based business owner, small business only. Solopreneurs are ideal for me. They are professionals, and they supply a service. 02:25 - The problem she helps solve: They have to be not just any higher, they have to be the right clients. And a lot of people today in the service business are offering something that their clients don't understand. 03:16 - The symptoms of the problem: Some things are that they are not getting a response to their content. They have a website. They have a sales letter. They have landing pages, and they're just not getting across what they offer, and how they're unique. 04:21 - Clients’ common mistakes before consulting Cathy: The people I work with tend to be experienced. They're usually not beginners. They're at that next level. But what's happened is they get so caught up in what THEY do and tell THEIR story. 06:13 - Cathy’s Valuable Free Action (VFA): What I always tell a client is let's look at three success stories. Three ways you work with clients, and you are successful. 07:09 - Cathy’s Valuable Free Resource (VFR): Want to learn what can really motivate your clients to buy your offers? Click here: cathygoodwin.com/baggage 08:07 - Q: What is the biggest mistake entrepreneurs make when they want to tell a story? A: It's just a three-set. It's a story where they feel they should tell. They should bear their soul.

Tweetable Takeaways from this Episode:

“Find your client's backstory. What is going through their minds when they come to you? And then, your story answers their story.” -Cathy GoodwinClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a really warm welcome to Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Cathy Goodwin. Cathy, a very warm good day from Down Under. Where are you joining us from?

Cathy Goodwin 00:23 Philadelphia, Pennsylvania in the US.

Tom Poland 00:26 Philly's kind of, like, I've never been there when I look at the map, it's like one of those big cities that have got everything and are connected to all these other big cities as well. I mean, you're an hour and a half from just about everywhere, right?

Cathy Goodwin 00:38 We are afraid between New York and Washington. Yes.

Tom Poland 00:41 Yeah.

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Discover how you can get started on creating an online course that will make viewers want more Understand what are the different factors you need to consider that can make or break your online course Learn why you need to begin creating a course with the end in mind

Resources/Links:

Want to learn how to create training that sells? Click here: www.nancygiere.com/8easysteps

Summary

Do you want to create an engaging online course but just end up failing in the end?

Creating just an online course is far different from crafting an engaging one. It’s not just a full-blown webinar cut up into little chunks– it’s more than that. Take your expertise and craft the best online course that will keep your viewers wanting more by keeping the end and your purpose in mind.

Nancy Giere is a course creation expert. She works with businesses of all sizes to turn their expertise into high-profit courses. She created engaging, fun, and interactive programs that get results.

Keep your ears wide open and listen to Nancy’s amazing insights on how you can keep your viewers engaged and invested in your online courses. She also shares her secret tips on crafting the best engaging online course that can turn your viewers into clients!

Check out these episode highlights:

02:01 - Nancy’s ideal client: My ideal client falls in the category of a thought leader. And that's usually some combination of author, speaker, coach, and consultant. 02:20 - The problem he helps solve: The problem that I solve is most of the people that come to me, either have so much content they don't know how to put it together, or they feel like it's a blank sheet of paper and they don't know where to get started. 03:04 - The symptoms of the problem: One of the big keys really falls into time. Oftentimes, people will be repeating the same thing over and over again. And if they can take that content and package it, and give it to their clients to review, then they can work with them at a deeper level. 03:40 - Clients’ common mistakes before consulting Nancy: The biggest mistake that people make is they think that they can take a webinar and chop it up and turn it into an evergreen course. That is the number one problem. 05:36 - Nancy’s Valuable Free Action (VFA): A really simple tip when you're doing your recording, is to divide it into discrete chunks. And pause, smile, pause again. So you give your editor a place to break up the content. 06:49 - Nancy’s Valuable Free Resource (VFR): Want to learn how to create training that sells? Click here: www.nancygiere.com/8easysteps 07:41 - Q: What's the best way to get started? A: And the best way to get started is to think about who you serve. You want to think about creating your training, like marketing, every type of service.

Tweetable Takeaways from this Episode:

“You have to begin with the end in mind.” -Nancy GiereClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland, beaming out to you from the very sunny Sunshine Coast here in Australia. I'm joined today by Nancy Giere. Nancy, good day! A very warm welcome from Down Under. Where are you hanging out?

Nancy Giere 00:22 I'm near San Francisco in the US.

Tom Poland 00:24 San Fran! So you've been through the big wet or the big cold that was winter?

Nancy Giere 00:29 Yes!

Tom Poland 00:30 And the rivers and lakes are all filling up with the melted snow. I just got off the call from someone who's half an hour from San Francisco. And they boarded on a lake, which was dry, and now it's full. So, folks, Nancy is a course creation expert. She not only knows how to create courses that have pe...

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Discover how you can use podcasting as long-form content that promises you more leads at a lesser time Learn the importance of publishing original content online in positioning yourself as a thought leader Understand why you shouldn’t rely on trends as a solution to your lead-generation problem

Resources/Links:

Want to learn how you can make more profits out of podcasting? Click here: theeffortlesslife.co/podcastworkshop

Summary

Have you been experiencing burnout from trying different ways to generate stable and promising leads?

Hopping on to trends isn’t always the best solution in making yourself known in the online realm. It’s short-term and can get stressful since you always need to post content. It’s better to invest your time, effort, and money into long-term stability, such as publishing a book or even podcasting!

Courtney Elmer is the Founder of The EffortLESS Life and helps online experts increase traffic and sales while enhancing their reputation as respected thought leaders in their niche.

Take a break and listen to Courtney’s amazing insights on how you can leverage your leads by creating a lead generation machine through creating a groundbreaking podcast. She also shares her top tips on how you can introduce your niche to the online community without wasting your time and efforts in short-term trends.

Check out these episode highlights:

01:32 - Courtney’s ideal client: We work primarily with six and seven-figure coaches, consultants, speakers, and authors, who want to elevate their thought leadership and become the go-to expert in their niche. 02:10 - The problem she helps solve: There are many, but one of them is the feeling of having a wealth of info to share, lots of knowledge, and lots of insight that could help people, but struggling to package that into short-form content that can really make a difference in a 250-word, Instagram caption or a 15-second video. 03:29 - The symptoms of the problem: One of the things that I hear from people all the time is, "I am so burnt out from having to create and post three or four times a week", consistently come up with new content ideas that clearly drive sales because as soon as you post that content gets buried in the news feed within a 24-hour cycle or less. 04:39 - Clients’ common mistakes before consulting Courtney: Right now they're likely looking for quick solutions to generate leads, to grow their following, but they haven't yet learned how to create long-term stability and leverage in their marketing. 06:19 - Courtney’s Valuable Free Action (VFA): I would say the bottom line, you need to develop a long-form content strategy. For us, we do that via a podcast. 07:47 - Courtney’s Valuable Free Resource (VFR): Want to learn how you can make more profits out of podcasting? Click here: theeffortlesslife.co/podcastworkshop 08:15 - Q: What is my podcast about? A: My podcast is called AntiFragile Entrepreneurship. And on the show, we explore how to navigate the ups and downs of growing a business as an entrepreneur.

Tweetable Takeaways from this Episode:

“You need to develop a long-form content strategy. This would be a book, a blog, growing an email list where you publish longer-form content on a regular basis, or a podcast.” -Courtney ElmerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you as always from the very sunny Sunshine Coast in Australia joined today by Courtney Elmer. And, Courtney, you're in the deep south, somewhere. Is that right?

Courtney Elmer 00:23 I am! I am based in New Orleans.

Tom Poland 00:25 New Orleans!

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Understand the importance of being specific about your product and who your target market is Learn what are the three secrets that can help you step up your copywriting game Discover how you can get specific and find your niche in the business

Resources/Links:

Want to know the secrets to marketing success? Click here: https://www.briankurtz.net/

Summary

Have you been struggling to find your forte or niché in the market?

Trying to solve everyone’s problems through your product isn’t going to do good for your business. If you’re thinking that by being everything to everyone is going to bring you more profit, then you’re wrong. You’ve got to narrow down your market and start from there.

Brian Kurtz has had two careers. The first spanned 34 years as a force behind Boardroom, an iconic publisher and direct marketer. The second is the Founder of Titans Marketing, a direct marketing educational and coaching company.

Grab your pen and paper as Brian puts down all his marketing cards and shares his secrets on how you can increase your sales through the right marketing and better copywriting.

Check out these episode highlights:

01:42 - Brian’s ideal client: My ideal client is not necessarily niche. It's basically anyone who was doing direct response marketing, and that's as a marketer, as a copywriter, and as a media buyer. 02:58 - The problem he helps solve: I start wide in a way by bringing them in because they want to do direct response marketing. But then I am interested in what they're doing. 05:49 - The symptoms of the problem: One of them is the thing that people think they're inventing stuff when it's already been invented. And that's true all the time with everybody! I start my conversations with, "I've never invented anything.” 06:42 - Brian’s Valuable Free Action (VFA): I would say that the creative, the messaging, and the words that you're going to use to sell anything are the least important element of any campaign until it's not. 07:47 - Brian’s Valuable Free Resource (VFR): Want to know the secrets to marketing success? Click here: https://www.briankurtz.net/ 08:08 - Q: Why is my picture on Jimmy Stewart's body in It's a Wonderful Life or why is there a T-Rex on my table? A: So basically, It's a Wonderful Life is one of my favorite movies of all time. And it's one that always, every Christmas and not during Christmas, I always want to watch for inspiration of what life would have been like if you weren't there.

Tweetable Takeaways from this Episode:

“You have to get the market right. You've got to get the offer right. And then focus on the messaging and the creative.” -Brian KurtzClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the very sunny Sunshine Coast here in Australia, joined today by Brian Kurtz. Brian, good day! A warm welcome from Down Under. Where are you hanging out?

Brian Kurtz 00:23 I'm hanging out in Westport, Connecticut, which is a suburb of New York City, basically.

Tom Poland 00:28 Right! As New York creeps. I could probably spend the entire interview just tilting my and head looking to see what you got on the wall there. Memorabilia. But we better not do that! Folks, if you're listening to this on iTunes or iPod, you probably want to hop over to our website and check out the video because it's worth just looking at the background. Brian, thanks for being on the show! For those of you who haven't heard of Brian, you're probably living in a cave if you're in the world of marketing because he's had two careers. The first spanned 34 years as a force behind Boardroom,

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Discover the importance of keeping in touch with key relationships in your business Learn why hiring expensive isn’t always going to solve your revenue plateau problem Understand the importance of looking at your business systematically and holistically

Resources/Links:

To get more FREE amazing and promising tips on how you can grow your business, click here: valueprop.com/tensteps

Summary

Have you been paying expensive just to get off that revenue plateau and continue growing?

Being frustrated, spending more, and trying everything won’t get you off that plateau or even anywhere. Not until you are able to look at your business holistically and systematically, you won’t be getting anywhere off that plateau.

Jose Palomino, the CEO of Value Prop Interactive, helps mid-market B2B companies struggling with sales growth and margin pressure sharpen their competitive edge to win more and better business. By empowering owners with a winning strategy, he has unlocked over $250M in new growth for dozens of owner-led B2B companies even in commoditizing markets.

Push yourself out of that revenue plateau by listening to Jose’s promising tips and insights on how you can grow your business while spending less. He also shares the importance of keeping in touch with your key relationships in the business and why these relationships should be valued more.

Check out these episode highlights:

01:46 - Jose’s ideal client: It'd be the owner or CEO. An owner that actually is operating a business in a B2B context, typically between like $2 and $20 million in revenue, lower number if they're more services, bigger number, or they make something physical. 02:09 - The problem he helps solve: When I think back on all the clients I've worked with, they were at a point of being stuck. They felt stuck either in revenue stuckness or not quite sure how to get to the next thing. 03:12 - The symptoms of the problem: The first and most obvious one is a revenue plateau, right? So they've hit a certain level of growth. They hit a certain number, but they're there for four years. 05:18 - Clients’ common mistakes before consulting Jose: One of the first is because of frustration, they think hiring an expensive 'he'll-solve-it' headcount is going to solve the problem. 06:48 - Jose’s Valuable Free Action (VFA): First, write down your top 10 client relationships, and the human beings that are most important to your business. Then call them. Especially if you're the owner, actually pick up the phone. 07:37 - Jose’s Valuable Free Resource (VFR): To get more FREE amazing and promising tips on how you can grow your business, click here: valueprop.com/tensteps 08:03 - Q: How easy is it to get help? A: Very easy! I make it really easy for somebody to just reach out and let's have a quick conversation.

Tweetable Takeaways from this Episode:

“Until you look at your business holistically, you really aren't going to get off that plateau.” -Jose PalominoClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the very sunny Sunshine Coast in Australia. I'm joined today by one of the smartest guys I know, actually-- and I've never told him that, so don't let him hear me say that, sort of thing-- Jose Palomino. Jose, welcome!

Jose Palomino 00:28 Well, glad to be here, Tom! Thanks.

Tom Poland 00:30 I mean, you're already a smart guy. You actually look really intelligent, as well. It's just-

Jose Palomino 00:34 Oh boy! That's a good pair, right?

Tom Poland 00:36 One could argue that's even more important. So, Jose,

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Discover why you don’t really need a complex survey tool Understand what is the principle of “closing the loop” and how can it help you Learn how you can avoid survey fatigue and ensure you get high-quality answers at a lesser cost

Resources/Links:

To learn more about what you can put in your survey to create impact, click here: surveyconversations.com/MTI

Summary

Do you want to deliver surveys that create an impact and push your audience to say YES?

To ensure that your survey creates an impact not only on your business but also on your audience, it is important to get clear of your actions and make sure your audience feels wanted through three important things. You can’t just ignore or assume.

Dr. Matt Champagne is a scientist, author, and serial entrepreneur. He was named Technology Visionary by SURVEY Magazine for his pioneering work merging psychology and technology to create unique customer feedback solutions.

Listen to Matt’s expert insights on how you can maximize the potential and impact of your surveys through the secret psychological levers that get you that YES with less stress.

Check out these episode highlights:

01:33 - Matt’s ideal client: An ideal client comes from many industries, but typically, it's a small business owner, or it's a head of a larger organization or department, but they have a survey. It's an important survey. 02:13 - The problem he helps solve: It's three problems. I always tell folks, I saw three problems which are the problems of surveys. One is that you haven't generated a lot of participation. 04:00 - Clients’ common mistakes before consulting Matt: They'll like to try to give incentives that don't solve the problem. They'll try to go to a more complex survey tool, which just adds complexity. 05:27 - Matt’s Valuable Free Action (VFA): We talked about the nine principles of feedback. But if I had to pick one of those principles that you could do quickly, and for free, it would be principle five, which is called, "closing the loop". And this rests on the psychology that people only want three things. 07:12 - Matt’s Valuable Free Resource (VFR): To learn more about what you can put in your survey to create impact, click here: surveyconversations.com/MTI 07:50 - Q: How do AI and ChatGPT intersect with surveys? A: My prediction is it's going to be a huge mess to start.

Tweetable Takeaways from this Episode:

“People only want three things-- they want to know their voice was heard, that they made a difference, and how they compare to others.” -Matt ChampagneClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out from the sunshine coast, very sunny indeed, here in Australia joined today by Dr. Matt Champagne. Matt, good day from Down Under, and a very warm- welcome back! You're the Boomerang that has come back to Australia because I think we've interviewed. This is maybe even the third time.

Matt Champagne 00:30 It is the third time. Thanks for having me back, Tom!

Tom Poland 00:33 This is the first time we've had a third-timer, and there's a reason for that, Matt, and everyone who's listening, I should say. Because Matt's the guy who is a marketer, wrapped up in science because he is actually a scientist. He's also an author and a serial entrepreneur. He was named- get this- Technology Visionary by SURVEY magazine for his pioneering work merging psychology and technology to create unique customer feedback solutions. And Matt and I have worked together. I've invited him back not because there are any affiliate commissions involved because there are not, but because his stuff is,

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Discover why you need to first get clear of your beliefs when it comes to setting habits Learn how you can overcome your default habits or patterns and setting out a clear path for your goals Understand why you need to accept that the world doesn’t shift for our goals

Resources/Links:

Want to learn how you can build a successful self image? Click here: PeakPerformanceHabits.com/futureself

Summary

Have you been struggling to commit with your goals that you never seem to accomplish anything?

Setting goals can be easy, but sticking to them can be difficult. You can plan all you want but you can only make progress if you ditch your default habits and commit to new ones. Get clear with your beliefs, know your intentions, and set new habits.

Jackie Ulmer is a Mindset and Habits Coach, helping others improve all areas of life by slight edge shifts to their thoughts, then their habits.

Get your pen and paper because you’re in for a big treat on what Jackie has to share about the secrets of success through forming habits. She gives promising tips on how you can finally fully commit to your goal without the stress.

Check out these episode highlights:

02:17 - Jackie’s ideal client: That person that starts January 1 with high motivations to make this year "the ONE year", the big lofty goals are set-- whether they're going to shed those extra pounds or launch a new business, finally write that book, find that perfect person, eat and live more healthy. 03:02 - The problem she helps solve: Most of us have been taught throughout our lives what to think, but we've never actually focused on how to think. 04:33 - The symptoms of the problem: We set goals, but we don't truly then set a clear path to achieve them, including changing those default patterns or those default habits. 06:23 - Clients’ common mistakes before consulting Jackie: We set a goal, and we think that we can just simply change our actions without actually changing our thoughts and beliefs, and habits. 07:19 - Jackie’s Valuable Free Action (VFA): Well just pick one goal! Just start with one. And then think about what are those characteristics and habits of the person who's already achieved that goal. 08:37 - Jackie’s Valuable Free Resource (VFR): Want to learn how you can build a successful self image? Click here: PeakPerformanceHabits.com/futureself 09:02 - Q: How does this relate to entrepreneurs and specifically the sales process? A: Systems run everything. We don't get our goals, we get our habits.

Tweetable Takeaways from this Episode:

“Systems run everything. We don't get our goals, we get our habits.” -Jackie UlmerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the very sunny Sunshine Coast here in Australia, joined today by Jackie Ulmer. Jackie, a very warm welcome from Down Under. Where are you hanging out?

Jackie Ulmer 00:22 I'm hanging out in Scottsdale, Arizona where it's sunny and warm and getting warmer.

Tom Poland 00:26 Yeah. You have pretty cold nights there in winter, right? But dry most of the year?

Jackie Ulmer 00:31 Well, cold is relative. I mean, compared to Michigan or somewhere like that-- no. Cold for us? Yes. We have a joke here that you can always tell the nonlocals in February because they're wearing shorts and a T-shirt and all the locals are bundled up.

Tom Poland 00:44 Yeah, it is actually similar here. We have cool, dry, sunny weather where we are, here in Australia, this part of Australia. And you can always tell the tourists because they are having a swim in the sea. And all the locals are walking along with hood...

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Discover how to run your business independently and without you Learn what are the 3 systems you need to achieve that growth you’ve always wanted with more time to spare Understand the importance of incorporating systems into your business

Resources/Links:

To get more promising advice on how to systematize your business, click here: https://www.chrisgoegan.com/3-systems-guide/

Summary

Do you feel like you don’t have any more time for yourself or your family? Does your business revolve around you?

Having full control of your business does have some advantages but it can also become toxic and ruin your personal life. Integrating a system through engineered marketing can effectively grow your business without the stress and sacrifices from your personal life.

Chris Goegan is the founder of Engineered Growth Systems. He helps entrepreneurs get to multiple 6, 7, or 8+ figures while having MORE time and MORE freedom with Engineered Marketing.

Listen to what Chris has to share on how you can take back your life and run your business freely (and without being dependent on you) through systematizing your business with only 3 powerful systems.

Check out these episode highlights:

02:00 - Chris’ ideal client: Entrepreneurs who want to build a great business. It doesn't matter if they want to get to 6, 7, or 8+ figures, but they're really good at what they do. And they want to make it go big. 02:27 - The problem he helps solve: You know, and this is an interesting one, because it's like, you know how difficult it is, you know, to grow a business? How difficult is it to get leads and sales that close easily? 04:10 - The symptoms of the problem: It just you know, life gets hard. It gets hard and it's a struggle. Like people that tip they're stressed out. They're overwhelmed. They feel like they always have to be on, they always have to perform-- always have to be doing something and never get to the rest of mentally. 04:57 - Clients’ common mistakes before consulting Chris: Well, they do what entrepreneurs do, right? They throw them out against the wall. Like entrepreneurs, we'd love to be busy. We love to do stuff. 06:11 - Chris’ Valuable Free Action (VFA): That's a really tough question for people to answer or to do actually, because it's counterintuitive to the personalities they're wired to do. But the top tip is like, you know what, stop. Just stop and take inventory for a moment. 07:17 - Chris’ Valuable Free Resource (VFR): To get more promising advice on how to systematize your business, click here: https://www.chrisgoegan.com/3-systems-guide/ 08:06 - Q: Why am I doing this? A: It's really twofold. It's like my daughter. And look, we have four kids. My oldest daughter is 21 now and I looked at her, she's getting older.

Tweetable Takeaways from this Episode:

“Is your business where you want it to be? Does everything depend upon you? The solution is obvious, sit back and change how you think.” -Chris GoeganClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia here, joined today by Chris Goegan. Chris, good day, sir. A very warm welcome. Where are you hanging out?

Chris Goegan 00:23 I am originally from Canada, but I live in Southern California.

Tom Poland 00:27 Did you move for the people or the weather or both? Or do you just like paying more tax?

Chris Goegan 00:32 I know taxes are more in Canada, more here in California. But no, I moved out here for a girl I went to engineering school. She started three blondes, and she struck here.

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Find out how to speak out your message and convert you audience into clients Understand the importance and difference of educating from activating especially in speaking Learn how there’s nothing wrong with you and why it’s more about your marketing

Resources/Links:

Want to learn more on how to achieve a talk that converts? Click here: makeyourmark.com/3steps

Summary

Are you struggling with marketing your expertise and want to learn how to use the power of speaking to turn listeners into clients?

Speaking and presenting can be so much profitable and enjoyable only if you’ve got the right audience and that captivating message that will bridge the gap between their problem and your solution.

Krista Martin is the Founder of Make Your Mark and the Six Figure Impact Academy. As a speaker and 7-figure business coach, she teaches her clients how to fill their coaching programs through speaking and scale their business to multiple six figures.

Sit back and grab a snack as you listen to Krista and what she has to share on how you can use your voice as an excellent and promising tool for your marketing to turn your listeners into active, high-paying clients.

Check out these episode highlights:

01:56 - Krista’s ideal client: My ideal client is a coach who's been in business for a couple of years. They're probably bringing in mid-five figures. And they haven't gotten off that "getting clients hamster wheel". 02:32 - The problem she helps solve: The problem that I solve is really helping people or it's when people are unclear about how to convert from their speaking. So they're speaking on the stage, but they're not getting clients. 03:16 - The symptoms of the problem: This would be the person who does want to share their message in a really big way. And they're getting great feedback when they're in front of the room. But again, it's just like you said crickets. 05:38 - Clients’ common mistakes before consulting Krista: One is, I touched on this a few minutes ago, where it's like, over-educating. So they're just pummeling their audience and their meaning well, with content, these four steps, that kind of stuff. 06:48 - Krista’s Valuable Free Action (VFA): What I would encourage anyone who's listening to this saying is, "I really want to share my message. I'm really wanting to grow”, make a list of someone who's gathering your ideal client. 07:54 - Krista’s Valuable Free Resource (VFR): Want to learn more on how to achieve a talk that converts? Click here: makeyourmark.com/3steps 08:24- Q: What is my favorite charity to donate to? A: There's a homeless animal group here in Atlanta, that's "Angels Among Us", and donating to them is really a part of my bigger impact as a company.

Tweetable Takeaways from this Episode:

“One of my secrets to growing quickly was really learning how to leverage other people's audiences.” -Krista MartinClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia where it is indeed sunny, joined today by Krista Martin. Krista, love your stuff. Welcome to the show! Where are you hanging out?

Krista Martin 00:24 I'm hanging out in Roswell, Georgia, just a little bit north of Atlanta.

Tom Poland 00:28 And that's a big place, Atlanta, isn't it? I mean Georgia's a big place.

Krista Martin 00:32 Yes, absolutely.

Tom Poland 00:34 Everything else? Have you lived there long?

Krista Martin 00:37 Oh, I've been here. It feels like I'm a native in the sense I've been here, I hate to say, already 20 years. So pretty much, I guess,

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Learn how to differentiate yourself from the rest of the market and turn website visitors into customers Find out why going hustle mode isn’t always the best answer to your website problem Understand the importance of putting proof on your site and where should you actually be placing it

Resources/Links:

To get the FREE Golden Glove Cheat Sheet that will make you stand out, click here: mymarketingcoach.com/golden-glove

Summary

Do you want to know how to turn your website visitors into potential promising clients? Are you ready to stand out from the rest and be the best?

Attracting customers and turning them into clients isn’t all about investing in more ads, putting out more content and hustling more. Most of the time it’s about claying the right message together along with a dash of proof!

Terry Dean has helped thousands of clients attract more new customers online since 1996.

Sit back and listen to Terry as he talks about his magic of messaging in marketing and how you can instantly hook up and turn your site visitors into loyal clients.

Check out these episode highlights:

02:24 - Terry’s ideal client: Ideal clients are consultants, coaches, and online course creators looking to attract more clients online, especially with automated systems. 02:48 - The problem he helps solve: Many experts and professionals struggle to clay a clear message that attracts their clients, especially in competitive markets. 03:33 - The symptoms of the problem: Well, if they're getting visitors to their website, and people aren't buying. People aren't contacting them. People aren't calling them, that's a pretty good sign right there. 04:43 - Clients’ common mistakes before consulting Terry: One of the common mistakes I see people make is they go almost into a hustle mode, where they think that they have to do more, more, and more-- publish more content, go on more platforms until they're like totally overwhelmed and burnt out. 06:19 - Terry’s Valuable Free Action (VFA): I call my basic formula for attracting new customers and clients, I call it the "Golden Glove". And there are five steps in that system. And I'm gonna give you one of the steps right here. 08:12 - Terry’s Valuable Free Resource (VFR): To get the FREE Golden Glove Cheatsheet that will make you stand out, click here: mymarketingcoach.com/golden-glove 08:52 - Q: What are the other four steps? A: We don't really have time to reveal them right here.

Tweetable Takeaways from this Episode:

“Anywhere that you make a big promise, you should immediately back it up with proof.” -Terry DeanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone! A very warm welcome to, yet, another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia joined today by Terry Dean. Terry, the second time around for you. We don't have many guests on the show twice, so you're doing well, sir. Thank you for being here again!

Terry Dean 00:26 I'm honored to be invited back.

Tom Poland 00:29 So, where are you based?

Terry Dean 00:32 Ocala, Florida. It's nice and warm here.

Tom Poland 00:34 Did you say California?

Terry Dean 00:35 Ocala, Florida.

Tom Poland 00:37 Ocala, Florida! Was gonna say California. They're having snow drifts at the moment! Yeah, so that's very, very different. Okay, Florida. Yeah. All right! Thank you for that. So, folks, Terry's got a very pragmatic approach to a subject that is often full of smoke in mirrors, which is marketing. He's helped literally thousands of clients attract new customers online since 1996, almost pre-internet. And most of them must have been in the dial-up days,

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Discover and dive deeper into the areas in your life and business that have been limiting your success Learn the importance of setting up your personal foundation in your work and influence your business Understand the correlation the effect of finding back your courage and changing the world

Resources/Links:

Want to know how to gain back your confidence and reignite your passion? Click here: https://kendfoster.com/

Summary

Do you want to learn how to channel your courage to unlock your inner genius so that you can give the best to your business and clients?

Having just a business isn’t enough if you’re mentally limiting yourself until the glass ceiling. Without the courage and the right mindset, you’ll only be bound and limited by what you believe in. Have the courage to unlock your i

Ken D. Foster is a keynote speaker, best-selling author, business strategist, and news personality, who owns a broadcast and media production company. He is the executive producer and host of the Voices of Courage Show syndicated on TV, podcast, plus radio and broadcast in 185 countries. He specializes in working with people who are committed to leveling up their lives, maximizing their highest potential, and contributing to making the world a better place.

Listen to what Ken has to share and get back your courage to unlock your inner genius by learning the secrets of success and business growth.

Check out these episode highlights:

02:08 - Ken’s ideal client: An ideal client is anybody that owns a business that is really ready to uplevel that business. They may be stuck in stop-start patterns. 03:41 - The problem he helps solve: Well, the problem I solve is the limitations of the mind. So individuals think that they want to move forward in some area, but there's usually a belief or beliefs, a series of them that we really have to explore and look at. 04:27 - The symptoms of the problem: There's if you have a lack in your life if you have upset and stress in your life if you have relationships that aren't working in your business or your personal life if you have a health issue right now, those are symptoms. 05:15 - Clients’ common mistakes before consulting Ken: You know, I love that question because a lot of people want to make a big difference in the world, that's great. My hat's off to you. I work with a lot of people that are in service in many ways. 06:39 - Ken’s Valuable Free Action (VFA): Well, let me just give you, I wrote this book. It's called, the Courage to Change Everything: Daily Strategies and Essential Wisdom to Awaken Your Inner Genius. It's 440 pages, hardback. 07:36 - Ken’s Valuable Free Resource (VFR): Want to know how to gain back your confidence and reignite your passion? Click here: https://kendfoster.com/ 08:30 - Q: What's your message to the world? A: My message to the world is to use this there's nothing stopping you but if you want greater success, you want more love in your life, you want more compassion, more understanding. Then it's time to wake up.

Tweetable Takeaways from this Episode:

“Start with the foundation of you; change you, and the rest will change.” -Ken D. FosterClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you, as ever, from the Sunshine Coast in Australia, joined today by Ken D. Foster. Ken, I know that you live in my favorite part of the whole of North America. Tell folks where you're calling in from.

Ken D. Foster 00:27 Well, I'm in San Diego and yes, it's the most beautiful place on the planet from my point of view.

Tom Poland 00:34 And in Encinitas, right?

Ken D.

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 Discover what is hindering your sales– is it your marketing strategies or your sales team Learn why you should stop focusing on the symptoms and instead identify the root cause Understand the importance of the chemistry of mindset and attitude in approaching your root cause Resources/Links: To get more FREE tips and advice on how to unlock your sales team’s superpowers, click here: https://www.smartmovesinc.com/ SummaryHave you been experiencing stalled sales, hindered business growth, and undeniable stress that you just don’t know what to do?Looking at a problem is just the tip of the iceberg. What you need to do is more than that– dive into the root cause and look for a promising solution for it.Barbara Spector is the CEO of SmartMoves and has spent more than 26 years helping CEOs and business owners with sales transformation and people development in a wide array of industries.Barbara dives deeper into the iceberg of sales and marketing and shares her amazing insights that can guarantee you multiple closed deals. Check out these episode highlights: 01:39 - Barbara’s ideal client: We work mostly with sales teams with at least 10 salespeople, maybe more, who are wanting to thrive in spite of any economic conditions that they're facing today. 02:41 - The problem she helps solve: The biggest problem is they have stalled sales. It doesn't matter if they're a tiny organization, a medium size, or a ginormous organization, no CEO is happy with the level of growth that they have. 03:21 - The symptoms of the problem: So well, here's the problem. Companies focus on symptoms rather than identifying root causes. 04:20 - Clients’ common mistakes before consulting Barbara: The biggest problem overarching is that they rely on observation and guesswork to get it right. 05:43 - Barbara’s Valuable Free Action (VFA): What they need to do is they really need to be listening to those self-limiting beliefs that people have, whether it's, you know, "We can't sell right now" or "We can't reach decision makers because.." And then they fill in the blanks with some excuse. 07:49 - Barbara’s Valuable Free Resource (VFR): To get more FREE tips and advice on how to unlock your sales team’s superpowers, click here: bit.ly/3Zyup 08:25 - Q: What kind of results do we actually produce for our companies? A: What we're seeing is a minimum of a 17% increase in top-line revenue. That's huge! Tweetable Takeaways from this Episode:“We help companies get at the root cause of the issues they're facing. That's why we call it unleashing the power of what you don't know.” -Barbara SpectorClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland, beaming out to you from Sunshine Coast in Australia where it is indeed warm and sunny, joined today by Barbara Spector. Barbara, good day from Down Under. A very warm welcome! Where are you hanging out?Barbara Spector 00:23 Good day to you too. So we're from California. Tom Poland 00:28 California?Barbara Spector 00:28 California. Yep! Northern California, where it's pouring rain. Tom Poland 00:33 Yeah, normally warm and sunny, but at the moment, not so much, right?Barbara Spector 00:37 Exactly. Tom Poland 00:38 This is, folks, you're probably listening to this a little bit later, but it is just the beginning of March 2023. And they've had snowdrifts in LA-- unbelievable. Alright, enough of climate change. Let's get on to Barbara's specialty. She's the CEO of SmartMoves and has spent more than 26 years helping CEOs and business owners with sales transformation.

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 Discover the importance of finding and operating in your zone of genius more and more Learn how you can use your expertise as your superpower and provide value to your audience Understand why chasing income instead of impact is never the right way to go Resources/Links: Want more tips on how to switch that job mindset into an entrepreneurial one? Click here: https://go.douglasjfoley.com/BreakoutBlueprint SummaryDoes your business give you more stress than income? Do you feel like your business has finally hit that glass ceiling and you just don’t know what to do to break through it? Doug Foley is a best-selling author, entrepreneur, and speaker that is passionate about helping entrepreneurs build a lifestyle business and making a lasting impact in the world.Dive into the world of entrepreneurship as Doug gives his amazing tips and tricks on how you can navigate through your business without stress and rekindle your passion for change by honing what you’re great at. Check out these episode highlights: 01:45 - Doug’s ideal client: Entrepreneurs who are looking to make an impact with their business and not just an income. 01:59 - The problem he helps solve: We help entrepreneurs figure out how to scale and breakthrough at each stage of their business, and how they can leverage their business to create a more meaningful lifestyle. 02:57 - The symptoms of the problem: I think most people, especially coming through, you know, the global crisis we came through, they went into this position where they're stuck. You know, they feel stagnant, so some left corporate America to start a job. 04:08 - Clients’ common mistakes before consulting Doug: I think most people chase income instead of impact. And it's really cool until you realize you can make as much money as you want, but you're not finding happiness. 05:17 - Doug’s Valuable Free Action (VFA): One of the biggest things, I would say, for most people is to focus on something called your "ikigai". It's a Japanese principle, you can Google it. 06:26 - Doug’s Valuable Free Resource (VFR): Want more tips on how to switch that job mindset into an entrepreneurial one? Click here: https://go.douglasjfoley.com/BreakoutBlueprint 07:06 - Q: When is the best time to start a business? A: The answer goes back to the Chinese proverb. When's the best time to plant a tree? The honest answer is 20 years ago. The second best answer is now. Tweetable Takeaways from this Episode:“There's no perfect business plan. There's no growth hack. The best way to start is to go out there and provide value with the expertise that you have.” -Doug FoleyClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Doug Foley. Doug, a very warm g'day from Down Under. Where are you hanging out, sir?Doug Foley 00:22 Virginia Beach!Tom Poland 00:23 And how's the weather in Virginia Beach right now?Doug Foley 00:26 Yeah, right now, it's beautiful. We've got 60 degrees. Nice and warm. I think Australia is a close 12-15.Tom Poland 00:33 That's- yeah, it's not bad for the depths of winters. Doug Foley 00:36 Yeah, I will take it. Listen, I'd rather be there for summer. I can tell you that much.Tom Poland 00:40 Right. Yeah, I always think if you've got clear skies, you know, that sun shining, it doesn't matter too much how cold it is. Folks, Doug is a best-selling author. He's an entrepreneur. He's a speaker. He's passionate about helping entrepreneurs build a lifestyle business. And, Doug,

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 Discover the importance of consistency in organic advertising and marketing Learn how to know if you’ve got that bright shiny object symptom and how you can stop it from taking over your business Find out how you can avoid being a zombie coach and keep your business busy and alive Resources/Links: Want to get your FREE roadmap for success? Click here: https://www.naturalborncoaches.com/ SummaryDo you want to know how you can organically gain more online momentum, more opportunities, and more clients without the paid ads and stress?An effective marketing strategy isn’t all about investing tons of cash into your ads. The right marketing strategy can come in for free– as simple and easy as that, you just need one more secret right along with you!Marc Mawhinney helps coaches get more clients (without paid advertising). He achieves this with coaching programs, his podcast “Natural Born Coaches”, his Facebook Group “The Coaching Jungle” and his exclusive print newsletter “Secret Coach Club”.Find out what is the secret roadmap for success through the power of organic marketing with the winning and amazing tips that Marc has to share. Check out these episode highlights: 01:35 - Marc’s ideal client: It's really coaches that want to get more clients. And there are really five quick criteria. I look for ones who are action-takers, ones that want to make a big impact out there. 02:04 - The problem he helps solve: It's really coaches who want to get more clients, but organically, not necessarily with paid ads. If they don't want to dump a bunch of money into Facebook ads, or whatever. 02:41 - The symptoms of the problem: Well, what I'm seeing is that they aren't obviously getting the clients that they want, or at least consistently, they might get a client here or there. And then there's a drop for a while and there's ups and downs and everything like that. 03:58 - Clients’ common mistakes before consulting Marc: So like you said, coaches are addicted to personal development, which makes them great to work with because they're just soaking in as much as they can-- programs videos, or everything they can get their hands on. 05:15 - Marc’s Valuable Free Resource (VFR): Want to get your FREE roadmap for success? Click here: https://www.naturalborncoaches.com/ 06:37 - Q: What's my opinion on the whole Prince Harry book saga with the book spare? A: My advice would be to spend less time worrying about the Royals and worrying more about your business and how you're going to get it rolling. Tweetable Takeaways from this Episode:“If you’re trying to get from point A to point Z, you need to know how you're getting there. You can't just guess and set off to that destination without a map.” -Marc MawhinneyClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a very warm welcome to, yet another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Marc Mawhinney. Marc, good day, mate, from Down Under. Welcome, and where are you hanging out?Marc Mawhinney 00:23 I am on the east coast of Canada, New Brunswick.Tom Poland 00:26 East coast-- North, South, West, East. How's the weather right now? It's January 2023. What's happening out there?Marc Mawhinney 00:33 It's very snowy. We had a snow day yesterday. But, overall, it's been a good winter for January in Canada.Tom Poland 00:40 All right, good to hear you haven't frozen! Although, your video has that'll come back. Folks, Marc and I have known each other for many years. He helps coaches get more clients without paid advertising. He achieves this with coaching programs,

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 Enhance your marketing methods to ensure sustainability and long-term results rather than short-term ones Discover why you should always ask for help, especially when growing your business Find out the importance of chasing which sales are worth chasing and which ones are not Resources/Links: Want to know what’s stopping you from getting more sales? Click here: https://ceosalesstrategies.com/ SummaryDo you want to know how you can turn your sales desires into business realities by chasing the right sales?Not all sales are worth chasing, and not all things are meant to be done alone. To grow your business and increase your stream of sales (A.K.A. be a part of the top 1% of earners), it’s crucial to know the importance of asking for help or others’ opinions and investing your time into the right things!Doug C. Brown is the CEO of CEO Sales Strategies. He is the international best-selling author of the book, Win-Win Selling: Unlocking Your Power for Profitability by Resolving Objections. He is also a nationally recognized sales revenue growth expert and consultant.Grab a drink and listen to Doug and his life-changing advice on how you can become part of the top 1% of earners just through the power of honesty and investing your time into the right things. Check out these episode highlights: 01:21 - Doug’s ideal client: So my ideal client is somebody who's selling, normally a business coach, business consultant, salesperson, solo business owner, or people who even have sales teams. 02:01 - The problem he helps solve: I think the challenge for these people is they have the desire but don't have the skills and knowledge how to navigate their sales processes and sales in general. So they can't be in the top 1%. 02:48 - The symptoms of the problem: Well, the typical symptoms, frankly, all boil down to they're not getting the right results for themselves. And they're working way too many hours. They're frustrated. 04:44 - Clients’ common mistakes before consulting Doug: I think basically, well, they're trying to think that they can accomplish everything in a two-day book or seminar, right? So when they're trying to learn these types of skills, they're trying to do them in a vacuum. 06:05 - Doug’s Valuable Free Action (VFA): Well, I think the first thing is to start with an assessment of self-honesty, assessment, right? So what do you really want? You know, a lot of people are chasing sales, and they're not sure why they're even doing it. 06:56 - Doug’s Valuable Free Resource (VFR): Want to know what’s stopping you from getting more sales? Click here: https://ceosalesstrategies.com/ 07:27 - Q: What keeps people stuck from making the money they pursue? A: They think they're in their business and what they're in, they need to be in this client acquisition vs their own service business. Tweetable Takeaways from this Episode:“There is a reason that people are in the top 1% vs people who are not, and that really comes down to whether we are being truthful with our goals.” -Doug C. BrownClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Doug C. Brown. Doug, good day from Down Under. Sir, where are you hanging out? Where are you based?Doug C. Brown 00:21 We are in New Hampshire in the United States and good day to you too!Tom Poland 00:25 Folks, if you don't know Doug, he's the CEO of CEO Sales Strategies. He's also an international best-selling author of the book, Win-Win Selling, which is music to my ears, and the subtitle of Win-Win Selling is "Unlocking Your Power for Prof...

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 Discover why it’s not a people issue but rather an infrastructure issue Learn how you can break out of that firefighting and do solutions that would actually work while growing Understand why hiring more, spending more, and working longer hours isn’t the right answer to your problem Resources/Links: To get more FREE awesome insights on how to keep winning while growing, click here: https://www.maverickandcompany.com/bigger-is-different SummaryDo you feel like nothing is just ever working especially when your business is growing? Do you want to save yourself some time and money and find the best solution for this?Management isn’t all about training, hiring, and managing employees, it's also about looking into the structure of the business. It’s not always about the people, sometimes it's about the infrastructure.Alecia Huck is the founder of MAVERICK & Company and specializes in developing leadership teams and helping them spend less time-fighting fires and more time building what matters.Listen to what Alecia has to share on how you can spend less time, stress, and money on your management problem by diving deeper into your systems through her life-changing reflection and tips. Check out these episode highlights: 01:44 - Alecia’s ideal client: Typically, the people that I work with. My specialty is going to be the executive teams of fast-growing companies. And those are typically between $5 and $75 million. 02:40 - The problem she helps solve: So a lot of people start a company. You work really, really hard, right? You grow. And that's what you want-- both in size and, hopefully, in profit. And then one day, things just don't work the same way. 04:04 - The symptoms of the problem: So you guys are gonna love this because you can't just say it's a certain revenue mark, and there's no number of employees-- it just varies too much from industry to industry. But there are five really good, reliable signals, right? 05:44 - Clients’ common mistakes before consulting Alecia: They're going to think you can hire their way out of it. Right? I'll just get more people. They can add more cooks to their kitchen without better systems. And they'll spend money on things like software, right? 06:41 - Alecia’s Valuable Free Action (VFA): So if you want to break out of that firefighting, where you're just running around solving problems, here's what I want you to do. It's really super sophisticated. See this? Get a sheet of paper out. Write good on it. 07:20 - Alecia’s Valuable Free Resource (VFR): To get more FREE awesome insights on how to keep winning while growing, click here: https://www.maverickandcompany.com/bigger-is-different 08:15 - Q: What do I want people to know? A: You don't have to be somebody you're not in order to win. You don't have to have a room full of binders. You don't have to sell your soul. You can win as you. Tweetable Takeaways from this Episode:“You don't have to be somebody you're not in order to win. You can win as you.” -Alecia HuckClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10A very warm welcome folks to another edition of Marketing the Invisible. We're gonna have fun today. I'm joined today by Alecia Huck who is just a fun and interesting person and is one of the most intimidatingly organized people on the planet. She even has QR codes for things. I mean- it's just, yeah. And she's got one right there, see! She's, for those of you who don't know. Alecia, good day! A very warm welcome for Down Under, by the way. Where are you hanging out?Alecia Huck 00:36 At Denver, Colorado! It's a beautiful, perfect fall day as we record this.Tom Poland 00:40

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 Discover why you’re overpaying for website services when you could just do it on your own for less or even free Learn how easy it is to make your own world-class website without the expense, stress, and delays Understand why you should start investing your time in training and courses to help your business grow Resources/Links: Want to learn how you can automate your business for free? Click here: www.ScrewTheCommute.com/automatefree SummaryDo you want to learn how to save yourself from stress and save some money by making your very own world-class website?Making your own world-class website and having an effective digital marketing strategy isn’t supposed to make you broke and stressed. Get back your time and business by investing more in your skills and depending less on others.Tom Antion never had a job, but he’s an Internet multimillionaire. He also has the only licensed, dedicated Digital Marketing school in the USA.Get an awesome over-the-shoulder experience of how Tom saves himself thousands of dollars by creating his own website and having an unstoppable flow of income through his amazing tips on digital marketing! Check out these episode highlights: 01:15 - Tom’s ideal client: I actually have three of them. One would be a young person thinking about going to college. I don't know about Australia, but here, it's a mess! They're running up big student debts. 01:52 - The problem he helps solve: The problem is that they lack online skills, and they want to farm out everything to everybody else without understanding what's going on. 02:39 - The symptoms of the problem: They're overpaying for services is one of the big ones. And they're frustrated because there are so many delays when they're just hiring out all the things for their business, to other people. 04:20 - Clients’ common mistakes before consulting Tom: They refuse to get their fingers dirty and learn some of these techniques because we make world-class websites like an 82-year-old lady's making world-class websites for $450. 05:10 - Tom’s Valuable Free Action (VFA): One thing they could do totally for free-- now, I'm not endorsing this as "the end all", but Google has a digital marketing certificate course for free! It's a 40-hour course. 06:07 - Tom’s Valuable Free Resource (VFR): Want to learn how you can automate your business for free? Click here: www.ScrewTheCommute.com/automatefree 07:19 - Q: At my age, how do I keep my boyish good looks? A: Actually, you have to hire young tech-savvy, inexpensive geeks by going to your secondary school and finding all the kids that are tech-savvy, that are loving working on computers rather than cutting grass and selling burgers. Tweetable Takeaways from this Episode:“If you understand what's going on, you're not going to get ripped off.” -Tom AntionClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Hello, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Tom Antion. Tom, good day from Down Under, sir. Where are you hanging out?Tom Antion 00:22 I'm hanging out in Virginia Beach on the East Coast of the USA.Tom Poland 00:26 Sounds rather nice, actually. And how's the weather? You must be in the depths of winter, right?Tom Antion 00:32 Yeah, but it's pretty moderate here. So today it was 55 degrees Fahrenheit, so it wasn't too bad.Tom Poland 00:38 It sounds nice. Let's kick on, folks. If you don't know Tom, he's a bit of a legend on the internet. He's never had a job, but he's an internet multi-millionaire. And he has the only licensed dedicated Digital Marketing s...

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 Learn what are the powerful 4 C’s you need to know that can guarantee traffic and business growth Understand why you also need character traits rather than just having the skill sets Discover how to conquer your limiting beliefs that are stopping you from achieving your full potential Resources/Links: Want to learn how to create dynamic and attention-grabbing content that will wow your audience? Click here: dynamicfitpros.com/contentmachine SummaryDo you have something amazing and life-changing to share with the world but just struggle to reach your target market?Knowing your forte is important but learning how to spread that like butter is crucial too! It’s not always about the skill sets you have, but you also need to have the character traits like discipline, and consistency, in your forte or business.Chris and Eric Martinez help entrepreneurs become digital thought leaders. They are also the owners of Dynamic Fit Pros where they help coaches build and scale their coaching businesses.The dynamic duo, Chris and Eric, share what are the 4C’s that are crucial to know for your business in order to generate high-paying clients and provide sustainable leads anywhere every time. Check out these episode highlights: 01:52 - Chris and Eric’s ideal client: Our ideal client is health and fitness professionals. So it could be anyone from a personal trainer to a nutritionist, registered dietician, CrossFit coach, or, you know, natural path coach, or even just someone that does holistic health and wellness. 02:11 - The problem they help solve: So we help them create more income, impact, and independence, and actually have more faith over fear. And I say “faith over fear” just because there are a lot of health and fitness professionals and entrepreneurs too that like these days and age, we call it "FUD". 03:01 - The symptoms of the problem: It's really the lack of skill set, you know, understanding how to be a marketer first and coach second, and really understanding how to sell, how to create a, you know, a Grand Slam offers to where it positions them to, you know, sell it for one to $3,000. 04:51 - Clients’ common mistakes before consulting Chris and Eric: Yeah, so kind of to piggyback what Eric said, one of the big mistakes they make is obviously they can acquire these skills, right? Sales, marketing, social media, having an offer, all that stuff, but the character traits are the biggest things that they need to sit there and hone in on. 05:53 - Chris and Eric’s Valuable Free Action (VFA): It's called the 4 C's to generate more leads. And this is something really just great to write down. So the first C is, you know, learn to create good compelling content, and just be consistent with that. 06:39 - Chris and Eric’s Valuable Free Resource (VFR): Want to learn how to create dynamic and attention-grabbing content that will wow your audience? Click here: dynamicfitpros.com/contentmachine 07:28 - Q: Us being identical twins, have we done a switcheroo in our classrooms when we are in middle school or high school? A: Hell yes! Tweetable Takeaways from this Episode:“I will take a coach that has the character traits first, and then teach them the skills secondly. Instead of them having the skills first and not having those character traits.” -Eric and Chris MartinezClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Chris and Eric Martinez. Guys, a very warm welcome from Down Under. Where are you hanging out?Eric Martinez 00:21 Tom, what's going on?

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 Discover how can you turn your leads into ever-flowing conversations and into better credibility Assess if you’re giving more of who you are to your audience rather than what you do Learn why you should have a clear message before investing so much in your marketing Resources/Links: Want tips on how you can build your credibility with the magic of gifting? Click here: paperbackexpert.com/gifting SummaryDo you want to find out how you can write your book without really writing it through your conversations driven by authenticity?Nobody wants to read the usual, so why not serve them up with something new? Adding a personal touch to everything you do, whether it’s the way you talk or present yourself, is actually more important than you think. It’s what makes people remember you.Michael DeLon is the #1 Amazon Best-Selling Author and America’s Foremost Authority on Credibility Marketing. He teaches business owners how to establish credibility and gain more new clients.Dive a little bit deeper into the world of authenticity and personal branding with Michael as he shares how you can write your book without really doing so through your conversations driven by your authentic self and story. Check out these episode highlights: 01:22 - Michael’s ideal client: Well, Tom, my ideal client's that business owner who's always thought about writing a book, but never done it. 02:13 - The problem he helps solve: So we've built marketing systems, step-by-step guides, that we give to our clients, and they implement them through our guidance so that they know how to use the book in lead generation, lead conversion, preconditioning, and referrals. 03:12 - The symptoms of the problem: Yeah, having headaches, Tom, because they're banging their head against the wall, right, because they're frustrated with marketing. They're getting leads, but they're not converting those leads into conversations. 03:56 - Clients’ common mistakes before consulting Michael: Well, the first one is they're trying to write their book on their own, right? They tried to write. That's not where you're making your best money. The real big one is they don't have a clear message. 05:24 - Michael’s Valuable Free Action (VFA): Be personal. And what I mean by that, Tom, is too many people are trying to be what you think your audience wants you to be. And so you're hiding behind suits or letters behind your name. No, no-- be yourself! 06:09 - Michael’s Valuable Free Resource (VFR): Want tips on how you can build your credibility with the magic of gifting? Click here: paperbackexpert.com/gifting 07:18 - Q: How can you be guaranteed to make money as an author? A: In 20 seconds use us because when you work with us, I guarantee that you'll double your investment in two years, or I'll give you all your money back because I know our systems and strategies work. Tweetable Takeaways from this Episode:“People are going to buy who you are more than what you do. Be personal in your marketing.” -Michael DeLonClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Michael DeLon. Michael, it's a pleasure to have you here, sir. Good to meet you again. Michael DeLon 00:21 Thank you, Tom.Tom Poland 00:22 But good day from Down Under. A very warm welcome. Michael, remind me, where are you based?Michael DeLon 00:28 I am in the United States, Little Rock, Arkansas.Tom Poland 00:31 Arkansas, it's a wiper down in Australia. Hands across the water! So, well, folks Michael's superpower is he brings you credibility,

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• Discover how to make your clients feel like they are more than just a number through personalization
• Learn why you need to stop selling to the persona and focus more on the person

• Understand the powerful difference between personalization rather than using the generic sales messages Resources/Links:

• Want to know how you can put your sales in motion through personalization? Click here: humantic.ai

Summary

Do you feel like you’re lacking that cherry on top when it comes to your marketing and sales? Are you ready to find out how you can use personality insights to the next level?

Personalizing the sales process is crucial in today’s competitive business environment. This allows you to build trust with your customers and increase their loyalty to your brand, leading to long-term relationships and increased sales. If you want to stand out from the competition and build a successful sales strategy, personalization is key.

Collin Mitchell is a go-to Market Leader with 3 exits under his belt and currently serving as the Chief Evangelist at Humantic AI where they are helping sellers personalize the entire sales process to build more rapport and close more deals.

Channel your authenticity with Collin as he explains the importance of ditching the generic and adding a bit of personal touch into your sales and marketing processes that will guarantee you increase close rates, skyrocket sales, and happy loyal clients!

Check out these episode highlights:

• 01:28 – Collin’s ideal client: We serve, you know, various different sales organizations, but, the ideal client that we’ve, you know, seen to add a ton of value to is B2B sales organizations.
• 01:44 – The problem he helps solve: There’s a few, but, you know, overall the problem that we’re solving for them is helping them to better understand their buyers and to change their sales process in a way that can be more authentic.
• 03:01 – The symptoms of the problem: There are a few different areas that we see. You know, personality insights move the needle the most. But I’ll focus on, sort of two of the most common, right, is top of the funnel. They’re, you know, not getting a lot of positive replies.
• 04:11 – Clients’ common mistakes before consulting Collin: So the biggest mistake that a lot of people make, just generally in sales is exactly what you said. You know, selling to the persona instead of the person, and that’s just not authentic enough. It’s not personalized enough at the level.
• 06:06 – Collin’s Valuable Free Action (VFA): Start with understanding the different personality types of people and what you should avoid with each type. That’s a real way to just take a little bite out of selling this way, before trying to take, you know, take it all on.
• 06:33 – Collin’s Valuable Free Resource (VFR): Want to know how you can put your sales in motion through personalization? Click here: humantic.ai
• 07:13 – Q: What are some of the results people are getting from you leveraging personality AI into their sales process? A: So some of the most common things that we’re seeing, I’ll just give you three, is a 236% increase in positive replies on outbound activities, a 36% increase in first-time-to-engagement, and a 6.7% increase in close rates.

Tweetable Takeaways from this Episode:

“The best place to start for folks to avoid making those sales mistakes is to know yourself first.” -Collin Mitchell
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing The Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Collin Mitchell. Colin, a very warm good day from Down Under, sir. Where are you hanging out?

Collin Mitchell 00:21
I am in Los Angeles, California, in the United States!

Tom Poland 00:25
LA, the city of Angels. Would you rather have a big apple or an angel? I’m going to go with the angel, right?

Collin Mitchell 00:31
Yeah, of course. West Coast is the best coast!

Tom Poland 00:34
West Coast is the best coast. Okay. There’s a jingle at there somewhere if you go west, young man. Folks, Collin’s an interesting guy because he does a lot of stuff with AI. We’re going to find out more about that in a moment, in particular, in relation to personality insights. He’s kind of the go-to guy with three business exits under his belt. He’s currently serving as the Chief Evangelist at Humantic AI where they help sellers personalize their entire sales process, and this is pretty cool, to build more rapport and close more deals. I think this is especially valuable when, very often these days, we’re not sitting across the table physically from someone when we’re having those sales conversations. So our title today is, “How to Use Personality Insights to Increase Close Rates”. Collin, thanks for being here. We are going to kick off. Our time is going to start just as soon as I find that fricking app. Here we go! Time starts now. Question number one, sir, who is your ideal?

Collin Mitchell 01:28
Yeah, so we serve, you know, various different sales organizations, but, the ideal client that we’ve, you know, seen to add a ton of value to is B2B sales organizations.

Tom Poland 01:39
B2B in particular. Thank you for that. Question two, what’s the problem you solve for them?

Collin Mitchell 01:44
Yeah, so, there’s a few, but, you know, overall the problem that we’re solving for them is helping them to better understand their buyers and to change their sales process in a way that can be more authentic. And they can personalize the entire sales process.

Tom Poland 02:03
Right so we’re really getting to, I would imagine quite deep levels of rapport and empathy and relatability very quickly because you’ve got a bit of an x-ray into who this person is and what makes ’em tick. Does that sound about right?

Collin Mitchell 02:17
You hit the nail on the head, right? Because everybody’s a little bit different. And the problem that sellers are faced with is they are showing up to sell to their buyers the way that they would want to buy if they were on the other seat of the table. Right? And that works in some cases, but not all. And, unfortunately, not most.

Tom Poland 02:40
Yeah, if you find one in a 1000 or a hundred thousand people that are the same as you, it’s going to work pretty well, otherwise. Alright, thank you for that! So question three, what would you say are some of the symptoms of an organization or a B2B salesperson who needs what you’ve got? What’s going on in their sales process that kind of gives them a heads up, they need to be finding out more about what you do.

Collin Mitchell 03:01
Yeah, you know, there are a few different areas that we see. You know, personality insights move the needle the most. But I’ll focus on, sort of two of the most common, right, is top of the funnel. They’re, you know, not getting a lot of positive replies. And that could be two possible scenarios, right? They’re not targeting the right people, or they’re not targeting the right people with the right messaging based on the person instead of the persona, which is the way most people sell. Another area of focus that we see a lot is close rates. So, you know, a lot of times either deal isn’t moving forward and they’re stuck and stalled. And by leveraging these sorts of insights gives the sellers the ability to know what matters most to their buyers and able to get those deals unstuck

Tom Poland 03:47
Right. And so the top of the funnel is either the wrong people or the wrong message, or the bottom of the funnel is where the close is happening. It’s a succinct way of summarizing it. You mentioned the difference between persona and personality. I think that might be a good conversation around question four, which is a common mistake that people make. One of them is mistaking persona as personality. Tell me more about that and then any other mistakes you think are pretty common.

Collin Mitchell 04:11
Yeah. So the biggest mistake that a lot of people make, just generally in sales, is exactly what you said, selling to the persona instead of the person, and that’s just not authentic enough. It’s not personalized enough at the level. And then I would say, you know, the thing that people struggle with a bit is they try to take on all of this at once. And this is, you know, this way of selling is not a new concept. This is just a new technology that makes it easier. And the best place to start for folks to avoid making those mistakes is to know yourself first. So having a level of awareness of your own personality, the way that you would want to buy if you were on the other side of the table. What are your communication styles and preferences? What things and values are most important to you? Because that frames the entire structure of the sales process based on the individual. And so, knowing yourself first is a really good place to start to avoid making some of those common mistakes.

Tom Poland 05:11
Okay. Thank you for that! And, I’m still not sure what you mean by the difference between the persona and the personality. What do you mean by this?

Collin Mitchell 05:17
Yeah, so the persona might be really basic. Like, you know, is it B2B, is it B2C? Are they in this particular industry? Are they this company size? Do they have this job title? And then people that are maybe doing a halfway decent job with persona might even take it a level deeper where they’re saying, and they have this specific problem, and then that defines, you know, their ICP and they sell based on that.

Tom Poland 05:40
Could be a good place to start, but it might not be detailed enough in terms of the individual’s personality. Thank you for that!

Collin Mitchell 05:45
Yeah. And so, for the person, it would be more around, “Hey, this is an ROI-driven person. This is a relationship-driven person.” And so you’re going to frame up the conversation based on that.

Tom Poland 05:55
Yeah. Perfect. Thank you for that. Just over two minutes left. Top tip, question five. One valuable free action that someone could take. It is not going to solve the whole problem, but it might take them a step in the right direction.

Collin Mitchell 06:06
Yeah, start with understanding the different personality types of people and what you should avoid with each type. That’s a real way to just take a little bite out of selling this way, before trying to take, you know, take it all on.

Tom Poland 06:21
And, that might lead us quite nicely into question six, which is the valuable free resource cause I think you’ve got something there that people can- is going to help them with the understanding that. A URL or a website people can go to to find out about that?

Collin Mitchell 06:33
Absolutely! So, for anybody who’s curious about this sort of stuff or even just wants to run their own profile and have that level of awareness, and understand what to avoid with different types, they can go to humantic.ai. Start a free trial, run some searches, and have some fun on there with that, and our team’s available to support anybody who’s trying to figure out how to put this stuff to work.

Tom Poland 06:55
Fascinating. So folks that’s humantic, A as in human, but H-U-M for Mary, A-N for Nigel, T-I-C, humantic.ai. Go and have a look. It’s fascinating stuff. Collin, we’ve got just 50 seconds left. Sir, what’s the one question I should have asked you but didn’t?

Collin Mitchell 07:13
Yeah, I would say the one question you should have asked me that you didn’t, would be, you know, what are some of the results people are getting from you leveraging personality AI into their sales process?

Tom Poland 07:29
Great question. And in less than 30 seconds, what are some of those results?

Collin Mitchell 07:32
Yeah, so some of the most common things that we’re seeing, I’ll just give you three, is a 236% increase in positive replies on outbound activities, a 36% increase in first-time-to-engagement, and a 6.7% increase in close rates.

Tom Poland 07:49
Remarkable statistics! Collin, thanks so much for your time.

Tom Poland 07:54
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Discover how having the shiniest marketing isn’t always going to give you the road to sales and conversions
• Learn why objections are better than rejections and why you should listen to them instead of arguing

• Explore the importance of making your prospects feel empowered in order for them to make a purchase Resources/Links:

• Want factual tips on how you can sell without sacrificing too much? Click here: sellcoachsell.com

Summary

Do you feel like you’ve been chucking in so much money into marketing but nothing seems to work?

Your marketing may not always be perfect and that’s okay. It’s crucial for you to listen to client objections for you to structure your marketing to what your audience wants. This can turn your promising leads into sustainable sales.

Annie P. Ruggles is the Founder of the Non-Sleazy Sales Academy, the Host of Too Legitimate to Quit, and the Author of “The Coach Who Would Not Sell”.

Dive into the world of marketing and sales as Annie shares how you can increase your sales by transforming your marketing into something audience-centric and sustainable.

Check out these episode highlights:

• 01:35 – Annie’s ideal client: Exhausted, over deliverers. Largely coaches, but not all. Super small businesses who have such a deep passion for service, but find that passion feels like it’s in direct opposition with selling and profiting, raising their rates, negotiating, firing clients– all that good stuff.
• 02:22 – The problem he helps solve: I call it the “martyrdom of over-marketing”. And that is what many, many, many service-based businesses do. We’ve been taught, and rightly so that we need to give, and we need to solve problems.
• 03:37 – The symptoms of the problem: We already talked about burnout, that’s a biggie. Poverty, that’s a huge one. If your business isn’t growing, or if you’re spending more on your business and your business is making. I’m not talking about when your business is brand new.
• 04:53 – Clients’ common mistakes before consulting Annie: They realized too late that they need to sell. They go out and buy a sales book designed for sales pits at larger corporations and it drives them crazy.
• 05:54 – Annie’s Valuable Free Action (VFA): The number one piece of sales training that I absolutely hate is the school of thought that you should argue away objections. Objections are just people’s misunderstandings expressed.
• 07:17 – Annie’s Valuable Free Resource (VFR): Want factual tips on how you can sell without sacrificing too much? Click here: sellcoachsell.com
• 07:52 – Q: Is selling manipulative? A: And the answer is yes! Selling is manipulative, but it’s not manipulative without consent.

Tweetable Takeaways from this Episode:

“Lean into objections. Take it as an opportunity to prove value more deeply to get to know your client better.” -Annie P. Ruggles
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to what will be a very energetic little interview. My name is Tom Poland beaming out to you from Sunshine Coast in Australia. This is Marketing the Invisible. I’m joined today by Annie P. Ruggles! Annie, good day from Down Under. A very warm welcome! Where are you hanging out?

Annie P. Ruggles 00:26
I am right dab smack in the middle of the US in Chicago, so hi from yesterday!

Tom Poland 00:32
Because it looks like Paris at midnight in the background?

Annie P. Ruggles 00:34
You know, that’s because of my van, but yes, faking France well here in drizzly gray Chicago.

Tom Poland 00:45
Well, I can understand why you might want to be in Paris at midnight, yeah. Annie P. Ruggles, in addition to being just a bowl of fun, has this really, really very, very interesting little novella. And we’re gonna tell you more about that in a moment but it’s just so well done. If for no other reason, you guys are gonna have to check it out to see how a pro, how a master of intrigue gets their message across. The title today, though I must carry on- let’s go to the bio first. Annie is the Founder of the Non-Sleazy Sales Academy. She’s the host of Too Legitimate to Quit and the author of “The Coach Who Would Not Sell”. And that leads us, Annie, nicely to the title which is, “The Coach Who Would Not Sell”. We’re going to kick off the interview with question number one. Our time starts now. Who is your ideal client?

Annie P. Ruggles 01:35
Exhausted, over deliverers. Largely coaches, but not all. Super small businesses who have such a deep passion for service, but find that passion feels like it’s in direct opposition with selling and profiting, raising their rates, negotiating, firing clients– all that good stuff.

Tom Poland 01:55
Annie P. Ruggles, you know your clients well– exhausted over givers. Are most of them female?

Annie P. Ruggles 02:00
Mostly female, but there are lots of men and non-binary folk but women, because women are more often conditioned in caregiver roles and have a lot of caregiver guilt, which really can impact their selling.

Tom Poland 02:11
Yeah, and impact’s not having boundaries, over-giving, and so on. Great! Thank you for that. Question two, over six months left still, plenty of time. What’s the problem you solve?

Annie P. Ruggles 02:22
I call it the “martyrdom of over-marketing”. And that is what many, many, many service-based businesses do. We’ve been taught, and rightly so that we need to give, and we need to solve problems. And we need to show up for our people in order for them to know, like, and trust us. But if we do that over and over and over, and we never actually ask for anything in exchange, we’re expecting a martyr flip. We’re expecting marketing to take us across that finish line and change departments for us. We won’t! Marketing and sales are different departments, even if they’re all you. So we waste so much time and so much money over marketing, instead of being able to receive and give in turn.

Tom Poland 03:01
Right and so they’re almost the opposite of the people who do nothing but sell, sell, sell. They don’t give value. They’re just “Buy this”. Your people give, give, give and never make an offer.

Annie P. Ruggles 03:12
Give, give, give, give, give, give give, give, burnout, die. Basically.

Tom Poland 03:20
Five minutes left. Let’s move on. Well, you’ve introduced the answer to question three quite well. What are the typical symptoms? How does someone know- they’re looking at their business and their life and going” OMG, Annie P. Ruggles is describing me”. What’s going on that gives them the heads up they need to find out more about what you do?

Annie P. Ruggles 03:37
We already talked about burnout, that’s a biggie. Poverty, that’s a huge one. If your business isn’t growing, or if you’re spending more on your business and your business is making. I’m not talking about when your business is brand new. It takes time for things to take root, right? But if you’re exhausted and you’re just chucking, chucking, chucking marketing out there, that’s one. If you have a great on-paper brand that isn’t converting. You have the shiniest, the funniest, the wittiest, the best, and no one’s buying it. If you’re spending an unsustainable amount of time on your marketing and don’t feel like it’s getting you anywhere. If you’d love to delegate that marketing but have no room to. And most clearly, if you are becoming resentful of the people you’re trying to serve. If you are starting to hurt because they’re not giving back to you, that is a clear sign that you’re either under compensating yourself, not asking enough, or both.

Tom Poland 04:24
The world needs your solution, Annie P. Ruggles. Question four and just under four minutes left. We’re talking about people who are really trying hard to grow their businesses and serve more people. What would you say are the mistakes, the efforts that they typically make that just are never gonna work, that some of our folks listening might be able to avoid?

Annie P. Ruggles 04:53
They realized too late that they need to sell. They go out and buy a sales book designed for sales pits at larger corporations and it drives them crazy. So what they do is they decide that they have to adopt a “coffee is for closers” mentality and “an always be selling” functionality. And they absolutely don’t. That’s too far apart from your giving nature, plus, your clients and prospects are going to get whiplash when this Muppet shows up as a shark.

Tom Poland 05:23
Folks, I told you this was gonna be fun! Muppet shows up as a shark, and it just doesn’t feel right for them. Right? They just-

Annie P. Ruggles 05:30
No! It’s awkward for everybody, right? It’s weird. It’s totally weird!

Tom Poland 05:38
Yeah, it just doesn’t sit right. So let’s flip it! Let’s talk about something people can do. Question five is one valuable free action or step in the right direction. It’s not gonna solve the whole problem, but it might help them to get started. Two and a half minutes left. One top tip.

Annie P. Ruggles 05:54
The number one piece of sales training that I absolutely hate is the school of thought that you should argue away objections. Objections are just people’s misunderstandings expressed, right? So what I want you to do instead is I want you to lean into objections. Take it as an opportunity to prove value more deeply to get to know your client better. Serve them longer if you need to. Give them more time, but I want you to lean into objections, instead of arguing the objections. If we argue the objection we say, “Your experience is invalid here”. Don’t do that. People need to feel empowered in order to purchase.

Tom Poland 06:35
So instead of trying to bat away the objection with “Here are all the reasons why you’re wrong, and that objection is invalid”, you’re leaning into “I understand more about that”-

Annie P. Ruggles 06:46
Yes, I understand that’s an investment for you. I understand you have other decisions involved. Maybe I haven’t been clear enough yet on what you’re receiving, or how I’m different than my competitors, would you like me to illuminate that? Lean in. Lean in y’all! Lean into ’em.

Tom Poland 06:59
And that’s actually a question I had when I was in a similar situation to you so I can understand why you might have that. Let’s unpack that. Empathy! So question, and we’ve got a whopping one minute left. Question number six is a valuable free resource. Where can we send people so they can find out more about, ‘The Coach Who Would Not Sell’?

Annie P. Ruggles 07:17
“The Coach Who Would Not Sell” is a strategy novella written like a 1960s noir movie with a workbook on top of it to save you from this toxic hell. All you have to do, it’s free, is go to sellcoachsell.com and use the special code “TOM SENT ME”.

Tom Poland 07:32
Thank you. So it’s sellcoachsell.com. Use the special code “TOM” T-O-M if you don’t know how to spell that, “SENT ME” and you’ll be able to unlock the secrets. Fantastic! 25 seconds left. What’s the one question I should have asked you but did not?

Annie P. Ruggles 07:52
The number one question you should have asked me and did not, is selling manipulative?

Tom Poland 07:55
And is it?

Annie P. Ruggles 07:56
And the answer is yes! Selling is manipulative, but it’s not manipulative without consent. If you read a great book or watch a great TV show, you’re gonna laugh, you’re going to cry. You’re gonna do that with your consent. Selling is the exact same way. We need them to feel but never against their consent. Done!

Tom Poland 08:11
Annie P. Ruggles, thanks a million! Been great.

Tom Poland 08:15
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Discover the perfect growth strategy just for YOU– and it’s not what you think it is
• Find out why getting and getting more agency relationships isn’t the answer to your problems

• Learn why you should set your goals and objectives first before the tactics and strategies Resources/Links:

• Want to know more practical growth strategies you can do? Click here: mojomedialabs.com/abm

Summary

Do you want to learn what the right and effective growth strategy is that fits you and your business?

Getting more agencies isn’t the answer to your growth crisis. Establishing a clear goal and aligning it between your departments will put you one step closer to the answer.

Mason Cosby serves as the lead for Business Development at Gravity Global. He ensures Gravity is constantly optimizing our marketing efforts, practicing what we preach to our clients, and making it easy for B2B organizations to create predictable revenue growth.

Listen in to what Mason has to say on how you can find the best B2B growth strategies that guarantee ultimate and promising results that will leave you in shock!

Check out these episode highlights:

• 02:17 – Mason’s ideal client: So our ideal client, as you might imagine would be, predominantly B2B, complex clients that are often on a more global scale.
• 02:58 – The problem he helps solve: At the core, especially as marketing is rapidly evolving, you likely need to partner with some kind of outsourced agency that can help provide some level of innovation. So if B2B organizations on a global scale are looking to partner with an agency for innovation purposes, they really got three options.
• 04:08 – The symptoms of the problem: So I would say if you’ve got, obviously, an absurd number of agency relationships. So yeah, I think 20 plus. At that point, if you’ve got 20 agent relationships, there’s a likelihood that you have spread yourself too thin.
• 05:23 – Clients’ common mistakes before consulting Mason: So realistically, everything that we’ve talked about thus far is essential, our agency and our value. But as far as mistakes from an actual tactical, practical marketing perspective, what most people think is, realistically, they are very tactically focused.
• 06:39 – Mason’s Valuable Free Action (VFA): I think one of the best pieces of advice is when you are making out your marketing goals, specifically, also look at obviously, again, business level objectives, but also sales goals.
• 07:35 – Mason’s Valuable Free Resource (VFR): Want to know more practical growth strategies you can do? Click here: mojomedialabs.com/abm
• 08:15 – Q: What is Dracula’s favorite marketing strategy? A: A count-based marketing.

Tweetable Takeaways from this Episode:

“Don't think tactic first, think the goal first. And then, actually, have clear objectives across customer acquisition, pipeline acceleration, and customer expansion.” -Mason Cosby
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out to on the coast of the Sunshine Coast, in fact, in Queensland, Australia, joined today by Mason Cosby in a very different part of the world. Mason, g’day. Sir, a warm welcome from Down Under. Where are you hanging out?

Mason Cosby 00:25
I am hanging out in Indianapolis and I was hoping you would say “Good day” because that is my favorite thing whenever I hop on calls with my friends in Australia.

Tom Poland 00:32
I can do one better. I can go, “G’day, mate!”

Mason Cosby 00:35
There we go.

Tom Poland 00:36
Let’s throw another shrimp on the barbie and get a cold one. You’ve been watching too many Crocodile Dundee movies, innit?

Mason Cosby 00:44
That and Instant Dream Hotel, but that’s another conversation for another day.

Tom Poland 00:47
Alright, isn’t it? All right. Well, it’s great to have you here, sir. Thank you so much for showing up, and humble apologies for asking to reschedule. Let’s kick into it! Mason serves as the lead for Business Development at Gravity Global. So he has an absolute obsession with practical growth strategies, which is refreshing because there’s so much BS stuff out there on the internet that just flat-out does not work. People want to take your money and go, “Trust me. Give me your money. And I’ll show you how to work” but it doesn’t work. He is responsible for ensuring that Gravity is constantly optimizing its marketing efforts. He’s a great believer and, obviously, preaching what he actually does to their clients. But making it not only just easy but actually more effective for B2B organizations to create and generate and scale predictable revenue flow. And I know, Mason, from my own small amount of work in this area, it’s a very deep rabbit hole. And it can get incredibly complicated. But I’m gonna be all ears to listen to what you’ve been discovering and proving that works. The title today, folks, is, “Business to Business Growth Strategies That Actually Work (Shock!). Because we know there’s so much out there that’s talk but doesn’t work. So Mason, let’s kick into it. Our seven minutes is going to start as soon as I find the clicky thing– now! Question number one, sir, who’s your ideal client?

Mason Cosby 02:17
So our ideal client, as you might imagine would be, predominantly B2B, complex clients that are often on a more global scale. So we can dive a little bit more into a bit about gravity, but at a high level, we are the world’s most awarded B2B agency that can truly provide full service across the globe, with six entertainers across four continents. So really trying to help and provide the scale for massive enterprise organizations that have really complex products.

Tom Poland 02:46
Thank you for that! It probably leads us nicely into describing the problem you solve. So we’ve got- it’s complicated for folks the like relationship. It’s complicated, but how would you define the problem that you solve for your clients?

Mason Cosby 02:58
At the core, especially as marketing is rapidly evolving, you likely need to partner with some kind of outsourced agency that can help provide some level of innovation. So if B2B organizations on a global scale are looking to partner with an agency for innovation purposes, they really got three options. Option one is you actually don’t go to B2B, you go to B2C because they have the global scale. And then again, it’s one agency vs conglomerates. Option two is you end up getting 15 different agencies and some people actually hire an individual that just manages agency relationships across 15, 20, sometimes we have a client that’s got 100 different agency relationships. And then option three is you go to these massive conglomerates in which you don’t actually really interact that much with people. It’s kind of a, just a, plug it in, plug it out. So we solve the B2B complex global scale, but we actually care. And there’s a human that you interact with on a day-to-day basis that wants to see you succeed.

Tom Poland 03:53
Thank you for that. We’ve got plenty of time left. Just over five minutes. Give me some of the symptoms, if you would. This is question three. An organization or an executive, what are they seeing? What’s going on in their business, it’s kind of like a clue that they should be reaching out to you guys.

Mason Cosby 04:08
So I would say if you’ve got, obviously, an absurd number of agency relationships. So yeah, I think 20 plus. At that point, if you’ve got 20 agent relationships, there’s a likelihood that you have spread yourself too thin. And what that actually turns into are two things. One, it’s very expensive, because all agencies have a minimum. So if you’re paying at least 20 minimums, you’re losing some cost savings, and then two, operational efficiency. Because when we operate all in-house, you send us the assets once and we can then share them internally. It’s on us to make sure that everybody internally is up to date. So where you would normally be meeting with 20 different agencies to say the same thing, you do it with one agency that then spreads that message to the entire team involved. So operational efficiency helps move faster and cost savings.

Tom Poland 04:56
Right. There’s a lot of money going out to a lot of agencies. It’s incredibly complex, and you’ve probably got a feeling that things are slipping between the cracks and are simply not optimized.

Mason Cosby 05:05
Yep.

Tom Poland 05:05
What would you say- I can guess one of the common mistakes that your clients have made before they find your solution would be, “Let’s just hire another agency.” So this is question four, are there any other common mistakes that you see that your clients have made before they find you?

Mason Cosby 05:23
So realistically, everything that we’ve talked about thus far is essential, to our agency and our value. But as far as mistakes from an actual tactical, practical marketing perspective, what most people think is realistic, they are very tactically focused. So they’re thinking, “What’s our Google strategy?” Like, “What’s our LinkedIn strategy?” And realistically, what you need is a holistic strategy that then breaks down into specific programs that have clear program objectives. What is our Account-Based Marketing Strategy program? What are our customer expansion program objectives? And again, from there, once you have high-level objectives, you can build out that strategy. And then the tactics just support the strategy. So don’t think tactic first, think the goal first, and then, actually, have clear objectives across customer acquisition, pipeline acceleration, and customer expansion.

Tom Poland 06:12
And so you got alignment across every platform, rather than trying to figure out something for each platform among the billion?

Mason Cosby 06:17
Yeah.

Tom Poland 06:18
Okay. So thank you for that. So, that covers a common mistake. Are there any practical tips you could give people? This is question five. In addition to starting with the overarching strategy, is there any top tip you could give folks that’s going to help them, it’s not gonna solve the whole problem, but it might take them a step in the right direction.

Mason Cosby 06:39
I think one of the best pieces of advice is when you are making out your marketing goals, specifically, also look at obviously, again, business-level objectives, but also sales goals. And what we’ve actually seen a lot of clients do in sales is have their own separate goal conversations. And marketing is having their goal conversations. And we talk a lot about sales and marketing alignment, but if there’s not a goal alignment, then how can you have that alignment? So I would, realistically, have a conversation at an executive level to say, “What’s the annual quota? What percent are we expecting marketing to deliver from a pipeline sourcing perspective?” If you can’t have that conversation, then realistically, you’re not going to find great success.

Tom Poland 07:19
Right. So often, there’s a wall between marketing objectives and sales objectives. And when the wall does come down, there’s a bunfight. So thank you, sir. 70 seconds left, a valuable free resource. Where can we direct people to get more of this?

Mason Cosby 07:35
So if you want, this is my favorite thing that we’ve ever done. So again, I work at a company called Gravity Global, but we were actually acquired. So back in May, I was part of a company called Mojo Media Labs that, in April, had hosted a day-long virtual event called, “ABM-A-THON”. So if you go to mojomedialabs.com/abm, you can find 20 ungated sessions that are about 16 hours of ABM-specific content.

Tom Poland 08:00
Yeah, this is pretty amazing! I’m on the website right now– best practices, understanding buyers, target, countless personalization, tech data and turning tech data into revenue, and so on. There’s so much more there. Thank you for that! 30 seconds left. What’s the one question I should have asked you but didn’t?

Mason Cosby 08:15
What is Dracula’s favorite marketing strategy?

Tom Poland 08:18
What is Dracula’s? You know, werewolves kill vampires, right? But let’s get off of that. Yeah. What is it?

Mason Cosby 08:24
A count-based marketing.

Tom Poland 08:28
Very good. Boom! Mason Cosby, thanks so much for your insights and your sense of humor. Cheers!

Mason Cosby 08:34
Thank you!

Tom Poland 08:36
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover what’s stopping you from building more sites and securing multiple clients
• Learn why you’re not as right (in your business) as you really think you are

• Understand what the two life and work-changing things you should reflect on daily and weekly Resources/Links:

• To get more FREE advice on servant leadership, click here: kurtuhlir.com/MTI

Summary

Do you want to figure out how you can find the inflection point and build amazing income through influencer marketing?

Working with real estate agents shouldn’t be as hard as you think it is. The secret really isn’t about figuring out the technology stack, but more of figuring out what your client needs as a real estate agent.

Kurt Uhlir is a globally-recognized marketer, operator, and speaker. He has built and runs businesses from start-ups to over $500M in annual revenue. He has assembled teams across six continents and has been a part of a small team leading an IPO ($880M). He has also participated in dozens of acquisitions.

Grab your coffee or tea and listen in to Kurt to find out how you can thrive and surf the Internet waves through website creation for multiple real estate agents with the power of influencer marketing and the right mindset.

Check out these episode highlights:

• 01:59 – Kurt’s ideal client: So in the past, I have worked across many different technology fields, but now I tend to be very focused on marketing consultants and agencies that work in real estate.
• 02:23 – The problem he helps solve: Well, so often, when I talk to marketers that have looked at working in real estate, especially those who are building websites, they give me a response that goes, “God! Real estate agents and realtors are just difficult, and they’re just painful clients to work with.”
• 03:11 – The symptoms of the problem: Well, in some cases, I said, they mentioned, you know, they’ve started a work of a real estate client, and it was just extremely painful and seeing if they’re gonna build a website, just kind of that digital hub, especially the influence economy, anything online marketing.
• 04:24 – Clients’ common mistakes before consulting Kurt: They often think that they’re right in their own businesses, not just like with what I mentioned, like those real estate clients. They haven’t been able to grow through the problems they’re having, whether it’s onboarding real estate clients, growing their marketing agency, or even just growing their business operation-wise because they think they’re right.
• 05:56 – Kurt’s Valuable Free Action (VFA): For me, it is blocking time on my calendar for, kind of two, you know, retrospectives, personally. I know that the last thing that high achievers want to do is take time to sit and just stare out the window.
• 07:28- Kurt’s Valuable Free Resource (VFR): To get more FREE advice on servant leadership, click here: kurtuhlir.com/MTI
• 07:48 – Q: Is there anything else in my life that helps me keep on track for growing my business? A: Yes, I have two things that I do every- one every day and one every week. So when I do a daily office, I don’t spend a lot of time, I just spend two to five minutes max every day just disconnecting and refocusing on my faith in God and what’s important, life-wise, business-wise.

Tweetable Takeaways from this Episode:

“When I'm coaching people, I make them put on their calendar time for two things. One is, what could I be wrong today? And the second thing is, who's in your team can help you identify those things?” -Kurt Uhlir
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Hey, everyone! Just a quick one. So the interview you’re about to listen to with Kurt talks a little bit in the early stages about real estate agents, but I really want you to, if you’re not a real estate agent, I really want you to keep listening because there are some really top tips that he comes up to in terms of questions to ask yourself. Keep listening to the whole interview because even the last question, question seven, there are a couple of real gems there. Cheers!

Tom Poland 00:33
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland, yet again, beaming out to you from the Sunshine Coast in Australia here, joined today by Kurt Uhlir. Kurt, good day, mate! How are you? Where are you hanging out?

Kurt Uhlir 00:44
Yeah, I’m hanging out in north Georgia today.

Tom Poland 00:48
North Georgia, and I believe this is your second home, your lodge, which is two hours from where you live, which is, where do you normally hang out? Where?

Kurt Uhlir 00:56
I normally hang out, just north of Atlanta, Georgia, in the States.

Tom Poland 01:00
Sounds like a fabulous setup! And folks, the reason that Kurt enjoys such a fantastic lifestyle for him and his family, you’re about to find out some of his secrets, is because he’s a globally recognized marketer. He’s a business operator, which is very different from someone who simply acts as a consultant– hands-on! He’s also a well-recognized and in-demand speaker. He’s built and run businesses from startups to over $500 million annual revenue, and assembled teams across six continents– didn’t even know there were six. He’s been part of the small team leading an IPO, which is a launch that generated $880 million, and he’s participated in dozens of acquisitions. So this is going to be really interesting! Thanks, Kurt, for being here. The title today is, “How to Thrive in the Influence Economy Using Influencer Marketing”. So our seven questions are going to start now, sir. Question number one is who’s your ideal client?

Kurt Uhlir 01:59
So in the past, I have worked across many different technology fields, but now I tend to be very focused on marketing consultants and agencies that work in real estate. Or they work in other industries, and they stayed away from real estate because they find it to be really difficult. And so whether it’s those that are focused on it now or those that have shied away for one reason or another.

Tom Poland 02:18
Thank you for that! What would you say is the problem you solve? How do you define that?

Kurt Uhlir 02:23
Well, so often, when I talk to marketers that have looked at working in real estate, especially those who are building websites, they give me a response that goes, “God! Real estate agents and realtors are just difficult, and they’re just painful clients to work with.” Because of that, they’ve struggled to work through one or two clients or not be in a habit. The problem that ends up being the big thing is like, it’s really- not only is it a really good niche to go into, it’s also highly lucrative if you can deliver because so many people stay away from it. And they’re just locked because they think it’s a client’s business and not their own.

Tom Poland 02:56
Thank you for that! Let’s take someone who would be an ideal client of yours. Question three is what’s going on in their business or their life, are kind of those symptoms that would give them a heads up that they should be reaching out and talking to you?

Kurt Uhlir 03:11
Well, in some cases, I said, they mentioned, you know, they’ve started a work of a real estate client, and it was just extremely painful and seeing if they’re gonna build a website, just kind of that digital hub, especially the influence economy, anything online marketing. It might have taken them even 5x, 10x the length that it’d normally take them to build that site for them. So they shy. They won’t even talk to the client. They wouldn’t return to, you know, potential clients in some cases. But often in other cases too, they’ll struggle with it. They’ll build it. They make decent money from it, but they’re not able to find that inflection point. So they’re building one or two, three sites, kind of, in real estate, when they can easily, even just as a solopreneur, they could be building a dozen to two dozen on a monthly basis if they figured it out. And not just figuring out the technology stack, but figuring out what the agents really need today.

Tom Poland 03:59
So, I mean, you deal with people that are, you know, aspiring to do something like what you’ve done in terms of achieving results. So what I’m saying is that they’re assertive people. They are going to be trying things. Question four, four and a half minutes left. Question four is, what would you say are some of the common mistakes that people make? You know, they’re trying to grow, but before they find your solution, well, what are they doing that’s just never gonna work?

Kurt Uhlir 04:24
They often think that they’re right in their own businesses, not just like with what I mentioned, like those real estate clients. They haven’t been able to grow through the problems they’re having, whether it’s onboarding real estate clients, growing their marketing agency, or even just growing their business operation-wise because they think they’re right. And the example I give is like, I literally wake up every day. And I just tell myself, “I know I’m wrong about three things in my business today, and probably two or three things in my marriage today.” And I know that because looking back over history, repeatedly in both personal life and work, there are things that happen whereas an angel investor, I maybe, wrote multiple checks to a company or something in operations where I’ve been doing something for six months or three years. And I thought I was right the whole time until something happened that made me realize I was wrong. And as Wile Coyote out over the cliff, there’s nothing behind me. And I realized, I’ve been writing this check to this company for an angel investment, that was stupid. Looking back, it was dumb. I should have known it then. Or the reason my business wasn’t growing, I, you know, I thought I was right the whole time. And I wasn’t humble enough to admit it. Gosh, I was wrong! And maybe the problem is me.

Tom Poland 05:34
Hmm. Fabulous. Thank you for that! Three minutes left, sir. Let’s flip this now. We’ve sort of talked about who you serve, and what their issues are common mistakes. What would you say is a step forward for folks? Question five is what’s one valuable free action that someone listening to this could take? It’s not gonna solve the whole problem, but it might take them a step in the right direction.

Kurt Uhlir 05:56
Yeah, for me, it is blocking time on my calendar for, kind of two, you know, retrospectives, personally. I know that the last thing that high achievers want to do is take time to sit and just stare out the window. They want to do something and they think like sitting, and reflecting, isn’t doing something. But I literally, I think that the biggest thing when I’m coaching people individually in their businesses, is I make them put on their calendar, you know, time for two things. One is, I mentioned, literally asking yourself, “What could I be wrong today?” It doesn’t mean that you are wrong. It’s just taking that time even realize, “Gosh, what could I be wrong?” So that when you’re asking that question, you’re usually aware of, you’ll pay more attention to those things as they come up during the day about, you know, that could come up. And then second thing is, “Who’s in your team or support structure that can help you identify those things that we just talked about?”

Tom Poland 06:45
Very interesting! And the retrospective, how much time do you put aside yourself for that, that looking back and the thinking you’ve mentioned? What would you recommend people to look at?

Kurt Uhlir 06:55
I sometimes take only 30 seconds, probably no more than 90 seconds every morning, just thinking about what could I be wrong about today. As far as identifying who’s on my team, almost, you know, probably 60 seconds or five minutes of every meeting I have with somebody that works for me, or that’s my mentor.

Tom Poland 07:12
Fantastic! Great top tip. Thank you for that. Let’s go to question six, one valuable free resource. Where can we direct people to where they’re going to find out more about your work? And I know you’re big on servant leadership, so where can they go to find out more about this?

Kurt Uhlir 07:28
Yeah, so I wrote, I have a guide on my website that’s free to anyone. And so if they go to kurtuhlir.com/MTI, it’ll direct them to that free guide to servant leadership, and help them figure out some of those things that we talked about.

Tom Poland 07:42
Fabulous! And question seven, sir, we’ve got 50 seconds left, what’s the one question I should have asked you, but didn’t?

Kurt Uhlir 07:48
Is there anything else in my life that helps me keep on track for growing my business?

Tom Poland 07:53
And drum roll– the answer?

Kurt Uhlir 07:56
Yes, I have two things that I do every- one every day and one every week. So when I do a daily office, I don’t spend a lot of time, I just spend two to five minutes max every day just disconnecting and refocusing on my faith in God and what’s important, life-wise, business-wise. That’s hugely important because I get too distracted and busy. And the other is a weekly recap where I usually take about 30 minutes to go, what did I get done, what do I need to change, so that I can accomplish things next week.

Tom Poland 08:22
Great anchor points! Kurt, thanks so much for your time.

Kurt Uhlir 08:25
Yeah, thank you!

Tom Poland 08:36
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover why practicing too much doesn’t make your presentations perfect
• Explore how can you align your message and marketing to what you’re presenting

• Engage yourself on how you can boost your charisma and confidence when going on cam Resources/Links:

• Want more FREE tips on how to improve your presentations? Click here: https://charismacoach.biz/f/free-voice-classes

Summary

Do you want to ditch the script and make your presentations flawlessly awesome without the stress and hassle?

Practicing and practicing your webinars or presentations won’t make presenting any less hard– it will just dull up your webinar magic.

Howard Whiteson combines decades of global communication coaching with professional performance techniques to unlock every nuance of charisma on camera for entrepreneurs who want to serve, sell and scale using video.

Sit in, grab your drink and listen to what Howard has to share on how you can stop being camera-shy and boost your charisma when presenting your webinars.

Check out these episode highlights:

• 01:32 – Howard’s ideal client: So I help seasoned entrepreneurs who have gone as far in their business as they can go. And it’s really time for them to face their greatest fear which is going on camera.
• 02:13 – The problem he helps solve: Yeah, so in my experience, Tom, there are two problems. One is that entrepreneurs can simply be so shy, and so nervous that they don’t go on camera at all.
• 03:21 – The symptoms of the problem: So they either are so fearful that they procrastinate and just tell themselves, “You know what, I’m going to write blogs. I’m going to do audio”.
• 04:07 – Clients’ common mistakes before consulting Howard: So there are a few things. Number one is people say, “Just practice, practice, practice”. But practice doesn’t make perfect, it just makes habitual. So if you’re making a mistake, and you’re practicing the mistake, you’re just going to become very good at making that mistake.
• 05:35 – Howard’s Valuable Free Action (VFA): Well, a great start, people look at the externals of great presenters like you, Tom and they think, “Oh, my God, I wish I could get there. I could be as good.” And they try to imitate.
• 06:59 – Howard’s Valuable Free Resource (VFR): Want more FREE tips on how to improve your presentations? Click here: https://charismacoach.biz/f/free-voice-classes
• 07:32 – Q: Can charisma be learned? A: Many people feel that charisma is an innate quality, but it can be learned, Tom. And the number one reason I know that is because I’ve learned it.

Tweetable Takeaways from this Episode:

“Many people feel that charisma is an innate quality, but it can be learned. The number one reason I know that is because I've learned it.” -Howard Whiteson
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings everyone, and a warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out from Sunshine Coast in Australia, joined today by Howard Whiteson. Howard, it’s a pleasure to have you on the show! Good day from Down Under. Where are you hanging out?

Howard Whiteson 00:23
I’m hanging out in Shanghai, Tom.

Tom Poland 00:25
Are you through the lockdowns there in China or are you still sort of dodging it a bit?

Howard Whiteson 00:30
Still a little bit crazy, but, luckily, the weather is sunny and lovely. So I’m just going out and trying to ignore the mayhem.

Tom Poland 00:39
Stay clear of those protests, I suspect, would be a good idea. And, folks, Howard and I’ve known each other now for quite a few years, actually. And he’s a very, very talented person in many different areas. But the one I want to talk with you about today, Howard, is, the title is, “How to Boost Your Charisma on Camera”. Now, Howard, folks, has got decades of global communication coaching with professional performance techniques. He can unlock every nuance of charisma on camera for entrepreneurs who want to serve to sell and scale using video. I know from experience how clunky we can sometimes feel when the camera suddenly comes on and the red lights go. So I’m all ears to learn how you help with that. Our seven minutes is going to start now, sir. Question number one is who is your ideal client?

Howard Whiteson 01:32
So I help seasoned entrepreneurs who have gone as far in their business as they can go. And it’s really time for them to face their greatest fear which is going on camera. So that they can bring their radical truth or what I would call “charisma on camera” to the screen. And, as you said, to serve, to sell, to scale their business, one viewer at a time.

Tom Poland 01:57
Right! And I know you’re quite masterful at this yourself with your own subtle British way. But there’s so much that could help us unwrap, I suppose. So let’s go to question two, how would you define the problem you solve for these camera-shy entrepreneurs?

Howard Whiteson 02:13
Yeah, so in my experience, Tom, there are two problems. One is that entrepreneurs can simply be so shy, and so nervous that they don’t go on camera at all. Or for those of them who have walked the hard yards and got onto the camera, they can find themselves a bit trapped by their own methodical way of working and unable to break through to the next level.

Tom Poland 02:36
Let me just clarify this. Are you helping entrepreneurs with that problem, both in recording situations, as well as, when they are live on a webinar call or something like that?

Howard Whiteson 02:48
Yes. So the principles I teach would apply to lives. They would apply to reels and shorts, which are incredibly popular these days, as well as recorded material. Yeah.

Tom Poland 02:59
What’s a short or which?

Howard Whiteson 03:01
A short or a reel is on Instagram, for example. Yeah,

Tom Poland 03:06
Gotcha! Tik Tok, Instagram and so on. Perfect! Thank you, sir. Let’s go to question three. We’ve got over five minutes left still. What would you say are- what are the symptoms of someone who needs what you’ve got? What’s happening? Give them a heads-up that they need to reach out to you.

Howard Whiteson 03:21
Yes. So they either are so fearful that they procrastinate and just tell themselves, “You know what, I’m going to write blogs. I’m going to do audio”. Or when they go on camera, they start to sweat or go red or go blank or fear that they’re going to go blank. Or then for more experience, they may be spending hours scripting and re-scripting and then shooting and re-shooting and editing, adding in B roll so it can take a long time for them to produce a fairly short video.

Tom Poland 03:53
Alright. Yes, I’ve heard of people taking hours to do a two-minute video. So, we’re talking about entrepreneurs who are generally growth orientated. They’re going to have already tried stuff. What would you say are some of the common mistakes that people try before they find your solution?

Howard Whiteson 04:07
So there are a few things. Number one is people say, “Just practice, practice, practice”. But practice doesn’t make perfect, it just makes habitual. So if you’re making a mistake, and you’re practicing the mistake, you’re just going to become very good at making that mistake. Then I think another really common error is to feel that particularly on a sales video or one that’s designated high importance, people feel they have to script everything out and then they become very wooden. Their delivery and tone are obviously those of someone who’s reading a script and they just can’t bring themselves. They don’t feel aligned with their messaging and their marketing and the way that you want to talk about.

Tom Poland 04:57
Right. So this person perhaps has a wonderful personality but it feels like it’s all being filtered somehow or they suddenly turned into someone else. And that brings the charisma out, right?

Howard Whiteson 05:10
Yes, absolutely. So people say, “You know, I’ve got a great personality until the camera goes on” and then the camera goes on and my personality switches off.

Tom Poland 05:22
Alright. They’re sounding like a bank manager. Just to move things along because it’s just under three minutes left. Give us a top tip. This is question five, a valuable free action. It’s not going to solve the whole problem, but it might just get people started.

Howard Whiteson 05:35
Well, a great start, people look at the externals of great presenters like you, Tom and they think, “Oh, my God, I wish I could get there. I could be as good.” And they try to imitate. But the number one tip is before you go on camera, warm yourself up physically. So you and I both spend a lot of time in front of our computers. We get a lot of tension in our necks and shoulders. Just give yourself a little massage. Move your body. Get up and move around. Release some of the tension in your body and that will help you, simply, to relax.

Tom Poland 06:13
That’s fascinating! So the physical impacts on the mental will actually get your body relaxed and warmed up, and warms up the mind. Thank you for that! Question six, just under two minutes left, is a valuable free resource. Where can people go to find out more about getting their charisma out in front of cameras?

Howard Whiteson 06:30
Yeah. So now the very common issue people have is with their voice. They feel their voice is flat or dull or boring. Or if they’re speaking on a live for five, six hours, I’ve had clients doing that, they’ve always run out of steam. And so I’ve put together a free series of video classes. They’re all very short, three minutes and under, but they will help you to reach a professional level with your voice.

Tom Poland 06:59
Fabulous! And so folks, it’s, got the URL here, it’s www.charismacoach.biz/f, for Freddy, /free-voice-classes. There’ll be a link under the video if you’re watching the video—otherwise charismacoach.com/f, F for Freddy, /free-voice-classes. Howard, thank you for that! I’ve had a look at the page. It looks fabulous. Three video voice classes for no charge. Question number seven, sir, what’s the one question I should have asked you but didn’t, and the answer within 40 seconds, please?

Howard Whiteson 07:32
So can charisma be learned? Many people feel that charisma is an innate quality, but it can be learned, Tom. And the number one reason I know that is because I’ve learned it. So I was very shy, very introverted as a young man, and extremely nervous about any kind of public performance. And I’ve learned how to bring my personality to the screen. So it can be done.

Tom Poland 07:57
And that’s gonna make you the best teacher because the Earth has gone through the womb. Howard Whiteson, thank you so much for your time and your insights.

Howard Whiteson 08:05
Thank you, Tom!

Tom Poland 08:36
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Find out how building your workplace culture starts at the heart of your narrative
• Learn more about how you can unlock your brand’s potential through alignment

• Understand the importance of bringing accountability to the alignment of your workplace Resources/Links:

• Want to know how you can change the world through your brand? Click here: www.mrmattdavies.me

Summary

Have you been struggling with keeping your team aligned? Do you want to know the secret of how you can keep your team intact without the need for constant rehires or micromanagement?

Rehiring isn’t always the answer to your problems. Building a workplace culture that will keep your team aligned and all ideas valued is crucial to the growth and success of your business.

Matt Davies is a brand and culture strategist. He helps business leaders develop and align around powerful brand strategies which inspire. He was also recently listed as one of the UK’s Top 50 Business Advisors.

Sit back and listen to Matt as he talks about one of the best strategies for saving your team and business– making a workplace culture through your narrative.

Check out these episode highlights:

• 02:12 – Matt’s ideal client: So I like to work with Maverick leaders, Maverick CEOs, usually, or it could be anyone on the C-suite who basically wants to make change happen. But when they look behind them, they just feel like they slowed down.
• 03:03 – The problem he helps solve: I think what they see when they look inside their organization is misalignment. There is no kind of glorious kind of narrative that everybody’s sort of pulling towards. Often, people are in it for themselves.
• 04:10 – The symptoms of the problem: I think one of the biggest things is they see a lot of churn in the business. So I mean, this is quite an obvious symptom. There’s a lot of people coming and going.
• 05:42 – Clients’ common mistakes before consulting Matt: So really interesting. I think what some leaders do, you know, is that they try and fix bits, right? So they’ll parachute themselves in, or they’ll try and go in, and they’ll sort something out.
• 06:45 – Matt’s Valuable Free Action (VFA): So I’ve got a framework, which kind of takes people through what I call, first of all, “Finding the big idea”. This is kind of known as your brand purpose.
• 07:46 – Matt’s Valuable Free Resource (VFR): Want to know how you can change the world through your brand? Click here: www.mrmattdavies.me
• 08:21 – Q: How many years did it take me to grow this beard? A: Many years is the answer. Many, many years!

Tweetable Takeaways from this Episode:

“You've got to find your big idea, which is at the heart of your narrative, and everything needs to ladder into that.” -Matt Davies
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I am joined today by one of the world’s great endurance athletes because this is actually the fourth time we had this interview scheduled. And with COVID, and it’s all been my bad, I’ve had to ask Matt to postpone three times. So the fourth time’s the charm apparently, Matt. A very warm welcome to the show. And thank you so much for your persistence.

Matt Davies 0:34
I’m so excited to be here. Thank you, Tom.

Tom Poland 00:36
Where are you hanging out? Whereabouts in the world are you?

Matt Davies 00:39
I am in a place called Carmarthenshire show which is in Wales in the UK. I come from London and the Midlands in the UK, and we recently landed here, but it’s a lovely part of the world. Beautiful, lush green landscapes! So if you’re in Australia, think about that.

Tom Poland 00:54
Beautiful! And what, I have to ask, what took you to Wales? Was it love? Or was it work? Or was it just the lifestyle?

Matt Davies 01:00
It was the lifestyle, really. We’ve always wanted to get rural. I’m a London lad, originally. And this is as far away from London as I could probably get. So yeah, but I’m back in London every now and again. But it’s nice to get, you know, a nice rest, a nice break.

Tom Poland 01:13
Good on you! So values-driven lifestyle, move from London to South Wales. That’s probably pertinent because that’s a brand and culture strategist. And these are really, branding as a culture are really two wings of the same bird. People often don’t associate them but you’re going a little bit about more why they are intertwined in a moment. He helps business leaders develop and align around powerful brand strategies, which inspire- I mean, you can attract top performance. You keep top performance. You sleep better at night. It’s good karma when your brand is aligned with the culture. Interestingly, he was recently listed, and get this- drum roll, I think it deserves- one of the UK’s top 50 Business Advisors. Now, there are about a million in the UK, so this is terrific. Kudos! Matt, thanks for being on the show. Our title today is, “How to Build Workplace Cultures that People Want to Be a Part Of”. Our time starts now, seven minutes. Who’s your ideal client?

Matt Davies 02:12
So I like to work with Maverick leaders, Maverick CEOs, usually, or it could be anyone on the C-suite who basically wants to make change happen. But when they look behind them, they just feel like they slowed down. They’re like wading through a treacle, lots of people are pulling in different directions. They want to grow. They want high growth, right? But they’re sort of stopped. And so I, kind of like, I’m wheeled in to add the energy, to add the framework around how we’re going to take ourselves from where we are today, to the potential of tomorrow.

Tom Poland 02:42
So tell us a little bit more about but you might have already answered this. But, question two is the problem you solve. Take them from the treacle or molasses of today, feeling a bit sticky and stuck to where they want to get to tomorrow. Maverick entrepreneurs, so they’re thinking outside the nine dots and probably a bit frustrated with how slow things are. Anything else you want to add to describe the problem you solve?

Matt Davies 03:03
Yeah, I think what they see when they look inside their organization is misalignment. There is no kind of glorious kind of narrative that everybody’s sort of pulling towards. Often, people are in it for themselves. I often, like, kind of, I feel sorry for some CEOs, particularly new in-post, because I kind of see them as like trying to herd kind of a pride of lions, right? Because everybody’s got there. All cats but more lions because these are not just normal cats, Tom, right? These are ferocious people who basically have got to where they’ve got to because they’re fantastic at what they do in their function. But now they’ve got to kind of all work together. And lions don’t like working together and it’s difficult. And so if you’re thrust into the pride as the top line, suddenly you’ve got to kind of get these people moving in the same direction. You know, there are often old powerful personalities, and most of them I do, Tom, to try and navigate that.

Tom Poland 03:54
Wow, that’s challenging! So let’s go to symptoms. Question three, what are some of the typical symptoms? So you’ve got this leader of an organization that Maverick who’s trying to herd these lions? What else is going on in the daily business life that would give them a heads up they need to reach out to you?

Matt Davies 04:10
Well, I think one of the biggest things is they see a lot of churn in the business. So I mean, this is quite an obvious symptom. There’s a lot of people coming and going like just look at the maths, right? If you’ve got it over, I would say 5% of your business every year as in posts leaving, I think that’s a challenge for you. So you know that and there’s obviously a cost to rehire those people. And there’s often, you know, a bit of an understanding that in some parts of the business, it’s kind of like this toxic culture, right? There are kinds of people at each other’s throats. There’s a lot of bad behavior. I often look at it and I’m often wheeled in when there’s a lot of siloed thinking. So each- you know, you might even have a high-performing function, but they might just be on their own and not talking to anyone else in the business. So what we’ve got to try and do is bring accountability. Bring a way you know, a culture, that people kind of can is high performing, but actually enjoy what they’re doing. And, you know, it comes with a commitment to that from the leadership team. And then the willingness to hold themselves accountable, and their teams accountable towards something other than their own kind of tiny short-term metrics that they’ve been given. So if the leadership team is open to that, then half of my job, sometimes, is to persuade them to be open to that. Then I think you can start to make the tracks, start to make progress, and ultimately, right, create the momentum and the scalability that often these businesses really desire, particularly from, at the top.

Tom Poland 05:35
So three minutes left, sir. What would you say are a couple of top mistakes that leaders tend to make in these situations?

Matt Davies 05:42
So really interesting. I think what some leaders do, you know, is that they try and fix bits, right? So they’ll parachute themselves in, or they’ll try and go in, and they’ll sort something out. That’s one thing they do, but then they don’t look at the whole, right? So I think you have to look at the whole system and ask yourself the question, “Is this system operating correctly? Have I got the right design in place for that?” I think the other thing that they try and do, Tom often is, maybe, and I see this in a lot of HR, or, you know, people teams, is they’ll do something like a little initiative, and everybody can have their birthdays off or something. And they do that and they feel then that that is enough to create the culture that they want. And it’s kind of like a token gesture, you know. Yeah, it doesn’t work. I think, again, you need to look at the whole system. You need to have something that all makes sense. So right, you know, I can help people with that, basically.

Tom Poland 06:34
Okay, so thank you for that. So let’s go, two minutes left, so I better hurry. One top tip you can give people. Whether they work with you or not, what’s one thing they could sit down and do that might take them a step in the right direction?

Matt Davies 06:45
Sure. So I’ve got a framework, which kind of takes people through what I call, first of all, “Finding the big idea”. This is kind of known as your brand purpose. There’s a lot of stuff about out there. So I think you’ve got to do that. And by the way from there, usually, you can build on that and create values, which are the things that you really want to hold yourself accountable to, your behaviors, and how you see those values show up. And then you can create a framework from which to create and invest in activities, which actually will enhance and encourage and reward and recognize those in an organization. So my first, my kind of big tip, would be you’ve got to have that walk, right? You’ve got to find your big idea, which is at the heart of your narrative, and everything needs to ladder into that.

Tom Poland 07:27
Right. Because that’s the thing that people can gather around. That’s the thing that they can- that’s the narrative you’re talking about it, I suppose, at least a part of it. So that’s one minute left. Two questions to go. A valuable free resource. Where can people go opt-in and find out more about your work and get more value on these ideas?

Matt Davies 07:46
Sure. So a couple of places. First is my website mrmattdavies.me. That’s Mr, M-R. Matt, M-A, double T. Davies, D-A-V-I-E-S, .me. And on there, you know, after a couple of seconds you’ll be an annoying box that will jump up and alert you to the fact that you can download a free ebook called, “Think Brand – Three essential tools to align your people around brand thinking”. And that really is my message, really, brand and the thinking of the brand is the Trojan horse.

Tom Poland 08:13
Terrific! Mrmatt, and two T’s, Davies, I-E-S, .me. Go get it! 12 seconds left. What’s the one question I should have asked you, but didn’t?

Matt Davies 08:21
Well, I’ve got a big beard. You know, how many years did it take me to grow this beard? Many years is the answer. Many, many years!

Tom Poland 08:27
How many is many years?

Matt Davies 08:29
Ah, probably about 10 years now going on.

Tom Poland 08:31
All right. Matt Davies, thanks so much for your time. Cheers!

Matt Davies 08:34
Thank you, Tom.

Tom Poland 08:36
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover how to flip the buyer/seller system to generate better and more sales results
• Learn why giving discounts is something you should avoid as a first step

• Understand why telling your sales team to grind and work harder is a big mistake and a waste of effort Resources/Links:

• Want to know more about how you can control the buyer/seller process? Click here: billcaskey.com

Summary

Have you and your sales team been grinding so hard but it seems like it’s getting nowhere? Do you want to know how you can flip the system to get that sales success?

The old-fashioned marketing tactics don’t work nowadays. Marketing strategies are different for everyone, however, the secret to securing your sales success starts with shifting your mindset.

Bill Caskey has been training sales teams for over 30 years and has logged over 10,000 training events.

Tune in to what Bill has to share on why you need to stop the unnecessary grinding and start shifting your mindset to flip the buyer/seller process and secure yourself better and more sales!

Check out these episode highlights:

• 02:26 – Bill’s ideal client: Well, my ideal client is a business-to-business organization who sells complex or high-ticket products or solution services to its client base. And they typically have a sales team.
• 03:01 – The problem he helps solve: Well, most people come to me when they are not generating the sales results or top-line revenue they want. They find it harder to command a premium.
• 03:49 – The symptoms of the problem: That’s a very good way to think about it, the symptoms because that’s what we really look at and feel are the day-to-day symptoms. Results aren’t where they need to be– that’s an easy one to see.
• 05:11 – Clients’ common mistakes before consulting Bill: There’s a lot! I’ve got two that I think that I see people try, and it never ever works. One is telling your sales team to grind harder, to work harder, to make more calls to just get out there, email blasts.
• 06:43 – Bill’s Valuable Free Action (VFA): Yeah, let’s talk about the mindset here for 27 seconds. I want the mindset to be the customer who sells you on why they need this problem they have solved. That’s the essence of the total flip, and nobody’s really teaching that.
• 08:09 – Bill’s Valuable Free Resource (VFR): Want to know more about how you can control the buyer/seller process? Click here: billcaskey.com
• 08:45 – Q: What kind of results can I get from using this mentality? A: So you know, one thing is, I want you to close a higher percentage of the business. I think this idea that the national average or the world average is 10 to 15% of deals quoted to deals closed– that’s way too low.

Tweetable Takeaways from this Episode:

“Sometimes massive action without intelligence and intentionality behind the action is just a total waste of effort.” -Bill Caskey
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland, yet again, beaming out to you from the Sunshine Coast in Australia here, joined today by Bill Caskey. Bill, very warm good day from Down Under. Sir, where are you hanging out?

Bill Caskey 00:22
Tom, thanks for inviting me. Yeah, I’m in the Midwest in the US. Indiana is the state and probably nobody knows where that is. But it’s right smack dab in the middle of the Midwest.

Tom Poland 00:31
I’m old enough to remember “Indiana Wants Me”.

Bill Caskey 00:33
Oh, yes! That’s right. Oh, there’s a lot. Tom Petty had a song. “I’m standing outside the market square in my underwear” or something like that. There was a line and song so we’ve-

Tom Poland 00:47
I’m hoping that’s a line from Tom Petty’s song and not your recent experience.

Bill Caskey 00:51
That’s right.

Tom Poland 00:52
Moving right along. So from the Midwest, just having finished the midterms, for those of you who don’t know Bill, he’s been training sales teams for over 30 years- get this- over 10,000 training events. So I think he might have something to tell us that could be important. That’s quite extraordinary, Bill! You did all this before you were, what, 40 years old too?

Bill Caskey 01:16
Yeah, right. Uh-huh. Yeah, you know, I counted it up a couple of years ago. And when you do a lot of one-hour, hour-and-a-half, two-hour types of things, these aren’t 10,001-day programs. These are a lot of short training. But you know, for 25 years, they were face-to-face. And in the last five years, they’ve been mostly virtual. But yeah, it’s 10,000 and growing. So there I’ve heard a thing or two about sales and probably have an answer to it.

Tom Poland 01:40
Classic Midwest understatement! Folks, the thing about having to articulate what you do and how to do it so often is you end up with crystal-clear clarity in your communication. You know, there’s so much that you could unpack, but we’ve got seven minutes, and we will get started. The title today is, it’s a critical subject because so many people may have the skills but if they don’t have the attitude, they keep self-sabotaging and shooting themselves in the foot, or they turn off the door. They lack confidence, that clients pick up on their prospective clients. So title today is, “How to Embrace a New Mindset for Sales Success”. Bill, a pleasure to have you on the show. Our seven minutes is going to start now, sir. Question number one is, who is your ideal client?

Bill Caskey 02:26
Well, my ideal client is a business-to-business organization who sells complex or high-ticket products or solution services to its client base. And they typically have a sales team. They have a marketing team. They might have an account management team. And I might work with all of those people, but that’s my ideal client. 100 million dollars and below, probably the generation of people that I’m in there.

Tom Poland 02:51
Oh, good. I just qualify, so great! Question number two is what would you say is the problem you solve for these organizations?

Bill Caskey 03:01
Well, most people come to me when they are not generating the sales results or top-line revenue they want. They find it harder to command a premium. You know, a lot of- I don’t work with low-bid people generally. It’s usually people that will have unique value, and they have a higher ticket or higher price than the competitor’s product. And so they’re unable to scale their business. And they want to do so while still commanding a premium and keeping margins up.

Tom Poland 03:29
So thank you for that. And just over five and a half minutes left. So they’re not hitting the targets they want to hit. What about some of the typical symptoms other than that? What’s going on in their business? What’s going on with the sales teams or the leaders where they’re going- someone listening to this could go, “We have those symptoms”?

Bill Caskey 03:49
Yeah, that’s a very good way to think about it, the symptoms, because that’s what we really look at and feel are the day-to-day symptoms. Results aren’t where they need to be– that’s an easy one to see. A little more difficult one is sales don’t come easy. It seems like every sales process has something wrong with it. Or we’re having to discount. Or we’re not talking to the right person. Or, “Gosh, it’s been on the funnel for six months, why hasn’t that closed yet?” You know, there’s a lot of drama or chaos around the sales process. And the other symptom for you, CEOs and CFOs who are financially minded, is margins are slipping, and we have to discount to get the business and that’s not healthy. And you know, discounting comes right off the bottom line. So that’s another indicator that there’s a problem.

Tom Poland 4:39
Yeah, on a deep position. The brand is something that’s perhaps not as premium as it really is. So what would you say, question four is, four and a half minutes left, some of the common mistakes. We’ve got organizations that are pretty successful by most people’s standards, and you won’t be the first person that’s come along to try and solve this problem. You might be the first one to actually solve it, but you won’t be the first one to try. So what are your new clients saying to you they’ve tried that actually end up being mistakes? What are the most common mistakes people in these situations make before they find their solution?

Bill Caskey 05:11
Yeah, that’s an awesome question. There’s a lot! I’ve got two that I think that I see people try, and it never ever works. One is telling your sales team to grind harder, to work harder, to make more calls to just get out there, email blasts. I mean, there’s this, I know that Tony Robbins, who I really like, talks about massive action. And I think sometimes massive action without intelligence and intentionality behind the action is just a total waste of effort.

Tom Poland 05:44
Just magnifying the-

Bill Caskey 05:49
Grinding harder, convincing harder, you know, selling harder. “Talk about our benefits more.” “Don’t take no for an answer.” All that garbage from the 70s and 80s still raises its head. And it’s amazing how many sales teams still buy into that. They still believe that and VPs of sales too. I gotta tell you, there’s a new day. In fact, we’ll get into the mindset here, I’m sure very quickly in a minute, but there’s a new day, and it’s not convinced harder and grind harder.

Tom Poland 06:13
Yeah. And in fact, I mean, I uncovered an old record player with a slideshow on tape. And this goes back to the 1950s. And that was just a request for more information. Be a man so you can go home to the little lady and show your commission check. So let’s flip it then. Question five is what’s the one thing that people can do that’s going to start to flip their mindset, that’s going to move them away from the old proven-but-doesn’t-work, just-make-more-calls mentality?

Bill Caskey 06:43
Yeah, let’s talk about the mindset here for 27 seconds. I want the mindset to be the customer who sells you on why they need this problem they have solved. That’s the essence of the total flip, and nobody’s really teaching that. Most sales organizations don’t know what I’m talking about. But the fact is that they have a problem. They have pain. They have a vision they want to get to so we’ve got to flip the script. And so the tip that I would give you, your listeners, is to operate early from a position of, “I don’t know”. “I don’t know if I can bring value to you, sir or ma’am. I don’t know if you’re a prospect for me. I don’t know if I can help you. I don’t know if you have any-” So if you do that, if you really operate from that, I don’t know if I can help, the whole process changes. The whole system is flipped. The dynamic between you and the buyer is flipped. And it’s not like you control them. You just control the process. And that’s what we’re really after.

Tom Poland 07:41
Right. And so the whole psychology switches from “I’m trying to sell you something” to “You need to let me know if I’ve got what you want.”

Bill Caskey 07:51
That’s right. Now, yeah, we have to help them on the way there, but that is exactly right!

Tom Poland 07:56
And so, question five, we’re looking at, ah, sorry, question six, a valuable free resource. You’ve got something that dives a little bit deeper on this? Because I’m absolutely sure you pique the interest of a whole lot of people. Where can they go to find out more about what you do?

Bill Caskey 08:09
Yeah, the best place to send them, Tom, is to billcaskey.com. And that’s C-A-S-K-E-Y. And on that page, there is a document called “The Five Reasons You Don’t Have Enough Clients”, and it’s a 10- or 12-page PDF, easy to read. I’ve got, and there are some of these mindsets that build up into that flipping the script is in that document. I think your listeners will really find that valuable. Billcaskey.com.

Tom Poland 08:34
The first thing I would do after this call is gonna grab it. Bill Caskey, C-A-S-K-E-Y, .com. Bill, thank you for that. 40 seconds left. What’s the one question I should have asked you, but didn’t?

Bill Caskey 08:45
Probably, what kind of results can I get from using this mentality? And the answer to that?

Tom Poland 08:50
Yep. 20 seconds. I’ll shut up and let you talk.

Bill Caskey 08:54
Yeah. So you know, one thing is, I want you to close a higher percentage of the business. I think this idea that the national average or the world average is 10 to 15% of deals quoted to deals closed– that’s way too low. It’s a whole lot of time wasted on people that aren’t going to buy. So the biggest thing I can do is don’t call it any more people just close 50%, 60%, 70% that’ll triple your business without having to go prospect anymore. You got the prospects, you just need to convert them.

Tom Poland 09:20
That’s pretty dramatic! Bill Caskey, thanks so much for your time and your experience distilled down into such a short, succinct expose. Thanks, man. Cheers!

Bill Caskey 09:30
Thanks, Tom. I appreciate you!

Tom Poland 09:32
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover why you’re global expansion isn’t working the way it should be
• Find out what your next step in expanding should be that will guarantee you spending less but gaining more

• Learn more on how you can focus down on the things that you really need to focus on Resources/Links:

• Want to know more on how you can go global? Join Go Global Go Getters

Summary

Have you been feeling overwhelmed and stuck doing guesswork? Do you always end up having little-to-no traction at all?

You can’t rush global expansion just because you got 1-2 international orders– that’s the hard truth. However, if you feel like you’re ready to go global, it’s not supposed to be stressful, time consuming and costly!

Cynthia Dearin is an international business strategist who helps business leaders create game-changing international strategies. She established Dearing & Associates when she realized that, although there has never been a better time for companies of all sizes to go global, most don’t know where to start.

Sit back and grab a drink while Cynthia shares how can YOU expand globally with little stress, high assurance, and better leads at an international level.

Check out these episode highlights:

• 01:43 – Cynthia’s ideal client: I love to work with companies, often manufacturing companies, turning over between $2 and $20 million who are looking to go global. Sometimes these will be established companies that have kind of run out of runway in their home market.
• 03:11 – The problem she helps solve: So, look, it’s often not knowing where to start, as you said, at the top. You know, seeing an opportunity and thinking, “How do we tackle this?”, or maybe, some of the other common problems that you see are things like overwhelm.
• 04:02 – The symptoms of the problem: Well look, some of those things that I mentioned a minute ago, so maybe spinning their wheels, lots of activity, but not much traction or lots of opportunity, and feeling overwhelmed because you don’t know which direction to go to.
• 05:01 – Clients’ common mistakes before consulting Cynthia: Yeah, look, I think multiple’s everything– multiple markets, multiple client types, multiple channels to market, multiple marketing approaches. It’s just too much of everything. I think also, taking an ad hoc approach.
• 05:59 – Cynthia’s Valuable Free Action (VFA): Get laser-focused. This is my absolute number one top tip.
• 07:04 – Cynthia’s Valuable Free Resource (VFR): Want to know more on how you can go global? Join Go Global Go Getters
• 07:56 – Q: You should have asked me about the painting that’s over my left shoulder here. A: My uncle painted it for me when I was four. His name is Cedric. He’s gone all around the world with me and some people think he was taking drugs. The guy in the future, not my uncle.

Tweetable Takeaways from this Episode:

“Get laser focused. This is my absolute number one top tip.” -Cynthia Dearin
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland joined today by Cynthia Dearin. Cynthia, a very warm welcome. Where are you hanging out?

Cynthia Dearin 00:19
I’m in Sydney today, Tom.

Tom Poland 00:21
Sydney and is it wet, as you’ve had your wettest year? Was it something like 158 years, I think? Is it wet today or is the sun shining?

Cynthia Dearin 00:29
It’s neither. It’s kind of ominously gray and threatening to rain but not raining right this second.

Tom Poland 00:36
All right. We’ll get off climate, change the subject, and back to you. For those of you who don’t know Cynthia, she has got a fascinating background in foreign affairs and international relationships. It’s really led her to today where she is the international business strategist here in Australia. She helps business leaders create game-changing international opportunities. And it is absolutely fascinating once we get our blinkers off and stop thinking about our own town, city, state, country, or wherever you are in the world and cast your eyes to the enormous opportunity that you could be presented with if you go global. Cynthia established Dearin & Associates when she realized that, although there’s never been a better time for companies of all sizes to go global, most of us don’t even know where to start. So, Cynthia, I’m here by all ears. Let’s kick off our- oops, are seven minutes. Don’t hit the ‘end’ button, Tom! The seven minutes start button, here we go. Our seven minutes start now. Question number one is who is your ideal client?

Cynthia Dearin 01:43
Great question! So I love to work with companies, often manufacturing companies, turning over between $2 and $20 million who are looking to go global. Sometimes these will be established companies that have kind of run out of runway in their home market. And they’re looking around and thinking, “Hmm, not sure if we can grow too much more here. Wonder what we could do overseas.” Some companies who’ve never done anything before, and have just seen an opportunity and thought, “Let’s check that out.” And some companies who’ve had a go at selling internationally or expanding internationally, they’ve done it in a fairly ad hoc way. And it just hasn’t worked out how they’d hoped. And so they’re coming around for another go to try and do it better. All three of those types of companies are the ones that I love to work with, to help them create and accelerate a strategy into a new international market.

Tom Poland 02:30
It sounds like the common denominator is they’ve got something that’s working in their domestic market.

Cynthia Dearin 02:36
Most of the time. I mean, you know, occasionally, there are companies like the company, aussieBum, which was the company that made men’s undies and sent them out on a subscription service, one pair a month. Their business started here in Australia and totally tanked. So the founder went off and raise capital in the US and really started the business over in the US. And then when it was global, brought it back here. But that’s kind of an outlier. So most people, yeah, have got something that’s already working for them at home. And they’re looking to take that and spread it around the world.

Tom Poland 03:05
Perfect! Thank you for that. Five and a half minutes left, how would you define the problem that you solve for these clients?

Cynthia Dearin 03:11
So, look, it’s often not knowing where to start, as you said, at the top. You know, seeing an opportunity and thinking, “How do we tackle this?”, or maybe, some of the other common problems that you see are things like overwhelm. People have gone into international markets, and it’s not working as well as they had hoped. They’re doing a lot of different things. They’re expending time, money, and energy. There’s a sense of overwhelm. They don’t know which thing they should do next. It’s like whack a mole, but they’re really not getting the traction that they need. And really some fog, thinking, “Gosh, I can see this isn’t working, but which of these problems do we solve? You know, which levers we pull to make this thing go faster?” And that is really what I help with.

Tom Poland 03:49
Great description! Just over four and a half minutes left. Just a few, question number three is what are the symptoms that your ideal clients are feeling before they engage with your services? What’s going on that would give them kind of a heads up that they should be reaching out to talk to you?

Cynthia Dearin 04:02
Well look, some of those things that I mentioned a minute ago, so maybe spinning their wheels, lots of activity, but not much traction or lots of opportunity, and feeling overwhelmed because you don’t know which direction to go to. So sometimes, people come and say, “I’ve got five markets in mind. Let’s do five markets!” And at the same time, they’re looking incredibly stressed. And I usually say, “That’s a terrible idea. Let’s do one!” You know, so, then, going on guesswork. You know, people are thinking, “Or I can try this, but I’m not really sure that this is gonna work.” So yeah, guesswork, no traction or low traction, and that feeling of overwhelm.

Tom Poland 04:38
Yeah, one of the secrets of success is you don’t really have to be that smart. You just have to be smart enough to know how dumb you are and reach out for help.

Cynthia Dearin 04:46
Know what you don’t know.

Tom Poland 04:47
Yeah, know what you don’t know, and be prepared to find someone that can help you with that. So talking about that, question four, what would you say are the couple of top mistakes that people make when they launch oversea? You’ve probably already mentioned one, trying to tackle multiple marketing.

Cynthia Dearin 05:01
Yeah, look, I think multiple’s everything– multiple markets, multiple client types, multiple channels to market, multiple marketing approaches. It’s just too much of everything. I think also, taking an ad hoc approach. People often go global because they get inquiries coming in from overseas. And they think, “Oh, that must be where the market is” when in fact, maybe it’s just one or two orders coming in. I had a conversation with a company the other day that is turning over $6 million. And when I asked how many countries they were selling to, they said “A hundred!”. And I said, “You’re selling into 100 countries, and you’re only making $6 million? That’s an average of $60,000 a country.” But what it means is, some countries are probably making them $10 a year, and some are making a bit more than that. But that kind of company is doing way too much and getting a subpar results. And that’s a pretty serious mistake.

Tom Poland 05:50
Thank you. Two and a half minutes left. Question five, a top tip, if you like. A valuable free action that’s not gonna solve the whole problem, but it might take folks a step in the right direction. What do you get?

Cynthia Dearin 05:59
Get laser focused. This is my absolute number one top tip. We can’t really do it here because some people are just listening on audio, but if I can get you to imagine a pyramid in your mind, and the pyramid has got six layers in it. In the bottom layer, it says “Market”, so million dollar market. The next layer says “Ideal international client”. The next layer says “Powerful product”. The next one says “Attraction channel”. The next one says “Powerful promotions”. The next one says “One year”. What I want you to do is think about one answer for each category. So what I try and get my clients to do is to focus down to one market that they want to focus on, one country that’s going to deliver them a million dollars or their next million, one type of client that they’re going to target for a start, one product or a great small weight of products, not every SKU that you have, one go-to-market approach. So you’re doing e-commerce or you’re doing just one distribution or direct, but pick one, and then one marketing approach, and then do it for one year. Dial it in and do it for one year. Stop trying to do, you know, 15 things in each category.

Tom Poland 06:59
Fabulous model! Where can people go to find out more about your work?

Cynthia Dearin 07:04
I released, earlier this year, a book, Business Beyond Borders: Take Your Company Global. If you’d like a free copy of that, and if you don’t mind, read a PDF, you can get it in our private Facebook group, which is called the Go Global Go Getters. So if you go to Facebook and type in Go Global Go Getters, you can find it there. If you would like a hard copy, you can go to our website dearinassociates.com and navigate to the “Book” page. You can get a hard copy there. You can also get it on Amazon if you prefer to do that. Those are a couple of ways that you can find out about what I do. The blueprint is in the book, pretty much.

Tom Poland 07:39
The book is Business Without Borders. You can go to dearinassociates, D-E-A-R-I-N, associates.com. Buy a copy there or go to the Facebook group, Go Global Go Getters. We’ve got 20 seconds left. Cynthia, what’s the one question I should have asked you, but didn’t?

Cynthia Dearin 07:56
You should have asked me about the painting that’s over my left shoulder here and-

Tom Poland 07:59
We’ve got 15 seconds. Tell us about the painting.

Cynthia Dearin 08:02
My uncle painted it for me when I was four. His name is Cedric. He’s gone all around the world with me and some people think he was taking drugs. The guy in the future, not my uncle.

Tom Poland 08:11
That’s amazing. Cynthia, thanks so much for your time and your insights!

Cynthia Dearin 08:14
Great to meet you, Tom!

Tom Poland 08:16
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover how you can reuse your webinars without the stress of repeating them every single time
• Learn the importance of having authentic webinars rather than perfect ones

• Find out how to stop micromanaging your business and save yourself from unnecessary exhaustion Resources/Links:

• Want to save yourself from the stress of repeating webinars? Click here: eWebinar.com

Summary

Do you want to turn your videos or content into a webinar that you can always use while saving yourself from stress AND keeping your audience hooked?

Giving the same webinars over and over again can be really tiring and exhausting. You can reuse your webinars and scale them into content your audience will never get tired of.

Melissa Kwan is the co-founder and CEO of eWebinar, the leading automated webinar solution that turns any video into an interactive webinar.

Sit back and listen to what Melissa has to share on how you can scale and reuse your webinars that guarantee better and more audience interaction with less stress and exhaustion.

Check out these episode highlights:

• 02:08 – Melissa’s ideal client: Our ideal client is anyone who’s already using webinars or long-form videos in their marketing, sales, or even post-sales customer success.
• 02:19 – The problem she helps solve: The problem that we solve is we save people from doing the same webinar over and over again. So you can imagine really repetitive things like sales pitches, sales demos, onboarding, training, and thought leadership.
• 03:13 – The symptoms of the problem: I think the first one, which is something I experienced myself, is just pure exhaustion. Just like a mind-numbing task of not wanting to do this, but no, it’s still important in your business.
• 06:18 – Clients’ common mistakes before consulting Melissa: I would say the most common mistake, especially going from live to wanting to try automation, is you think just because it’s a video, it has to be perfectly produced.
• 07:49 – Melissa’s Valuable Free Action (VFA): I mean, to write off the answer of question four, just take any recording you have, like literally any replay you have, your last one. It doesn’t matter if it’s like last week or last month or two months ago.
• 09:04 – Melissa’s Valuable Free Resource (VFR): Want to save yourself from the stress of repeating webinars? Click here: ewebinar.com
• 09:51 – Q: Why are we doing this? A: Because we want you to work less, not more.

Tweetable Takeaways from this Episode:

“The reason why people love webinars is that it's authentic. It's not produced. It's not scripted.” -Melissa Kwan
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Melissa Kwan. Melissa, good day from Down Under. Where are you hanging out?

Melissa Kwan 00:21
I’m currently in Amsterdam.

Tom Poland 00:22
Amsterdam, the Netherlands, so we’re at opposite ends of the world. And it’s last night where you are, and it’s tomorrow morning, where I am. So try to get your head around that. Folks, Melissa is the co-founder and CEO of eWebinar, which is- and I reached out to Melissa. She didn’t request this interview. I requested it because I stumbled across eWebinar. And it’s the first time I’ve gotten excited about a webinar platform, I think, since 2008. As you know, I do a few webinars. And there are a lot of really great platforms out there, but eWebinar is a game changer. We’re going to find out why in a moment. I wanted to introduce you to Melissa’s platform. It is the leading automated webinar solution that turns any video into an interactive webinar. And it is a game changer because anything that you’ve recorded, be it a webinar or a podcast, or just you staring at the camera and saying something very interesting, and making a call to action, is now fair game to be rinsed and repeated at the leisure of the audience. We’ll unpack this. There’s no affiliate commission or shaking hands here. And Melissa’s not paying me anything to say these things. It’s just one of these genuine and very rare game-changers that I want you to hear about. So, Melissa, as I said, a very warm welcome. The title today is, “How to Scale Your Repetitive Webinars”- tell me about that- “So You Can Stop Doing Them Live”, and yet still have them increase- this is as a subtitle that I’ve added, and yet still have them incredibly engaging, and well supported and actually interactive. This is a hybrid webinar system that I’ve been waiting for. Excited, Melissa, so let’s get cracking! Our seven minutes is going to start as soon as I find that “go” button. Here it is. Question number one is who is your ideal client?

Melissa Kwan 02:08
Our ideal client is anyone who’s already using webinars or long-form videos in their marketing, sales, or even post-sales customer success.

Tom Poland 02:16
Thank you for that. Question two, what’s the problem you solve for them?

Melissa Kwan 02:19
The problem that we solve is we save people from doing the same webinar over and over again. So you can imagine really repetitive things like sales pitches, sales demos, onboarding, training, and thought leadership. Or anything you want to be doing over and over again, but don’t have the resource. That’s a problem that we solve.

Tom Poland 02:35
But let me give you, for instance, folks, one of our clients, the wonderful Barbara Decker, recorded a client-only support session where she was discussing problems and solutions for clients. She put, in front of that, an introduction to her model for working with clients, and she uses that for her webinars. So for this sort of thing, Barbara doesn’t have to rinse and repeat a webinar over and over every day or every week of the year. She simply puts that on and it’s like a new client tap. So tell us about the sort of symptoms, if you like. Who’s the sort of person? What’s going on in their business that they would be going, “Boy, I could really use this to help people and make some more money”?

Melissa Kwan 03:13
I think the first one, which is something I experienced myself, is just pure exhaustion. Just like a mind-numbing task of not wanting to do this, but no, it’s still important in your business. Right? It’s not a low-value task, it’s actually a high-value task. But you can’t possibly do it so many times. But also just limitations to your business, right? Loss leads, limited revenue, like when you tie your business to your own availability or someone else’s availability, you’re limiting the growth of your own business. So why would you do that? Right, I would say those are the two biggest symptoms that people experience.

Tom Poland 03:47
Just becoming aware, I haven’t unpacked this for our audience. Tell us what are the key features of eWebinar. Why- just the hybrid nature of it. Tell us about that, if you would, so that people get some context.

Melissa Kwan 03:58
The key features are I mean, number one is it’s beautifully designed. That I think is something that we do better than anyone else. We have the widest set of, what we call, “interactions”. So polls, contact forms, resources, pop-ups, and things like that, make it a two-way engaging experience. Not a one-way consumption when you hop into Zoom. But your attendee feels like they’re participating. So not only are they excited to be there, and join and watch all the ends, you can deliver your CTA, you, as the host, are collecting all this data that you can choose what to do with later. And the one feature we have that nobody else has is a true robust asynchronous chat system that allows you to hop in and respond live if you’re there. But if you’re not, you can hop in to respond by email, which means you can truly automate those webinars and never miss a question from a prospect or customer. So it’s not a fake message box that goes nowhere. It’s a true chat system that you see on, you know, any support chat system.

Tom Poland 04:52
And so, folks, to put some flesh on the bones here. We are on a webinar on one day, every single month and we had multiple joint venture partners through the webinars. And I present live, and we have one of our senior instructors man the “questions” window. So what I can do is we can put the video from that webinar into eWebinar. Our instructors can still be there, or I can still be there if I want to answer questions, do the pop-ups, do the quizzes on the way through, and take the thermometer checks for the audience. That is very important that eWebinar provide you with, but I don’t have to present the same content again, and again. I’ve recorded it. It’s great. Let’s just replay it! And like a lot of non-live webinars, and audiences, you can set it up so audiences can select the date and the time that they want to actually view the webinar. So the benefit of that is, first of all, I don’t have to rinse and repeat the frickin’ webinar every single time. And the reason I change webinars is I get bored with them, so that doesn’t have to happen anymore. But also your attendance rates are going to go up because people are selecting the time they want to be there. And it’s not like an evergreen, because there’s someone there doing the popups, doing the quizzes, doing the polls, and answering the questions. This is the best of both worlds, which is why I’m excited about it! Back to the interview. And I’m going to press the pause button on there because I kind of chewed up a bit of time there. Let’s go to question number four. What would you say are some of the common mistakes that people make when they’re trying to get into webinars and repeat them?

Melissa Kwan 06:18
I would say the most common mistake, especially going from live to wanting to try automation, is you think just because it’s a video, it has to be perfectly produced. Like it has to be like a movie. But the reason why people love webinars is that it’s authentic. It’s not produced. It’s not scripted. When you say something wrong, you say it again, right? People really get to know the real you behind the camera, right? In fact, when it is produced, when it is scripted, it feels less authentic and more fake, right? It feels less trustworthy for some reason. So I would say the most common mistake is people spend way too long thinking they need to be perfect and say everything perfectly. And then in the end, they just don’t do it. Because then that’s another kind of exhaustion, right? Like you’re trying to be perfect, and then it’s not. But the thing is the only person that knows it’s not perfect is you. The longer it takes to put it out there, the longer it takes for you to get feedback to make it better.

Tom Poland 07:12
And I’ll add to another mistake, if I may, is that the people who do practice and do rehearse and do drills to the point where it’s rote, it doesn’t actually come across as that authentic. This way, avoid the mistakes, folks. If you sneeze, you sneeze. If you accidentally scratch your nose or your ear, you’ve done it. It’s fine! Research has shown very clearly that people who are prepared to admit to a couple of mistakes or demonstrate a couple of mistakes, increase their credibility enormously in the minds of the audience. So let’s go to question five, one valuable- I’d like a top tip. What’s one thing that someone could do to get started in the world of repetitive webinars for marketing purposes, do you think?

Melissa Kwan 07:49
Yeah, I mean, to write off the answer to question four, just take any recording you have, like literally any replay you have, your last one. It doesn’t matter if it’s like last week or last month or two months ago. Take that replay, upload it as eWebinar, set it on a schedule, and just see what happens, right? Tell people to replay it. On the registration page, say, “Register for my replay”. Don’t say it’s a live webinar, right? That’s the quickest way to lose credibility and trust. Tell people, “This is a replay” but the value that, of using something like eWebinar is even though it’s a replay, it’s even more interactive, and you have the chat compared to the live session that you ran. So you’re preserving all those even though it’s a replay. So take anything that you have, and just see what it can do for you. Because when you can see the value that it can add to your life and your business, then you’ll be motivated to create resources.

Tom Poland 08:38
Yeah, I think that’s the big thing, folks, is to jump in and use what you’ve got. And usually, when I get started, that’s the most important thing you can do with marketing is to do some, And the thing with eWebinars, you get some work done with feedback as to what might need to change where the audience interaction was, where it wasn’t, etc. Okay, well, let me move on. Question six, we want people to find out more about eWebinar. I want them to. You want them to. They want to. Where can people go to find out more?

Melissa Kwan 09:04
Yeah, so the best thing to do is go to ewebinar.com. It’s exactly as it sounds, just ewebinar.com. And don’t sign up right away, join the demo, right? We got the demo that’s delivered through a product. If you enjoy the experience, because the demo was obviously delivered through a webinar, it’s a very, very meta experience. And you’ll be looking at it just as if you are your customer. If you enjoy the experience, there’s a 14-day free trial, try it out. And you know, we’d love to hear your feedback. I’m the person that manages the chat as well. So any feedback, just types in the chat box.

Tom Poland 09:36
And I’ve done that. And that’s what convinced me to jump on board with eWebinar. It’s really worth having a look at how eWebinar wins- works, I should say, from the audience’s perspective. Thanks for that, Melissa. The last question, we’ve got 20 seconds left. What’s the one question I should have asked you but didn’t?

Melissa Kwan 09:51
Why are we doing this? That’s the one question.

Tom Poland 09:54
Ten seconds.

Melissa Kwan 09:55
Because we want you to work less, not more.

Tom Poland 09:59
Oh, I love that! And it’s not just about working less, I should hasten to add, it’s also about getting better results from the less work that you put in. Best of both worlds. Melissa, thank you so much for your time!

Melissa Kwan 10:10
Thanks for having me, Tom.

Tom Poland 10:12
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Find out what you are doing wrong that’s stopping you from getting qualified leads all the time
• Learn the importance of understanding first how you define leads before moving forward

• Understand why communication and alignment are essential between the sales and marketing team Resources/Links:

• Want FREE tools on how you can increase your revenue with alignment? Click here: https://pamdidner.com/

Summary

Do you want to learn how you can generate multiple sustainable qualified leads all the time by creating the perfect lead generation plan?

Marketing and sales aren’t so different, so there’s no reason for you to prioritize one over the other. There are two things you need to remember before going into the big game of getting leads– you’ve got to define and align!

Pam Didner is a B2B marketer, writer, and podcaster. She works with clients on B2B marketing and sales and marketing alignment. She loves everything B2B marketing!

Dig a little deeper into the world of lead generation with Pam and learn how you can craft the perfect plan for you and your business that can guarantee you less miscommunication and great sustainable leads all the time.

Check out these episode highlights:

• 01:31 – Pam’s ideal client: My ideal client tends to be B2B marketers in the MET companies or the enterprises that actually either work with a sales team directly or work very closely in terms of demand generation.
• 02:05 – The problem she helps solve: There are a couple of things I do in working with my clients. Number one is the sales and marketing alignments. And that also touches a little bit on the demand generation, because you are bringing leads into your funnel, and you have to think through in terms of how to qualify the leads or nurture leads.
• 03:42 – The symptoms of the problem: One of the common issues is the definition of leads, especially MQL, which is “marketing qualified leads” and otherwise sales qualified leads. And a lot of companies actually use lead scoring to determine marketing qualified leads.
• 04:54 – Clients’ common mistakes before consulting Pam: In terms of, if you are doing a demand generation, at the same time you’re passing the leads to salespeople, but they are not necessarily happy with your leads, it’s very important to initiate that conversation with them.
• 05:55 – Pam’s Valuable Free Action (VFA): The number one thing is, if you feel this gap, it’s very important that you have a very frank conversation with multiple different salespeople to understand what those gaps are.
• 06:50 – Pam’s Valuable Free Resource (VFR): Want FREE tools on how you can increase your revenue with alignment? Click here: https://pamdidner.com/
• 07:25 – A: The number one question is, in terms of how the sales team gets the sales feedback in terms of working with a marketing team.

Tweetable Takeaways from this Episode:

“Once you create a demand generation plan, make sure that you review that with the sales team.” -Pam Didner
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Pam Didner. Pam, good day from Down Under. Where are you hanging out?

Pam Didner 00:21
I’m actually in Raleigh, North Carolina, USA.

Tom Poland 00:26
North Carolina, and you’ve just been through the midterms. Did you get the candidate you wanted elected?

Pam Didner 00:35
Well, actually, it worked out pretty well. This is why the color purple stay and which is the combination of both parties and at this time, it’s actually, it did pretty well.

Tom Poland 00:46
All right. I’m pleased for you. It bodes well for the future. But I probably shouldn’t have opened the politics door at all. So, folks, Pam’s a business-to-business marketer. She’s a writer. She’s a podcaster. She works with clients on business-to-business marketing, and sales and marketing alignment, which is a real trick in itself to get sales and marketing aligned. And essentially, Pam loves everything about business-to-business marketing. So Pam, welcome, again! And our title today is, “Demand Generation 101–” which is where, folks, you need to start, “How to Create a Lead Generation Plan That Actually Brings In New Clients”. Pam, I’m delighted to have you on the show. Our seven minutes is going to start now. Question number one is who is your ideal client?

Pam Didner 01:31
My ideal client tends to be b2b marketers in the MET companies or the enterprises that actually either work with a sales team directly or work very closely in terms of demand generation. So it’s the b2b marketers in the MET companies or enterprises.

Tom Poland 01:49
Perfect! And folks, you might think that these folks know exactly what they’re doing with marketing, but a lot of them are struggling and need help from people like Pam. So if that’s you, you want to listen up, because you need to get some cool free stuff, and also some extra stuff at the end. Tell us about the problem you solve Pam. Six and a half minutes left.

Pam Didner 02:05
So in general, there are a couple of things I do in working with my clients. Number one is the sales and marketing alignments. And that also touches a little bit on the demand generation, because you are bringing leads into your funnel, and you have to think through in terms of how to qualify the leads or nurture leads. So you can pass that to a sales site. And then the other part is demand generation. It’s really how you build enough leads, that you can actually qualify them. And that’s a good chunk of it in terms of demand generation plan, that if you’re a marketer, you need to put that together.

Tom Poland 02:36
Right. So tell us a little bit more, real quick, about the alignment of sales and marketing. What’s meant by that?

Pam Didner 02:44
There are a couple of things really depending on what you are supporting as a marketer or how you support your sales team. It can be in terms of you creating content for them at different sales stages, then you have to think through in terms of the marketing content you created for them and what qualifies for sales engagement. The other one is domain generation. For example, if you generate leads for the sales team, then you have to understand what’s your definition of a qualified lead. And also what is your definition of qualified leads make sure you are aligned. And so you can pass the properties to them.

Tom Poland 03:20
So because, otherwise, your salespeople are going to get frustrated. The marketing people are going to be thinking, “Well, I did all the work. Why are you converting them?” and-

Pam Didner 03:28
Why are you giving me these leads if this isn’t working? Why?

Tom Poland 03:33
So what would you say are some of the typical symptoms in an organization where they don’t have that alignment? They don’t have a plan that keeps the pipeline falling and have their salespeople happy.

Pam Didner 03:42
I think one of the common issues is the definition of leads, especially MQL, which is “marketing qualified leads” and otherwise sales qualified leads. And a lot of companies actually use lead scoring to determine marketing qualified leads. For example, if the leads actually go through several pieces of content or come to your website a couple of times, or respond to an email, they get certain kinds of lead scores. Once they reach that lead score and they feel like, “Oh, this is qualified for sales to get in touch with them.” However, lead scoring can have that, how should I say it, does not necessarily provide a very true picture if that person rarely talks to the sales team. So in addition to lead scoring, you also need to have other reasons to vet the lead and make sure that before you qualify that and end up passing that to sales teams.

Tom Poland 04:33
The filter, so the salespeople are getting the right leads, and not just wasting your time. So we’re talking about organizations that are growth-orientated here. They’ve got a sales and marketing team, whether it’s a small-owner-operated team or a larger one. They want to try things that are going to work. What would you say are some of the common mistakes that you’ve seen your clients make before they start working with you?

Pam Didner 04:54
Yeah, a couple of things in terms of if you are doing a demand generation, at the same time you’re passing the leads to salespeople, but they are not necessarily happy with your leads, it’s very important to initiate that conversation with them. Have a conversation with them so they understand what the gaps are, and have that conversation going and understand what your needs are, and then come back and fix your sales demand generation plan or fix in terms of the number of qualified leads, or how you should qualify leads before you’re passing the leads to them. So I think the common mistake is, first of all, a lack of communication between the sales and marketing team. And number two is the definition of leads. And I think that’s pretty common across many companies.

Tom Poland 05:38
You’ve given us probably the top tip as well which is what we’re going to ask you about. So end the blame game and talk about the elephant in the room, which is we don’t have alignment and figure out what that looks like. So question five, though, is there another top tip that you could think of at the top of your head that’s going to help people to move forward with this problem?

Pam Didner 05:55
Yes, I think the number one thing is if you feel this gap, it’s very important that you have a very frank conversation with multiple different salespeople to understand what those gaps are. That’s number one. And the second thing is to make sure that you have a plan. So when you create a Demand Generation plan that you are going to build the top of the funnel, what does your plan look like? What’s the channel you are using and what channels were actually effective based on your past campaigns? Have that information and create a plan. And then not the only important thing is once you create a plan, make sure that you review that with the sales team. So they have a chance to see what you are planning to do. And they can also provide some feedback in terms of what they think you can do to actually help them better. Does that make sense? It’s one of the common mistakes is having a demand generation plan but not reviewing it with a salesperson.

Tom Poland 06:50
And that’s probably the most valuable part of the whole process is the debriefing. So just over 60 seconds left. Question six is a valuable free resource we can direct people to. Just for the sake of time, folks, I’m going to give you the answer to that one. Go to www.pam, P-A-M, Didner, D-I-D-N-E-R, .com. And you’re going to be able to opt-in there to get Pam’s tools and templates for creating sales and marketing alignment. Pam, thank you for that free gift!

Pam Didner 07:19
Yeah, anytime!

Tom Poland 07:21
Question number seven, 30 seconds left, what’s the one question I should have asked you but didn’t?

Pam Didner 07:25
Well, the number one question is in terms of how the sales team gets the sales feedback in terms of working with a marketing team. That’s number one. And second thing is, it’s very important as a demand generation person you need to understand CIM, which is the tool that salespeople use. I think it’s really important that you understand how to use that tool in addition to your marketing automation.

Tom Poland 07:48
Critically important! Pam Didner, thank you so much for your time and your insights.

Tom Poland 07:52
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Explore more of the tools and systems that you ACTUALLY need just for the price of less
• Find out how to own your platform and make it extraordinarily YOU

• Discover why you should become more aware of the tools and platforms you invest in Resources/Links:

• Want more free tips on how to own your platform at the cost of less? Click here: http://wpalchemy.io/ownit/

Summary

Do you want to learn how to run your own system or platform at the cost of less and more flexibility?

Freeing yourself from the typical and curating a unique way of hosting your products is crucial to making your business stand out.

John Mac is a self-made Norwegian online entrepreneur, mindset coach, and Web Designer specializing in Oxygen Builder for WordPress. He is also a Shopify Expert and Partner.

Listen in to what John has to say about owning your own platform, building it extraordinarily, and curating a perfect and uniquely you hosting with it at a cost of less.

Check out these episode highlights:

• 01:13 – John’s ideal client: I would say small and medium businesses who I’ve been working with, and I would say this is clients and customers with clever minds that actually think for themselves and are looking for something different.
• 01:50 – The problem he helps solve: First of all, except for helping to shape people’s mindset, a kind of freedom from bondage from stuff they have been using before or thinking about before.
• 02:37 – The symptoms of the problem: First of all, it’s the lack of awareness, It’s awareness of where they are with the mindset and the tools they use. So I would say the feeling of something not working in their business, overwhelm, and focusing on too many things at one time.
• 03:05 – Clients’ common mistakes before consulting John: They’re trying to, first of all, figure things out themselves.
• 03:54 – John’s Valuable Free Action (VFA): Well, I’m an advocate for owning a platform. People are paying too much for renting expensive monthly platforms. One thing I would recommend to do is review, what are you paying for?
• 05:10 – John’s Valuable Free Resource (VFR): Want more free tips on how to own your platform at the cost of less? Click here: http://wpalchemy.io/ownit/
• 05:51 – A: We usually come down back to hosting, actually, because that’s basically it, that’s the fundamental part for everybody’s business. Everybody has a business online now, a website, or maybe other apps and solutions but they run it on terrible hosting.

Tweetable Takeaways from this Episode:

“I'm an advocate for owning a platform. Review what you are paying for, and what type of platforms you are on that you can free yourself from.” -John Mac
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible, joined today by John Mac. John, good day from Down Under, sir. A very warm welcome! Where are you hanging out?

John Mac 00:20
I am in Thailand. It’s hot here, but it’s pretty wonderful. I’m up north in Chiang Mai. Beautiful place to be in.

Tom Poland 00:28
It’s a pretty laid-back area of Thailand, I’m informed. A nice part of the world to be in. John, for those of you who don’t know John, he’s a self-made Norwegian online entrepreneur. He’s a mindset coach. He has a real specialty as a web designer, specializing in Oxygen Builder for WordPress. And there are some absolutely extraordinary things you can do with WordPress in terms of not just setting up websites, but attracting traffic and converting traffic. He’s also a Shopify Expert and Partner, so really knows his way around the internet. Our title today is, “How to Stand Out and Make Customers Love You”. John, our seven minutes is going to start just as soon as I find the start button. Here it is here. Seven minutes start now. Question number one, sir, who is your ideal client?

John Mac 01:13
I would say small and medium businesses who I’ve been working with, and I would say this is clients and customers with clever minds that actually think for themselves and are looking for something different. And it’s content and service creators, you know, that build authentic offers in sharing really truthful stories and want to uplift and transform people with their offers.

Tom Poland 01:39
So these people have ideas. They want to express themselves authentically and genuinely help other people. So, six and a quarter minutes there. What would you say is the problem you solve for these folks?

John Mac 01:50
First of all, except for helping to shape people’s mindset, kind of freedom from bondage from stuff they have been using before or thinking about before. Everything is shaped by our thoughts, right? So I think it’s that, it’s guidance. And I think raising people’s awareness of where they are in the landscape of their business helps them to navigate. And then we build systems along with that and reform with their setup, basically.

Tom Poland 02:16
The mindset-

John Mac 02:17
Flexibility.

Tom Poland 02:18
Right. Thank you for that. Interesting approach and mindset, so often, absolutely critical for so many people. So a lot of wisdom in starting there. Question number three, five and a half minutes left, what would you say are the typical symptoms of people who need what you do? What’s going on in their life or their business where you’re kind of giving them a heads up that they need to be talking with you?

John Mac 02:37
First of all, it’s the lack of awareness, It’s awareness of where they are with the mindset and the tools they use. So I would say the feeling of something not working in their business, overwhelm, and focusing on too many things at one time. That’s a typical thing.

Tom Poland 02:50
Thank you for that. We’ve got five minutes left. What would you say are the common mistakes that these folks are making before they find your solution? Got people, they want to grow. They want to be authentic. They’ve got ideas. What are they trying that’s just never going to work, sort of thing?

John Mac 03:05
There are a few things I’ve been noticing through the years, they’re trying to, first of all, figure things out themselves. They just jump on the first thing that comes up with no guidance. And they often pick tools and systems that they overpay for and can’t even use and should not use. And some of them even pay, actually, too little for the most important things.

Tom Poland 03:23
Trying to figure it all out probably by Google reviews or sales pages. And they really need someone outside their own head who knows what they’re actually talking about to figure it out for them. Does it sound right?

John Mac 03:32
Like their closest friend to tell them. Yeah,

Tom Poland 03:34
Right. There’s this Mark Twain saying, you know, “It’s not what we don’t know that often hurts us. It’s what we think we know that just ain’t so.” So that’s a big mistake. Four minutes left. Let’s flip it and go to the top tip. What would you say is one valuable free action that someone can take, that is not going to solve the whole problem, but it might take them a step forward in the right direction?

John Mac 03:54
Well, I’m an advocate for owning a platform. People are paying too much for renting expensive monthly platforms. One thing I would recommend, first of all, to do, is review, what are you paying for? And what type of platforms are you on that you can free yourself from? Because you can run so much for your own system fully on it on WordPress.

Tom Poland 04:14
Right! Certain, why would you not want to do that sort of thing? Especially, I mean, I can’t think of one reason which is- Yeah, one reason is that people don’t have the expertise to build a great WordPress site. Extraordinary, flexibility, extraordinary options, but also with that, people like me don’t know how to do it. So that’s one reason, but that’s what you’re there for. So we can end up renting the platforms. And extraordinary, good-priced plugins. You’ve got shopping carts. You’ve got membership sites. You’ve got certification. You’ve got online courses. I mean, the list is absolutely endless! And you touched on this before, you said, “You know, the big thing that often holds people back is they’re just not even aware of what’s possible.” So rent rather than own. Do an inventory of the platforms you’re looking at. Let’s help people even more. Question six, is one valuable free resource. Where can people find out more about your work and maybe even more about getting started with this?

John Mac 05:10
Yeah, well, through my years, one big main thing I’ve seen with customers’ experience is terrible hosting. So I started offering my own custom WordPress premium hosting that’s been working really well and got popular. And we had to expand it. So we launched WP Alchemy, and we got something on that site to help people actually rethink and discover what they can use. It’s a free guide, and we call it, “Own It“– own your platform.

Tom Poland 05:34
Right. So www.wp, for WordPress, alchemy, A-L-C-H-E-M-Y, .io/ownit. Thank you for that, sir! Question seven, just over 90 seconds left, what’s the one question I should have asked you but didn’t?

John Mac 05:51
I think we usually come down back to hosting, actually, because that’s basically- it that’s the fundamental part for everybody’s business. Everybody has a business online now, a website, or maybe other apps and solutions but they run it on terrible hosting. And I’ve seen so many people get hacked, they crashed during launch. And even just a simple thing that WordPress cannot send emails, system emails, like usernames and passwords.

Tom Poland 06:15
Dang!

John Mac 06:16
So review the past, and review the hosting.

Tom Poland 06:20
All right. Well, John Mac, I really appreciate your time and your insights. Thank you very much!

John Mac 06:25
Thank you for speaking to your tribe.

Tom Poland 06:27
Cheers!

Tom Poland 07:19
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Discover how to become a highly-paid speaker and keep your audience hooked with what you have to say
• Understand why you don’t need another certification course to make you good at public speaking

• Expand your network through the magic of public speaking through storytelling Resources/Links:

• Want to find out more on how to become a highly-paid speaker? Click here: Expertspeakerbook.com

Summary

Do you want to learn how to use your voice to make hundreds of thousands and keep your clients hooked on what you have to say and offer?

Marketing your business or your specialty isn’t always about the ads, it’s also about how you deliver your message. Talk more about the story and less about the teaching.

Majeed Mogharreban is a world-traveling father and professional speaker. Majeed is the Founder of the Expert Speaker Institute, the premier resource for experts to grow their businesses with public speaking.

Sit back and grab a cup of coffee or any drink and listen in to what Majeed has to say about public speaking – from curating the perfect message to delivering it in a way that will keep your clients wanting more!

Check out these episode highlights:

• 01:19 – Majeed’s ideal client: My ideal client is a coach or consultant who wants to stand out as a leader in the industry and have a large audience of people who want to hire them for their online course and their coaching programs.
• 02:15 – The problem he helps solve: You know how some people are like the best-kept secret? they’re so good. And when you go to see them, they’re just so good at what they do.
• 03:32 – The symptoms of the problem: Well, they’re really good at what they do, but they say to themselves, “I’m not into sales and marketing”. Or “I’m not good at sales and marketing.”
• 04:16 – Clients’ common mistakes before consulting Majeed: I think the way people approach giving a speech is not optimized for entertainment, and sales. What my clients do, if ever they do give a speech, whether they’re giving a webinar or a podcast interview or making a video for YouTube, or speaking on a stage, they do a little too much teaching and not enough storytelling.
• 05:19 – Majeed’s Valuable Free Action (VFA): So one thing you can do right now that can have a massive impact on your business is book a speaking engagement for yourself. And the way you do that, is you make a list of 10 people that you know that lead groups.
• 06:18 – Majeed’s Valuable Free Resource (VFR): Want to find out more on how to become a highly-paid speaker? Click here: Expertspeakerbook.com
• 07:08 – Q: You should have asked me what I do first as a speaker. A: You’ll find the answer in the book.

Tweetable Takeaways from this Episode:

“Storytelling makes speeches engaging and entertaining, and ends up driving way more sales.” -Majeed Mogharreban
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland, joined today by Majeed Mogharreban. Majeed, a very warm welcome, sir. How are you doing and where are you hanging out?

Majeed Mogharreban 00:20
Thank you, Tom. I’m in Ottawa, Canada, the capital of Canada.

Tom Poland 00:23
Ottawa, Canada. And a very warm welcome, as I said. Folks, for those of you who don’t know Majeed, he’s a world-traveling father. He’s been pretty much all around Australia. For example, he’s seen more of Australia than I have, and I live here, and, no doubt, a lot of other countries as well. In addition to being a world-traveling father, which must be quite a juggling act, he’s a professional speaker. But not only is he a professional speaker, he can also show you how to be a professional speaker because he’s the founder of the Expert Speaker Institute. It’s the premier source for experts to grow their business with public speaking, which is one of the very best ways to generate a high-quality flow of clients. So let’s get cracking, Majeed. The title today is, “How to Grow Your Coaching Business with Speaking” and I imagine you can grow your consulting business or your training businesses speaking as well. Our seven minutes is going to start as soon as I find the start button, which is now. Question number one, sir, who’s your ideal client?

Majeed Mogharreban 01:19
My ideal client is a coach or consultant who wants to stand out as a leader in the industry and have a large audience of people who want to hire them for their online course and their coaching programs. And one of the areas of focus I have are health and wellness coaches, functional medicine doctors, and naturopathic doctors who have a lot to say and a lot to- they want to educate people, but I show them how to do it in a way that helps them get clients and get patients to sign up for their high ticket programs.

Tom Poland 01:51
Right. And I imagine that type of client doesn’t want to be coming across as salesy. They want to be feeling like it’s a genuine authentic expression of their personality, their values, etc. So there are some subtleties that you’ve embedded into your intellectual property, your systems, and your methodology. I think that sounds like it would cater well to that. So we have six minutes left. Question number two, what’s the problem you solve for them?

Majeed Mogharreban 02:15
Well, Tom, you know how some people are like the best-kept secret. they’re so good. And when you go to see them, they’re just so good at what they do. And they’re so knowledgeable, and they’re so passionate, and they’re so experienced, but people haven’t heard of them. And they don’t have nearly as many clients as they should have, or could have, even though they have the desire to help people. So what I do is I take those people, and I help them tell their story. And I help them deliver and communicate their knowledge and entertaining and persuasive and engaging ways like emotional stories. That way, they become the teacher to the people who want to learn, and they become the guide to the person who’s looking for someone to hire, whether it’s to learn how to lose weight, hire a life coach or learn any skill that a coach teaches or a consultant. The problem that I solve is they don’t have enough clients. And the way that I solved that is I help them give speeches and land speaking engagements that make them a bunch of money.

Tom Poland 03:11
Fantastic! And I mentioned that’s one of their challenges is how to articulate their magic, how to authentically express the benefit of working together. So let’s get going to question three, just over four and a half minutes left. What would you say are some of the typical symptoms? World’s best-kept secret, certainly. What else is going on in their life or the business that would give them a heads up they should be reaching out to you?

Majeed Mogharreban 03:32
Well, they’re really good at what they do, but they say to themselves, “I’m not into sales and marketing”. Or “I’m not good at sales and marketing.” And what they do, instead of getting good at sales and marketing, they go to take another certification course, and take another program that gives them another title. But still, then there are no clients and no patients. And so I show them how to get the clients and the patients in a way that’s really educational and service, which is to give speeches.

Tom Poland 04:00
And you may have mentioned one of the mistakes they make already, but this is question four. Apart from avoiding marketing and sales, and taking another certification, which is more comfortable, are there any other mistakes that your new clients tell you that they made before they found your solution?

Majeed Mogharreban 04:16
Yeah, I think the way people approach giving a speech is not optimized for entertainment, and sales. What my clients do, if ever they do give a speech, whether they’re giving a webinar or a podcast interview or making a video for YouTube, or speaking on a stage, they do a little too much teaching and not enough storytelling. And so we get into the storytelling which makes it engaging and entertaining and ends up driving way more sales.

Tom Poland 04:46
Right. And, maybe, I guess, that your new clients might have both problems is that they’re not really entertaining and engaging enough. And if they are being entertaining, they may not understand that being entertaining and engaging the way this is going to generate inquiries is different from being entertaining and engaging in a way that’s simply teaching. You can do both, of course.

Majeed Mogharreban 05:07
Exactly.

Tom Poland 05:08
Two and a half minutes left. What would you say is a top tip for someone? It’s a valuable free action they could take. It’s not going to solve the whole problem, they probably need you for that, but it might get them a step in the right direction.

Majeed Mogharreban 05:19
So one thing you can do right now that can have a massive impact on your business is book a speaking engagement for yourself. And the way you do that, is you make a list of 10 people that you know that lead groups. And to each one of those 10 people, you call, email, or text, and you say, “What would it take?” Ask them, “What would it take for me to speak to your group, and for you to feel really happy about it?”

Tom Poland 05:49
That is a great question.

Majeed Mogharreban 05:50
And listen to that conversation. And you will get a certain percentage of them saying, “Yes, probably a lot of them.” And you will have speaking engagements, and that will grow your business very quickly.

Tom Poland 05:58
That is such a wicked smart strategy. Thank you so much for that. Top value! Let’s go to question six because what I want to do is I want to give people an opportunity to find out more about what you do. Where can people go? A landing page or something that they can just get more information about your work and also about getting gigs and presenting and engaging in a lead-generating way?

Majeed Mogharreban 06:18
I would recommend you download a free copy of my book. You can buy it on Amazon, but I’ll give you a free copy in PDF. The book is called, “Expert Speaker: Five Steps to Grow Your Business with Public Speaking”. And the reason why it will be so valuable to you is there are scripts in the book on how to negotiate your fee, how to negotiate the speaking engagement, and what to say at each part of the speech that turns a speech into a sales experience where people will buy your stuff. The book is at expertspeakerbook.com.

Tom Poland 06:53
Yeah, thanks. Sorry, only 30 seconds left. So let me jump in. It’s expertspeakerbook.com and I do apologize for interrupting. Expertspeakerbook.com. Go get it, folks! 20 seconds left, Majeed. What’s the one question I should have asked you but didn’t? And the answer in less than 15 seconds.

Majeed Mogharreban 07:08
You should have asked me what I do first as a speaker and you’ll find the answer in the book.

Tom Poland 07:15
Well done! All right. Brilliant. Thanks so much for your time, Majeed.

Tom Poland 07:19
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Redesign your profile into a value-centric and audience-grasping resource rather than a self-centered one
• Expand your ideas on how to use LinkedIn to turn connections into conversations and then into sales

• Learn why expanding your network isn’t always the answer to your problems Resources/Links:

• Want to find out how you can maximize your LinkedIn to get more sales and traction? Click here: LinkedInlibrary.com

Summary

Do you want to find out the magic of LinkedIn and convert the connections into conversations and then expand into sales using the comfort of your existing networks?

LinkedIn has the power to get you more connections and sales, however, you need to know the secret tips and strategies to unlock its full potential and guarantee you never-ending deals.

Brynne Tillman is the CEO of Social Sales Link which is solely focused on helping salespeople sell on LinkedIn without being salesy. Brynne is also the co-host of the Making Sales Social Podcast.

Dive in as Brynne shares the world of LinkedIn and how to curate your content into extraordinarily audience-centric content that can guarantee you more sales and will keep your clients coming back for more!

Check out these episode highlights:

• 01:51 – Brynne’s ideal client: Professionals in business development, right? The sales reps, account executives, CEOs, coaches, and entrepreneurs, as well as, the board of directors and other trusted advisors are responsible for new client acquisition.
• 02:17 – The problem she helps solve: Well, generally, their problem is the top-of-the-pipeline challenges, but more specifically, the lack of warm referrals and inbound leads for the individual salespeople, and the ability to start conversations with those prospects from LinkedIn.
• 02:57 – The symptoms of the problem: The problem we hear from so many sales professionals, is their challenge with gaining access to prospects. It’s harder than it’s ever been before! Where we’ll hear, “I have 1000s of connections, but no conversations”.
• 04:00 – Clients’ common mistakes before consulting Brynne: Oh, there are so many! First, your profile is self-centered or resume, not value-centric or resource. Number two, your sales. So, you connect and pitch and that’s a bait-and-switch. And that will repel your prospects.
• 05:25 – Brynne’s Valuable Free Action (VFA): Connect with every single one of your clients, and every single one of the influencers inside of those client organizations. Then search their connections and identify 20 to 25 people that you want to meet that each of them knows.
• 06:13 – Brynne’s Valuable Free Resource (VFR): Want to find out how you can maximize your LinkedIn to get more sales and traction? Click here: LinkedInlibrary.com
• 06:43 – Q: Is automation for lead generation on LinkedIn a good idea? A: No. So many people come to me and say, “You know, they’ve promised me I could get 100 connections this week and 25 appointments-”

Tweetable Takeaways from this Episode:

“Connect with every single one of your clients, and every single one of the influencers inside of those client organizations.” -Brynne Tillman
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone and a warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Brynne Tillman. Brynne, welcome back because this is not the first time. A very warm welcome from Down Under. Where are you hanging out?

Brynne Tillman 00:24
Yeah, I am thrilled to be here, Tom! I am hanging out in northern New Jersey, right outside of Manhattan. And if you drive to the top of the hill, you can see the skyline. It’s a fabulous place to be!

Tom Poland 00:37
A little birdie told me you got a new home there with a brand-new office for you and one for your hubby. So, you’re joining me between meetings. Fabulous!

Brynne Tillman 00:47
It’s a great place to be.

Tom Poland 00:48
Folks, Brynne is known for the bias-free, hype-free, lead generation strategies that actually work, which is a shock to a lot of people because most of us are used to paying good money to people for their marketing advice, implementing it, and finding that nothing changes. So, it’s refreshing to have you on the show, Brynne! Brynne is the CEO of Social Sales Link solely focused on helping salespeople sell on LinkedIn, but without that sort of cheesy, salesy, spammy approach that, unfortunately, many people who reach out to us on LinkedIn are using. She’s also the co-host of the Marketing Sales Social Podcast. The title today is, “How to Convert LinkedIn Connections to Conversations”. And this is going to be really interesting because we know we need to establish rapport with prospects before we propose perhaps meeting or talking about working together. And Brynne’s going to put the spotlight on exactly how we do that. Brynne, our seven minutes is going to start now. Question number one is who is your ideal client?

Brynne Tillman 01:51
Thanks, Tom! Professionals in business development, right? The sales reps, account executives, CEOs, coaches, and entrepreneurs, as well as, the board of directors and other trusted advisors are responsible for new client acquisition.

Tom Poland 02:06
That’s interesting! So, the board of directors and professionals. Common denominator– they have a problem. Question two, what’s the problem you solve for them?

Brynne Tillman 02:17
Well, generally, their problem is the top-of-the-pipeline challenges, but more specifically, the lack of warm referrals and inbound leads for the individual salespeople, and the ability to start conversations with those prospects from LinkedIn.

Tom Poland 02:36
So that’s the problem you solve. It’s the fresh high rapport, high-level inquiry, or lead generation. Question three is about the symptoms. You get your client on board, what’s been happening in the businesses that have motivated them to reach out to you? So, what are the symptoms of someone pre-working with Brynne?

Brynne Tillman 02:57
That’s a great question. And in the problem we hear from so many sales professionals, is their challenge with gaining access to prospects. It’s harder than it’s ever been before! Where we’ll hear, “I have 1000s of connections, but no conversations”. Another one, “When I ask for a conversation, I totally get ghosted!” I share content yet no one engages and some people even think I’m spamming. And the biggest one that really kind of encompasses all of it is everyone says, “I need to use LinkedIn, but I can’t figure out how to do it successfully.”

Tom Poland 03:32
Yeah, I’ve posted articles I’ve reached out to people, and people might accept my connection. That seems to be the easy part. But after that, it’s just crickets! That’s all I’m hearing. So, we’re talking about people, they’re growth orientated. They’re proactive. They’re doing things to solve this problem. And clearly, they’re not getting traction. So, question four, and just over four and a half minutes left, what would you say are the common mistakes that your clients made prior to working with you?

Brynne Tillman 04:00
Oh, there are so many! First, your profile is self-centered or resume, not value-centric or resource. Number two, your sales. So, you connect and pitch and that’s a bait-and-switch. And that will repel your prospects. The most common one, even I do this too much– to connect and forget. We have 1000s of connections yet we’re not going back. We’re not new all the time. We’re not going back and taking inventory and engaging with the people who were already connected to. Random acts of social– “I have no templates. I don’t have a plan. I just kind of show up and do stuff.” Sharing topics. Your content is around topics you care about, not topics that your prospects want to consume. And the number one that I see and this is the easiest way to use LinkedIn to start conversations is that they’re not leveraging their existing network, their clients, their referral partners, or their networking partners to get introductions or permission to name-drop.

Tom Poland 05:08
Right. So that is a good list there indeed. And so, I think now we’ve got people’s attention, so let’s flip it. Question four is about a valuable free action. It’s kind of like a top tip. It’s not going to solve the whole problem, but it might get them one step in the right direction. Three minutes left.

Brynne Tillman 05:25
Okay, connect with every single one of your clients, and every single one of the influencers inside of those client organizations. Then search their connections and identify 20 to 25 people that you want to meet that each of them knows. Get on a call. Get some insights. Run the names by them, and either get introductions, if it’s appropriate, or just ask that you can reach out to them. Drop the client’s name. Let them know that you’ve been working with them and that they thought it made sense for you to reach out, and you will have a full pipeline consistently.

Tom Poland 06:00
Terrific top tip! Thank you for that. Two and a quarter minutes to go. Question six, do you have a valuable free resource that we can direct people to that they’re going to find out more about how to solve this problem?

Brynne Tillman 06:13
Absolutely! We have a free public library, LinkedInlibrary.com, where you can go, and we’ve got dozens of downloads and podcasts, and videos. And I mean, just so many resources that are completely free! So LinkedInlibrary.com.

Tom Poland 06:31
LinkedInlibrary.com. Thank you for that, Brynne! Great resource. Go get it, folks. We’ve got 90 seconds left. Are thereabouts? No, it’s 75. What’s the one question I should have asked you but didn’t?

Brynne Tillman 06:43
Is automation for lead generation on LinkedIn a good idea?

Tom Poland 06:47
And the answer?

Brynne Tillman 06:49
No. So many people come to me and say, “You know, they’ve promised me I could get 100 connections this week and 25 appointments-” You started with this, right? Like, how much money have you spent on this bro-marketing, right, where, like, it’s just all fluff! The bottom line is this is a relationship development tool. You would not send a robot to a chamber of commerce networking meeting. Don’t send one here. It also breaks the LinkedIn agreement, so your profile could get shut down.

Tom Poland 07:29
Right. Alright, so it’s just a bad idea. Don’t do that. Brynne Tillman, there’s a treasure trove of insights and ideas there, folk. But make sure you do get to LinkedInlibrary.com because if you thought this was good, that’s going to blow your mind. Brynne Tillman, thank you so much!

Brynne Tillman 07:44
Thank you, Tom.

Tom Poland 07:46
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Learn why you shouldn’t just settle for a good idea rather than an interesting one
• Understand why marketing happens as soon as you write the book and not after

• Discover how you can write a book that can challenge the readers’ assumptions Resources/Links:

• Want more tips on how to not be boring? Click here: www.goinswriter.com

Summary

Do you feel like your book has been pretty generic and needs a little bit of spice? Do you want to learn how to write a book that will challenge your readers and keep them hooked?

You shouldn’t be writing your book just because of a good idea, but it should be because of an interesting idea that will keep your readers wondering.

Jeff Goins is a writer, keynote speaker, and entrepreneur. He is the best-selling author of five books, including, The Art of Work and Real Artists Don’t Starve.

Jeff Goins shares how you can stop being boring and make your book interesting, mind-grappling and challenging that will keep your clients wanting for more.

Check out these episode highlights:

• 00:39 – Jeff’s ideal client: Our ideal clients are any thought leader or aspiring thought leader who’s ready to pick a fight, who has something that they want to say about their industry or particular topic that is going to challenge the status quo.
• 02:29 – The problem he helps solve: We help authors not write boring books. And it is really easy to write a boring book. Yeah, and boring isn’t necessarily bad, but it might as well be.
• 03:16 – The symptoms of the problem: I think they’re tired. It’s actually really, really hard to write even a bad book. Imagine a continuum where 0 is “I haven’t written a book” and 100 is “I’ve written the perfect book”.
• 04:47 – Clients’ common mistakes before consulting Jeff: I mentioned they try to do it all themselves. They settle for a good idea instead of an interesting one. And they think that editing is about fixing typos. Editing is not about fixing typos.
• 05:41 – Jeff’s Valuable Free Action (VFA): Very simple. We take every client through this. It’s a formula. Everybody thinks X, but what’s actually true is Y. When people ask you what your book is about, that’s your answer.
• 06:23 – Jeff’s Valuable Free Resource (VFR): Want more tips on how to not be boring? Click here: www.goinswriter.com
• 07:14 – Q: What does fresh complaint mean? A: It means what it sounds like, which is that you know, we’ve named our writing and editing agency after a phrase that means if you don’t have something new to say that’s going to pick a fight, then don’t say it.

Tweetable Takeaways from this Episode:

“What makes people think and then talk about your book, and then even want to read it is that there's some interesting idea.” -Jeff Goins
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone, and a very warm welcome to yet another edition of Marketing the Invisible. I got a treat for you today, joined by Jeff Goins. Jeff, good day from Down Under. Where are you hanging out, sir?

Jeff Goins 00:21
I’m in Nashville, Tennessee, Tom.

Tom Poland 00:22
And a little birdie told me you’re a big music fan and you got there because you chased a girl.

Jeff Goins 00:28
I chased a girl.

Tom Poland 00:30
That’s often the reason, but you’re settled there now for 15 or 16 years. Is that right?

Jeff Goins 00:34
That’s right. 16 years.

Tom Poland 00:34
And feel like you’ve come home. So, for those of you who don’t know Jeff, Jeff has an impeccable touch to everything he does. He’s a wordsmith. He’s careful. And he constructs quality solutions to big problems. His background is he’s a writer. He’s a keynote speaker. And he’s an entrepreneur with multiple businesses. He’s also a best-selling author, which tells you he’s walking the talk of five books, including The Art of Work, and Real Artists Don’t Starve. And I just love the title for the session that Jeff nominated. It’s, “How to Find Your Big Idea”. And I’ve got a feeling we’re going to learn a little bit more than just that as well. Oh, that is, that’s a magnificent place to start. Jeff, welcome to the show! Our time starts now. Question number one, sir, who’s your ideal client?

Jeff Goins 00:39
Hey, Tom. Good to be here. Again, thank you! Our ideal clients are any thought leader or aspiring thought leader who’s ready to pick a fight, who has something that they want to say about their industry or particular topic that is going to challenge the status quo. Most of what I do is help people create books that are worth reading and talking about. And if you’re not going to pick a fight, if you’re going to settle for good instead of interesting, you’ve already lost, and we would rather refer you to one of our competitors.

Tom Poland 01:52
So, there’s a certain boldness about your mission, isn’t there? There’s a certain, you know, challenge of the status quo. Well, the expression of authenticity in the face of opposition. Is that right?

Jeff Goins 02:01
Yeah, I mean, look, in the past 10 years, the amount of books published each year has increased by 10 times. And as a reader, and as a person who loves words, I don’t think the world needs more boring books. And so, I care about that. I care about not putting more boring books out in the world. If you’re going to write a book, make it worth our while as readers.

Tom Poland 02:23
Thank you, sir. So, we’ve got just under six minutes left. What’s the problem you solve? How would you define that?

Jeff Goins 02:29
We help authors not write boring books. And it is really easy to write a boring book. Yeah, and boring isn’t necessarily bad, but it might as well be. People do not talk about ideas that are good or even great. They talk about ideas that are interesting. Ideas that are worth talking about that challenge an audience’s assumptions. And I mean, that’s the problem that we help people solve. Most people settle for good when what they really want is interesting.

Tom Poland 02:56
Do you find a lot of people homogenize their ideas and their voice so that it’s defensible, and so they don’t offend anyone? Is that part of the issue? Well, let’s talk about that. Question three is about the typical symptoms that people experience when they end up with a boring book. What would you say is going on that creates that? Or how does someone know that they’ve done that?

Jeff Goins 03:16
I think they’re tired. It’s actually really, really hard to write even a bad book. Imagine a continuum where 0 is “I haven’t written a book” and 100 is “I’ve written the perfect book”. If you get to 80%, you’ve written a bad book. But you went 80%, you wrote a book. And the gap between good and great is much smaller than the gap between no book and bad book. Between nothing and bad is a lot! It’s 80% of the way, and most people give up at 80% because it’s really, really hard and really exhausting. And so, the symptom is they’re tired. They’re trying to do it themselves. And they’ve gotten to this point, they think, “Well, you know, I’ve written a book. Now the real work begins. Now I can start marketing it.” That is false! The marketing begins as soon as you start writing the book.

Tom Poland 04:06
Yeah, that’s a really key point, folks. The marketing begins the moment you start writing the book because you got to figure out what the marketplace needs to hear from you, your gift, and so on.

Jeff Goins 04:16
Yeah, and what I mean by that is great marketing makes a bad product fail faster. David Ogilvy said that many years ago. It’s true. And if you write a book that’s based on an “okay” idea, and try to sell it, it’s going to flop.

Tom Poland 04:33
Right. So that’s definitely, I mean, clearly, as you’ve articulated, one of the big mistakes that people make. But are there any other? Question four, over three minutes left, what would you say are a couple of the other big mistakes people make when they’re trying to get that book written?

Jeff Goins 04:47
I mentioned they try to do it all themselves. They settle for a good idea instead of an interesting one. And they think that editing is about fixing typos. Editing is not about fixing typos. Editing is the process of making your book work. It’s helping you realize the vision.

Tom Poland 05:05
You know, what I’m hearing here is that a lot of us have ideas. It’s not uncommon, hopefully. We are good at something that we do, but putting a book out that’s interesting and engaging can, as I say, feed a starving crowd that can generate demand, that’s a whole science in itself. And, let’s recognize that right now. And say, folks, you’re probably going to want a hand with this. But question five is, let’s give folks one valuable free action like a top tip. It’s not going to solve the whole problem; they probably need to reach out for you to have that conversation. But just a step, heads them off in the right direction.

Jeff Goins 05:41
Very simple. We take every client through this. It’s a formula. Everybody thinks X, but what’s actually true is Y. When people ask you what your book is about, that’s your answer. Not, “It’s a book about marketing.” Everybody thinks this about a given subject, but what’s actually true is something you’ve never heard of before. Because what makes people think and then talk about your book, and then even want to read it is that there’s some interesting idea. And it might be something old set in a new way, but you’re challenging their assumptions about a given topic. So, write that down. Email that to me, if you want. Everybody thinks X but what’s actually true is Y. And I’d be happy to tell you if you have an interesting idea.

Tom Poland 06:20
Email address?

Jeff Goins 06:21
Jeff@goinswriter.com.

Tom Poland 06:23
J-E, double F, at G-O-I-N-S, writer.com. Thank you for that, sir. Question six, for the sake of time, I’m going to answer this one. One valuable free resource. Folks, you want to go to www.goinswriter.com, G-O-I-N-S writer.com. And the other URL I want to give you, and we don’t normally give too, but I think this one’s an excellent example. And again, a point of contact and free resources is freshcomplaint.com. You heard that right it’s fresh as in just out of the oven, complaint as in criticism.com. What are people going to find out that first one, goinswriter, real quick, 10 seconds?

Jeff Goins 07:02
A treasure trove of writing resources and free downloadable eBooks and all kinds of other things.

Tom Poland 07:07
Fantastic! Goinswriter.com. Question seven, last question, Jeff. You have 30 seconds left. What’s the one question I should have asked you, but didn’t?

Jeff Goins 07:14
What does fresh complaint mean? It means what it sounds like, which is that you know, we’ve named our writing and editing agency after a phrase that means if you don’t have something new to say that’s going to pick a fight, then don’t say it.

Tom Poland 07:30
Perfect! Jeff Goins, thanks so much for the wisdom and the richness of your insights, which surely is coming out of many years of doing this well. Thanks, Jeff.

Jeff Goins 07:40
It’s my pleasure.

Tom Poland 08:13
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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• Discover why marketing and communication plays a crucial role in maximizing business engagement and sales
• Find out how you can close the gap between where you are now and where you want to be

• Understand the importance of lead magnet and why should you be offering them Resources/Links:

• Wanting more tips on how to transform your business and gain more traction? Click here: primeconcepts.com/marketing-critique

Summary

Do you desperately want to share your high-quality product but often fail at it? Are you ready to find out how to gain ultimate traction and attract loyal clients?

You can have the best product in the world, but not until you figure out the best marketing strategy that suits you, you’ll be stuck being the world’s best kept secret.

Ford Saeks is a business growth accelerator, speaker, and author. He specializes in helping businesses attract loyal and repeat customers, monetize social media, ignite innovation and increase sales and profits. His efforts have helped companies generate a total of over a billion dollars in sales worldwide.

Jump into this episode and listen in to how Ford turns prospects into lifetime loyal clients through maximizing your findability, accountability, and profitability by bridging the gap on where you are and where you want to be.

Check out these episode highlights:

• 02:06 – Ford’s ideal client: So, my ideal clients are businesses or organizations that are looking to improve their revenue-generating results. So, they’re marketing, but they want their marketing to be more effective.
• 02:19 – The problem he helps solve: So, what I do is I really solve a multitude, but it’s four levels. I help them improve their influence, I help them build a subscriber list, I help them capture leads, and I help them get higher quality, new, and repeat sales.
• 03:43 – The symptoms of the problem: So, the main area, the main issue, would be they want more business. They know they have a high-quality product, but they’re having trouble getting traction. They’re having trouble getting leads.
• 06:00 – Clients’ common mistakes before consulting Ford: They listen to the wrong advice. They hire people that are supposedly competent, and they didn’t vet them first. You know, if they want to vet me, Google me.
• 06:52 – Ford’s Valuable Free Action (VFA): They can go to primeconcepts.com/marketing-critique, or just go to the homepage of Prime concepts and look for the link. But one of the things I do, is full transparency, you should be offering lead magnets.
• 08:09 – Q: What’s the biggest action that people can take? A: And the answer to the question is mystery shop. When you’re done listening to this in the next 10 seconds, I want you to go look at your website, your search engine rankings, your LinkedIn, Facebook, YouTube, Twitter, Pinterest, Tik Tok, Instagram, Snapchat, and Rumble, and look at what’s working.

Tweetable Takeaways from this Episode:

“At the end of the day, marketing and sales is just giving people enough information that they can make good decisions.” -Ford Saeks
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Welcome, everyone, to another edition of Marketing the Invisible. I’m Tom Poland, beaming out to you from the sunny Sunshine Coast in Australia, joined today by Ford Saeks. Ford, g’day from Down Under, sir. A very warm welcome to the show! Where are you hanging out?

Ford Saeks 00:22
I’m actually in Wichita, Kansas.

Tom Poland 00:23
Wichita, Kansas! Well, from life from the downs in Australia, the Wichita, Kansas in the good ol’ US of A. A very warm welcome! Hands across the water and a little bit of land, I guess, that little ditch between us called the Pacific Ocean. Folks, if you don’t know Ford, he’s a consummate professional. And you could probably just tell that by the quality of his audio in the background, and he’s even got sound effects in his studio. Do you want to give us a blast on one of those, Ford? There’s a multiplicity of those. There’s more where that came from. Your kids or grandkids must have a lot of fun in your studio if you have let them in there.

Ford Saeks 00:59
Yeah, they do. And remember, your timer is not going yet, so I’m looking for my seven minutes. And I want to make sure I don’t lose any time. So as long as we’re good still, we’re good.

Tom Poland 01:07
Yeah, we start that when we start the questions, so.

Ford Saeks 01:09
Alright, good.

Tom Poland 01:10
This is all preamble. So, folks, if you ever haven’t heard of Ford, you must be living in a cave. He’s a business growth accelerator, so whatever growth you’re having right now, his special is to accelerate that. A speaker and author who specializes in helping businesses, and this is really interesting because I think there’s a lot to unpack here, which we might do during the interview, to one.) attract, loyal and repeat customers, two.) monetize social media, three.) ignite innovation, and four.) increased sales and profits. And that last word is quite important. His efforts have helped companies generate a total of well over $1 billion in sales worldwide. So, we’re going to sit at the feet of a master here, folks. Our title today is, “How to Maximize Your Findability, Your Accountability, and Your Profitability”. And those two things, it’s a joy when they all get together, and it’s tears when they don’t. So, Ford, our seven minutes start now. Who’s your ideal client?

Ford Saeks 02:06
So, my ideal clients are businesses or organizations that are looking to improve their revenue-generating results. So, they’re marketing, but they want their marketing to be more effective.

Tom Poland 02:15
And who doesn’t want to do that? So, question number two, sir, what’s the problem you solve for them?

Ford Saeks 02:19
So, what I do is I really solve a multitude, but it’s four levels. I help them improve their influence, I help them build a subscriber list, I help them capture leads, and I help them get higher quality, new, and repeat sales. So, anything having to do it again, that’s a breakdown of the revenue generation part, but that’s the problem they have. They have a value proposition. And there’s always this gap. So, no matter where they are in business, there’s always this gap between where they are now and where they want to go. So, all your listeners and viewers and readers, do the same thing. And so, what I do is I help them bridge that gap. And I found that even though everybody thinks that gap is unique to them, the gap always comes down to one of three things. It’s their mindset first. If they don’t have their mindset dialed in, then all the strategies and tactics and worlds and podcasts and books aren’t going to help them. So, if they have their mindset dialed in, then it’s the strategy. So, do they have a clear vision and strategy for where they want to go? They’re not going to run east looking for a sunset like they have to be- they don’t want to be just busy; they need to be effective. And then the third thing is tactically, so whenever anybody is on a podcast or when I’m being interviewed, I always want people to listen, is this a mindset piece? Is it a strategy piece? Or is it tactical?

Tom Poland 03:25
Perfect. That sums it up brilliantly! So, when someone doesn’t have those three ducks in a row, so to speak– mindset, strategy, and tactics, what’s going on? So, question three, in other words, is what are the typical symptoms of someone who’s got an issue on one of those three that’s really holding them back? How do they know they should be reaching out to you?

Ford Saeks 03:43
So, the main area, the main issue, would be they want more business. They know they have a high-quality product, but they’re having trouble getting traction. They’re having trouble getting leads. They’re having trouble improving conversions. And so, there’s usually a challenge between their message, their marketing, and their method. So as a formula, since I’ve got four and a half minutes left, you’ve got your message, which is the benefits. Why should someone listen to your podcast? Why should someone check me out? There’s a message. Number two, you have to send that message to the right market, and we’re talking about the ideal client profile. And then three, how are you going to get that message to that market? And so, what I do, so sorry, back to your question, you know, how do they know they have a problem? They have a problem if they want more business, and it’s not so much. even though I said mindset, strategy, and tactics, that’s more the areas of focus for a business. But what they need to do is to improve their marketing. They need to leverage, sending the right message to the right market using the right method. And that’s what I end up doing when I do a critique on their website or their marketing, or their sales funnels, I see such gaps in their value proposition and when you close those gaps, conversions and sales go up.

Tom Poland 04:47
You’re already the guy that takes, you know, they get- you take the guesswork out of this. You diagnose and figure out what needs to change to bridge that gap. And those systems go into place.

Ford Saeks 04:57
Hundred percent! That’s all I get paid to do. And I do that through speaking, training, coaching, and consulting. So, I’m a high-end keynote speaker, where I go into conferences and associations, and I’m the opening keynote to set their whole conference up for success. I do deep dives and masterminds and work weekends. I also have weekend workshops, then I have a high-end mastermind. So, it depends on how a client or company wants to engage as to what the best solution is.

Tom Poland 05:20
So, there are multiple ways to find that solution.

Ford Saeks 05:23
Correct. It depends on what’s right for them. Where are they with the growth of their organization? How big is their organization? What are their goals and needs? Because, you know, it’s really important, Tom, to diagnose before you prescribe. So as an expert, I’m glad to be a featured expert, but I want to be very transparent here. I love the glowing introduction, but I’m not trying to insult anybody’s intelligence and act like I know their business better than them. But I guarantee that if they have a product or service, I can help them sell more and sell faster.

Tom Poland 05:49
Thank you, sir. Just under three minutes left. What would you say, real quick, a couple of the big mistakes that a lot of people make? They’ve got a great product. They’re trying to grow their business. What would you say are a couple of the mistakes that they make they should be avoiding?

Ford Saeks 06:00
They listen to the wrong advice. They hire people that are supposedly competent, and they didn’t vet them first. You know, if they want to vet me, Google me. If you want to vet me, look at my reputational equity. Look at what I’ve done, and then that speaks for itself. So, the mistake they make is in good faith, they hire a vendor to build their website or whatever profile or marketing that they want, and then it doesn’t produce the results. And in 9 times out of 10, it’s not the product or service, it’s the marketing. It’s communication. At the end of the day, marketing and sales are just giving people enough information that they can make good decisions.

Tom Poland 06:33
And it’s a common mistake, we’ve all done it. We’ve all hired someone who’s, you know, taken a lot of money from our bank account. And they don’t have much else to share.

Ford Saeks 06:40
Yeah, they promised the world and they don’t deliver anything or little.

Tom Poland 06:43
Okay, so, folks, let’s shift the gear now. One valuable free action, like a top tip. It’s not going to solve the whole problem but it might start people off in the right direction.

Ford Saeks 06:52
They can go to primeconcepts.com/marketing-critique, or just go to the homepage of Prime concepts and look for the link. But one of the things I do, is full transparency, you should be offering lead magnets. So here I am on your podcast, I’m offering a free- I’m giving value. And then I’m giving them- we’re not pitching anybody. We’re giving them a way to continue learning, right? If I’ve got one minute and 21 seconds, right? So if they want a marketing critique with me, where I take a look at your value propositions and your marketing to see how I can help you improve it, there’s no cost for this, it’s just an opportunity for you to improve, they can go to primeconcepts.com/marketing-critique, and they can claim it.

Tom Poland 7:30
So, you might end up, folks, wanting to get married to Ford, but think of this as the first date and the marketing critique as the second date. Dip your toe in the water. You got nothing to lose. It could be fun.

Ford Saeks 7:40
And, it’s complimentary. There’s no risk– high reward.

Tom Poland 7:43
Primeconcepts.com/marketing-critique.

Ford Saeks 07:48
Yeah, so, no, it’s Prime Concepts, but then you can either go to the homepage. There’s a link of the homepage or you can jump right to the page by going to /marketing-critique.

Tom Poland 07:58
Lovely, it’s just primeconcepts.com and follows you.

Ford Saeks 08:01
Yeah, they just go to primeconcepts.com. They can claim their critique right there.

Tom Poland 08:05
Thank you, sir. Question seven and 20 seconds left, the one question I should have asked you but didn’t?

Ford Saeks 08:09
What’s the biggest action that people can take? And the answer to the question is mystery shop. When you’re done listening to this in the next 10 seconds, I want you to go look at your website, your search engine rankings, your LinkedIn, Facebook, YouTube, Twitter, Pinterest, Tik Tok, Instagram, Snapchat, and Rumble, and look at what’s working.

Tom Poland 08:28
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

View Details



• Discover why having and knowing your intent is crucial when creating and posting online content
• Build a more structured and organized marketing structure that guarantees high-ticket conversions

• Learn the power of podcasts in building connections and turning prospects into clients Resources/Links:

• Want more tips on how to make podcasting your superpower? Click here: www.profitablepodcastmethod.com

Summary

Is your marketing strategy low in lead generation and making connections? Do you want to find out how you can start a podcast and maximize its potential?

Be ahead of the game and use podcasting as a promising platform that guarantees to turn your guests into clients, referrals, and speaking engagements.

Sheryl Plouffe is a video strategist, entrepreneur, and international speaker, and has broadcast over 20,000 hours of live television during her professional career.

Sit back and listen in to what Sheryl has to share about the promising powers of podcasting and intent when it comes to building a powerful and guaranteed marketing strategy.

Check out these episode highlights:

• 01:33 – Sheryl’s ideal client: Our ideal clients are six-figure coaches, consultants, and online entrepreneurs, who are faced with the task of deciding how they want to organically market themselves.
• 02:56 – The problem she helps solve: I think it’s to do with lead generation, but more importantly, it’s the connections. It’s who do you have in your network? Who do you have access to who could lead you to more clients?
• 03:54 – The symptoms of the problem: And then the main thing is this idea of spinning your wheels on the hamster wheel, the incessant hamster wheel of social media, and not necessarily getting any of the results that you want. Because a lot of people are still focused on vanity metrics.
• 05:12 – Clients’ common mistakes before consulting Sheryl: It’s because people are creating content for just the sake of creating content because they see other people doing the same, but they don’t have the strategy behind why are we creating the content. What is the intent behind it?
• 06:35 – Sheryl’s Valuable Free Action (VFA): I think one of the things to do is to think really a mindset shift, and just look at what it is that you’re doing on a day-to-day basis. And ask yourself, “Are these lead-generating or income-generating activities?”
• 07:07 – Sheryl’s Valuable Free Resource (VFR): Want more tips on how to make podcasting your superpower? Click here: www.profitablepodcastmethod.com
• 07:39 – Q: How long should it take me to produce my podcast? A: And my answer is an hour a week.

Tweetable Takeaways from this Episode:

“The truth is, we don't live in a world where build it and they will come. You have to have a much stronger idea of how that's going to lead to what it is that you ultimately want.” -Sheryl Plouffe
Click To Tweet

Transcript
(Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10
Greetings, everyone. A very warm welcome to another edition of Marketing the Invisible. I’m Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Sheryl Plouffe. Sheryl, good day from Down Under. Where are you hanging out?

Sheryl Plouffe 00:21
I’m in Southern Ontario, Canada today, Tom. Great to be with you!

Tom Poland 00:24
How’s the weather this evening?

Sheryl Plouffe 00:26
It’s fair because, in this hemisphere, we are going from summer to fall. But it’s nice!

Tom Poland 00:33
Yeah. We are down under, so we’re doing the exact opposite– going from fall into summer. Well, spring, actually, into summer. But we’ll get off climate, we won’t go there. For those of you who don’t know Sheryl, she’s got actually a really wicked smart strategy for getting you in front of ideal clients and converting them into clients, from prospects to clients. She’s a video strategist. She’s an entrepreneur in her own right. She speaks internationally. She’s broadcasted over 20,000 hours of live television during her professional career. So, you’re going to learn a thing at any moment now after 20,000 hours! The title today, and this is going to be interesting, folks, is “How to Start a Podcast in Just 30 Days and Get 1-5 High-Ticket Clients Without Even Growing an Audience”. So, everyone, I’m sure, is on the edge of their seats or the sheets depending on if they’re watching this or listening to it. Sheryl, let’s kick-off! Our time is going to start now. Who is your ideal client, that’s question number one.

Sheryl Plouffe 01:33
Our ideal clients are six-figure coaches, consultants, and online entrepreneurs, who are faced with the task of deciding how they want to organically market themselves. And there are a lot of options out there, but we feel that profitable podcasting is a great tool to use to tick off a lot of checkboxes on a list of things that we need to do as entrepreneurs.

Tom Poland 01:53
Why don’t we just unpack it a bit? Because as you know, I have a very set structure of questions. Do you want to give me a heads up on what it looks like to how you go from podcast to client? Or do you think that’ll come out in the questions?

Sheryl Plouffe 02:06
It might come up in the questions, but I’m happy to answer here. And that is that our focus isn’t necessarily on just the audience. And that’s what, traditionally, podcasts do. I think a couple of mistakes- One is to do audio only because I believe that people want to see the video and the dynamism of the interview in the process. And I think it’s a missed opportunity to not do video and then repurpose to audio. But, second to that is rather than focusing on the audience only and waiting for three years for an advertiser or sponsor to come along and throw you 100 bucks to be on your podcast, what we would prefer to say is leverage the podcast so that you can turn your guests into clients, referrals and speaking engagements. And that’s a bonus!

Tom Poland 02:46
Great overview. Thank you! So, let’s go to question two, just over five and a half minutes left. How would you define the problem that you solve? It’s to do with lead generation? How would you put it?

Sheryl Plouffe 02:56
I think it’s to do with lead generation, but more importantly, it’s the connections. It’s who do you have in your network? Who do you have access to who could lead you to more clients? And especially referrals and speaking engagements, anyone who’s been in business for any length of time, knows the value of referrals because there’s so much trust built into that. So, the problem that we solve is authority, but it’s also about building that database of who you have access to.

Tom Poland 03:20
Because I imagine if you just email someone and said, “Hey, you know, do you want to talk about becoming a client? Or do you want to talk about you referring me”, you wouldn’t get a response. But if you invite them onto your podcast, that’s a whole different relationship dynamic.

Sheryl Plouffe 03:31
It’s a different relationship dynamic right from the start because you’re not selling anything. You are giving and it’s giving reciprocity.

Tom Poland 03:40
Right. And that reciprocity is such a powerful force in human psychology and marketing. So, let’s talk about, question three, what are some of the typical symptoms that someone listening to this might be experiencing, and go, “Yeah, I need to find out more about how Sheryl does this”?

Sheryl Plouffe 03:54
And then the main thing is this idea of spinning your wheels on the hamster wheel, the incessant hamster wheel of social media, and not necessarily getting any of the results that you want. Because a lot of people are still focused on vanity metrics. In my opinion, I would rather have 1000 true fans. I would rather have a database, a solid database of people who I can rely on to grow my business rather than having, you know, 100,000 Vanity followers on Instagram, but I’ll never ever get to know personally.

Tom Poland 03:54
Yeah, that’s so true! Vanity metrics, that’s a great way of putting it. So, people are on the social media hamster wheel, another great way of putting it! And they’re just not getting the traction and the cut-through with inquiries. Folks, if that sounds like you, then you want to keep listening.

Sheryl Plouffe 04:37
Yeah, I mean, another. Quickly, Tom, I think that the other thing is that another inspirational quote is not going to lead you to more clients. You have to have a stronger strategy than that.

Tom Poland 04:48
But I was so clever with that quote. Why is the world not leading the path to my door? Disappointing to me, has frequently been. But we’re talking about, you know, coaches, consultants. We’re talking about people that are pretty smart because they’re in a position to offer other people advice. So, they’re going to be trying stuff, just over three minutes left, what would you say are the couple of the big mistakes that people make trying to solve this lead generation problem before they find your solution?

Sheryl Plouffe 05:12
It’s because people are creating content for just the sake of creating content because they see other people doing the same, but they don’t have the strategy behind why are we creating the content. What is the intent behind it? Because there’s never been enough thought put into why are we doing this content in the first place. So, I think it’s this idea of content for content’s sake. Listen, the truth is, we don’t live in a world where build it and they will come. You have to have a much stronger idea of how that’s going to lead to what it is that you ultimately want. So really, the answer is intent. We have to have intent behind any of the marketing work that we’re doing, including, in this case, profitable podcasting.

Tom Poland 05:51
Right, big mistake! No intent. No clear objective. No clear strategy on how you’re going to convert from social media or content to client. Question five-

Sheryl Plouffe 05:59
And it has to do, I think, largely it has to do with systems. What systems do you have working in the background, and in many cases, automated systems in the background to help you gather data, and information, you know, from people who you would, again, have on your podcast as guests so that you can follow up effectively? That’s a key part.

Tom Poland 06:20
Another mistake, without those systems, it’s all a bit random. So, question number five, two minutes left, a valuable free action. It’s like a top tip. It’s not going to solve the whole problem; people might need you for that. But what’s the top tip you can give them to take a step in the right direction?

Sheryl Plouffe 06:35
I think one of the things to do is to think really a mindset shift, and just look at what it is that you’re doing on a day-to-day basis. And ask yourself, “Are these lead-generating or income-generating activities?” So, for instance, for an online entrepreneur, a coach, or a consultant, it’s “calls”. How many calls are you actually on? Or are you just doing work and staying busy, but not actually making any sales? Look at how many calls you’re conducting. But I think it’s income-generating activities and having a really hard conversation with yourself about, are you doing those things?

Tom Poland 07:07
That’s probably the acid metric, isn’t it? How many gigs have I had with people that are pre-client inquiries? So, a terrific number to measure! Thank you for that. Question six is a valuable free resource. Where can people try to go to get more about this? I’m going to answer it for the sake of time. Folks, go to www.profitablepodcastmethod.com. In that, you’re going to learn why- the whole nuts and bolts of the whole system. It’s completely free, profitablepodcastmethod.com. Sheryl, last question. 35 seconds left. What’s the one question I should have asked you, but didn’t?

Sheryl Plouffe 07:39
The question you should ask me is how long should it take me to produce my podcast. And my answer is an hour a week. We pride ourselves on having created a system that allows you to generate, you know, from finding your guests, interviewing your guests, and distributing that content– everything in one hour per week!

Tom Poland 08:00
An hour a week and a client a week is a pretty good formula. Sheryl, thanks so much for your time and your insights! Folks, it’s www.profitablepodcastmethod.com. Cheers, Sheryl.

Tom Poland 08:13
Thanks for checking out our Marketing The Invisible podcast. If you like what we’re doing here please head over to iTunes to subscribe, rate us, and leave us a review. It’s very much appreciated. And if you want to generate five fresh leads in just five hours then check out www.fivehourchallenge.com.

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 Discover how to free yourself from your business while still being IN the business Learn why you should stop doing more of what you’re doing and get yourself out of the hamster wheel Understand why systematizing your business is crucial to making your business, and even YOU, prosper Resources/Links: To get more advice on how to free yourself from your business, click here: w5coaching.com/freedom-eBook SummaryDo you find yourself doing everything in your business that it’s hard for you to free yourself?To have a successful business, it must survive without you in it. Humanize systems and systemize your business.John Nieuwenburg is an award-winning Business Coach who has worked with hundreds of clients. John coaches in 3 primary areas– business, personal growth, and accountability.In this episode, John shares his insights on how to continuously generate profits without the stress of being everywhere by creating efficient systems and routines. Check out these episode highlights: 01:00 - John’s ideal client: There are typically two cohorts. So, one is their professional advisors, lawyers, accountants, and health practitioners. We all provide professional advice. The advice is different, but the business is the same. 01:24 - The problem he helps solve: Well, generally, their challenges around time, team, or money. So, time sounds like, "I've got too much to do and not enough time to do it. I can't get it done. I don't know, won't get done." Team, nowadays, is- top of the list is recruiting. It's very hard to find good people. 02:17 - The symptoms of the problem: Well, typically, the manifestations are in their business, but the real problems are in their life. If you're working 50, 70, or 80 hours a week, it's going to show up in your home life. You know, you're not going to your kids' games. 03:28 - Clients’ common mistakes before consulting John: “They generally do more of whatever it is they're currently doing. And because they don't know that there are other options, and so that's the part where they eventually, the metaphor I use is "They're hitting their head against the ceiling of their business or the ceiling of their capabilities", and they don't know any other way to go.” 04:23 - John’s Valuable Free Action (VFA): You know, one of the common things I do when I first start with a business owner is work through an exercise to help them identify five to seven hours, 10 hours a week of work they do they shouldn't be doing. And there's a bit of a survey or an audit they can do or there's a hack. 05:47 - John’s Valuable Free Resource (VFR): To get more advice on how to free yourself from your business, click here: w5coaching.com/freedom-eBook 06:42 - Q: Business, you would go down the right path if you use this three-legged stool. A: Number one, systems run your business, people run your systems, and you lead your people. Tweetable Takeaways from this Episode:“Systematize the routine, humanize the exception.” -John NieuwenburgClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. It's my pleasure to have John Nieuwenburg back again. John, many happy returns. It’s been a couple of years since we saw, a lot of COVID under the bridge since then. Welcome back!John Nieuwenburg 00:22 Thank you very much. It's a pleasure!Tom Poland 00:24 Where are you based, John? John Nieuwenburg 00:25 Vancouver, British Columbia, which is on the west coast of Canada.Tom Poland 00:25 While watching in the morning, and skiing in the afternoon. Beautiful!John Nieuwenburg 00:25 Yes, we brag about that.Tom Poland 00:27

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 Discover why you shouldn’t diss the bad reviews you get and how it helps you sell better Find out why perfection isn’t always the best answer in sales Learn how you can bring transparency and imperfections into your sales Resources/Links: Want more tips on how to apply transparency in your selling? Click here: toddcaponi.com SummaryDo you always feel like your product reviews need to be top-notch and perfect? Do you want to know how to convince prospects to buy your products with transparency?Perfection doesn’t always mean wins; it also means losses. Switch from perfection to authenticity. Transparency plays a key role in turning leads into long-time sales.Todd Caponi is the Author of The Transparency Sale and the Transparent Sales Leader. He is a multi-time revenue leader, a behavioral science nerd, and has successfully guided two companies to successful exits.Dive into Todd’s tips and tricks on how to lead with your flaws and embrace the truth to ensure you’ll get more sales and leads! Check out these episode highlights: 04:46 - Todd’s ideal client: I work with revenue leaders that are looking to upskill their teams, and they like a pod that everybody knew. But there have been tremendous revelations in our understanding of how human beings engage, prioritize, decide and buy. 05:26 - The problem he helps solve: I think you mentioned at the beginning that so many of your listeners think that sales mean "I got to get a plaid jacket and some gold chains. And like, off I go." As it turns out, transparency sells better than perfection, right? 08:17 - The symptoms of the problem: Well, yeah, I mean, I think first of all where companies or individuals go wrong is they feel like, "Wow, that would be really bold to lead with my flaws. Like, are you crazy? How did you do it, Todd?" I actually believe it's bold not to. 09:44 - Todd’s Valuable Free Resource (VFR): Want more tips on how to apply transparency in your selling? Click here: toddcaponi.com 10:27 - Todd’s Valuable Free Action (VFA): Well, just google your company name and then write reviews. Right, what's there to come up? Know that your buyers are going to do that homework. If there's anything like, empathize with the person that you're selling to, right? 11:11 - A: Well, we talked about sales history. And we talked about that idea that like when cool people are doing cool things on the weekends, I'm reading an old 1905 magazine on sales. And, so- exactly! My wife makes fun of me all the time. Tweetable Takeaways from this Episode:“Transparency sells better than perfection.” -Todd CaponiClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the little sunshine coast in Australia, joined today by Todd Caponi. Todd, good day. A very warm welcome from Down Under. Where are you based?Todd Caponi 00:22 I am in the heart of the Midwest of the US in Chicago.Tom Poland 00:26 And you're- Chicago! So, you're flipping from winter too, what are you in, autumn, right now?Todd Caponi 00:32 We are in the random, every day you wake up to a different season. Today, it's summer. Thursday, it will be freezing cold.Tom Poland 00:41 All right. Well, enjoy the journey, whatever it is. Folks, really, this is going to be very interesting. Todd has got a certain way of presenting sales. And I have to say I just love it because it has a let me let you in, straight off the bat, and I'll explain why I love it. So, it's all about the transparent sale. And as soon as I heard transparency in sales, I think this could help so many people because it's kind of a load off, you know.

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 Understand what productizing your offer means and how you can apply it Find out how your ego can make or break your business and your sales flow Learn why you should narrow down your offers instead of trying to cater everyone’s problems Resources/Links: Want to know more ways on how you can grow? Click here: linktr.ee/tristanwright SummaryDo you want to stop being scared and start productizing your offers for a guaranteed continuous flow of income?You can’t always be giving a custom solution to everyone’s problems– it’s just never going to work. You got to think of a solution that you can rinse and repeat anytime anywhere.Tristan Wright is the Chief Business Sherpa at Evolve to Grow and is the Creator of “The Business Evolution Framework”. He is a 7-figure business owner himself and his model has changed the lives of busy entrepreneurs across the globe, taking them from feeling like they are running on a business hamster wheel to being able to work by choice.Tristan shares with you a piece of his cake on how you can secure clients without stress and constant customization by taking action through productizing your offer. Check out these episode highlights: 01:29 - Tristan’s ideal client: Well, ideal clients are B2B service-based business owners, typically those who have a creative streak. So, people that like to customize their offers, and be creative. 02:05 - The problem he helps solve: We're talking today about productizing your offer, but at the end of the day, my ultimate objective is to help business owners run profitable businesses without their daily inputs. 03:56 - The symptoms of the problem: Most of the time, they're probably going to be working after five or 6 pm. They're going to be going home having dinner and then after dinner, asking all their email questions from clients for custom bespoke things and clients following up saying, "Why are you doing this? Or why are we doing it this way? Let's change this." 04:49 - Clients’ common mistakes before consulting Tristan: The biggest mistake is not taking action. It’s being scared that if they change their business model into a productized offer, they'll lose clients. 05:40 - Tristan’s Valuable Free Action (VFA): Don't try and be everything to everyone. Narrow down your offering, become the best in the world at one thing for one market, and let everyone know that that's what you are. 06:15 - Tristan’s Valuable Free Resource (VFR): Want to know more ways on how you can grow? Click here: linktr.ee/tristanwright 07:01 - Q: What does the impact of ego have on your business? A: We need to park our ego just because we've done something our own way doesn't mean it's the best way. We need support from others. Tweetable Takeaways from this Episode:“Don't try and be a full-service marketing agency for every single industry.” -Tristan WrightClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Queensland, Australia, joined today by Tristan Wright. Tristan, good day. A fellow Aussie! Welcome, sir. Where are you calling in from?Tristan Wright 00:23 Thank you very much for having me! I'm calling you from cold Melbourne today. We've had 30 degrees the last couple of days and we're back to our normal cold Melbourne weather. Tom Poland 00:31 I've heard it's been a long, cold, wet winter in Melbourne. Man, you've got to move up North where the sunshine is, but we'll get off climate and geography and back on to your specialty. Folks, if you don't know Tristan, he's the Chief Business Sherpa at Evolve to Grow,

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 Find out how to stop doing the old seller-centric selling and dive into the new social selling Learn more about what dark social is and how to ethically influence prospects and turn them into clients Understand why consistency matters over frequency, especially in social selling Resources/Links: Want more FREE tips and tricks on how to build better sales? Click here: insidesalesteambuilder.com SummaryHave you been stuck in the old ways of selling that it just doesn’t do you good nowadays? Do you want to learn how to switch from seller-centric selling to social selling– a new way of getting more clients without the fuss?With new technological innovations, people heavily rely on social media for what they need. Ditch the telephone and the seller-centric sales talk and switch to online! Are you ready to learn how to increase your sales without the fuss and stress?Leslie Venetz is a 3x Head of Sales with 15 years of B2B experience. She is an expert in building elite sales teams. Leslie is the Founder of Sales Team Builder and works with sales professionals and founders who need to create repeatable processes that work. When she is not talking about sales, Leslie enjoys traveling, reading, and riding her SoulCycle.In this episode, Leslie gives us an amazing glimpse into how to increase your sales without the stress. She also shares more on how you can ethically influence your market through social selling and dark social. Check out these episode highlights: 01:38 - Leslie’s ideal client: The ideal client is going to be a sales leader or founder but it's a mentality thing, somebody that understands old ways of selling doesn't serve them and don't serve our buyers anymore. 01:55- The problem she helps solve: What is the problem? Helping them create those meaningful connections with their prospects and with their customers. 02:48 - The symptoms of the problem: In their life really made me chuckle because I do work with a lot of early-stage companies. So, they're trying to come out of the "founder leg". So, in their life you know, they're the image of a person with the sticks. 04:00 - Clients’ common mistakes before consulting Leslie: Common mistakes, I think one of them is that they jumped straight to scaling. Like it's such a buzzword, right? "We're going to scale to the moon!" And they forget that it's essential to build those foundations of repeatable processes first. 06:32 - Leslie’s Valuable Free Action (VFA): Every single salesperson should be creating content. So that is my tip is to go out there and do it. And while it's going to help you today in this job, that is something that you take with you for your entire career. 07:10 - Leslie’s Valuable Free Resource (VFR): Want more FREE tips and tricks on how to build better sales? Click here: insidesalesteambuilder.com 07:34 - Q: What is your number one tip for people who want to be successful on social? A: And it's consistency over frequency. Don't get so caught up that I have to post every single day that it makes it feel daunting. If once a week is what you can do, make that your goal but be consistent. Tweetable Takeaways from this Episode:“Consistency over frequency. If once a week is what you can do, make that your goal but be consistent.” -Leslie VenetzClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland joined today by Leslie Venetz. Leslie, where are you hanging out today?Leslie Venetz 00:18 Today I am in Chicago, fresh off of six weeks of living the digital nomad life in South America.Tom Poland 00:24 Holy Dooley! Six weeks in South America, wow!

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 Discover how to increase the value of your business without losing so much money Learn the importance of connecting and communicating with your customers to convert them into clients Find out why you should switch from transactional selling to relationship buying Resources/Links: Want to learn more about how you can improve your sales overnight? Click here: http://www.13pointsaleschecklist.com/ SummaryHave you been losing so much money that you’re drowning in expenses and not profit?Do you feel like you’re making enough sales but barely enough profit?Sales aren’t all about transactions. Connecting and understanding your customers is crucial in turning them from just customers to loyal and high-paying clients!Adam Bude is a sales guru, published author, and course creator who helps SME’s realize untapped sales and profit opportunities with their business.Get a start on how Adam helps business owners kick up their conversion rates and make the switch from transactional selling to relationship buying– a crucial change you should do in your business. Check out these episode highlights: 01:23 - Adam’s ideal client: The ideal client is SMEs with a minimum of two years in business, making a profit, and turning over at least 350,000 up to 10 million. But more importantly, they are in a growth phase and want to scale their businesses up that are still owner driven. 01:49 - The problem he helps solve: Look, the biggest problem that I find is that most small business owners do not understand how to increase the value of their business. And the reason for that is because they are losing so much money in expenses. 02:47 - The symptoms of the problem: The biggest symptoms are always, "we need more sales, we need more time, and we need more profit." They're the biggest issues that I find. 04:28 - Clients’ common mistakes before consulting Adam: If they have done any form of sales training, Tom, which ironically, most small business owners have not. They fall into business. 06:19 - Adam’s Valuable Free Action (VFA): The first thing I would do is a complete audit of your whole systems and procedures and processes. Most small business owners don't have that in play. So do a complete audit of that. Look at how you're getting your leads. 06:47 - Adam’s Valuable Free Resource (VFR): Want to learn more on how you can improve your sales overnight? Click here: http://www.13pointsaleschecklist.com/ 07:19 - Q: How do I get my customers to want to buy from me instead of me having to sell to them? A: Authenticity. Tweetable Takeaways from this Episode:“At the end of the day, it's the profit that keeps us in business, not the sales.” -Adam BudeClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, beaming out to you from the Sunshine Coast in Australia, joined today by Adam Bude. Adam, g'day sir, I believe you're not too far down the road from me. Where are you hanging out?Adam Bude 00:23 Hey, Tom! Yes, so I am on the Gold Coast, so only a couple of hours away.Tom Poland 00:27 Yeah, a few hours south on this big strip of white sand beaches we got running around our part of the world. And, folks, Adam is a sales guru. He's a published author. He's a course creator who helps small-to-medium-sized enterprises. And that's really important because a lot of people we have on the show are helping sales teams, but Adam can help you to realize untapped sales and profit opportunities within your business. So, it's the untapped ones that we really want to focus on! Our title today, Adam, is, "How to Create Raving Fans Who Want to Buy from You"...

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 Find out how personal connectivity gets you more promising sales than those data-driven tactics Learn the crucial role of mirroring when it comes to selling like a spy Discover how to have greater connectivity with your client bases Resources/Links: To know more on how to make ultimate promising sales, click here: Selllikeaspy.net SummaryHave you been sticking with those overly data-driven sales tactics that nobody ends up listening to you?Do you want to know how to keep your prospect hooked with what you have to say and make instant long-term sales?Jeremy Hurewitz’s Sell Like a Spy program helps salespeople connect more deeply and overcome challenges by leveraging spy tradecraft. He is a former journalist and consultant and is the Founder of Challenger Hill Consulting.Grab a drink and listen in to how Jeremy sells like a spy and get instant sakes by establishing a human-to-human connection through empathy and emotional intelligence. Check out these episode highlights: 01:22 - Jeremy’s ideal client: I think the ideal client would be a B2B company with a revenue recurring retainer-based sales model with you know, fairly big ticket 5-, 6-, 7-figure sales models. That's a lot of the sales that I've done. 02:31 - The problem he helps solve: Well, I think I help solve the problem of greater connectivity with client bases. So, you know, having come from the business development world, and you know, with leavened with a healthy dose of intelligence. 03:37 - The symptoms of the problem: Well, either you're an inexperienced salesperson, and you've been given kind of a roadmap about how to sell or you're an experienced salesperson who's kind of had the same bag of tricks for a while. 05:35 - Clients’ common mistakes before consulting Jeremy: Some of the things that I've talked about before, again, rogue behaviors that they're taught to do, you know, call thirty times and then give up or send the following email with the following language. 06:29 - Jeremy’s Valuable Free Action (VFA): Just a quick one to kind of, you know, the tip of the iceberg, but mirroring is taught in a sales context. That's the physical replication of somebody's behavior. 07:32 - Jeremy’s Valuable Free Resource (VFR): To know more on how to make ultimate promising sales, click here: Selllikeaspy.net 07:50 - Q: Sales quotas and how everybody is just chasing a sales quota. A: It could be a bad market. It could be a tough time for the product or service you're selling. You can be the greatest salesperson in the world and not, you know, attain your quota. Tweetable Takeaways from this Episode:“Empathy is the WD40 of communications.” -Jeremy HurewitzClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland joined today by Jeremy Hurewitz. Jeremy, a very warm welcome from Down Under, sir. Where are you hanging out?Jeremy Hurewitz 00:20 I'm in Brooklyn, New York.Tom Poland 00:21 Brooklyn, New York, home of the who? What's the team you're supporting there?Jeremy Hurewitz 00:26 The home of the who and what team am I supporting?Tom Poland 00:29 The baseball team that you support?Jeremy Hurewitz 00:31 I'm a big Yankees fan. New York Yankees.Tom Poland 00:34 Okay, cool. Go the Yankees! How about them Yankees? All right. So, folks, off baseball, which is one of Jeremy's passions, on to business. Jeremy's Sell Like a Spy Program is very, very clever, by the way, Jeremy. The whole positioning of that, it's unique, And it's clever, and it's insightful. Folks, we're going to learn more about it in a moment. He helps salespeople connect more deeply and overcome...

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 Find out how to engage with intentional prospects that will turn their no into a yes Learn more about the new LinkedIn and how you can get non-stop qualified leads Understand why you should segment your prospect list and warm yourself to prospects first before everything else Resources/Links: To learn more on how you can gain non-stop and high-quality leads with LinkedIn, click here: https://www.facebook.com/groups/LinkedInB2BMastery SummaryHas marketing or pitching in your ideas to prospects been a struggle for you? Do you feel like you’ve been spamming messages but not getting enough responses?Turning prospects into clients shouldn’t at all sound spammy and salesy, a good conversation at the right place and at the best time with a little bit of warmth is all you need to turn a no into a yes!Tyron Giuliani uses tried and tested B2B business development methods on LinkedIn to win clients.Find out how to turn unwanted no’s into amazing yes’s with Tyron’s tips on how you can pitch your offer without spamming and sounding salesy through LinkedIn and get a continuous flow of clients. Check out these episode highlights: 01:26 - Tyron’s ideal client: I primarily work with small to mid-sized business owners that offer, you know, B2B services to other companies, or they're kind of targeting skilled professionals like if they were selling to lawyers, or CPAs, for example. 01:48 - The problem he helps solve: What I solve is, you know, how to get into situations where you can pitch your offer wall, right, to people that are actually showing intent to solve the problem that you solve, and doing without ever sounding spammy and salesy. 02:33 - The symptoms of the problem: when people reach out and try business development on LinkedIn, they tend to experience a number of the same kind of challenges. One, no idea kind of wants to write without sounding like everyone else on the platform. 03:57 - Clients’ common mistakes before consulting Tyron: The big thing is not segmenting their prospect list, you know. They search, they pull up a search result, and then they treat everyone on the list the same way-- same message, same outreach, same technique. It's a huge mistake. 05:08 - Tyron’s Valuable Free Action (VFA): This one will absolutely solve a huge one. When building out your sourcing list of prospects, use the event function on LinkedIn. It is a goldmine now! 06:41 - Tyron’s Valuable Free Resource (VFR): To learn more on how you can gain non-stop and high-quality leads with LinkedIn, click here: https://www.facebook.com/groups/LinkedInB2BMastery 07:17 - Q: What's one thing you can do on LinkedIn to avoid looking spammy in Messenger on LinkedIn? A: The advice is, to ask yourself this, "With what I know about this person and what my relationship is with this person, would I say it in real life?" And if the answer is no, don't type it in Messenger. Tweetable Takeaways from this Episode:“No one is attending an event on LinkedIn about a problem if they didn't have it, and they didn't have a desire to fix it.” -Tyron GiulianiClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming up to you from the sunny Sunshine Coast in Australia, joined today by Tyron Giuliani. Tyron, g'day mate! How are you? Where are you hanging out?Tyron Giuliani 00:22 Good day, Tom. I'm in Tokyo, Japan!Tom Poland 00:25 Tokyo, Japan! Now, when I saw Tyron’s name, I imagined he was an Italian living in New York, but it turns out, he's an Australian living in Japan. So, wherever you are, Tyron, it's great to have you on the show!

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 Find out how to shape your business into becoming transferable and profitable Discover the ways how to stop letting your business become dependent to you Learn how you can create an exit timeline for yourself and the future success of your business Resources/Links: Want to find out how to create a transferable and profitable business? Click here: meetlauriebarkman.com SummaryDo you want to learn how you can exit your business without the worry? Are you ready to find the clarity that you need so that you can afford a grand exit?The value of a business depends on its transferability and profitability in the long run. So how sure are you that your business is worth it?Laurie Barkman is a Business Transition Sherpa working with business owners to create company value and plan for a future exit that rewards their hard work.Dive in as Laurie talks about how you can maximize the value of your business and shares her awesome tips on how to find that clarity and alignment to get your master exit plan going. Check out these episode highlights: 01:31 - Laurie’s ideal client: Business owners who are running privately held companies in the US and revenues of five to 50 million, any industries, but I work a lot with owners and business services, industrials, tech, and all across any industry. 01:51 - The problem she helps solve: Like you said, 100% of business owners are going to leave their company one day, boots on or boots off, but many of them, the vast majority of them, do not have a plan for that exit or to sell their business. 02:42 - The symptoms of the problem: The number one feeling or emotion that I encounter is people feel trapped. And they also feel encumbered by uncertainty. And so, the number one value that I provide to them or work with them on is finding alignment and clarity on a strategy. 03:38 - Clients’ common mistakes before consulting Laurie: Yeah, the biggest thing is they need to understand how they can de-risk their business. So many times, owners don't understand that a business that isn't transferable is a worthless business. And the business is too dependent on them personally. 05:37 - Laurie’s Valuable Free Action (VFA): I think a big thing is beginning with the end in mind. Can you create an exit timeline for yourself? Just sketch it out roughly, that you want to move on in 10 years, and maybe it's not age, but it's life stage. 06:31 - Laurie’s Valuable Free Resource (VFR): Want to find out how to create a transferable and profitable business? Click here: meetlauriebarkman.com 07:26 - Q: People want to know what their business is worth. You'd be shocked to know that 90% of us don't know what that business is worth. Is it possible to find out? A: The answer is yes. We do business valuations to help owners understand what their value is or what can be their largest asset. Tweetable Takeaways from this Episode:“A business that isn't transferable is a worthless business.” -Laurie BarkmanClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the little sunshine coast here in Australia joined today by Laurie Barkman. Laurie, good day from Down Under. Where are you hanging out?Laurie Barkman 00:21 I'm in the United States. I'm in Pennsylvania, Pittsburgh, PA.Tom Poland 00:24 Pretty much everyone's in the US, it seems! So, you're on Eastern time, is that right? Laurie Barkman 00:31 That's right. Tom Poland 00:32 So, what do you got, like 20 to 5 pm yesterday?Laurie Barkman 00:36 That's right.Tom Poland 00:37 And here is, it has gone.

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 To let go of the mindset that everything is about you and focus on what your client's goals are Understand why hustling and doing more isn’t always the answer to your sales problem Discover how you can shift your mindset and break free from the limiting beliefs that are holding you back from Resources/Links: Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits SummaryDo you feel like you keep on hustling and grinding but just end up exhausted and getting nowhere? Are you tired of feeling like you’re missing something in life to get you to that next step?Hustling isn’t always the answer and way to grow your business and sales. Achieving your goals isn’t just done through the snap of a finger. More activity doesn’t necessarily mean more money and more about you means less of the client.Ian Koniak is a sales coach that helps account executives go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. With over 100M sold in his career, Ian was the former #1 Enterprise Account Executive at Salesforce.com.Grab a seat and listen to what Ian has to say about the hustle culture and what it takes to develop the mindset of a sales champion without much of the grind! Check out these episode highlights: 02:14 - Ian’s ideal client: My ideal client, there are, really, two ideal clients. The first one is just the person that wants to perform to their full potential. So typically, this is an account executive selling, you know, software or something that has the high ticket potential similar to Salesforce. 03:34 - The problem he helps solve: The problem I solve was really limiting beliefs. And a lot of times, people, fundamentally, they have that internal thermostat, if you will, that says, "You know, I'm used to playing at 70 degrees. I'm not at 80 or 93 degrees." 04:30 - The symptoms of the problem: They're beating themselves up! They're saying, "Why do I keep doing the same things over and over again? I know I need to be showing up differently.” A lot of the symptoms are they're frustrated, they're overwhelmed, they're stressed. 05:42 - Clients’ common mistakes before consulting Ian: A big mistake is they think they can do more activity. "I'm going to just work harder. I'm just going to call more people. I'm going to just email more people. I'm just going to ramp up my activity and hustle." 06:20 - Ian’s Valuable Free Action (VFA): I would say the number one thing they can do is, and this is easier said than done, it's not like just an overnight thing. But the reason people are struggling is because they're making it all about them, their inward focus. 07:39 - Ian’s Valuable Free Resource (VFR): Wanting to learn what are the top ten sales traits you should have? Click here: untapyoursalespotential.com/top-traits 08:24 - Q: What’s my favorite thing about Australia? A: I love the people in Australia! And my favorite place in Australia was the Whitsunday Islands. And I miss it and it was a wonderful year there! Tweetable Takeaways from this Episode:“Instead of worrying about your goals, make your focus to help understand your customers' goals and help them achieve it through the products, services, or solutions that you sell.” -Ian KoniakClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Hello, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland joined today by Ian Kodiak. Ian, a very warm g'day from Down Under. Sir, where are you hanging out?Ian Koniak 00:20 I'm in Los Angeles, California. Big fan of Australia so great to be here! Tom Poland 00:24 Yeah,

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 Discover why customer complaints don’t necessarily mean the end for you Learn how to build a sustainable pipeline for more guaranteed revenue at a lesser expense Find out how to move forward by doing things based on your customers’ reasons instead of yours Resources/Links: Want more tips on how to make sales less stressful and more bearable? Click here: Eastonuniversity.com SummaryDo you want to know how you can easily close deals and get guaranteed streams of revenue without the hassle and stress?Marketing isn’t about you; it’s supposed to be about who you serve. Closing the deal shouldn’t be as stressful as you think it is.Sales are hard, but Matt Easton makes it a whole lot easier, more predictable, less stressful, and more fun.Sit back and grab a drink while you tune in with Matt as he shares his secrets that can help give you a quick fix on your sales game plan and guarantee you more closed deals! Check out these episode highlights: 01:59 - Matt’s ideal client: Ideal clients can be sales reps, managers, business owners, and entrepreneurs. Anybody, Tom, who wants to increase sales and top-line revenue. Those are two different things because I can increase sales and give my products away, you know, as a marketing genius. 02:33 - The problem he helps solve: Well, I would define it this way. And hopefully, it will resonate with some of the audience out there. Really, this is a terrible statistic, but it's accurate. 98.4% of people in charge of sales, people in charge of business development, don't have a simple process. 03:38 - The symptoms of the problem: So yeah, the obvious is, "I don't know how to close" and I'll teach you guys how to do that right here on this call, okay? Don't know how to close it. 05:44 - Clients’ common mistakes before consulting Matt: They think they know everything, right? They think they've got it down. They underestimate the amount of people that they're going to have to talk to, to sell their product. 06:43 - Matt’s Valuable Free Action (VFA): Well, I'm going to show you how to close both in your business career and in your life. Tom, let me ask you this. What do you say to close the deal? 08:16 - Matt’s Valuable Free Resource (VFR): Want more tips on how to make sales less stressful and more bearable? Click here: Eastonuniversity.com Tweetable Takeaways from this Episode:“People are exponentially more likely to move forward to do things based on their reasons and not your reasons.” -Matt EastonClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Matt Easton. Matt, good day, sir. Welcome to Down Under. Where are you hanging out, buddy?Matt Easton 00:22 A pleasure to be here, Tom. Thank you so much for having me!Tom Poland 00:25 You're very welcome! It's a pleasure to have you here. How did you go with the midterms yesterday? It looks like your candidates are getting elected.Matt Easton 00:32 Well, I'm a salesperson, Tom. So, what I figured out is, no matter who gets elected, or what's going on, if I can control my business and my top-line revenue, it's all good. So, I don't need to worry too much about elections.Tom Poland 00:45 Amen, I mean, my wife says to me, "You know, we're in Mercury Retrograde. Your market isn't going to go so well this week." I said, "I'll do it anyway." You're going to go and start a war in Ukraine, I'm still going to keep going with my marketing. Yeah, 100%. So, folks, one of the reasons that Matt is a pleasure to have on the show is that he does things differently. Yes,

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 Learn how to create a consistent, healthy, and quality opportunity pipeline that never runs out of clients Find out how to fix your sales and marketing machines, so you continue attracting quality clients for retention and growth Discover how to create intent, not just interest in your clients, so your message is anchored on the improved result for the client's business Resources/Links: Check out more of Tony's FREE content and resources at https://www.salesiqglobal.com/ SummaryDo you find your business lacks forecast accuracy and adequate pipeline coverage?Is your market narrowly targeted, and do you create a message that speaks specifically for them?Tony Hughes has 35 years of corporate and sales leadership experience having generated record-breaking results as a salesperson, head of sales, and CEO leading the Asia-pacific region for multinationals. He is a best-selling author, consultant, trainer, and keynote speaker.Listen in as Tony points out how to understand and focus on your customer persona and create a message that will make them take action on the necessary changes they need to make running their business to reach an improved result. Check out these episode highlights: 01:19 - Tony's ideal client: My ideal customer profile is a technology or professional services company. 01:27 - The problem he helps solve with his clients: The number one problem is a lack of consistent opportunity pipeline. The secondary problem is the progression and closure of those opportunities. And then the third problem is retention and growth with existing clients. 02:30 - Symptoms of the problem his clients face: Not enough salespeople, not enough salespeople on target year to date, a lack of forecast accuracy, or lack of adequate pipeline coverage. 03:28 - Mistakes clients commit before consulting with Tony: Some common mistakes people make as leaders is they try to manage the result, instead of managing the right effective activity that feeds into the objectives that create the result. 05:53 - Tony's Valuable Free Action (VFA): We need to instead lead with the opportunity to drive and improve results. And when they ask for more information, we talk about the strategy that achieves the result, not our capabilities. So, we leave with result, strategy, and then capability; reverse the order. 06:42 - Tony's Valuable Free Resource (VFR): Check out Tony's FREE content and resources at https://www.salesiqglobal.com/ 07:15 - Q: What's causing most people to fail? A: And the reality is, most people are really busy doing enough not to feel guilty, rather than getting busy doing what it actually takes to be successful. Tweetable Takeaways from this Episode:“Create a customer-centric narrative where you have a point of view on how they can drive improved results in their role.” -Tony HughesClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings everyone! A very warm welcome to another edition of marketing the invisible. I'm Tom Poland, and joined today by Tony Hughes. Tony, very warm welcome to you. So where are you hanging out?Tony Hughes 00:21Thanks, Tom. I am so excited about the conversation today. I'm based in Sydney.Tom Poland 00:24I'm in Sydney, Australia. And I'm just a bit further north couple of hours flight, folks, from both Australia's East coast. For those who don't know, Tony, he's very, very well known in general, in South circles. He's got 35 years of corporate and sales leadership experience. He must have started when you're, what 10, or something? But he's personally generated many record-breaking sales results as a salesperson, he has been the head of sales. For many companies, he has been the CEO,

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 Discover why you need to shift from an opportunistic to a strategic standpoint for your business Learn more on how you can avoid investing in a good solution but the wrong time which can save you tons Find out why working too hard can’t really promise you the right next step for your business Resources/Links: Want more FREE tips and tools on how you can be confident about your next step? Click here: Getbillsgift.com SummaryHave you been working hard on your business but feel like nothing’s working to make it grow? Want to know how you can ensure that the step you’ll take is actually the right one?It’s not always about taking the opportunities, but rather, being strategic about the next step you’ll take. You definitely don’t want to waste your energy on actions that won’t work– so how can you ensure that the next step you take is the right one?Bill Prater is the Founder and CEO of Business Mastery and the Creator of Scaleology. Bill earned his reputation as America’s Business Alchemist by helping business owners and entrepreneurs break free of inertia and accelerate into the future they dream of.Dive into how you can master your business, focus on the right strategies, and ensure that your next step will be a success through the help of Bill! Check out these episode highlights: 02:24 - Bill’s ideal client: The ideal client is an entrepreneur or small business owner that's focusing on providing services to companies that sell business-to-business or B2B. 02:42 - The problem he helps solve: So, the primary problem that I help people solve is to get out of, if you will, running their business from an opportunistic standpoint, and instead convert that into being more strategic about the steps they're taking day-to-day. 03:26 - The symptoms of the problem: There are several, but let me give you kind of what I find to be the top three. And that would be that number one, they find that whatever they do, from a marketing or sales or a staffing standpoint, they don't seem to move the needle. 04:47 - Clients’ common mistakes before consulting Bill: The most prevalent one is being, let's use the word seduced or romanced, by some sort of a sales message they get either by going to a webinar, for example, or reading an ad in Ink Magazine or something, and they'll say, "Gee, that really sounds like the solution to my problem!" 07:30 - Bill’s Valuable Free Action (VFA): Well, one of my philosophies is to focus on the vital few and ignore the trivial many. Now, an exercise that I do every single day, and I'd like to recommend that our listener, Tom, do this. And that is every day, either at the end of the day or the first thing in the morning, is to just think, "As a result of everything I did yesterday, am I closer to or further from my long-term vision?" 08:17 - Bill’s Valuable Free Resource (VFR): Want more FREE tips and tools on how you can be confident about your next step? Click here: Getbillsgift.com 09:11- Q: Bill, how in the world can you deal with such a diverse group of clients? A: And the answer is because, at the highest level, everything is the same. Tweetable Takeaways from this Episode:“Focus on the vital few and ignore the trivial many.” -Bill PraterClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm joined today by Bill Prater. Bill, good day from Down Under. Sir, where are you hanging out? Bill Prater 00:18 Phoenix, Arizona, Tom.Tom Poland 00:20 And the question on everyone's lips is how do you get your frickin hair so perfect every single morning? It's even better than mine!Bill Prater 00:26 Well, I use a razor.

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 Find out how you can stop stale marketing and make your marketing better and fresher Learn why you should stop achieving perfection and strive for consistency Discover how to create short and distinct videos with different unique messages every time Resources/Links: Want to find out how you can do more by doing less? Click here: www.yourcharlesalexander.com SummaryAre you often stuck making 3-5 minutes videos that it ends up boring your viewers? Do you want to know how to make quick, unique, and amazing videos that will keep your viewers hooked?Now that everything is instant, consumers and viewers want something quick! It’s important to keep your videos quick and unique to keep your viewers hooked up.Charles Alexander is a polished content creator that uses humor and real-world experiences to educate others.Get an over-the-shoulder experience on how Charles transforms long explainer videos into short unique videos that will get your message straight to the point and your clients hooked. Check out these episode highlights: 01:36 - Charles’ ideal client: Ideally, Tom, anybody that is self-employed, and in an advisory role. I work quite a bit with financial advisors, insurance agencies, also business coaches. 02:06 - The problem he helps solve: The average advisor in almost any industry doesn't necessarily have a really clear or concise, or better yet, even a fun or interesting way to kind of describe who they are or why they're different in a short timeframe. 03:31 - The symptoms of the problem: The marketing is probably a little bit, has become a little stale, or they're unhappy with it. Or they're having to reply with the same copy-and-paste message in the email over and over. They're regurgitating the same message over and over. 04:39 - Clients’ common mistakes before consulting Charles: Copying what everybody else is doing, especially, in some of the folks that I've worked with. Have you ever seen an old Xerox copy that showed your age right there? I said zero instead of copy, you know, a photocopy. 05:33 - Charles’ Valuable Free Action (VFA): Sure, before you create any video, or even do any marketing materials at all, I've created it, it's one of the other things that my guides give away. But I'll just tell you right here, and they'll probably need to pause and write these down. 06:29 - Charles’ Valuable Free Resource (VFR): Want to find out how you can do more by doing less? Click here: www.yourcharlesalexander.com 07:33 - Q: Two big mistakes people have when they create video? A: First, the audio got to be right each and every time. If you're doing it this way, get a mic, get it for you. Tweetable Takeaways from this Episode:“A video will not just go viral. Once you make it, it won't just start raining in Google and bring you all the leads. You got to go use the flippin’ thing!” -Charles AlexanderClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, joined today by Charles Alexander. Charles, a very warm g'day from Down Under. Where are you hanging out?Charles Alexander 00:20 Just north of Nashville, Tennessee, my friend.Tom Poland 00:23 Nashville, Tennessee. And tell me, that's like the home of country music, right?Charles Alexander 00:28 It is the home of country music. The Tennessee Titans and unfortunately now the bachelorette capital of the world.Tom Poland 00:39 That's quite an eclectic mix you got there, going on there! Charles Alexander 00:41 If you ever go downtown, you'll know what I mean.Tom Poland 00:45 Okay. I'll try and avoid it. Folks,

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 Discover what are the four key areas you need to build a strong framework around on Understand how are your core values connected with your goals Find out why the delta between these key areas is crucial Resources/Links: To get more FREE advice on how to reach your potential in business and in life, click here: robertglazer.com SummaryAre you struggling with trying to expand your capacity, leadership, and business? Do you feel like what you’re doing isn’t enough to make your business move?Aligning your goals to your core value is crucial in making your business – and you – grow and become a success! Building a strong framework using the 4 powerful key areas can take your business miles away.Robert Glazer is the Founder and Chairman of the Board of Acceleration Partners, a global partner marketing agency. He is the author of five books and is #1 Wall Street Journal bestseller, USA Today, and the internationally bestselling author of five books. He is also the host of The Elevate Podcast.Grab a seat and listen in on how Robert can help you elevate and grow your capacity into a powerful business leader with a great business through the 4 key areas. Check out these episode highlights: 01:25 - Robert’s ideal client: People who want to expand their leadership, expand their capacity, and you know, which I always say, is sort of the delta between where you are today and the potential that you think you can be as an individual or a leader, and then by the proxy organization. 01:59 - The problem he helps solve: I think understanding how they can build their capacity. I built a framework around looking at spiritual, intellectual, physical, and emotional capacity and sort of understanding how to use that framework for where people may be out of alignment and how they can kind of achieve it at a higher level than they are today. 03:21 - The symptoms of the problem: There are a couple of different areas, right? They could have let something go out of whack. Their physical capacity could just be, you know, totally pulling them down. 05:03 - Clients’ common mistakes before consulting Robert: One of the biggest things is their goals are not in alignment with their values. So, when you achieve the goal, it's not actually something that makes you feel good or sort of serves your purpose. 06:00 - Robert’s Valuable Free Action (VFA): There are a couple of things. I think one of them is, actually, to start spending time on figuring out your core values. 06:36 - Robert’s Valuable Free Resource (VFR): To get more FREE advice on how to reach your potential in business and in life, click here: robertglazer.com 07:07 - Q: What's the biggest value in this? A: A lot of organizations are living below their capacity, similar. Their leaders aren't doing what they could do, right? So, they don't need new stuff. They just need the people on their team to, sort of, live up to their potential. Tweetable Takeaways from this Episode:“Goals should fulfill a purpose. And then it's worth all the work to get there because it sort of supports what you're looking for at your core.” -Robert GlazerClick To TweetTranscript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)Tom Poland 00:10Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland, joined today by Robert Glazer. Robert, good day from Down Under. A very warm welcome, sir. Where are you hanging out?Robert Glazer 00:20 I'm outside of Boston, Massachusetts.Tom Poland 00:23 Thank you. Boston, Massachusetts, so the USA. So East-ish, East Coast, or are you Central?Robert Glazer 00:29 East. Yeah, east. We're not that far from New York, a few hours north of New York.Tom Poland 00:34

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Discover how measuring your marketing results leads to better business growth, profit, and reach Understand why following a bunch of trends is a big mistake for your marketing Find out why cheap data and clicks will never guarantee you a rich outcome and revenue

Resources/Links:

Want more FREE tips on how to authentically grow out your business? Click here: PPCpitbulls.com

Summary

Have you been investing on cheap data that you just end up not getting the results you want? Do you want to maximize your marketing by learning how to measure your marketing results?

Marketing isn’t all about investing in different ads and strategies, it’s also about gathering the data and understanding it– which platform gets you the most views, what time is the best time to post, and so on.

Andy Janaitis is the founder and owner of PPC Pitbulls, a digital marketing agency focused on driving measurable results online.

Find out how Andy stopped following trends and started adding value into your brand through the perfect marketing strategy and measuring your marketing results.

Check out these episode highlights:

01:21 - Andy’s ideal client: My company, we're PPC Pitbulls, we work primarily with E-commerce brands that are looking to grow more sales online. 02:08 - The problem he helps solve: The problem really is that gap. Once somebody gets the page, oftentimes, people think about all these tips and tricks and you know, Google ads, Facebook ads, Instagram, using influencers, all these different nice ways to get people to the page, which is really important, and really something we should be thinking about. 03:15 - The symptoms of the problem: The number one sign we see, you know, get somebody in, we're talking to them. And the first thing I ask is, "hey, what's your cost per acquisition?" Or "If you're selling a product, what's your return on ad spend?" 04:25 - Clients’ common mistakes before consulting Andy: The first and foremost, first thing we see is people running paid traffic. This is running Google ads, Facebook ads, anything like that without tracking conversions. So, one, tracking what's happening and two, sending that data back to whether it be Google or Facebook 06:17 - Andy’s Valuable Free Action (VFA): The number one thing, if you don't have it already, get Google Analytics installed on your site. It's a free service. It's the best basic tracking tool to understand what events are happening. 06:51 - Andy’s Valuable Free Resource (VFR): Want more FREE tips on how to authentically grow out your business? Click here: PPCpitbulls.com 07:27 - Q: Do I need to upgrade to GA 4? A: Yes. You do need to get it updated. Universal Analytics, the older version, will be retired on July 23, so that's not going to work anymore.

Tweetable Takeaways from this Episode:

“Get Google Analytics installed on your site. It's a free service. It's the best basic tracking tool to understand what events are happening.” -Andy JanaitisClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland joined today by Andy Janaitis. Andy, good day. Sir, a very warm welcome. Where are you hanging out?

Andy Janaitis 00:21 I'm in Ellicott City. It's a suburb just outside of Baltimore, Maryland.

Tom Poland 00:26 Baltimore. Alright, so what's the big sports team there that everyone supports?

Andy Janaitis 00:31 We've got the Ravens and the Orioles. The Ravens are football and Orioles are baseball. Myself, I'm from the Northeast originally, though, so I've got other teams. I have kind of displaced fan syndrome down here.

Tom Poland 00:42

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Find out why the top 5% and bottom 5% of your life matter in writing your life story Understand that there are no qualifications or standards when it comes to writing your story Learn more about the importance of creating an inflection timeline for your story

Resources/Links:

Want more FREE tips on how to captivate people with your story? Click here: memoirsherpabonus.com

Summary

Have you always wanted to craft the perfect life story but just don’t know when’s the right time to write it? Or maybe you find it confusing which parts of your life to put?

Writing your life story doesn’t have any standards or qualifications– it doesn’t have to be perfect. You do you! But what parts of your life should you include, and how many books does it need to go?

Natasha Miller 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.

Get an over-the-shoulder experience of how Natasha can help your life stories be easier to write, better to understand, and inspiring to read!

Check out these episode highlights:

01:45 - Natasha’s ideal client: My ideal client is a mature and successful entrepreneur that has inflection points, high and low, to share with everyone that is walking in their shoes before them. 02:09 - The problem she helps solve: I help them figure out with a system that I built that I created when I wrote my book, "How to Just Get Started Now" without having to have, "Where do I start?", "How do I do this?", "I'm not a good writer", "I don't know what I'll write about". 03:20 - The symptoms of the problem: You've achieved a lot. You've suffered a lot. You have incredible stories, but you can't think of how you could put them all in one book. 03:56 - Clients’ common mistakes before consulting Natasha: That you don't- like, if you're dyslexic, or you can't type or you don't think you're a good writer-- none of that really matters. You can just get over those things with the program that I'm teaching. 04:28 - Natasha’s Valuable Free Action (VFA): I would create an inflection timeline of your life from zero to the age you are now and jot down the major things that happened in your life that were top 5% like you won the lottery, or you're on the Inc. 5000 list or something like that, as well as the bottom 5%, you got hit by a car and lost your leg. 05:25 - Natasha’s Valuable Free Resource (VFR): Want more FREE tips on how to captivate people with your story? Click here: memoirsherpabonus.com 05:49 - Q: Why I waited until I was 51 to publish the story of my life? A: So, the answer to that question is, I probably thought about writing this book when I was 35, when I was 40. And I certainly would have had a story to tell. But what I didn't have back then was the space between the very, very low and high inflection points.

Tweetable Takeaways from this Episode:

“You may have one, two, three, or four, or more books in you, but let's just get started and focus on this one first.” -Natasha MillerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland joined today by Natasha Miller. Natasha, good day from Down Under. Where are you hanging out?

Natasha Miller 00:20 Hey, I'm in Oakland in the San Francisco Bay Area.

Tom Poland 00:24 And is it hot as Hades today in Oakland?

Natasha Miller 00:27 Nope. It's always about 72 degrees Fahrenheit.

Tom Poland 00:30 Oh my gosh! You must live in the perfect place, climate-wise.

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Discover how to stop being everything all at once and start assigning tasks to specific people Understand why you should have a marketing blueprint in place as soon as you start Find out how to get yourself out of the business hell space with marketing

Resources/Links:

Want more FREE tips on how to have that business breakthrough you’ve always wanted? Click here: activate.breakthrough3x.com

Summary

Have you been trying to juggle everything in your business all at once? Are you sick and tired of looking for the perfect strategy for your business?

Planning out your marketing strategies can either make or break your business and here’s how you can use it to exponentially grow your biz!

Dan Kuschell is a husband, dad, serial entrepreneur, angel investor, football coach, and the Founder and Chairman of Breakthrough3x. He helps business owners like you get more clients, and grow 3 to 10x so you can have a bigger impact, reach, and contribution.

Take a seat with Dan and learn how you can exponentially grow your business without the stress through the power of a marketing blueprint!

Check out these episode highlights:

01:49 - Dan’s ideal client: Ideal clients are founders and CEOs, you know, who typically have three core values. Number one, they're hyper-growth-minded, Tom. And, you know, they really want to exponentially grow. 02:59 - The problem he helps solve: The problem we solve, right, lots of people take a lot of different approaches in business. And one of the things that we look to do is we like to find the one domino that can knock over 1000 dominos. 05:45 - The symptoms of the problem: A quick symptom is start at the beginning. You know, begin with the end in mind, which a lot of visionary founders are great at doing, Tom. As you know, one of the things that we find, the number one reason, the Department of Labor did a study and found the number one reason most businesses fail is they don't have a marketing plan blueprint in place. 06:48 - Dan’s Valuable Free Action (VFA): the first step is to get a marketing plan blueprint in place is the beginning stage because it sets the course for everything else. 07:10 - Dan’s Valuable Free Resource (VFR): Want more FREE tips on how to have that business breakthrough you’ve always wanted? Click here: activate.breakthrough3x.com 08:15 - Q: Why the heck do you coach high school football? A: Well, my son is just going into high school, truth be told, but I love building young men. And you know, I think there's a lot of reasons but for sake of time, I'll just say I love building leadership in young people and inspiring the future generation.

Tweetable Takeaways from this Episode:

“Start with a marketing plan blueprint to get you and your team in alignment.” -Dan KuschellClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, joined today by Dan Kuschell. Dan, good day from Down Under, sir. Where are you hanging out?

Dan Kuschell 00:20 I'm out here in Arizona. I'm on the west side. Goodyear, Arizona.

Tom Poland 00:23 Arizona. And how is the weather in Arizona right now? I heard from a lot of folks this morning, that North America was pretty warm.

Dan Kuschell 00:30 Yeah, so it's been averaging between 105 and 113 degrees in the last three to four weeks.

Tom Poland 00:36 Oh my goodness! Yeah. We're high to summer there and deep in the winter here. Folks, for those of you who don't know Dan, he's something of an all-rounder. He's a husband. He's a dad. He's a serial entrepreneur. He's an angel investor. He's a football coach. He's also the Founder and Chairman of Breakthro...

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Understand how legal services means actually better business leadership Discover the importance of legally protecting your business to avoid future stress and business hindrance Learn why you need to get organized and create a legal file for yourself

Resources/Links:

Want to know more about everything legal you need in your business? Click here: legalwebsitewarrior.com/legalbasicsbootcamp

Summary

Have you been wanting to legally protect your business from potential copyright infringements?

Legally protecting your business leads you to become a better business leader– want to know how?

Heather Pearce Campbell is a warrior mama, nature lover, and dedicated attorney and legal coach for world-changing entrepreneurs. She is based in Seattle, Washington, and can be found online at www.legalwebsitewarrior.com.

Dive into the world of legal basics with Heather and learn what it means to legally protect your business and how it can help you become a better business leader.

Check out these episode highlights:

02:28 - Heather’s ideal client: My ideal clients, like we said in the intro, are world-changing entrepreneurs. I call them "information entrepreneurs". They're generally online experts, speakers, and authors. 03:05 - The problem she helps solve: So, a couple-- the list of legal problems is long but going, you know, moving out, the bigger picture, typically, the largest problem people face is getting a legal understanding of their business, having what I call "the map", right? 03:55 - The symptoms of the problem: Well, so one is they're just not connecting with somebody who they feel understands their business from a legal perspective, that's like an entry-level pain point. But the other pain points are they're hiring. 05:39 - Clients’ common mistakes before consulting Heather: They will often attempt first a do-it-yourself approach, cobble a contract together, or borrow it from somebody else's business when it's not really a fit for them. The worst is going to Google and just taking whatever they find, which can often- yes, templates. 07:52 - Heather’s Valuable Free Action (VFA): A step in the right direction is to get yourself organized. Go gather up what you do have in place. So, for example, maybe you've got a client agreement in place for your standard client services. 09:01- Heather’s Valuable Free Resource (VFR): Want to know more about everything legal you need in your business? Click here: legalwebsitewarrior.com/legalbasicsbootcamp 09:33 - Q: What is it that I wish people knew about legal that they don't? A: A couple of things. One is that it is synonymous with business leadership. I joke with people that I deliver legal services, but what I sneak in is actually better business leadership.

Tweetable Takeaways from this Episode:

“Get yourself organized. Go gather up what you do have in place.” -Heather Pearce CampbellClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. Today, I'm joined by Heather Pearce Campbell. Heather, a good day from Down Under. A warm welcome! Where are you hanging out?

Heather Pearce Campbell 00:21 Excellent! So good to see you, Tom. I am over in Seattle, Washington.

Tom Poland 00:26 The home of Oldham and North America's greatest coffee. The scene and culture and innovations are quite extraordinary. So, for those of you who don't know Heather, she's warrior mama. And by golly, sometimes you have to be a warrior mama. How old are the little ones?

Heather Pearce Campbell 00:43 Yep, so I've got one who is four and about to turn five. And my nine-year-old just turned 10 a couple of days ago! So,

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Understand how you can still assure good quality and control with a high turnover and attrition Learn what is a business infrastructure and how it can make or break your business Know why specific tasks require specific people and not you

Resources/Links:

Want to start your journey of scaling your business without the chaos? Click here: smoothoperator.courses

Summary

Do you want to find out how you can cater to more clients without the stress and chaos?

A business isn’t just a one-man job, so it doesn’t have to be all you! Having a solid structure and a loyal team is crucial to growing your business, but what happens if your company is unable to accommodate the high turnover?

Alicia Butler Pierre is the Founder and CEO of Equilibria, Inc. and the bestselling author of Behind the Facade, the world’s first published book on business infrastructure. She hosts the weekly Business Infrastructure podcast, which ranks in the world’s top 2%. She’s an adjunct instructor of Lean Principles at Purdue University and Operations Management at Nichols College. She is a chemical engineer turned entrepreneur. She has advised, designed, and optimized processes for organizations including Coca-Cola, Shell Oil, The Library of Congress, and The Home Depot.

Dive into how Alicia increases your company’s capacity to handle high turnover, sustain your business, and plan for higher scaling.

Check out these episode highlights:

03:34 - Alicia’s ideal client: The ideal client for us is small businesses with less than 50 employees that have more demand than they can currently handle. That's the ideal client for us. 03:52 - The problem she helps solve: Scale, but sustainable scale. So, the problem that we are solving is unsustainable, chaotic growth. What happens when your company is the beneficiary of great marketing and great sales campaigns and strategies? 05:02 - The symptoms of the problem: One of the number one tell-tale signs or symptoms, Tom, is the loss of employees or their staff or team members, whatever you refer to them as. So very high attrition, high turnover, increase in customer complaints. 06:21 - Clients’ common mistakes before consulting Alicia: Honestly, Tom, because of the nature of the work that I do, the number one mistake, or I'm not even sure if it's fair to call it a mistake. Because these business owners and entrepreneurs, don't know what they don't know. 08:34 - Alicia’s Valuable Free Action (VFA): Using things as simple as so you like that one-pager? Well, I have something even more impressive for you, Tom. Something as simple as using stick figures, and index cards. 10:53 - Alicia’s Valuable Free Resource (VFR): Want to start your journey of scaling your business without the chaos? Click here! Smoothoperator.courses 11:33 - Q: What is business infrastructure, Alicia? A: So, business infrastructure is simply a system for how you link your people, your processes, like, you know, and a process could just be in the form of a checklist. Your people, your processes, and any tools or technologies that you're using.

Tweetable Takeaways from this Episode:

“Business infrastructure is simply a system for how you link your people, your processes, and any tools or technologies that you're using.” -Alicia Butler PierreClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the very sunny Sunshine Coast in Australia. I'm joined today by Alicia Butler Pierre. Alicia, good day from Down Under. Welcome, and where are you hanging out?

Alicia Butler Pierre 00:25 I am hanging out, Tom, in Atlanta, Georgia,

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Learn why setting up a framework is crucial to your sales and marketing conversations Understand why rushing into tactics before figuring out a marketing strategy is the biggest mistake you can make Find out the difference between social selling and social engagement

Resources/Links:

Want more free tips and tricks on how to get that sales strategy that fits you? Click here: Savvysalesstrategy.com/15steps

Summary

Have you tried everything but nothing’s working to keep your business out of that plateau?

You can’t just dive into sales mode and skip marketing. Having a good marketing strategy gives a good foundation for your business to become high selling even in times that you feel like you’re stuck in a plateau.

Abigail May Tiefenthaler is a Co-Founder of Savvy Sales Strategy, a marketing and sales agency that works with professional coaches who want 6-figure years and need implementation with impact to stay focused and on a path to success. Her team is client-getting specialists that create client-getting systems to support coaches with their high-ticket offers.

Get an over-the-shoulder experience on how Abigail helps her clients overcome sudden career shifts from providing service to having a business through tactical planning and understanding their platform.

Check out these episode highlights:

01:42 - Abigail’s ideal client: Coaches, service-based professionals, consultants. 01:50 - The problem she helps solve: We solve the problem of identifying what's missing in their marketing that's making it ineffective. Where are they struggling? 03:04 - The symptoms of the problem: They want to have a business. They don't want to just be a coach and sell services. So, they want to have a business. They want to make an impact. 04:05 - Clients’ common mistakes before consulting Abigail: The biggest mistake every small business owner, they go from idea to selling and skip all the strategy steps. They skip the tactical, you know, the tactical planning, and they go right from, "Well, I'm going to do this or I'm going to do that." 06:27 - Abigail’s Valuable Free Action (VFA): Go spend some time really thinking about where you want to go, where you are now, and how you're going to get there. That will give you your vision and your mission, then go start thinking about where your client is now and where you want the client to go or where the client wants to go and what they need to get there. 06:57 - Abigail’s Valuable Free Resource (VFR): Want more free tips and tricks on how to get that sales strategy that fits you? Click here: Savvysalesstrategy.com/15steps 07:27 - Q: How do I use social media to actually sell effectively? A: It's the understanding that there is a difference between social engagement and social selling. We focus on social selling.

Tweetable Takeaways from this Episode:

“Marketing creates better selling.” -Abigail TiefenthalerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Abigail May Tiefenthaler. Abigail, a warm good day from Down Under. Where are you hanging out?

Abigail Tiefenthaler 00:24 I'm hanging out in East Tennessee, USA.

Tom Poland 00:28 East Tennessee, USA, fantastic! Probably couldn't get any further apart than where you are-

Abigail Tiefenthaler 00:34 Probably not.

Tom Poland 00:35 Hands across the water joined in marketing purposes. Folks, sprinkling to Abigail's bio. She's the Co-Founder of Savvy Sales Strategy. It's a marketing and sales agency that works with professional coaches who want to enjoy a s...

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Discover how publishing a book online can vastly increase your sales and get you leads Understand why you should consistently put a valuable free offer in your books Learn what is Amazon optimization and how it can be a big help for your Amazon listings and sales

Resources/Links:

To get more FREE advice on what you need to do as a first-time author, click here: geoffaffleck.com/ebook

Summary

Are you planning on publishing a book, but don’t know how to start? Or maybe you’ve already done it but wonder why it’s not selling the way you want it to.

Publishing a book is a great way to put yourself out there, sell yourself and your product, and increase your leads and sales. But how can you maximize the potential of your book, especially online in the busy and bustling marketplace?

Geoff Affleck has helped hundreds of authors to publish, launch and promote #1 bestselling books ranging from Kindle eBooks to New York Times bestsellers.

Listen in to Geoff and find out what are the things you should be doing and you should be avoiding as a first-time author in a busy online marketplace, like Amazon, and get your sales sky high!

Check out these episode highlights:

01:33 - Geoff’s ideal client: My ideal client is someone who's a thought leader, professional, basically an expert. They may have already published self-help, how-to business, health, relationships, and spirituality book, or planning to publish one in the next 12 months. 02:07 - The problem he helps solve: I would say there are two. There's the problem of publishing the book. So how do I strategically publish it? How do I successfully publish a nonfiction book? And the other would be how to sell copies. 03:16 - The symptoms of the problem: That would be one of them. So, one of them is that their sales have stalled, maybe they never took off in the first place. And so, therefore, you know, the book is not doing what it was designed to do, which was to build its credibility, build its brand, bring in new leads, and clients. 05:22 - Clients’ common mistakes before consulting Geoff: Well, the first thing is that they often have published the book themselves, which is highly recommended, but they didn't know what they were doing. Why would they? It's their first time publishing a book, how would you know? 07:05 - Geoff’s Valuable Free Action (VFA): I would say what that would be is to make sure that inside your book, right after the copyright page, you have a separate page with a valuable free offer on that page. You know, a headline or a quick description, a picture of it, whatever it is, and then a link to your landing page right inside your book. 07:30 - Geoff’s Valuable Free Resource (VFR): To get more FREE advice on what you need to do as a first-time author, click here: geoffaffleck.com/ebook 07:50 - A: We've kind of alluded to it, but I want to be specific. If someone has a book that's not selling, figure out why it's not selling. And then fix it.

Tweetable Takeaways from this Episode:

“If someone has a book that's not selling, figure out why it's not selling. And then fix it.” -Geoff AffleckClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I am Tom Poland beaming out to you from the Sunshine Coast in Australia joined today by another Australian but not in Australia. Geoff Affleck, a very warm g'day from Down Under. Sir, where are you hanging out?

Geoff Affleck 00:25 Good day, Tom. Yes, I'm hanging out on Vancouver Island, British Columbia where I've lived for about the last half of my life, but formerly Melbourne.

Tom Poland 00:33 For what, 15 years?

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Learn how to proactively replace your income in case clients drop off without waiting for inbound leads to come Find out how to individually personalize your offer to relevant prospects to make you stand out from the rest and make them see the value in what your business does Discover one most important way to sell not on price but value

Resources/Links:

Download your free resource pack to give you some pointers and starters to help you get started in the world of personalized video. Click here: wonderleads.com/freestuff

Summary

Do you find your business in that volume-driven-automated leads approach that pushes people away rather than attracts your ideal market?

Are you tired of spending your time, money, and efforts on things that aren't getting you anywhere?

Have you considered an approach your relevant prospects find hard to resist?

Dave Holloway helps businesses to sell on value, not price.

Hear him talk about the most important aspects of good business development and find the most relevant and right people to do business with among the millions out there.

Check out these episode highlights:

01:36 - Dave's ideal client: My ideal client is B2B businesses that want to sell on value to premium businesses that want to sell on value rather than price. 01:50 - The problem Dave helps solve: I help people overcome their challenges with proactive business developments and new business developments. 02:11 - Symptoms Dave's clients often encounter: The problems, the common experiences are: feeling like you're wasting time, that money, and energy on activities that don't feel like they're getting you anywhere. They're either getting you very, very little response, or they're not getting any, at all. It feels like you're just stuck in a bit of the mud. 03:54 - Mistakes clients make before they work with Dave: Typically, the main thing that people fall into the trap of is turning to two things: they turn to volume as a solution. And they often use, like, the second problem, which is automation, to do that. So, they'll rely heavily on automated funnels to sort of drive a prospect to action when in reality, that actually has the opposite effect. It ends up pushing people away. 05:43 - Dave's Valuable Free Action (VFA): I think the way to get around this is that people need to change their mindset to something instead of looking for something that you can scale as easily as possible, an outbound approach that you can scale, you need to be looking for ways that are as difficult as possible to scale. 07:15 - Dave's Valuable Free Resource (VFR): Download your free resource pack here: https://wonderleads.com/freestuff/ 07:54 - Q: What is the most important aspect of good business development? A: For me, that answer is focus.

Tweetable Takeaways from this Episode:

“If you're looking to improve your outbound sales, you need to be concentrating on the smallest viable audience for your business.” -Dave HollowayClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone and a very warm welcome to another edition of Marketing the Invisible! I've just had a bowl with Dave Holloway. Dave, good day, Sir. Very well, where are you calling in from?

Dave Holloway 00:20 Hello, Tom. I'm calling in from Leeds in the north of the UK this morning.

Tom Poland 00:24 Right, and we've compared climates and fixed half the world's political problems and religious... So, I think we're ready for the interview. For those who don't know, Dave, I actually, I stumbled across Dave, we had actually... I'd forgotten we were actually presented at a summit together. And I was on LinkedIn and something popped up, and there was Dave's book,

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Find out why ads don’t really matter as much as you think it is in business Learn more on how you can create consistent leads and predictable sales without spending too much Understand why its more of a lead generation problem rather than a pricing problem

Resources/Links:

To get more FREE tips on how to be friends with money, click here: https://www.lilachbullock.com/8-money-blocks/

Summary

Are you always scared that your leads and sales might not be the same the next month or the next year? Do you want to charge what you’re worth, and maybe even more?

Lilach Bullock has been listed in Forbes as one of the Top 20 Women Social Media Power Influencers. She has also been crowned the Social Influencer of Europe by Oracle. She is a recipient of a Global Women Champions Award for her outstanding contribution and leadership in business.

Get an over-the-shoulder experience on how Lilach turns prospects into long-term clients and how you can get out of the financial plateau and get increasing leads monthly without the stress of ads!

Check out these episode highlights:

01:48 - Lilach’s ideal client: For my ideal clients are B2B entrepreneurs, start-ups, SMEs, B2B market coaches, consultants. People who are looking to grow and scale their businesses, basically. 02:08 - The problem she helps solve: There's lots of different problems that entrepreneurs face. Primarily, it's how can they charge what they're worth and more? How can they create consistent leads? How can they then convert and close them into sales? 03:08 - The symptoms of the problem: I love this question because, often, what people think is the problem. It isn't a problem when you dig deeper into it. So, take for example, people who are afraid to put their prices up, or just charge what they know their worth. And there's two parts to this problem. 04:42 - Clients’ common mistakes before consulting Lilach: I think the most common mistakes, and this is often perpetuated by the industry online, is how easy everything is. The reality is, is that we're living in a very saturated competitive marketplace. And most people get bored too quickly. 05:59 - Lilach’s Valuable Free Action (VFA): I think, ultimately, is to do what everybody else isn't doing. Because as I said earlier, the market is so saturated. It's so competitive. Everyone's saying the same stuff. Nobody's being bold enough to have a unique and strong voice. 06:40 - Lilach’s Valuable Free Resource (VFR): To get more FREE tips on how to be friends with money, click here: https://www.lilachbullock.com/8-money-blocks/ 07:30 - Q: What is the top lead generation tactic you should be doing? A: And the truth is that every single lead generation tactic works-- every single thing! Whether that's sending messages, whether it's doing cold email outreach, or LinkedIn outreach, or ads or whatever it is that you're doing, networking, webinars. The key is to do it consistently.

Tweetable Takeaways from this Episode:

“The truth is every single lead generation tactic works, every single thing! The key is to do it consistently.” -Lilach BullockClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the sunny Sunshine Coast in Australia, joined today by Lilach Bullock. Lilach, good day. A very warm welcome from Down Under. Whereabouts are you calling in from?

Lilach Bullock 00:24 Hi! Thank you so much, Tom. So, I'm actually in sunny Israel, but I'm from the UK originally.

Tom Poland 00:32 Right and well, that's quite interesting, what a cultural shift. And a little birdie told me you've been there for about f...

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Discover what’s the strategy that will guarantee you more sales, qualified leads, and frequently booked out Learn why you should stop wasting your money on ads and start investing in a good copywriter Find out how you can effortlessly craft a one-liner that will keep your audience hooked and you fully booked

Resources/Links:

To find more on how you can get more sales and be effortlessly booked out, click here: www.dawnapuan.com/copykeys

Summary

Do you feel like your ads are getting you nowhere anymore? Feeling the stress of trying to get booked out and increasing your sales? Want to know how you can effortlessly achieve those?

Your product isn’t the only one that matters in your business. Your marketing- specifically crafting your message- plays a crucial role in magnetizing your clients and keeping your business at a constant high in sales.

Dawn Apuan is an expert copywriter and funnel strategist who helps coaches sell out even their most expensive offers.

Sit back and listen in as Dawn shares how crafting your message and giving more attention to your copywriting increases your chances of getting booked out by thousands with little to no effort at all!

Check out these episode highlights:

02:02 - Dawn’s ideal client: My ideal clients are online coaches who have digital courses and group programs like a mastermind. 02:36 - The problem she helps solve: The biggest problem that I solve for people is not getting the right messaging, not knowing how to say what they do in a concise way that actually inspires people to take action. We call it conversion copy. 03:34 - The symptoms of the problem: It's business owners who often have launched a program a couple of times or their digital course, and they're just not getting the sales that they want. You know, there's this idea that funnels are like unicorns, and they're just, you know, you build it, and they will come. 04:54 - Clients’ common mistakes before consulting Dawn: Now the two biggest ones I see are either not hiring a copywriter or hiring a cheap and expensive one like at an agency. That's the first big mistake. The second big mistake is Facebook ads. 06:22 - Dawn’s Valuable Free Action (VFA): I would say get super clear on what I call your "one-liner". So, the ability to say what you do in 10 words or less. Yes, I promise it's possible. I'll give you the simple formula right now. It is just "I help "person" be, do or have "XYZ result". 07:12 - Dawn’s Valuable Free Resource (VFR): To find more on how you can get more sales and be effortlessly booked out, click here: www.dawnapuan.com/copykeys 07:52 - Q: What am I most proud of in life and business? A: I'm most proud of being a mom, but that is closely integrated into my business because I started my business because of becoming a mom. I used to be a pastor with my husband. We also were executive directors of a non-profit.

Tweetable Takeaways from this Episode:

“Get super clear on what I call your ‘one-liner,’ the ability to say what you do in 10 words or less. Once you get clear on that, it makes everything easier.” -Dawn ApuanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone. A very warm welcome to, yet, another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the sunny Sunshine Coast in Australia, joined today by Dawn Apuan. Dawn, good day from Down Under. Where are you hanging out?

Dawn Apuan 00:24 Hey, Tom! I live near Seattle, Washington. So West Coast of the US.

Tom Poland 00:28 Seattle, so you've got what? Springs sprung, coming into summer.

Dawn Apuan 00:33 Oh, we're getting there. Not quite as sunny as your neck of the woods, but-

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Get to the root of what makes you stand out and turn your brand into a statement piece in the marketplace Find out why overloading on information is a big no when it comes to marketing yourself Understand what are the three categories of places where your best ideas come from

Resources/Links:

To grab the ultimate tool to make waves and more money for your brand, click here: hillaryweiss.com/statementpieceframework

Summary

Do you struggle with finding out the root of what you’re good at and adding a bit of pizzazz to your brand?

Have you been trying to channel your inner creativity to get out of that snooze-worthy branding and digital content?

Are you ready to find out how to become the statement piece in your industry and be everyone’s go-to brand?

Hillary Weiss is a creative director, messaging strategist, coach, and speaker. Every day, she helps hyper-competent business owners like you (and your teams) turn big, brazen ideas into clear concepts that captivate the planet.

Find out how Hillary helps her clients (and you!) become the statement piece in your industry instead of being the world’s best-kept secret through diving into your creative space while making waves and profit.

Check out these episode highlights:

02:17 - Hillary’s ideal client: I work with creative service providers, coaches, consultants, and strategists who are really, really fantastic at what they do but are right now still best-kept secrets in their corner of the industry. 02:58 - The problem she helps solve: The sort of problem that I solve is, again, for these best-kept secret business owners. A big problem with creatives is that so many of them are so intelligent, so hard-working, so, at such a high level, of output, and have such a high level of client work. 04:20 - The symptoms of the problem: So often, they don't have a clear plan for how to roll it out. They haven't really done content strategy before. A lot of them haven't launched. Because a lot of the way people come up in the creative service provider world like coaches, copywriters, designers, strategists, all those guys, they are often really handed to mouth with their work. 05:37 - Clients’ common mistakes before consulting Hillary: The biggest mistake I find is that people tend to overload information. I have this email that goes out to my list that says, "Stop unhinging your jaw." It talks about how Python eats a cow. 06:50 - Hillary’s Valuable Free Action (VFA): People tend to create by a committee in the creative space, which they really shouldn't! Because all the best work comes from going within, thinking about, “Okay, how do I do this? How do I see this? How would I solve this problem that I'm talking about in a way that is backed up by my own experience? What's the answer here? And what's my answer?” And I think, sort of, taking the time and the discipline to reflect on that, before in, or better yet, without crowdsourcing outside opinions is how your best work gets done. 08:04 - Hillary’s Valuable Free Resource (VFR): To grab the ultimate tool to make waves and more money for your brand, click here: hillaryweiss.com/statementpieceframework 08:38 - Q: Where did you get the frickin' headphones? A: I got them from a very cute little frickin' brand called Skinny Dip London which I believe has various shops in Australia as well. Highly recommended! Fabulous fun stuff.

Tweetable Takeaways from this Episode:

“It's self-trust that's essential to take that big step, making that movement, taking that leap, and they actually need less information and more focus on action.” -Hillary WeissClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone,

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Discover how to get referrals naturally and without manipulating and incentivizing Learn what are the old school referral triggers and how to avoid them Understand the science behind why referrals happen in the first place

Resources/Links:

To learn more about your referral ability and how to get referrals naturally, click here: referralquiz.com

Summary

Do you struggle with generating constant and stable referrals for your business? Do you want to find out how to generate referrals without the ick of asking?

An important factor in achieving an effective and continuous business growth are referrals. It’s the winning combination in growing your business while establishing a promising relationship with your consumers and prospective clients.

Stacey Brown Randall teaches business owners how to generate referrals naturally– without manipulation, incentivizing, or even asking. She’s the award-winning author of Generating Business Referrals Without Asking and the host of the Roadmap to Grow Your Business Podcast.

Get a glimpse of how Stacey changes the gameplay for business growth through generating constant and promising referrals without the ick of asking and the old-school referral trends!

Check out these episode highlights:

01:38 - Stacey’s ideal client: They are small business owners in the professional services field. I talked about them being experts, right? They typically have a lot of acronyms or alphabet soup after their names. 02:05 - The problem she helps solve: It really is teaching people that there is a different way, a better way, to generate referrals. And it can be done naturally which is without that manipulation, without feeling like you have to incentivize, and, definitely, without ever having to ask for those referrals. 02:52 - The symptoms of the problem: At the end of the day, it's like we've been beaten over the head, not just for decades, but for generations, that there are only a few ways to generate referrals. And you have to do it this way. And if you don't do it this way, then you just don't get any referrals. 04:01 - Clients’ common mistakes before consulting Stacey’s: If they don't know that there's a better way to generate referrals, they kind of take that ick advice, like the asking and being promotional, and networking, didn't know a ton of people, and they just modify it, right? 05:20 - Stacey’s Valuable Free Action (VFA): So, here's the thing to keep in mind. At the end of the day, when you're thinking about referrals, there is a brain science piece to it-- Psychology, Sociology, and even Behavioral Economics. 06:36 - Stacey’s Valuable Free Resource (VFR): To learn more about your referral ability and how to get referrals naturally, click here: referralquiz.com 07:25 - Q: What are the results? What's actually happening and how long does this take to work? And what does it look like? A: I always tell folks, when you're working with me, we're going to establish a goal of how many referrals you want to receive in a year based on where you are. And typically, you can expect to double or triple your referrals from what you're averaging now in your first year.

Tweetable Takeaways from this Episode:

“There's a science behind how we make referrals happen. But at the heart of it, it's relationships.” -Stacey Brown RandallClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the very, very sunny Sunshine Coast here in Australia, joined today by Stacey Brown Randall. Stacey, a very warm good day from Down Under. Where are you hanging out?

Stacey Brown Randall 00:25

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Discover what are the different factors you need to work on and be clear about when it comes to selling in a competitive market Learn more about the importance of having an ideal client profile in understanding and selling what you’re worth Understand why investing in yourself isn’t something you should be guilty about

Resources/Links:

To get the FREE Easy Budget Calculator, click here: gaildoby.com/poland

Summary

Do you find yourself often relying on these typical marketing tactics– word of mouth, tons of ads, or crazy expensive websites?

Do these guarantee you promising results or do you end up underselling yourself again?

Are you wanting to sell yourself like crazy, stress-free, and hassle-free at a low price, in a competitive market?

Gail Doby is the author of Creative Value Blueprint to Get Paid What You’re Worth. She also helps designers, architects, and other creatives increase their profitability to 5x.

Get a taste of what Gail has to offer on how you can sell yourself like crazy in the competitive market without having the need to undersell your worth!

Check out these episode highlights:

01:10 - Gail’s ideal client: Its creative entrepreneurs, typically interior designers, lighting designers, and architects. And the key is they're wanting to grow their businesses scale them and also achieve more profit, more wealth, more time off, and, hopefully, a well-oiled business on top of that. 01:35 - The problem she helps solve: The root cause of most of the problems we deal with, with our clients is a lack of clarity. And they don't know what they want to achieve. And they don't have a plan that is attached to that particular idea of clarity. 02:38 - The symptoms of the problem: Actually, most of them that come to us say they're stuck, or they're overwhelmed, or they're not achieving the goals that they were looking for. And I think there are a few others as well. 03:31 - Clients’ common mistakes before consulting Gail: One thing is they think if they work more, they're going to solve their problem. And that is never the right solution. So, if they think that that's going to do it, it won't do it. 04:56 - Gail’s Valuable Free Action (VFA): There are two things I'd like to share. The first one is to take only ideal clients. And if you don't know who those people are, we have a free resource that we'll share at the end. 05:43 - Gail’s Valuable Free Resource (VFR): To get the FREE Easy Budget Calculator, click here: gaildoby.com/poland 06:37 - Q: What's the reason most people don't reach their financial goals? A: I would tell you that, hands-down, 100%, it is mindset and fear.

Tweetable Takeaways from this Episode:

“Market when you're the busiest.” -Gail DobyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast of Australia, joined today by Gail Doby. Gail, a very warm welcome from Down Under. Where are you hanging out?

Gail Doby 00:23 In Denver, Colorado.

Tom Poland 00:25 Ooh, sounds nice! Starting to warm up now?

Gail Doby 00:27 We're actually- we're past this now. So, we're very happy! It's all rain.

Tom Poland 00:33 For a while. So, folks, in addition to living in Denver, Colorado, Gail is the author of the book, Your Creative Value Blueprint to Get Paid What You're Worth. She helps designers, architects and other creators increase profitability by multiples up to five times even more. One such person said 512%, which is pretty freakin’ amazing! So, the title today is, "How to Sell Your Value in a Competitive Market". Gail,

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Discover what are the top 3 overrated and over dated sales phrases you should totally drop Find out why your marketing and selling skills are more crucial than how your website looks Understand how your language and choice of words play an important role in convincing prospects

Resources/Links:

To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/

Summary

Do you feel overwhelmed with selling that you just can’t seem to close any deal or sell any of your products?

Do you want to know what are the 3 most common sales phrases that you need to throw out the window ASAP?

Are you ready to turn up your marketing skills and make you and your product undeniable to anyone?

Liz Wendling is a nationally applauded speaker and author of 6 books. Her two most recent are The Heart of Authentic Selling and Sell Without Selling Your Soul. Liz is driven by the mantra, “It’s not WHAT you sell, it’s HOW you sell that matters”.

Get a taste of what Liz has to offer and find out how your language plays a big role in how your prospects will respond to you. She also shares some of the phrases of the sale that will keep you updated and wanted.

Check out these episode highlights:

01:28 - Liz’s ideal client: My ideal clients are professionals who sell services but they have a really bad problem that I call "a love-hate relationship with sales". They love what they do, but they absolutely hate to sell. 02:18 - The problem she helps solve: I like to teach them how to get out of their heads, and that negative belief around selling, that selling is bad and you have to be pushy, and you have to be aggressive. So old school! 03:32 - The symptoms of the problem: If they're rattling off the mantras of, "I don't want to be sales-y. I don't want to be pushy. I hate being aggressive. I don't want to be one of those people." And on top of that, they keep hearing, "I need to think about it. I have no money. Call me in a few weeks" 04:23 - Clients’ common mistakes before consulting Liz: I talk a lot about the word, "follow up". The F-word, the L-word, love, and then some minimizer words. And I bet to everyone out there if you checked your last 21 emails that you sent out, you probably said "I would love to get together with you. I'd love to connect with you. I'd love to get something on the calendar. I would love to work with you.” 06:17 - Liz’s Valuable Free Action (VFA): So, I would say to truly stop using the language that really doesn't move the sales process forward. So, if you are going to drop an F-bomb, which I highly recommend you stop, instead of saying, "I'm just following up", why don't you say, "Hey, Bob, in our last conversation..." 07:00 - Liz’s Valuable Free Resource (VFR): To get more FREE tips and secrets on how to sell more with less pressure quickly, click here: https://www.lizwendling.com/free-gift/ 07:32 - Q: What advice would you give to a salesperson or a professional who is complaining about and struggling with not getting people to return their calls their emails, or texts? A: I would say turn the table on yourself and ask yourself, "Would I respond to my own email? Do I sound like everyone else in the inbox?"

Tweetable Takeaways from this Episode:

“If you don't change your language, it's going to be hard to change your results.” -Liz WendlingClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you here on the Sunshine Coast in Australia, joined today by Liz Wendling. From Jersey, but now living in?

Liz Wendling 00:22 Denver,

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Find out what is OSI and how can it help you shift your system and growth into something sustainable and predictable Analyze what different marketing strategies can you incorporate into your business to avoid overreliance Understand what are the strategies and habits you need to drop in order to achieve sustainable scalability

Resources/Links:

To get more FREE resources and awesome tips on building a sustainable profit, click here: get.predictableprofits.com/business-assessment

Summary

Do you feel like your profit is just one roller coaster ride– you never know when it’s going to get high or if it’s going to get low?

Are you itching to find out how to generate predictable profits that will assure and guarantee you stable and even better profit all the time?

Charles Gaudet is the CEO of Predictable Profits. International Business Times regards him as the Go-To Business Coach for 7- and 8-figure businesses. Disrupt Magazine ranked him as one of the Top 15 Business Coaches in the World.

Sit back and tune in to find out how Charles has helped thousands of people, and maybe even you soon, achieve sustainable business growth and generate predictable profits through a promising system.

Check out these episode highlights:

01:21 - Charles’ ideal client: Seven and eight-figure CEO founders. 01:28 - The problem he helps solve: We help business owners who are asking themselves one to three questions, "How do I grow my company faster?" Or some months are feasts, some months are famine, "How do we generate more predictability in our revenue?” 02:07 - The symptoms of the problem: Most business owners are able to take their company to a certain level based on hard work, word of mouth, and referrals. They genuinely only have one or two areas that are generating leads and sales. 03:04 - Clients’ common mistakes before consulting Charles: The most common mistake actually is tied in with one of the symptoms, which is there's an overreliance on word of mouth and referrals instead of building a more robust strategy of creating at least one new profit center per quarter. 04:23 - Charles’ Valuable Free Action (VFA): Along the lines of everything that we talked about scalability. When people look at the results that we've been able to bring other companies and they say, "You know, we just took a company from 1 million to 40 million, over 40 million, within five years", and they want to know, "How the heck do you do that? You must have some sort of like, magic strategy and blah, blah." None of that is actually true. 06:10 - Charles’ Valuable Free Resource (VFR): To get more FREE resources and awesome tips on building a sustainable profit, click here: get.predictableprofits.com/business-assessment 06:44 - Q: Why do growing companies fail? A: The thing is, you know, a lot of people will ask the question, "What do I need to grow my company faster?" and they think "Grow at all costs".

Tweetable Takeaways from this Episode:

“You have to build that scalable process of sustainability, predictability, and robustness into an organization if you want to continue growing for years and years and years to come.” -Charles GaudetClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the sunny Sunshine Coast in Australia, joined today by Charles Gaudet. Charles, good day! Welcome from Down Under. Where are you hanging out?

Charles Gaudet 00:24 Portsmouth, New Hampshire.

Tom Poland 00:25 New Hampshire, sounds like a lovely laid-back, sort of, little nook out there on the East Coast. Folks,

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Find out why you don’t need to become the advertising master to get high-quality leads Learn how one-to-one marketing through videos is better than investing tons in ads Discover how to achieve sustainable growth and income in your business without sacrificing your “me” time

Resources/Links:

To get more FREE advice on how to integrate the power of videos into your business, click here: go.mikemoll.co/leads

Summary

Do you feel like you’re constantly revolving inside your business and not having enough time for things outside of it?

Looking for the right marketing strategy isn’t supposed to be hard, time-consuming, and costly. Videos are efficient, and simple, and can help you generate better and high-quality leads.

Mike Moll is a marketing coach who helps marketers charge what they are worth, then, remove themselves from daily operations. He hopes to help other marketers who want to create an amazing business while having time for hobbies, travel, and enjoying life.

Get a truckload of tips and tricks on how Mike generates high-quality leads at a low and time-sufficient cost through the power of videos– even if they’re unedited!

Check out these episode highlights:

01:37 - Mike’s ideal client: My ideal customer is a marketer. 02:23 - The problem he helps solve: I think it's four parts because no one shot can fix an entire business. So often, we go back and start with what is the product? What is the offering? Who are you offering it to? And how are you talking about it? 03:36 - The symptoms of the problem: Typically, they are winning to an extent. So, they've got their business at $10-, $15-, $20,000 a month, but every time they scale up past that, what typically happens is there's an overwhelm of work. 04:42 - Clients’ common mistakes before consulting Mike: The first thing is the price as if they are a solopreneur, which typically they are. They're an individual running this business and they are pricing according to their time and energy. 05:45 - Mike’s Valuable Free Action (VFA): When it comes to leads, the idea that you have to become this advertising master and run Facebook ads, and Google ads is a complete farce. If you're selling a service, if you're a service-based entrepreneur, whether it's marketing or creative or administrative work, the best way to reach out to people is one-on-one, human-to-human to make that sale. 07:26 - Mike’s Valuable Free Resource (VFR): To get more FREE advice on how to integrate the power of videos into your business, click here: go.mikemoll.co/leads 07:55 - Q: Where do people get the most stuck trying to execute this video strategy? A: They feel like the video needs to be perfect. And they rehearse and they sit there recording it over and over again, and they go nuts.

Tweetable Takeaways from this Episode:

“When it comes to leads, the idea that you have to become this advertising master and run Facebook ads and Google ads is a complete farce.” -Mike MollClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from the very sunny Sunshine Coast in Australia, joined today by Mike Moll. Mike, a very warm good day from Down Under. Where are you based?

Mike Moll 00:24 Currently in Kedah Teto. But I've been flipping through Sayulita, Mexico, Portugal, and California for the last few years.

Tom Poland 00:30 Oh, that sounds wonderful. What a lifestyle! Folks, in addition to being a marketing coach and a global, Globetrotter, I should say, Mike helps people like you and me with marketing, charge what you're actually worth. And then once the leads are flying in,

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Learn how to find the influencers through your competitors’ links on YouTube Understand the importance of getting to those influencers with a value proposition that's going to get cut-through Find out how to ace influencer marketing and not have your accounts banned for messaging hundreds of influencers all at once

Resources/Links:

To get more FREE details about influencer marketing, go to https://advancepay.io.

Summary

Have you always known the power working with influencers have on sending your business to a higher level but you just haven’t found the right influencers to work with?

Sending 200 DMs can be so exhausting that it could even lead to fatigue.

Tune in to this episode and skip the rough road as you learn how to make influencer marketing easy.

John Crestani is a lifelong marketer, adventure-preneur, and father living in Malibu, California. He's the #1 influencer in referral marketing on YouTube, with over 500k subscribers, and has earned over $20m selling information products.

In this episode, John explains how you can find and work with influencers who can generate sales for your brand as he shares tips to help you get started.

Check out these episode highlights:

01:55 – John’s ideal client: Our ideal client is a Shopify store owner or an agency or a brand kind of like consultant that helps those Shopify store owners get in touch with the influencers that help them sell more products. 02:18 – The problem he helps solve: We're helping inform brands, just helping them make better decisions about what influencers to hire, what sort of sales projections those influencers will get for their specific company. And we're doing so by showing what brands are working with what influencers and vice versa. 03:06 – The symptom of the problem: Typical symptoms is you're going to have tons of sales calls with different influencer marketing network software, and you're going to experience problems because you sign up for one influencer network and they want you to work with their little network of influencers. 04:04 – Clients’ common problems/mistakes when trying to generate sales from influencers: One of the macro problems here is Facebook ad costs, and ad costs in general are just going sky high. A lot of people are being priced out. Furthermore, you're dealing with these cookie decay issues. Cookies are not as good at tracking things as they used to be, and so you're looking at attribution problems overall. Just figuring out what money is going where and what's effective. 06:01 – John’s Valuable Free Action (VFA): Get some of your competitors’ URLs and literally type those in. Go to YouTube.com and put your competitors’ URL in the search bar. You can see what other influencers your competitors are working with. 07:25 – John’s Valuable Free Resource (VFR): To get more FREE details about influencer marketing, go to https://advancepay.io. 08:05 – Q: What's my favorite bird that comes to my birdfeeder? A: The black-headed parrots.

Tweetable Takeaways from this Episode:

“Find other influencers who have promoted products in your specific category and you'll be far ahead of the pack.” -John CrestaniClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing The Invisible. Beaming out to you from two bird lovers here, the feathered variety, I'm talking about, I'm sure the others as well. But John Crestani, a very warm welcome from Down Under, sir. Where are you based? Tell us where you live in there, because it's pretty special.

John Crestani 00:26 I'm based out here in Malibu, California, so I'm up in the mountains, not on the beach. It's beautiful.

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Discover the powerful profit-making effect of being a misfit and being authentically you in your business Learn why it’s better to focus on being active in one social media platform than many Find out what is the most valuable digital marketing for your business

Resources/Links:

To get more tips on how to create your own personal branding, click here: www.katetoon.com/start-here

Summary

Have you been investing in ads but just can’t seem to make the most out of it?

Are you trying to build your personal brand but end up struggling with what social media channel to use?

Do you want to learn how to make your personal brand less of the mainstream and more authentically you at the cost of less?

Kate Toon is an award-winning misfit entrepreneur who works with small businesses and big brands to transform their online presence through SEO, captivating content, and all the right digital marketing moves.

In this episode, Kate shares her insights on making complex digital marketing into something simple, affordable, and profitable just by being authentically you.

Check out these episode highlights:

02:10 - Kate’s ideal client: Savvy business and e-commerce store owners who see the value in improving their digital marketing and are willing to invest time, money, and hard work. 02:24 - The problem she helps solve: I think I helped make complex digital marketing issues simple. So quick systems, processes, and just easy ways to make things doable when you have a busy business life. 03:33 - The symptoms of the problem: lack of time is the biggest one. Most of us are spending our time just dancing to our clients or our customers. Because we're talking about personal branding today, fear about showing up on social media. 04:39 - Clients’ common mistakes before consulting Kate: Trying to be all things to all people. So having quite a vanilla brand that's inoffensive, but also unmemorable and trying to be on every single channel. 05:16 - Kate’s Valuable Free Action (VFA): It's really understanding who the hell you are, and how you want to present yourself. Try and think of four business values that you'd like to stand by-- maybe you want to be honest, maybe you want to be whatever it is. 06:37 - Kate’s Valuable Free Resource (VFR): To get more tips on how to create your own personal branding, click here: www.katetoon.com/start-here 07:34 - Q: What's the most valuable digital marketing channel for your business? A: And my answer would be SEO, so Google and being found there, followed swiftly by email marketing.

Tweetable Takeaways from this Episode:

“SEO gets people to the door, and email marketing gets them coming back again and again.” -Kate ToonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Hello, everyone. Welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by someone else in Australia, Kate Toon! Good day. Where are you hanging out, Kate?

Kate Toon 00:20 I'm on the Central Coast in New South Wales.

Tom Poland 00:24 Central Coast New South Wales, tucked away from the mad-rushing crowds of Sydney near the beach. And where did you hail from originally? I, as you know, I'm from New Zealand. Where are you from the big UK, somewhere is it?

Kate Toon 00:37 I am. I'm originally born in Manchester, the UK but I grew up down south near Henley. So, my accent changes depending on who I'm talking to. I've been here about 25 years. I've been here now.

Tom Poland 00:49 Oh, yeah. Yep, just about a local. Alright.

Kate Toon 00:52 Not quite.

Tom Poland 00:54 Okay, enough with history. Let's go to the present day.

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Discover how webinars can explode your business in a fast and easy way with less stress and at a lesser price Learn how to automate your webinars for less stress and high-profit turnout in your business Find out how crucial understanding your offer and offer stack is before making the webinar

Resources/Links:

To learn more on how to automate your sales, growth, and profits at a low price, visit https://getwebinarkit.com/

Summary

Do you find it difficult to build webinars for your business?

Are you looking for a way to make webinars less stressful and more fulfilling at a lesser cost?

Do you want to learn how to make your business explode in growth and sales with webinars?

Stefan Ciancio went from struggling to sell courses, coaching, agency services, and software to selling 7 figures worth thanks to the power of webinars. He cofounded WebinarKit with a friend who had the same vision to create an all-in-one tool that lets others transform their businesses through webinars.

In this episode, Stefan shares how you can start selling out your products and services with less stress and less expense through the promising power of webinars.

Check out these episode highlights:

01:45 - Stefan’s ideal client: My ideal client is basically anyone who has something that could be sold, either a product or service, generally high ticket. So, coaches, consultants, agencies, and software founders. 02:26 - The problem he helps solve: I would say that the main problem we solve is providing affordable, powerful software that helps people run webinars in their business. So, you know, a lot of the solutions out there are pretty expensive, not necessarily super intuitive to use. 03:21 - The symptoms of the problem: One of the symptoms I would say is a lot of people might not know, you know, how to scale with webinars if you have to go live all the time. So, it's like, "I don't want to give a live webinar every day or every week. It's a lot of work.” 04:50 - Clients’ common mistakes before consulting Stefan: I think one of the mistakes people make is not sorting their funnel, to begin with. I think that it's very important to have a filtering mechanism so that you speak to qualified leads at the end of the day. 06:16 - Stefan’s Valuable Free Action (VFA): Start with your hero story. I think it's very important- well, actually, not let me track that. Your offer is very important. 07:29 - Stefan’s Valuable Free Resource (VFR): To learn more on how to automate your sales, growth, and profits at a low price, visit https://getwebinarkit.com/ 07:53 - Q: Why are webinars so great? A: The story covered it. Webinars make you a lot more money than without them. Even a bad webinar is better than no webinar.

Tweetable Takeaways from this Episode:

“Webinars make you a lot more money than without them. Even a bad webinar is better than no webinar.” -Stefan CiancioClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and another very warm welcome to Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Stefan Ciancio. Stefan, a very warm good day from Down Under. Where are you hanging out?

Stefan Ciancio 00:23 Yeah, hey! I'm in New York City, so another side of the world here.

Tom Poland 00:27 The Big Apple! I'm really looking forward to this interview, Stefan because we have the same target market. We probably have a very similar range of ideal clients. So, a lot of folks that are going to be listening to this are going to have a vital interest in the subject matter, which is all about, how to explode your business with webinars. Folks, if you haven't heard of Stefan before,

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Understand the importance of doing the bookshelf exercise before deciding on what type of book it is that you’re going to write Find out tips and resources that will help you determine which book is the best for you Find out how to turn your book ideas into best-sellers – the type that serves as door openers for more opportunities in the future

Resources/Links:

Take a one-minute quiz that will tell you which type of book is the best for you. Go to http://www.leaderspress.com/discover

Summary

Are you an entrepreneur who wants to turn your book ideas into legacy pieces and best-sellers? Do you want to grow your business through a lead generation book?

To build authority and credibility, you cannot just do it by yourself. If you really want those extra clients, it makes a lot of sense to hire an expert to get that result for you.

Alinka Rutkowska is the CEO of Leaders Press, who got 172 authors on the USA Today and Wall Street Journal best-seller lists.

In this episode, Alinka shares insights on how you can become a USA Today and Wall Street Journal best-seller author. If you want to achieve this but you don’t know Alinka, then it’s a must that you dive right in and get to know her now.

Check out these episode highlights:

01:19 – Alinka’s ideal client: Our ideal client is somebody who either wants to grow their business and they're looking to have a lead generation book, or somebody who's looking to leave a legacy piece. 01:53 – The problem she helps solve: The problem we solve is we help entrepreneurs turn their book ideas into best-sellers. 02:40 – The symptom of the problem: You would reach a spot in your business or a time in your business where you say, “Okay, we've done so many things. We've done ads. We’ve done this type of ads. We’ve done this type of PR. We don't have anything tangible. When people talk to me, they talk to five, 10 others like me. So how am I going to stand out?” 04:36 – Clients’ common mistakes when they want to write a book or market it: Very often, people just write whatever is on their minds. They want to get it out. They feel like they have a story to share. They don't really think about whether the reader wants to read it. 05:03 – Alinka’s Valuable Free Action (VFA): First thing you should do is do the bookshelf exercise. You go to a bookstore, you find a shelf, and you say, “Okay, my book belongs to this shelf.” And then you’d want to think about your unique selling proposition. How does your book stand out from the other books on that shelf? And once you have the answer to this question, then you want to get started on your outline, and really cleverly come up with potential calls to action. And once you have that, then you write. And if you're going to do it yourself, you’d want to be really disciplined and say, “Okay, I'm going to write this book in a month or two months. And in order to do that, this is the number of words I need to write every day. This is how much time it takes me.” Stick to it. 06:36 – Alinka’s Valuable Free Resource (VFR): Take a one-minute quiz that will tell you which type of book is the best for you. Go to http://www.leaderspress.com/discover. Also, discover the 17 steps to get your book done. Go to https://leaderspress.com/self-publishing-on-amazon-20-pros-and-cons/ and get your copy of the “Outsource Your Book”. 07:40 – Q: Is the world not already full with enough books? A: No. The world needs your perspective. Some people will only be able to resonate with yours.

Tweetable Takeaways from this Episode:

“The world needs your perspective. Some people will only be able to resonate with yours.” -Alinka RutkowskaClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings,

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Find out how to avoid becoming the “forgotten entrepreneur” in the long run Learn how to make more time for yourself through building a team-managed business Understand why the same strategies and practices you did at the beginning is not going to work now

Resources/Links:

To get more FREE advice and some promising tips and tricks to scale up your business, click here: scalemasterclass.com

Summary

Do you always end up spending more time with your business and lesser time doing what you love doing?

Have you felt like you’ve lost yourself in the process of handling and building your business?

Are you ready to find out the promising tips and tricks on how to scale up your business and be everyone’s go-to entrepreneur?

Allison Maslan is the Wall Street Journal Best-Selling Author of “Scale or Fail”. She has built 10 companies since age 19 and she is the founder of Pinnacle Global Network, where she and her team of mentors guide CEOs to scale their companies and create a more meaningful life.

Dive in into this episode with Allison and get a grip on how to avoid being the “forgotten entrepreneur” and grow your business beyond you and into so much more!

Check out these episode highlights:

01:20 - Allison’s ideal client: There's a lot of support out there for the start-up business owner. But once you've been in business for a good period of time, I say you're the "Forgotten Entrepreneur". 01:59 - The problem he helps solve: What happens when you get that, you hit the ceiling, and you think that just working harder and focusing more is the answer, and maybe you'll get incremental growth. But to really take the big leaps, you have to shift into a more scalable model. 02:52 - The symptoms of the problem: At that level, and we call this "phase three" in the Scale-Up method, we call it the "ringleader". You're the ringleader. You have a circus going on. And you are micromanaging everyone. 03:47 - Clients’ common mistakes before consulting Allison: they really are control freaks at this point-- very, very hard to let go. It's just the hardest thing. 04:41 - Allison’s Valuable Free Action (VFA): The first thing I would do is pull out your calendar and really look at it and ask yourself, "Do I really need to be in all of these meetings or places and doing all these tasks?" 05:42 - Allison’s Valuable Free Resource (VFR): To get more FREE advice and some promising tips and tricks to scale up your business, click here: scalemasterclass.com 06:22 - Q: How do you actually have a meaningful life and create a life of purpose while you're growing and scaling your business? A: The answer is that you have probably forgotten these things. You might have had it at the beginning of your business, but you lost yourself in the business.

Tweetable Takeaways from this Episode:

“Get the support so that you can scale the business and have a life. You absolutely deserve it!” -Allison MaslanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Allison Maslan. Allison, good day from down under. A very warm welcome! Where are you hanging out?

Allison Maslan 00:22 I am in San Diego and the sun is shining, as you can see, coming through the windows here.

Tom Poland 00:28 Love San Diego! I love that whole coastline there. It's just magical, driving down there. Allison from San Diego is also a Wall Street Journal Best-Selling Author of the book, "Scale or Fail." She has built 10 companies since the age of 19. I'm not going to say something corny, like "Was that all 10 years ago? Oops, too late!

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Learn how to resonate with your audience to make long-lasting impact that will turn them from prospects to long-term clients Find out what channels you should focus more on instead of playing the game against the big competitors Understand why creativity plays an important role in your place against competitors in the market

Resources/Links:

To get more FREE money-making marketing advice, click here: Scrappyafsolutions.com/resources

Summary

Have you been trying to compete for your place in the market but end up being pushed down by those big companies?

What should you really work out on– is it increasing your ads, trying out new strategies or, something just as simple as, igniting your creativity?

Are you ready to learn how you capture more market shares without the stress, struggle and worry?

Colton Briner has spent his entire career where the rubber meets the road between product development and branding on the one side and marketing and sales on the other side. This experience has enabled him to combine strong strategies with creative execution to help companies grow fast while spending less.

In this episode, Colton talks about the hidden gems when competing with the top companies in your market– from analyzing these companies at a micro perspective to what should you be focusing instead to outshine them and resonate with your clients.

Check out these episode highlights:

02:30 - Colton’s ideal client: I work generally with early-to-mid stage B2B companies in complex enterprise selling contexts, right, that typically have high ticket items. Their solutions, cost, or average contract value is five figures and above. 03:10 - The problem he helps solve: Small players struggle to capture market share from the deep-pocketed industry incumbents, right? Those guys have big budgets because those companies have a lot of revenues. 04:02 - The symptoms of the problem: Well, you're certainly getting like the "Who are you? Who are you guys? We've never heard of you." You don't find that people are immediately resonating. They're not connecting with you on an emotional basis. 04:56 - Clients’ common mistakes before consulting Colton: Well, number one, and first and foremost, right, they are playing the same game as the big competitors are. They have let the big competitors basically set the rules. They're not creating their own path, right? 06:47 - Colton’s Valuable Free Action (VFA): Well, I think you actually set it in summary for the last answer, which is created is going to win, right? No B2B sector on the planet is 1/10 as creatively competitive as any B2C sector that exists on the planet, right? 08:02 - Colton’s Valuable Free Resource (VFR): To get more FREE money-making marketing advice, click here: Scrappyafsolutions.com/resources 08:36 - Q: What does it look like to look different and be creative? A: Like if you're going to, for example, a conference and everybody else is in business suits? Well dress your team up as the Game of Thrones characters, right?

Tweetable Takeaways from this Episode:

“A thimble of creativity is basically all it takes to just blow away the competition in a B2B market.” -Colton BrinerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Colton Briner. Colton, good day from Down Under. Sir, a very warm welcome. Where are you hanging out?

Colton Briner 00:21 Oh, good day to you as well. I'm in Northern California, wine country.

Tom Poland 00:26 Oh, a little birdie told me you're off to wine country in the south of Australia, and Adelaide,

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Find out why your marketing team is the most crucial investment you’ll ever be making in your business Learn how to make your marketing message succinct, attractive, and a money maker Discover what are the key components you need to focus on and commit to in order to market successfully and gain clients consistently

Resources/Links:

To find out how to get fully booked using just the power of email, click here: 9emailoffers.com

Summary

Have you been trying all the marketing tactics out there but still end up with little-to-no progress at all?

Do you think you should continue these marketing strategies, like ads, or should you just stop it?

So, how do you magnetize clients and increase your sales without the stress and with only as simple as your email?

Luke Charlton helps coaches get high-paying clients by sending one email per day. No complex funnels. No confusing tech.

In this episode, Luke shares how to send an email every day without all the complex guru, as well as, some additional tips and tricks that you can craft a very profitable and powerful offer.

Check out these episode highlights:

01:11 - Luke’s ideal client: Coaches earning under six fingers are who I work with. 01:19 - The problem he helps solve: It's helping them get clients basically. Helping my clients specifically send an email every day without any complex kind of convoluted guru funnels. 01:41 - The symptoms of the problem: They've spent a lot of time doing organic strategies like Facebook, going in Facebook groups, begging for referrals, going in LinkedIn groups, writing a lot of blogs, and a lot of content type-driven strategies that don't really pay off. 03:15 - Clients’ common mistakes before consulting Luke: They tried to go broad with their market. they think that having a broader marketing message, it'll attract more clients. But the broad marketing message just makes your message really muddy and undefined. 05:23 - Luke’s Valuable Free Action (VFA): Everything starts with your market, right? If you want a campaign that responds in terms of people opting in to your list or jumping on your emails, it all starts with your market. They're the people that are paying you. 06:24 - Luke’s Valuable Free Resource (VFR): To find out how to get fully booked using just the power of email, click here: 9emailoffers.com 07:06 - Q: Do you have an example of how your advice helped clients? A: I don't think we have time for that in 30 seconds. But you know, people opt into that free gift. I get a lot of examples in my email.

Tweetable Takeaways from this Episode:

“If you want a campaign that responds in terms of people opting in to your list or jumping on your emails, it all starts with your market.” -Luke CharltonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Luke Charlton. Luke, good day from one Aussie to another! Welcome, sir. Where are you hanging out?

Luke Charlton 00:23 Where I'm in Mullumbimby. So, a little bit south of you, northern New South Wales, close to the Queensland border.

Tom Poland 00:29 And in a fabulous little town. Mullumbimby, don't try to spell it! But if you're down into Byron Bay's neck of the woods, make sure you check it out. Some of the best cafes and eateries in the entire region. After the gastronomical theme on to the marketing theme. Luke helps coaches get high-paying clients sending one email per day. No complicated funnels. No confusing tech. No, having to set up registration pages, landing pages, free offers, etc. This brings us nicely to the title, which is,

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Learn why reconnecting back with your “why” and reflecting on your purpose will help you grow your brand better Understand why doing and performing too much can become a roadblock to you and your brand’s growth Find out more about how to magnetize clients and make your audience want you through the art of storytelling

Resources/Links:

To get more FREE advice and resource on how to shine in the crowd and make your audience want you, click here: www.celinnedacosta.com/freemasterclass

Summary

Do you feel like it’s time to grow your brand but just end up struggling with how to do it?

What do you think are you doing wrong– is it the ads, your branding, or your message?

So, how do you grow your brand without the expense and with only the power of your story?

Celinne Da Costa is a Brand Story expert and Deep Transformation coach who works with high-achieving, purpose-driven experts and executives to help them become confident, fully expressed leaders with transformational stories, an influential brand, and a tribe of raving fans.

In this episode, Celinne shares how you can grow your brand by reconnecting back with your true purpose, and aligning who you are with what you can contribute to the world through the power of storytelling.

Check out these episode highlights:

01:41 - Celinne’s ideal client: So, my ideal client is a visionary, a leader, and somebody who's really passionate about making a big change in people's lives. And they want to put themselves out there and essentially create a program or service that will really elevate the quality of others' life.” 02:12 - The problem she helps solve: I help them reconnect back to their true purpose and actually share a message of change, transformation, and growth from an aligned place. 03:06 - The symptoms of the problem: Well, the first is impostor syndrome no matter what level they're at. I've worked with people in the 6, 7, 8, 9, and 10-figure categories. And I can tell you that consistently, no matter how successful they are, how much money they've made, how many people they've helped, there is this deeply rooted dissatisfaction of "I'm not enough.” 04:23 - Clients’ common mistakes before consulting Celinne: The biggest one is too much doing and not enough being and most people who are in that high achieving, high performing space just by through sheer past conditioning, and the way that society has programmed us, we have not learned how it is to actually become the version of ourselves that we want to do. 05:52 - Celinne’s Valuable Free Action (VFA): I'm going to give you a journaling prompt, which is to really sit down in a meditative space and ask yourself, "What is the message that I want to share with the world? And what specifically is keeping me from sharing it?” 06:55 - Celinne’s Valuable Free Resource (VFR): To find out and practice the art of storytelling to magnetize your clients for FREE, click here: www.celinnedacosta.com/freemasterclass 07:40 - Q: What kind of results can you really get when you unleash the power of your story? A: And when clients did the work that we've talked about in the past six minutes, what they've been able to create is- I had a client, for example, who went from not being able to do an Instagram story on his phone to speak on a Tony Robbins stage in front of 10,000 people.

Tweetable Takeaways from this Episode:

“When you watch other people step into their power, what happens, you are inspired to step into your power as well.” -Celine Da CostaClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast her...

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Learn how you can craft the perfect pitch that will make people want you and what you have to offer Find out why having a proof of concept is crucial before investing in different advertisements Discover the importance of understanding your services’ worth to ensure that you get the most out of your marketing and that your audience gets the most out of you

Resources/Links:

To find out how to craft the marketing that will cut through and get your ideal clients to want to know more about you and what you do, click here: Toptalentjv.com and Davidtfagan.com

Summary

Do you know that you have great service to give but just end up feeling like you’re the world’s best-kept secret?

Have you been trying to pitch yourself to prospects but end up not being wanted?

Are you ready to find out how you can gain more exposure and credibility and become one of the most influential in your field?

David T. Fagan is the former CEO of Guerrilla Marketing, which sold over 23 million books in 62 languages. He is also the former owner of LCO Communications, a PR firm that has represented 58 Academy Award Winners, 34 Grammy Winners, and 43 New York Times Best Sellers.

In this episode, David talks about how you can attract your ideal clients through the right words, the best strategy, and the perfect pitch! He also shares why you need to have proof of concept first before investing in different marketing strategies such as ads.

Check out these episode highlights:

01:36 - David’s ideal client: People in the advice business, you know. People that make money off the advice they give. You know, speakers, authors, coaches, trainers, but also real estate agents and attorneys and plastic surgeons and dentists. 02:07 - The problem he helps solve: There are a lot of people out there that are really the world's best-kept secret. And so, the challenge is for them to become more influential, to become more credible, and to get more exposure. 02:47 - The symptom of the problem: These are the people that are realizing that they're not standing out, you know. They're not attention-getting. They're not creating what we call "want". 03:49 - Clients’ common mistakes before consulting David: They'll spend a lot of money on advertising, maybe Facebook ads, maybe SEO without really having their business model created, without really having proof of concept. 05:05 - David’s Valuable Free Action (VFA): Every week, every Wednesday, we do what we call a top talent JV mastermind. And for the first 30 to 60 minutes, I help people learn how to talk about themselves. How do you talk about yourself? 05:50 - David’s Valuable Free Resource (VFR): To learn how to craft the marketing that will cut through and get you clients: Toptalentjv.com and Davidtfagan.com 07:02 - Q: What's the big difference maker behind us and everybody else that kind of acts like us? A: we're really in the talent management business. You know, we manage talent. You know, we represent talent. We manage talent.

Tweetable Takeaways from this Episode:

“We want you to be the pursuee, not the pursuer.” -David FaganClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the Sunshine Coast here in Australia, joined today by David Fagan. David, a very warm good day from Down Under. Whereabouts are you hanging out?

David Fagan 00:24 I'm in that Arizona, United States!

Tom Poland 00:27 Arizona! I bet you got sunshine right now.

David Fagan 00:30 It was actually raining today, but we do have sun now.

Tom Poland 00:33 OMG, it was raining in Arizona! All right.

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Discover how you can gain back control of your business and avoid underselling yourself Find out what are the marketing strategies that fit your business and guarantee high sales without the stress Understand the importance of strategizing your proposal to turn prospects into high-paying clients

Resources/Links:

To learn more about how you can build the business you’ve always wanted without the marketing stress, click here: https://www.marketing-mentor.com/

Summary

Do you feel like you’re underselling yourself; are you always being ghosted by your prospects?

Have you been struggling with looking for the right money-making marketing strategy?

How can you make an effective proposal that will turn your prospects into clients?

Ilise Benun is a business coach for creative professionals, a national speaker, the author of 7 books, and the founder of Marketing-Mentor.com.

In this episode, Ilise talks about how you can form better relationships with your prospects and turn them into high-paying clients through the proposal Oreo strategy.

Check out these episode highlights:

01:34 - Ilise’s ideal client: “My ideal client is creative professionals. So, designers of all types, copywriters, who want, I like to say, better clients with bigger budgets or bigger clients with better budgets.” 01:58 - The problem she solves: “So for the most part, my clients are not marketing themselves because they don't like marketing. And they just think word-of-mouth is the best marketing tool and they end up just taking whatever comes along.” 02:39 - The symptom of the problem: “They're taking whatever comes along, and probably not being paid what they think they're worth for their work. Often their clients or their prospects are ghosting them and not responding to their outreach or to their follow-up.” 03:38 - Clients’ common mistakes before consulting Ilise: “Often, the thing is that there are too many marketing tools to be using and too many ways to find prospects. And so often people are just doing a little bit of everything, and that's not what works.” 04:41 - Ilise’s Valuable Free Action (VFA): “Well, this is where I want to describe the proposal Oreo strategy because it's something anyone can do. And it's like a sandwich cookie. So instead of when a prospect says just send me a proposal and then you spend a lot of time, invest a lot of time on a proposal and you don't know if it's a good thing to do.” 06:56 - Ilise’s Valuable Free Resource (VFR): To get marketing-mentor.com 07:19 - Q: What are the marketing tools that work? A: And they are strategic networking, targeted outreach, and content marketing, all focused on a particular niche or vertical market so that they see you over time.

Tweetable Takeaways from this Episode:

“You have to focus. You have to figure out where are your ideal clients.” -Ilise BenunClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the little sunshine coast in Queensland, Australia, joined today by Ilise Benin. Ilise, good day from down under. A very warm welcome. Where are you based?

Ilise Benun 00:24 Thank you so much, Tom. I'm happy to be here! And I am based in Savannah, Georgia in the US on the Southern Eastern coast.

Tom Poland 00:32 How's the weather right now?

Ilise Benun 00:34 It's lovely! Nice and warm for February, much warmer than usual but just how I like it.

Tom Poland 00:40 Just slipping into spring. Sounds nice! For those of you who don't know Ilise, she's a business coach for creative professionals. She is also a national speaker. She's the author of,

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Find out how you get paid well for the work you love and enjoy, giving you plenty of time and have fun as well Learn how to enjoy what you do without working hard as much Hear about making your pricing reflect the skills and talents you have

Resources/Links:

Get your FREE document called: Copy that Closes. Click here: http://amyposner.com/tompoland/

Summary

Do you feel you're overworked but underpaid?

Are you feeling stressed and overwhelmed with your skills not matching what you're getting paid for?

Is the dissatisfaction getting deeper and you’re closer to burnout?

For three decades, Amy Posner has been an entrepreneur; she is a seasoned copywriter and sought-after business coach.

In this episode, Amy shares how you can have the work you want without working too hard, get paid well, and have time for other fulfilling things. That means eliminating eventual burnout and pricing mismatch with your talents and skills.

Check out these episode highlights:

01:17 - Amy's ideal client: our clients are successful entrepreneurs in the digital creative space. So, that could be copywriters, web developers, designers, coaches, course creators, anyone who works on a project or even on a retainer basis. 01:44 - The problem Amy helps solve: I usually have people come to me when there's an inflection point in their business. It could be that from a business model, they may be growing their team, or perhaps they've outgrown the marketplace. And often, people want to grow and scale. And they don't know how, especially if they're really small businesses, because they don't feel like they have the financial acumen resources. So, I have people who have specific needs from their business at the moment. 03:16 - There's some friction, you know, could be the friction of feeling stressed, overwhelmed, overworked, or possibly underpaid. And that's like the road to burnout. 04:25 - Mistakes people make before they reach out to Amy: I think the big mistake is either thinking you can, or you should solve this yourself. Right? You know, theoretically, but without perspective, it can take too long, or what you uncover can be inaccurate. And so, you can make a plan based on information that's maybe not tuned into your marketplace. 05:31 - Amy's Valuable Free Action (VFA): I think a really valuable exercise is to ask people that you respect, colleagues, could be mentors, could be clients, even. You know, what they see that you bring to the table, and let somebody else point out your strengths to you to get a perspective on yourself. And I think the other thing that's really true is we don't ask for help enough. 06:22 - Amy's Valuable Free Resource (VFR): Get your FREE document called: Copy that Closes. Click here: http://amyposner.com/tompoland/ 07:01 - Q: What are my other skills besides my business coaching? A: Cocktails!

Tweetable Takeaways from this Episode:

“When you're in the sweet spot, you're enjoying what you're doing; you're not feeling like you're working too much for too little.” -Amy PosnerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from the sunny Sunshine Coast of Australia, joined today by Amy Posner. Amy, get a very warm welcome from Down Under. Where are you hanging out?

Amy Posner 0:24 I'm hanging out in the states in the Pacific Northwest upper left corner.

Tom Poland 0:28 With springs in the air and the orchids are blooming as evidenced by the puppy 100. For those of you who don't know, Amy, her rock and roll thing is she's been an entrepreneur for three decades.

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Learn how to have that confidence in a sales conversation and move the process forward, and closing it Find out how to get rid of internal dialogue to help you establish a foundational rapport, so you do business with them and not to them. Discover the five-step selling process that creates curiosity so you resonate well with your ideal clients

Resources/Links:

Download your FREE eBook 'Closing the Sale'. Click here: https://yoursalesmaven.com/invisible

Summary

Do you not have the confidence to show up and fumble words in your sales conversation?

Do you have that negative internal dialogue that prevents you from creating genuine rapport with a prospective client?

Have you thought of leading the sales conversation with curiosity, so you take everything further and earn somebody's business to work with them?

CEO of Sales Maven, Nikki Rausch, has the unique ability to transform the misunderstood process of selling.

With 25+ years of selling experience, entrepreneurs and small business owners now hire Nikki to show them how to sell successfully and authentically.

Nikki has written 3 books, all available on Amazon. And she has a podcast called Sales Maven, which you can find on your favorite podcast platform.

In this episode, Nikki shares how to sell and close sales authentically and approach it by leading with curiosity, treating clients with kindness and not with manipulation and trickery.

Check out these episode highlights:

01:39 - Nikki's ideal client: My ideal client, traditionally, is a woman business owner making between five and seven figures in their business, and they still don't feel totally comfortable with the sales conversation. They struggle with what to say and how to say it. 01:57 - The problem she helps solve for her clients: A lot of times, it's around confidence. They're not sure, like, what's okay to say? How do you say it in a way that lands really softly that lets the other person at ease and moves the process forward? 02:52 - Symptoms of her client's problem: I think a lot of it has to do with that judgment piece, like, 'Oh, this person's judging me.' What if they think, ‘Oh, I'm too aggressive?’ Or, ‘what if they think I'm just going to be a pushover?' 'What if they want to take advantage of me?' So, a lot of it has to do with judgment; people are so worried, like, 'What are they going to think about me?' 'Am I going to ruin the relationship?' 04:22 - Mistakes her clients make before they see her: I think some of the mistakes they make is that selling has to be aggressive. And we've all been on the receiving end of somebody who's been really pushy and aggressive. And because that's so uncomfortable, they shy away from it. They don't do any business development. They have all these people around them that they think, 'Gosh, I could really help this person, but I don't even know how to broach the conversation.' 'I don't even know how to open it.' 05:35 - Nikki's one Valuable Free Action (VFA): I talked about curiosity; a lot of it has to do with the way you answer questions. Here's a really simple example. If somebody says to you, 'Hey, have you been?' And you go, I've been fine. Well, that doesn't create any curiosity. But if you can say something that opens the door for them to want to know more, instead of like, 'Oh, I've been fine.' What if you said, 'Oh my gosh, you've been great. The podcast is growing every single week. It's been really exciting.' That allows the other person to go, 'Oh, you have a podcast?' 'What's it about?' Now, I get to talk about my podcast. 06:45 - Nikki's Valuable Free Resource (VFR): Download your FREE eBook called Closing the Sale. Click here: https://yoursalesmaven.com/invisible 07:03 - Q: Why you should never be afraid to say to somebody: What would it take to earn your business?

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Find out how you can optimize the delivery aspect of your online professional service Uncover a very secure way and modern experience of interacting with your clients Hear about this platform where all the tools needed to deliver excellent results for your clients are found in one portal

Resources/Links:

All the tools you need to organize, deliver and expand your services in one place. Check this out: https://www.profi.io

Summary

Are you a professional service provider who wants to optimize your online service delivery?

Have you thought of having one portal where all your systems and processes are seamlessly laid out for you and your clients?

Do you want to look and feel professional in how your services are delivered to your clients?

Alina Trigubenko is the founder and CEO of Profi.io, an all-in-one platform for professional service providers.

In this episode, Alina shares how you can optimize everything in your service business and combine all of the tools needed to run the service for you and your client, all in one go.

Check out these episode highlights:

01:06 - Alina's ideal clients: We service different kinds of verticals; we service executive coaches and other types of coaches. W service consultants, trainers, and health and wellness service providers, such as therapists, you know, health and wellness coaches, and along those lines. And we are servicing different types of business development stages. Solopreneurs, teams of profis, as well as corporate accounts and networks. 02:35 - The problem Alina helps solve: There are two sides of the market: you, as a provider profi, need to make sure that your service delivery is optimized and you're providing an outstanding service. You need to make sure that your data is sourced correctly, you're not missing anything, you're not confusing your client, and you're providing a very secure and modern experience of interacting with your service to your clients. 03:15 - Symptoms of the problem Alina's clients are facing: If you're looking to scale your business, let's say you're servicing more than three people and you are experiencing, let's say, slowdowns or clients are getting confused, or clients are missing their appointments sessions, they're losing the data. And overall, if you're charging, and you are looking to look and feel professional, that's when you need our system because we optimize everything and combine all of the tools needed to run the service for you and your client. 04:09 - Mistakes clients make when solving their problem: What we see a lot on the market is, profis, they don't actually realize how much time and money they spend on their existing not integrated tech tank, as well as the cost of lost conversions, confused clients, not properly activated clients. 05:28 - Alina's Valuable Free Action (VFA): I would look into what software companies are doing, let's say subscription economy. It's a great example. This is where the professional services industry is going. We see a lot of our clients creating subscription-based access to different kinds of service offerings, and it's a great win-win for both markets, for both parties. 06:29 - Alina's Valuable Free Resource: All the tools you need to organize, deliver and expand your services in one place. Check this out: https://www.profi.io

Tweetable Takeaways from this Episode:

“Profis don't actually realize how much time and money they spend on their existing not integrated tech tank, as well as the cost of lost conversions, confused clients, and not properly activated clients.” -Alina TrigubenkoClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing th...

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Find out how to crush that voice in your head that is stopping you from becoming the great person you want to become and realizing those goals for yourself Discover one crucial action step you must be looking into to get out of wherever you're stuck in Learn how to gain confidence and keep moving to reach your goals faster

Resources/Links:

Get your FREE book, Get Rid of Your Head Trash About Money: How to Avoid the Three Big Money Mistakes Even Smart People Make? Get it here https://SendMeaBookNoah.com

Summary

You know you can do more, but what's keeping you stuck and plateaued?

Have you been making yourself right by making excuses for not doing what you're capable of getting done?

Do you have coaches, but nothing's happening, and you feel as stuck as ever?

Dr. Noah St. John is known as The Father of AFFORMATIONS and The Mental Health Coach to The Stars. Working with Hollywood celebrities, 8-figure company CEOs, professional athletes, top executives, and entrepreneurs, Noah's coaching clients have added more than $2.7 Billion in sales since 1997 by following his methods.

In this episode, Noah shares how hard it is even for smart people to get unstuck and get to their goals faster. Even with them having coaches, it seems like nothing is making traction, and here he is highlighting what must be one doe to get away from all that's getting in the way of not moving forward and making things happen.

Check out these episode highlights:

01:46 - Noah's ideal clients: My clients are the 1% of the 1%. Remember what Steve Jobs said, the rebels, the crazy ones, the misfits, the square pegs and round holes. That's who I love to work with. My clients are the people who are doing well. In fact, other people look up to them and think they're doing amazing and want to be them. But they know that there's so much more that they could do. 02:26 - The problem he helps solve: The main one is what I call taking out your head trash about money. 03:41 - Symptoms of his clients' problem: Let me give you a great example from one of my clients. I spoke at an event in Los Angeles, and this person came up to me, and he said, 'Noah, you're the coach I've been looking for. I heard you speak about head trash and afformations. And you're the mental health coach to the stars.' Everything he just said, he hired me on the spot. But what was so funny is, he was making 4 million, you know, in his business. His business was at 4 million in revenues. And yet he felt stuck. And it was crazy. Because you know, of course, everybody loves to be making that much. But he knew he was capable of a lot more. 05:00 - Mistakes his clients make before working with Noah: A big part of that is -- marketing gurus. Let's just say there are so many marketing gurus out there, and you know, they're just selling a bunch of nothing. Using my client, Adam, as an example. That's what he had tried. And they just were all saying the same thing. But they weren't getting inside; what I call the inner game. 06:16 - Noah's Valuable Free Action: What you need to do right now, for everyone listening, is to write down your number one goal for the next 12 months. The second part is the key; then, I want you to list what it will cost you to get that thing. And that's one clue of why you might hold yourself back. 07:21 - Noah's Valuable Free Resource: Get your FREE book, Get Rid of Your Head Trash About Money: How to Avoid the Three Big Money Mistakes Even Smart People Make? Get it here https://SendMeaBookNoah.com 07:55 - Q: Why did you write all those books? A: Because I wanted them because I read every book out there in self-help and nobody was actually talking about the problem. They weren't fixing the problem. And so, I had to write all of these books because I wanted them and what's nice is, other people like them too.

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Find out how to strategize and measure the content you put out for marketing and messaging Learn how to turn your content into a pragmatic, strategic, and focused business function Discover how you can develop a marketing strategy around your content to lessen overwhelm over producing more of them

Resources/Links:

To get more FREE content advice and resources, click here: http://www.contentadvisory.net/

Summary

Do you need more content; what do you need more content for?

What about adding more content writers to your team; is that even necessary?

How do you create a strategic approach to your content without writing more?

Robert Rose is a sought-after consultant, best-selling author, and keynote speaker. And he is one of the world's most recognized experts in digital content strategy and marketing.

In this episode, Robert shares how to make a vague content idea into a clear content strategy that aligns with your business goals and what it stands for.

Check out these episode highlights:

01:35 - Robert's ideal client: Our ideal client is truly a marketing leader, and typically a marketing team leader who's trying to figure out how to operationalize, and that's a very fancy word for basically saying how to strategize, manage, scale, or measure the content that they're creating for marketing and communications. 02:12 - The problem he helps solve: The primary problem we solve for businesses is that they're trying to evolve their content strategy from this amorphous idea. We're transforming this idea from this amorphous business idea into a pragmatic, strategic, and focused business function. 04:31 - The symptom of the problem: It is simply just a feeling of disorganization. 05:57 - Clients' common mistakes before consulting Robert: The biggest one is that they think an internal content studio or an internal content team that serves as an internal agency will solve the problem. 06:31 - Robert's Valuable Free Action (VFA): Visit us and look at some of the resources we might have. 06:36 - Robert's Valuable Free Resource (VFR): To get more FREE content advice and resources, click here: http://www.contentadvisory.net/ 07:17 - Q: When am I getting back to Aus? A: I am trying to get back this year. It is one of my favorite places on the entire planet. I have been all over your beautiful country.

Tweetable Takeaways from this Episode:

“The need for content will exponentially increase given the resources allocated to it.” -Robert RoseClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from the Sunshine Coast in Australia, joined today by Robert Rose. Robert, good day, Sir. A very warm welcome from Down Under. Where are you hanging out?

Robert Rose 00:22 Absolutely. And good day. I'm here in Los Angeles, and my home in Los Angeles, which is where I seem to spend most of my time these days in a 16 by nine little window.

Tom Poland 00:30 Rob and I were just referencing back to the last sort of classic quote we knew from Australia to L.A.: ' That's not a knife. This is a knife, Crocodile Dundee.' So, from Hollywood to the little wave of Downs in Queensland, Australia, welcome everyone. Robert is a consultant. He's a best-selling author. He's an in-demand keynote speaker, outside of COVID. He's also, interestingly, I'm fascinated by this fellow, actually, one of the world's most recognized experts in digital content, strategy, and marketing. And we all know the power, particularly when you're marketing professional services, the power of establishing the relationship prior to the proposal.

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Discover the one brilliant way of increasing 20% of your revenue by just having two sentences copy to write Find out marketing tactics and strategies that can have a considerable impact on your revenue Learn how you can create more traffic to drive sales and increase your revenue

Resources/Links:

How much more money could you be making? Get your FREE funnel revenue analysis now https://datadrivenmarketing.co/calculator/

Summary

Are you a course creator or influencer who has already created content for years and built an audience but couldn't sell a course?

Do you feel like you can be earning more but don't know how?

Are you ready to find out tactics and strategies that can double your revenue?

John Ainsworth is the founder and CEO at Data Driven Marketing. They help creators and influencers double their revenue in 3 months through marketing funnels.

In this episode, John shares how there are course creators and influencers who have already proven their worth by creating content with a market base that they have not converted yet. He suggests specific ways of increasing their revenue in no time.

Check out these episode highlights:

01:47 - John's ideal client: We work with online course creators who have already built an audience, people who've been putting content out for years, educating people, and building up that trust but haven't converted that into making a ton of sales yet. 02:11 - The problem he helps solve: A lot of course creators who are in this position, these guys who are creators and influencers make a lot of content, share it, and build up an audience. They don't realize how much money is available to them because of what they've done. 03:04 - Symptoms of the problem: What people are feeling is, they're frustrated that they should be making more money, like, 'I know that this is worth more money.' 'I know that I should be getting more out of this, but I just don't know quite how,' and they've heard of funnels, and they've heard of all of this, you know, different marketing tactics, what have you. And they're like, 'Yeah, but I don't know, I don't know how to do that.' 04:28 - Mistakes people commit before they get John: One of the biggest things there is that people might try some tactics that they've heard about from marketing people, and they don't know which ones specifically work for online courses. They try something, get mediocre results, and go, 'You know what, I'm going to get back to what I was doing before.' 05:13 - John's Valuable Free Action (VFA): In about a day to two days of work, you can increase revenue by about 20% for most people, and it's something called order bumps. And what you do is, an order bump is on your checkout page, you have a tick box and have another offer available somewhere between a third of the price of the original thing and the same price as the original thing that you're selling. You have about two sentences to write very, very short, and about 40 to 60% of people will buy. We've had people increase their revenue by $130,000 a year from doing this. 06:11 - John's Valuable Free Resource (VFA): How much more money could you be making? Find out here: http://www.datadrivenmarketing.co/calculator 07:00 - Q: How else can people solve that issue [increasing revenue]? A: There are three ways people can solve it; we covered one to increase the revenue you get per sale. And so, order bump is one way of doing that. Other ways are upselling, improving your offer, and how you can raise your prices, but that's like order bumps is an easy one there. The second main thing is increasing the percentage of your email list to buy each month.

Tweetable Takeaways from this Episode:

“In about a day to two days work, you can increase revenue by about 20% for most people,

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Discover how to build relationships that create opportunities through a process called OPP Find out how to package your expertise, so you are strategically positioned in the marketplace Learn how to master your marketing, leverage media, and monetize your business

Resources/Links:

Would you like to discover a breakthrough in your business? Click on the link for your Marketing, Media & Money Biz Quiz https://www.m3bizquiz.com

Summary

Do you experience low conversion rates from your discovery calls and enrollment conversations?

Have you checked if your message is confusing and doesn't speak to your target audience?

How do you create a lifestyle built around a business that supports that?

Patty Farmer is a Marketing & Media Strategist, Speaker, Podcast Host, Magazine Publisher & Event Producer. She helps entrepreneurs leverage the media and create marketing strategies that are profitable and not painful.

In this episode, Patty shares how you don't always need to go out and find your target people; instead, you only have to find partners that serve the exact audience you do. And that she recommends building relationships that pave the way for opportunities that foster that process.

Check out these episode highlights:

01:07 - Patty's ideal client: My ideal clients are established service-based entrepreneurs that are women, 40 plus, who are struggling to identify, attract, and convert their ideal buyers. 01:39 - The problem she helps solve for her clients: The problem I solve is helping them to package their expertise. And then position them in the marketplace strategically to master their marketing, leverage the media, and monetize their business. 01:50 - Symptoms of the problems her client faces: a lot of those things are the same things, which is a really low conversion rate, whether that's from a discovery call and enrollment conversation. Social offers, those types of things, right? So, they have a confusing message. 02:55 - Common mistakes clients make before consulting Patty: The biggest one is that they confuse networking with marketing and sales. Marketing and sales are separate all in themselves. But people get confused when they're trying to throw networking in the mix. 03:43 - Patty's Valuable Free Action (VFA): The number one way is what I like to call OPP. Everybody talks about opportunity; OPP is other people's people. And the best way to do that is to promote other people to promote yourself. So, it's finding opportunities where you both have the same audience. And you can put each other in front of that audience. 05:03 - Patty's Valuable Free Resource (VFR): Would you like to discover a breakthrough in your business? Click on the link for your Marketing, Media & Money Biz Quiz https://www.m3bizquiz.com 06:10 - Q: What's the number one takeaway I want your audience to get? A: I believe that the secret to success is designing the lifestyle you want to live and then building a business that supports that lifestyle, not the other way around.

Tweetable Takeaways from this Episode:

“You need to find partners where you all serve the same audience, and then get in front of each other's audience.” -Patty FarmerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the sunny Sunshine Coast of Queensland, Australia. Joined today by Patty Farmer. Patty, get a warm welcome Down Under. Where are you hanging out?

Patty Farmer 0:22 Dallas, Texas.

Tom Poland 0:23 Dallas, Texas. That's one of the most modern airports. I remember going around there, hopping onto the shuttle, and there was no driver.

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Find out how to let your team manage you and not the other way around Learn how to manage your energy and know where to put your work that requires the most attention Hear about the Win Formula to create a Win Team

Resources/Links:

Get your FREE eBook from Kris: freegiftfromkris.com

Summary

Are you working long and hard, not even having days and summers off?

Do you always think everything is worth doing now and you are the only one who can do everything, and there is always next time?

Are you experiencing attention residue and decision fatigue without you knowing it?

Kris Ward is the leading authority in leveraging your time and scaling your business. She is the founder of the Win the Hour, Win the Day philosophy.

In this episode, Kris shares how we see ourselves as the solution to all the problems, putting off all ideas for improvement to a later time. Also, she talks about someone who already built quite a business, known in the industry but still working extended hours and juggling so many things, including admin work. And when one does find someone to help out, tasks are not defined, making everything unclear and all over the place. And for things to ease up, she suggests getting things executed and not letting it remain an idea.

Check out these episode highlights:

01:19 - Kris' ideal client: I work ideally with entrepreneurs in a service-based business, and they're at least five years in, and they're doing amazing. They look good on paper; maybe they have a book, a podcast, whatever. Or perhaps they're just known in their industry, but they're working more hours than they expected to be doing by this point. 02:19 - Problem she helps solve: The problem we solve is getting ideas to execution. 03:12 - Symptoms of the problem: They misdiagnose that I get a lot done. I'm the go-to person for most people in my life. 04:11 - Mistakes clients make before seeing Kris: Spending too much on growing a team. And then also talk a lot about our super toolkit, which is not, like, SOP standard operating procedures. 05:17 - Kris' Valuable Free Action: It's really about managing your energy. I would tell you; science has shown that the first hour is where you should put your work where it requires the most attention or creativity. 06:18 - Kris' Valuable Free Resource: Get your FREE eBook here: freegiftfromkris.com 06:47 - Q: What are some of the biggest mistakes people make in hiring a VA? A: They think that will solve everything [hiring a VA]. What happens is you're not clear what that person's going to do.

Tweetable Takeaways from this Episode:

“Never make the same mistake, increase your traction, be in that 60% execution mode, and constantly get your ideas to execution.” -Kris WardClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from the sunny sunshine coast in Queensland, Australia, joined today by Kris Ward. Kris, a very warm welcome from down under here. Where are you hanging out?

Kris Ward 0:24 I am hanging out in Canada, Tom.

Tom Poland 0:27 And whereabouts in that little tiny country are you?

Kris Ward 0:30 I am on the East Coast. And yeah, just living the dream.

Tom Poland 0:34 Good for you. For those of you who don't know, Kris is the leading authority on leveraging your time. She has accolades from right around the world for the power and effectiveness of training. None of this is in her bio. I stalked her around the internet and did a little due diligence. Seriously impressive, transformational advice. So, it is about leveraging your time,

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Find out how to let people know what you do and that you exist Learn how to have that staying and authority giving power in your business and industry Discover the visibility-building activities that will put your message out there to be heard and seen

Resources/Links:

Get your FREE gifts from Jill, an action guide, and Publicity Masterclass where you get to be live and interactive with her getting your questions answered. Click here: http://publicitycrashcourse.com/freegift

Summary

Do you want to reach the right people and let them know what you do?

Are you on point with the message you put out there and get people to notice what you do?

Have you thought of ways to increase visibility and awareness of what you do?

Jill Lublin has 25 years of experience as a publicity strategist and has authored four bestsellers including Get Noticed...Get Referrals and her last book, Profit of Kindness. She also helps authors to create book deals with major publishers and agents.

In this episode, Jill shares how you can magnetize, multiply, and monetize yourself with visibility-building strategies and communicate messages that resonate with the people that you care to serve.

Check out these episode highlights:

01:26 - Jill's ideal client: My ideal clients are consultants, coaches, speakers, authors, and then what I might call service providers. 01:47 -The problem she helps solve: The problem really is, how do you get visibility? You know, you have to let people know you exist. 02:30 - Symptoms of her clients' problem: Well, the question is, could you use more clients? Could you use more people to know about you? And by the way, the answer to that one is always yes, even with your clients whose base is full. That's a great time to be doing publicity letting people know you exist. 03:33 - Mistakes her clients commit before reaching out to her: Well, a couple of things assuming social media is the answer. Not, you know, number one, people sometimes aren't reading your stuff. And it's only a blip. I think that not even thinking about publicity, maybe needs to be part or maybe being afraid of it, taking four steps toward it. 04:53 - Jill's Valuable Free Action (VFA): One thing is, Google Alerts. I want you to put your name in it because you're an expert. Let's say you're a leadership coach; put in the word leadership. What this does is immediately literally tells you what Google's searching for. 06:07 - Jill's Valuable Free Resource (VFA): Check this out for a FREE action guide and publicity masterclass with Jill: http://publicitycrashcourse.com/freegift 06:07 - Q: What is a good first step to take? A: And the good first step to take is to focus on your message. What are you saying when people say, what do you do?

Tweetable Takeaways from this Episode:

“The wonderful thing about publicity is that it magnetizes people to you, multiplies you, and monetizes you.” -Jill LublinClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from the little sunshine coast in Queensland, Australia, joined today by Jill Lublin. Jill, very warm, got it from down under. Where are you hanging out?

Jill Lublin 0:22 Well, I'm in your sister city to Sydney, I live in San Francisco, California,

Tom Poland 0:27 Sydney to San Fran, trust that little pond.

Jill Lublin 0:32 Yes.

Tom Poland 0:32 Pacific. It's a long haul, that flight. If you don't know Jill, she's got 25 years of experience, count them. As a publicity strategist, which means, she not only looks at the big picture of how you can get promoted, but she'll help with the execution of the tactics,...

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Learn how to get empowered by change rather than get disillusioned by it Find out how to create strategies that let you lead proactively and help your team prepare for the unexpected Discover the nine-step proven formula of what you need to do to thrive in an uncertain marketplace

Resources/Links:

Are you standing in the way of your success? Check The Thrive Indicator Quiz. Click here: https://meridithelliottpowell.com/wintquiz/

Summary

Have you thought of channeling your stress and anxiety into something productive?

How do you turn uncertainty that keeps you up at night into something that will make you sleep?

Are you ready to learn the strategies to make decisions during uncertain times based on your core values?

Meridith Elliott Powell was voted one Of the Top 15 Business Growth Experts to Watch, Top 41 Motivational Sales Speakers. She is passionate about helping her clients learn the secrets to turn uncertainty into a competitive advantage.

In this episode, Meredith shares how you can get unstuck, take action, and move forward in the face of uncertainty. She also talks about how you can now make use of your existing resources to get ready for any change that would take place.

Check out these episode highlights:

01:42 - Meridith's ideal Client: My ideal clients are CEOs or C-suite professionals doing well looking to take their business to the next level. 01:50 - The problem she helps solve: One of the top three issues keeping CEOs and C-suite professionals up at night is uncertainty and change. And I help them turn that from something that keeps them up at night to something that helps them sleep. 02:56 - The symptoms of the problem that her clients experience: There are a couple of things, either they're doing incredibly well, and they're waiting for the ball to drop, they're worried about when this shift is going to come that's going to impact them negatively. Or if they have the flip, they're really struggling, they're right in the middle of uncertainty, and they don't know what to do. 03:55 - Mistakes clients commit before seeing her: Number one, they ignore it. They wait for it to show up. The funny thing is that I think about uncertainty and changes; we know it's coming. If you know changes are coming, why don't you prepare for it? The second is they don't get their teams ready for change. 04:50 - Meridith's Valuable Free Action (VFA): It's strategy number two, condition yourself for change. 05:43 - Meridith's Valuable Free Resource (VFR): Check out the Thrive Indicator Quiz, click here: valuespeaker.com 06:39 - Q: What is the most important and most shocking strategy that I have found out when researching and studying these companies that have been around and been through tragedies? A: Every company I researched for over 250 years has been making decisions the exact same way. They have been making decisions according to their core values. If that aligns with their core values, it's the right decision for them. If it didn't, they let it go.

Tweetable Takeaways from this Episode:

“Core values are powerful.” -Meredith Elliott PowellClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone! And a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from the sunny sunshine coast of Australia, joined today by Meredith Elliot Powell. Meredith, welcome back! It's been five years since we met. How have you been?

Meridith Elliot Powell 0:26 It's been an interesting five years, what do you say?

Tom Poland 0:29 I would say the last couple of years have been especially interesting, pandemics and elections and different bits and pieces...

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Find out how to bring in together your passion, mindset, and vibe while leveraging your money Learn why playing by the rules and that cookie-cutter approach is never going to work for you Understand how money is just a tool and how to leverage it using your money DNA

Resources/Links:

Wanting to Find Out What’s Your Money DNA to multiply your profits? Learn how you can enjoy your creation, leverage your business and make multiples with your money DNA: https://dreamwithdan.com/moneyDNA/

Summary

Do you want to grow more and get the recognition you deserve without the cost?

Have you been feeling like you’re not finding joy anymore with what you’re creating?

Do you want to know more on how you can enjoy what you’re doing and having time while getting the profit you deserve?

Are you ready to drop that cookie-cutter approach and find out what your money DNA is to maximize potential and get 10x results?

Daniel Mangena is an International Speaker, Best-Selling Author, Broadcaster, and Coach. He is best known for his highly successful Micro2Millions program, being the author of Stepping Beyond Intention and his Do it With Dan and Beyond Success podcasts. He is completely self-made and has spent decades perfecting his world-class coaching methodology.

In this episode, Daniel talks about how to see money as a powerful and important tool that you can leverage and maximize through finding your money's DNA. He also shares his insights on why you should focus more on having fun and feeling fulfilled with what you’re creating.

Check out these episode highlights:

01:13 - Daniel’s ideal client: “My ideal client is people who are into personal development, are entrepreneurially minded, and, generally speaking, don't want money for money's sake.” 01:36 - Problem Daniel helps solve: “Entrepreneurially minded people, often, if they've got anything to do with personal development can get caught up in some of the other pieces. So, you get people that are obsessed with whatever the latest courses, the latest program, the latest new hack or gizmo, or the latest new fan Google from the world of spirituality, and they just don't get as much done.” 02:43 - Typical symptoms that clients do before reaching out to Daniel: “Well, there are a couple of different angles that we find being symptomatic for people that really are supported by what we do. Number one is if you find that you're not making as much money as you could be making.” 05:04 - Common mistakes that people make before they find Daniel’s solution: “I've got one that will just, you know, put a nail in the coffin-- the cookie-cutter approach. We're all different. Trying to follow exactly what somebody else is doing, exactly that the way that they're doing it.” 05:48 - Daniel’s Valuable Free Action (VFA): “Definitely get to know yourself. And the answer to the next question will be a resource for them to do that.” 06:05 - Daniel’s Valuable Free Resource (VFR): Check out Dan’s Website: https://dreamwithdan.com/moneyDNA/ 06:57 - Q: What's the most important thing in all of this? A: I'd say have fun. Make it meaningful. Don't get caught up in money-- not being the most important thing or it being the most important thing. It's just a tool.

Tweetable Takeaways from this Episode:

“If you find that you're not making as much money as you could be making, you had to leverage your money today.” -Daniel MangenaClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from a little sunshine coast in Queensland, Australia, joined today by Daniel Mangena. Daniel, a very warm good day from Down Under. Sir,

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Discover how you can leverage your story to speak with more impact and confidence Learn the importance of being clear with your values, mission, and passion to speak out a message worth everyone’s time Understand that you are an influential voice and how you can speak with a better and more dignified communication

Resources/Links:

Wanting to Find Out How to Make a Long-Lasting Legacy with only the Power of Your Voice? Learn more on how you can make a powerful impact by saying what you mean: theinfluentialvoicebook.com/chapter

Summary

Do you want to grow more and get the recognition you deserve without the cost?

Have you been wanting to share your story but just don’t know how to share it with impact and confidence?

Are you ready to speak better, inspire more, impact widely with your powerful story?

Tricia Brouk is an international award-winning director. She founded The Big Talk Academy and was the executive producer of TEDxLincolnSquare. She curates the Speaker Salon in NYC, hosts The Big Talk an award-winning podcast, and her book, The Influential Voice: Saying What You Mean for Lasting Legacy was the #1 pre-order new release on Amazon.

In this episode, Tricia talks about how speaking up and sharing your story is more than just getting recognition but is also a step for you to change and inspire more lives. She also shares how you can leverage your story to share it with more impact that will keep your audience hooked and all ears.

Check out these episode highlights:

01:35 - Tricia’s ideal client: “CEOs, founders, authors, professionals who want to improve their communication skills.” 02:05 - Problem Tricia helps solve: “I solve how to leverage the power of your story. Everyone has a story, but not everyone knows how to leverage it or how to share it impactfully.” 02:57 - Typical symptoms that clients do before reaching out to Tricia: “Most of these leaders are very successful already in their careers, but what they're lacking is the recognition to make the impact that they want-- to shine as leaders and the go-to experts in their space.” 04:49 - Common mistakes that people make before they find Tricia’s solution: “Well, the biggest mistake is not knowing what your values are. When you're clear on your values and your purpose and your mission, then you can begin to talk about the thing that you care about in a way that's authentic.” 06:12 - Tricia’s Valuable Free Action (VFA): “Writing is a practice and memorization will free you. You have to roll up your sleeves. It's like plays for a dancer or bicep curls for a gym rat. You have to have repetition and practice inside of your writing skills and your memorization skills.” 06:57 - Tricia’s Valuable Free Resource (VFR): Check out Tricia’s Book: theinfluentialvoicebook.com/chapter 07:19 - Q: Can anyone be an influential voice? A: I would say yes. If you are a parent at home with your kids sitting across the dinner table, what you say matters to them. You are a teacher and you are teaching your students. You are an influential voice in their lives

Tweetable Takeaways from this Episode:

“Everyone has a story, but not everyone knows how to leverage it or how to share it impactfully.” -Tricia BroukClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and welcome to another vibrant edition of Marketing the Invisible. My name is Tom Poland, joined today by Tricia Brouk. Tricia, good day from down under. A very warm welcome! Where are you hanging out with your big love hearts there?

Tricia Brouk 00:22 I'm hanging out in New York City in midtown Manhattan.

Tom Poland 00:25 Oh, that is the beating heart of the free world! Well, great to have you here.

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Discover how to get that awesome online marketing breakthrough through the power of observing and adapting Learn what platform suits you and your business that will keep your clients hooked and splurge on your products Find out how to effectively and organically increase your online sales by letting your clients feel cared for

Resources/Links:

Wanting to Find Out How to Up Your Online Marketing Game and Keep Your Products Booming and On the Trend? Learn how you can organically and effectively be everyone’s go-to business online: www.strategicprofits.com/jay

Summary

Have you been struggling with the fast-pacing changes brought by the online world that it makes online marketing just so hard?

Do you want to know the nits and grits of online marketing so that you can maximize your business and product’s potential?

Are you ready to breakthrough online growth with the right marketing strategy that will last you a lifetime and organically attract high-paying clients?

Rich Schefren is widely recognized as an Internet marketing pioneer and one of the world's top experts on online business strategy. He has coached the world's top online business gurus, increased client revenues by BILLIONS of dollars, and grew 3 of his businesses to 7-figures a year. Agora publishing a billion-dollar testimonial.

In this episode, Rich talks about the different online marketing tactics and strategies that you can apply to your business that can organically get you traction and clients. He also shares the importance of being aware of anything online— from trends to hashtags and whatnot, which you can adapt and help you market online.

Check out these episode highlights:

02:21 - Rich’s ideal client: “Anyone that uses online marketing to either make money, grow a business, etc., is ultimately a client of ours or a potential client of ours based on some of the products that we recently released, like in the last few years, really, it's so wide open.” 03:18 - Problem Rich helps solve: “Well, I would say that, you know, if they are not satisfied with the performance of their marketing, at the end of the day, like, that's the problem I would solve. So, that's the starting point, really.” 23:58 - Rich’s Valuable Free Action (VFA): “I would say that they should pay more close attention to the people that they buy from, the places that they shop from, and notice anything that is new to them when they first noticed that. Like, you know, all of these things are hidden in plain sight, you know.” 29:05 - Rich’s Valuable Free Resource (VFR): Check out Rich’s Website: www.strategicprofits.com/jay 32:15 - Q: You wouldn't know to ask me this question, but since I'm asking myself the question and delivering the answer, let me tell you. A: I want to share what I did to watch my coaching. It's something I've taught to numerous people and the people who have done it have done very well and done the same.

Tweetable Takeaways from this Episode:

“The one competitive advantage that cannot be copied is timing.” -Rich SchefrenClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome everyone to another edition of Marketing The Invisible. My name is Tom Poland, beaming out to you there from little Castaways Beach from Queensland, Australia, joined today by Rich Schefren. Rich, good day, Sir. Very warm welcome. Where are you hanging out?

Rich Schefren 0:23 I am in Delray Beach, Florida.

Tom Poland 0:26 Sounds like a nice spot to be. For those of you who don't know Rich, you must have been living in a cave, because he is one of the founding fathers of online marketing. He's literally one of the world's top experts on online business strategy.

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Discover how to stop selling by the hour and start selling by what you and your product is truly worth Learn what are the 3 important levers to consider when fixing up your price and guarantee you better business Find out how looking at your competitor’s prices and comparing them to yours is never beneficial to your business

Resources/Links:

Have You Been Wanting to Take Your Shot and Find Out How to Price Right in Your Business? Learn how you can stop underselling yourself and start pricing what you and your services are worth: https://fearless.biz/tys/

Summary

Have you been always struggling with pricing your products or services that you just end up selling by the hour?

Are you always trying to compare your price to other competitors that you end up finding yourself underwhelmed with your price?

Do you want to know how you can stop underselling and give your service the luxurious price it deserves?

Robin Waite is a dedicated husband and father, a multiple, bestselling author, and the founder of the Fearless Business Accelerator.

In this episode, Robin talks about the three ways to price a product and how you can find the right price to give. He also shares his tips and insights on what you need to stop doing and instead what are the three important levers you need to focus on to get the price that you deserve.

Check out these episode highlights:

00:37 - Robin’s ideal client: “So ideal clients are coaches, consultants, and freelancers who are typically selling time for money, either hourly rates or day rates.” 01:32 - Problem Robin helps solve: “Essentially, what we do is we help them to get out of selling time for money. So, stop selling by the session or by the hour and package up whatever it is that they do, and then get them very heavily focused on the results or outcomes which they deliver.” 02:31 - Typical symptoms that clients do before reaching out to Robin: “So, generally speaking, they're very intelligent people. They get amazing results for their clients already, but what they haven't figured out is, you know, they get to the end of the month, and I'm scratching my head and going well, “Where's all the money? I've done all this work this month.” 05:24 - Robin’s Valuable Free Action (VFA): “So the typical way people price sort of services is they look at their competitors. And they assume that their competitor- well, the mistake is assuming that their competitors know what they're talking about.” 07:20 - Robin’s Valuable Free Resource (VFR): Check out Robin’s Website: https://fearless.biz/tys/ 07:49 - Q: What's the one piece of advice that I would have listened to if I'd listened to myself years ago? A: The answer to that is JFDI. If you're thinking about putting a price up, if you're thinking about starting a business, just effing do it. Life's too short.

Tweetable Takeaways from this Episode:

“The reality is there are three ways to price a product– you can either be the cheapest in the market, the middle of the road, or the most expensive.” -Robin WaiteClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from a little sunshine coast in Queensland, Australia, joined today by Robin Waite, on the top of the world. I mean, literally, he's on top of the world! Robin, where are you hanging out?

Robin Waite 00:24 I'm down in the southwest of the UK, England. So, if you can imagine a chocolate box or biscuit, 10 of like, what England is like, I'm in the middle of England in the Cotswolds. It's lovely here! Rolling hills.

Tom Poland 00:34 Yeah,

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Discover what your gift is and how you can use it to do good in the world while getting sales Learn how doing a beta test before releasing a product is crucial to your sales and business growth Find out why you need to be dropping those five-day challenges, summits, and webinars and start doing what you do love

Resources/Links:

Wanting to Find How to Move Your Business Forward While Being the Best that You Can Ever Be? Learn how you can monetize your gifts and build your business around you instead of the other way around: lookaheadmarketing.com/vipfreebie

Summary

Have you been wondering how you can turn your gift into an answer to people’s problems worldwide?

Do you want to find out which online platform will help you market more and get higher sales?

Are you ready to jump-start your journey into building a heart-centered business around your gift?

James Lam helps heart-centered entrepreneurs discover their superpowers and then use those gifts to shape their businesses into change-making enterprises.

In this episode, James talks about how you can find your gift, build a message around it, and spread it worldwide while getting sales from it. He also shares his tips and insights on what you need to do to make the most out of your gift and finances.

Check out these episode highlights:

01:40 - James’ ideal client: “As I said, you said it for me, I work with five-figure heart-centered entrepreneurs who have an inspiring message, who need to get on the ladder, so they need to monetize. They need a product to stand for.” 02:34 - Problem James helps solve: “We've got who they are, what they sell, and how to do it. That's basically it. So I have a signature 12-week course. And basically, in there, we figure out what their gift is, how to wrap messaging around that gift, how to do marketing based on what they know, what their interests are, and it can always work.” 03:19 - Typical symptoms that clients do before reaching out to James: “We're talking a little bit nebulous here, but let me put it this way. They distract themselves with things that don't serve. One of the things I help them try to do is find courage.” 04:09 - Common mistakes that people make before they find James’ solution: “They have a dream and they have no way to get there. And they are sustained by a slowly diminishing sense of optimism, and a very quickly diminishing bank account, right? It's one of the things that is absolutely true as well.” 05:14 - James’ Valuable Free Action (VFA): “One of the biggest things I'm going to tell you right now is to build your business around you. And I'm going to give you three examples really quick, okay? One of them is to build the business around the best transformation that you can achieve-- what you can do, not what other certifications can do.” 06:06 - James’ Valuable Free Resource (VFR): Check out James’ Workshop: lookaheadmarketing.com/vipfreebie 07:09 - Q: What's the biggest takeaway for people who work with me? A: And yes, they have a monetized product. Yes, they have a group coach. And yes, they have a way to a mastermind. But honest to God truth is they're on the ladder. They have the confidence that they can actually sell.

Tweetable Takeaways from this Episode:

“Build your business around the best transformation that you can achieve- what you can do, not what other certifications can do.” -James LamClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, as per usual, joined today by the nest of the mobile, James Lam. James, good day, sir.

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Discover what business model works for you that can help you grow your business and get you sales while protecting your energy Learn how aligning your business to yourself and what makes you happy is crucial Understand how investing in retreats can make you gain more riches without the constant burnout

Resources/Links:

Wanting to Know How to Turn Your Business into a Lifestyle-Friendly, Impact-Driven, and Retreat-Driven Passion Project? Learn more about the powerful effects of incorporating retreats into your business: www.retreatstorichesroadmap.com

Summary

Have you often been feeling stressed and have constant burnout because of your business?

Are you trying to find ways how you can make your job less stressful and more fulfilling?

Do you want to know how you can align yourself to your business through the promising effects of retreats and seminars?

Michelle Villalobos is the host of the Awaken Your Inner Superstar Podcast, creator of the Superstar Business Breakthrough Weekend & Retreats to Riches Course.

In this episode, Michelle talks about how you can ditch the burnout and stress in exchange for more money and lesser business hours. She also shares the powerful impact of investing in retreats, seminars, and events on your business and how it can help you start your self-alignment journey as well.

Check out these episode highlights:

01:25 - Michelle’s ideal client: “I work with thought leaders and industry leaders. So, into specific industries, and each industry is people who are looking to evolve and lead the evolution of their industry. So, we're working with people who want to lead others, essentially.” 01:53 - Problem Michelle helps solve: “Really it comes down to an alignment. Essentially, the problem is that these people, these thought leaders, often get themselves into business models where they're exchanging time for money. And they're selling their expertise.” 02:54 - Typical symptoms that clients do before reaching out to Michelle: “Well when there's a lack of alignment, there's a lack of joy. And that's one of the biggest, sort of, common threads, it's like people thinking- and I went through this. This is how I came up with this.” 04:02 - Common mistakes that people make before they find Michelle’s solution: “I would say the mistakes they're making are the same mistakes I made, which is the following- really optimizing for money, optimizing for significance versus optimizing for alignment. And what that means is it's like working from the outside in.” 06:10 - Michelle’s Valuable Free Action (VFA): “Well, one of my favorite things, it's not exactly what we've been talking about, but it's "sell it, first figure it out later". I find that so many people get caught up with trying to have an idea. And then they go create the thing and they put it all together.” 06:52 - Michelle’s Valuable Free Resource (VFR): Check out Michelle’s Roadmap: www.retreatstorichesroadmap.com 07:25 - Q: How did you figure all this out? A: And essentially, I had a massive breakdown in my business, my life, my health about seven, eight years ago. And it was like the dark night of the soul, everything fell apart

Tweetable Takeaways from this Episode:

“Energy precedes outcome.” -Michelle VillalobosClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Michelle Villalobos. Michelle, good day. A very warm welcome! Where are you hanging out?

Michelle Villalobos 00:25 Right now? Just about 30 minutes south of Austin, Texas.

Tom Poland 00:28 Oh,

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Find out how to break through that glass ceiling through the power of conversational commerce Learn more on why managing and tracking can help you get better results and help your business grow Understand how lifetime customer value is crucial to getting you that extra 6 or 7 figures

Resources/Links:

Wanting to Find Out How to Break Through that Glass Ceiling and Make an Extra 6 or 7 Figures? Learn more on how you can improve your lifetime customer value and give only the best to your clients: lp.amplifyccom.com

Summary

Have you been wanting to scale up your business but end up struggling with how to break that glass ceiling?

Do you want to know how to track your most profitable path and make an extra 6 or 7 figures in your business?

Are you ready to learn more about conversational commerce and how to level up your lifetime customer value?

Paul Ace is the CEO of Amplify C-Com. They help 7-figure high ticket course creators break through their glass ceiling to generate an extra six or seven figures+ in new revenue using conversational commerce.

In this episode, Paul talks about the importance of measuring and tracking every stage of your business and how it can help you better understand your customers and give them the best of what they want. He also shares his tips and insights on why you need to better understand lifetime customer value and its purpose.

Check out these episode highlights:

01:15 - Paul’s ideal client: “So our ideal client is 7-figure+ course creators who have a high ticket offer, who, right now, really want to scale up, but they don't want to go and train a massive team internally.” 01:48 - Problem Paul helps solve: “The big problem we solve a lot of the time is helping clients break through that glass ceiling, right? So the glass ceiling usually is like, "Hey, I got to a point. And then either my ads are starting to slow down in terms of the rowers, or in terms of actual scaling." 03:02 - Typical symptoms that clients do before reaching out to Paul: “So you know, we are very- we're quite niche-specific, right? And so we build on our "Small Giants" philosophy. So it means we have a small number of clients, but we go really, really deep with those clients.” 05:14 - Common mistakes that people make before they find Paul’s solution: “So the first one is what you don't measure doesn't get managed. And so knowing every single stage of the journey-- what's going on, and what is the most profitable path? Secondly, when people split tests.” 05:57 - Paul’s Valuable Free Action (VFA): “So one valuable free action is to go and map out your whole customer journey. I'm going to check another one quick and go and put a customer survey out and find out what your customers want and give it to them.” 06:15 - Paul’s Valuable Free Resource (VFR): Check out Paul’s Website: lp.amplifyccom.com 06:50 - Q: How do you get more people to buy? A: So using conversational commerce. So taking the customer's language patterns, and using them back in the market.

Tweetable Takeaways from this Episode:

“Lifetime customer value dictates everything in the business!” -Paul AceClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Paul Ace. Paul, good day, sir. Where are you hanging out?

Paul Ace 00:22 Good day, Tom. I am across the pond as far as you can go in the sunny UK, yet to be like what seems to be the sunny UK.

Tom Poland 00:31 Right. So you're actually pretty early in the morning by the sound of it. So-

Paul Ace 00:34

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Discover how to ditch that revenue rollercoaster and get your clients hooked up with your signature offer Learn why you don’t need to change your business model and just give the right price Understand what the sales and decision acceleration is and how you can increase your price in just three promising ways

Resources/Links:

Wanting to Find Out How to Get Leads That Convert? Learn more about how you can attract more and get your clients hooked with your best signature offer: www.thevirtualedge.com

Summary

Have you been stuck on the revenue rollercoaster and don’t know when you’re going to reach that peak again?

Are you struggling to get your clients hooked up on your services or products?

Do you want to learn how you can create a signature offer that will guarantee you consistent lead flow?

Matt Clark is the co-founder of the Rainmaker system where he helps coaches, consultants, speakers, and experts to create a signature offer that increases their prices, buys back time, and converts clients effortlessly.

In this episode, Matt talks about how to get off that revenue rollercoaster and create a high-ticket offer that your clients just can’t resist! He also shares his tips and insights on how you can increase your price and charge what you are worth in just three ways.

Check out these episode highlights:

01:36 - Matt’s ideal client: “So we work with coaches, consultants, course creators, anyone that's an expert in their field, and that has got something that they need to get out to the world. And the biggest, most important part about this is that they want to make an impact.” 02:05 - Problem Matt helps solve: “The biggest problem that we solve is that we help them to create a signature offer. The reason it's a problem for them is that most coaches, consultants, course creators are either charging too little or are charging hourly for their services.” 03:08 - Typical symptoms that clients do before reaching out to Matt: “So I mean, I look at someone that I was speaking to yesterday. And his big challenge is that he's a consultant. He's an expert at what he does.” 05:02 - Common mistakes that people make before they find Matt’s solution: “The biggest thing is that they try and they look at other people, and then they kind of try and price themselves somewhere in between there. There's nothing that distinguishes them from anybody else, you know.” 06:08 - Matt’s Valuable Free Action (VFA): “So one thing that can set you apart from everyone else, and I like to call this "sales acceleration" or "decision acceleration" is that when you take a look at your offer, you want to, number one - is three ways you can make more money.” 07:08 - Matt’s Valuable Free Resource (VFR): Check out Matt’s Website: www.thevirtualedge.com 07:39 - Q: Why don't more people focus on the offers the first thing they do? A: Because everyone out there is talking about leads, is talking about sales. And everyone thinks that you need more leads and you need more sales, but the truth is that most people have already got leads.

Tweetable Takeaways from this Episode:

“Instead of changing the entire business model and everything there, let's take a look at the offer. Let's simplify it.” -Matt ClarkClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Matt Clark. Matt, good day, sir. Where are you based? Where are you hanging out?

Matt Clark 00:23 Hey, Tom. Good to see everyone listening. I am in Johannesburg, South Africa and it has been raining for the past ...

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Discover how you can become a thought leader and share your niche through podcasting Learn what you should avoid in emails when trying to pitch yourself in a podcast Find out how you can repurpose and distribute your content online without constantly making new ones

Resources/Links:

Wanting to Find Out How Podcasts Can Be Your Secret Weapon in Building and Growing Your Business? Learn how you can grow your audience, share your niche and build an audience through podcasting: podino.io

Summary

Have you been wanting to get off from doing traditional sales and hop into podcasting– the new way of marketing?

Do you want to learn how and why podcasting is your best bet in building an audience, gaining their trust, and getting more sales?

Are you ready to become the best thought leader and speak your niche through podcasting?

Ugi Djuric is the CEO of Contenthorse, an ROI-based content marketing agency, and the CEO of Podino, a thought leadership agency for business experts.

In this episode, Ugi talks about how you can position yourself as a thought leader and speak your niche through podcasts. He also shares how podcasting can guarantee you better sales, build trust with your audience, and speak your niche with less stress.

Check out these episode highlights:

01:13 - Ugi’s ideal client: “Podino's ideal clients are the business experts. So, the consultants, CEOs, coaches, and the people who I'd say, need some influence in their niche, and who are selling the courses.” 01:45 - Problem Ugi helps solve: “So the main problem is that in traditional sales, in order to work, besides like, you need to be working on them more on problems to make them better. But you need to repeat them all the time.” 02:36 - Typical symptoms that clients do before reaching out to Ugi: “So first of all, measuring the strict ROI from, let's say, podcasts in the top leadership are hard, but that's a long-term game. So that's the game that we're playing in the next six months, one year, two years, three years.” 03:54 - Common mistakes that people make before they find Ugi’s solution: “First of all, regarding podcasting, or taking on podcasts. Let's start with the beginning. They're writing and speaking about literally everything that's in there, let's say niche or area of expertise. The best authors do need to have their enemies.” 05:37 - Ugi’s Valuable Free Action (VFA): “So the first thing is, if you process everything, you systematize everything. Right? Positioning yourself as a thought leader is not actually that hard. As I mentioned, the first thing is you need to have a strong take on opinions.” 06:31 - Ugi’s Valuable Free Resource (VFR): Check out Ugi’s Website: podino.io

Tweetable Takeaways from this Episode:

“If you process everything; you systematize everything right, positioning yourself as a thought leader is not actually that hard.” -Ugi DjuricClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach in Queensland, Australia, joined today by Ugi Djuric. Ugi, a very warm welcome, sir, from Downunder. Where are you hanging out?

Ugi Djuric 00:26 In Belgrade, Serbia, my family home right now. Just woke up because the baby slept during the night.

Tom Poland 00:32 For the first time in six months, so a little bit-

Ugi Djuric 00:35 For the first in five or six months, yeah.

Tom Poland 00:37 Well, congratulations on that! For those of you who don't know Ugi, he's the CEO of Contenthorse, which is a return-on-investment, really important words, return-on-investment-based content marketing a...

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Find out how to build an audience while creating the content that you want on your online platform Learn more about the “content tilt” and how it can help you become a content creator to a content entrepreneur Understand what is a content mission statement and why is it important when creating online content

Resources/Links:

Wanting to Find Out How to Create the Content that You Want While Building Businesses? Learn more on how you build an audience and a platform while gaining financial freedom online through media: Thetilt.com/research

Summary

Have you been struggling to build a loyal audience online that you can monetize quickly?

Do you want to know how you can use and maximize media as a marketing tool?

Are you ready to learn how to create content that will build your business and turn viewers into loyal high-paying clients?

Joe Pulizzi is the founder of multiple startups including content creator education site, The Tilt, and is the bestselling author of seven books including Content Inc. and Epic Content Marketing, which was named a “Must-Read Business Book” by Fortune Magazine. His foundation, The Orange Effect, delivers speech therapy and technology services to over 200 children in 34 states.

In this episode, Joe talks about how you can turn to creating content online as an opportunity to build and grow your business. He also shares what you should be doing when wanting to become a successful content entrepreneur.

Check out these episode highlights:

01:33 - Joe’s ideal client: “An ideal client is content creators who actually want to be content entrepreneurs that actually want to build a business model from all the content they're creating on whatever platforms they're doing it on.” 01:54 - Problem Joe helps solve: “Well if you're looking at just a content creation standpoint, they're trying to build a business. They might be creating a lot of content, not building an audience. And it's a problem, especially if you got to put food on the table.” 02:26 - Typical symptoms that clients do before reaching out to Joe: “I mean, you hit the nail on the head. They're not getting usually- it takes a long time to build a loyal audience that you can monetize.” 03:27 - Common mistakes that people make before they find Joe’s solution: “Yeah, so there are a couple of things. One is they don't have what we call a "content tilt". They don't have an area of differentiation that can break through all the clutter and differentiate themselves and actually stand apart from the competition.” 05:07 - Joe’s Valuable Free Action (VFA): “I would recommend is if you're a content creator or marketer, what we call a "content mission statement". If you're a media company, we call it the "editorial mission statement". So, what we want to do is we want to list out on paper if you can, who is your target audience and make it as niche as possible?” 06:39 - Joe’s Valuable Free Resource (VFR): Check out Joe’s Website: Thetilt.com/research 07:15 - Q: Why am I doing this? A: This is my business. I sold Content Marketing Institute. Now I'm starting The Tilt and basically 2019, I became a novelist. I was going to write mystery and thriller novels and decided to get back into this business because I love the idea of being an entrepreneur, being a content creator.

Tweetable Takeaways from this Episode:

“Focus on building a base on one or two places where you can be remarkable.” -Joe PulizziClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you, as always, from little Castaways Beach in Queensland, Australia,

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Find out the secrets on how you can sell yourself better that can guarantee you more better-paying clients Learn how you can ditch those ads and replace them with better and more promising copywriting techniques Understand what are the three S’s you need to know that can sort out your thoughts and help you take your next step

Resources/Links:

Wanting to Find Out How You Can Get More Traction and Hook Your Clients Without the Ads? Learn the power of copywriting, what you need to do and how to save time and yourself from writer’s block: Prontowrite.com

Summary

Have you been investing tons of money in ads but ended up not gaining much traffic online?

Do you want to learn how you can save yourself from all the stress and invest in the right marketing strategy?

Are you ready to hone your copywriting skills, save yourself tons of money and gain more clients in a shorter time?

Mike Giannulis helps leaders and entrepreneurs live better lives and build bigger businesses. He is a serial entrepreneur and master copywriter who helps business owners grow their companies and instructs copywriters on creating highly converting and compliant ads and sales material.

In this episode, Mike talks about how you can overcome the struggle of selling yourself through the power of copywriting. He also shares the 3 S’s you need to focus on and how they can also help you get yourself back in the game– gaining new clients at a lesser price in a shorter time!

Check out these episode highlights:

01:37 - Mike’s ideal client: “So my ideal client is actually an existing business owner who wants to grow their company and needs help with marketing and sales and even some operational stuff, but they want to grow.” 01:57 - Problem Mike helps solve: “The biggest problem that I solve for people, especially when you're the owner, is you really can't see what you truly have. I deal with this too! It's very hard for me to sell myself.” 03:06 - Typical symptoms that clients do before reaching out to Mike: “I think some of the biggest symptoms for people that need what I do is they're kind of at a place where they sort of feel stuck. They've kind of done what they know how to do.” 04:29 - Common mistakes that people make before they find Mike’s solution: “Well going- this is going to sound kind of bad because this is part of what I do, but I do think a lot of people make the mistake of just like getting themselves in the course mindset, where they're going to buy the next course, buy the next crop, buy the next thing, trying to new hack, go to the Facebook ads event that they saw advertised.’ 05:51 - Mike’s Valuable Free Action (VFA): “I think two big things are focused, really homed in on, "What's the biggest problem that you solve?" and "What's the biggest promise that you can make?" And if you can really iron out those two things, those are the two ways you'll attract people in.” 06:20 - Mike’s Valuable Free Resource (VFR): Check out Mike’s Website: Prontowrite.com 07:15 - Q: What should someone do if they're sort of feeling stuck or if they're unsure of what the next step is for them? How do they know when they're ready for that next step? A: I kind of tell people when it comes to scaling things, you've got to be kind of cool, but the word "scale" itself is the answer.

Tweetable Takeaways from this Episode:

“You can't just scale marketing if you don't have operations and fulfillment in the sales team. So, you have to look at everything across the whole spectrum and bring them up at the same time.” -Mike GiannulisClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible.

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Discover how to make a greater impact, become undeniable, and overcome the limit Learn the importance of your mental operating system and how to get unstuck from the feeling of being stuck Find out what that missing piece is to help you find purpose in your actions and get you to the next level

Resources/Links:

Wanting to Learn How You Can Be Undeniable and Make a Greater Impact? Find out how to be the brand everyone wants and achieve more than you’ve ever had: www.becomeundeniablenow.com

Summary

Have you been itching to go take that next step in achieving greater things but end up getting those “What if” moments?

Are you always working hard, doing so many things all at once, and making progress but end up with more stress and faster burnout?

Do you want to know how you can do more, be more, and make more with only the right mentality?

Robby D’Angelo is a best-selling author, international speaker, and mental optimization coach.

In this episode, Robby talks about the importance of our mental system and how you can change your mindset to stop it from holding you back from what you want to achieve. He also shares his insights on how to substitute the “work harder” mentality with a different one that will guarantee you better results in a shorter amount of time with no burnout.

Check out these episode highlights:

01:08 - Robby’s ideal client: “My ideal client is really anyone who knows they're meant for more, knows that there's something holding them back from achieving their next level of success.” 01:23 - Problem Robby helps solve: “The problem that I really address is upgrading the mental operating system, which is the limiting beliefs or what's really holding you back from achieving everything you've ever wanted.” 01:46 - Typical symptoms that clients do before reaching out to Robby: “You know, the common thing that I hear so much, even though I hate this language, is, "I just feel stuck". You know, "I'm spinning my tires in the mud. I can't seem to get ahead. No matter how hard I work, no matter what I do, no matter what I try, I just never feel like I'm really getting to that next level of my life." 03:19 - Common mistakes that people make before they find Robby’s solution: “The "Work harder" mentality is probably the number one thing that I see with most people that I run into. They're burnout, and they have no energy left. I talk about your battery, as far as how much energy you have to put in the world.” 04:05 - Robby’s Valuable Free Action (VFA): “One of the biggest things that I get people doing right off the bat is just taking action. I find that action breeds clarity. And a lot of times when you're feeling stuck, or you're missing that piece that you're looking for to achieve the next level.” 05:35 - Robby’s Valuable Free Resource (VFR): Check out Robby’s Website: www.becomeundeniablenow.com 06:24 - Q: Why can't people do this by themselves? A: I get that all the time! "Like why do I need a coach?", "Why do I need a mentor?", or "Why do I need some help in this?" And a lot of times what I see when I work with high achievers and successful people, it's what you don't see in the mirror that holds you back.

Tweetable Takeaways from this Episode:

“My challenge to people out there to really grab life by the horns and to accept the call that's in their soul to go do something great in this world.” -Robby D’AngeloClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach here in Queensland, Australia, joined today by Robby D'Angelo. Robby, good day. Sir, a very warm welcome!

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Discover what are the three key components you need to be focusing on to build a better platform for your business Learning why you should stop putting out more money and giving up easily isn’t going to get you the recognition you deserve Find out how another degree, multiple certificates, and lots of training isn’t going to get you clients

Resources/Links:

Wanting to Get Recognized for your Knowledge, Talent, and Excellence? Learn how you can build the career you want and become an expert through the power of recognition: Dorieclark.com/toolkit

Summary

Have you been trying to grow your brand or profile but just end up feeling frustrated with it?

Do you want to know how you can play the long game and become a recognized expert?

Are you ready to find out what are the three components you need to focus on to build the career you want?

Dorie Clark is the author of the Long Game and teaches for Duke University Fuqua School of Business.

In this episode, Dorie talks about how to become a recognized expert that everyone needs through the right platform, better content creation, and expanding your network. She also shares the mistakes you should be avoiding that can stop you from getting the recognition you want and deserve.

Check out these episode highlights:

01:33 - Dorie’s ideal client: “So leaving aside the corporate speaking work that I do, my ideal clients for coaching and for my online courses are professional service providers that are looking to grow their brand.” 02:07 - Problem Dorie helps solve: “This is a problem that I experienced myself when I started my own business 15 years ago. I became a marketing strategy consultant. And as soon as I stepped into the world of business, I suddenly realize to my heart, "Oh, my God, I think everyone in the world is a marketing strategy consultant." 03:34 - Typical symptoms that clients do before reaching out to Dorie: “What I often see is that for a lot of really smart people who become professional service providers, so often because, you know, been inculcated in us, we tend to believe that another degree or one more training, or one more certification is somehow going to be the answer.” 04:45 - Common mistakes that people make before they find Dorie’s solution: “The common mistakes that I see are, first of all, sometimes we get too easily defeated in the process. And that's something that is really upsetting to me because I want to live in a world where it's not the loudest voices that win, but it's the best ideas that win.” 06:03 - Dorie’s Valuable Free Action (VFA): “So one of the components that I talked about in my recognized expert framework is content creation. And I feel like this is often the low-hanging fruit. It almost seems self-evident when you say it, but I think somehow, a lot of times, we don't realize it in our lives.” 07:09 - Dorie’s Valuable Free Resource (VFR): Check out Dorie’s Toolkit: Dorieclark.com/toolkit 07:46 - Q: I'm going to steal the mantle, Tom, and I'm going to flip it back on you. What is the number one thing that you have done that has helped you in your ascent to being a recognized expert in your fields? A: I've figured out a relentless way to generate leads virtually every single week of the year.

Tweetable Takeaways from this Episode:

“If people do not know what your ideas are, you will never be known for your ideas.” -Dorie ClarkClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone. Welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out at you from little Castaways Beach in Queensland, Australia, joined today by the best burnable, Dorie Clark! Dorie, good day. A very warm welcome again from Down Under.

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Find out how podcasts are one of the best platforms you can market on while building healthy business relationships Understand why dumping ads, investing in cheap webinars, and doing the DM strategy is just a waste of your money and time Learn the importance of leveraging generosity to people instead of trying to sell or advertise your product to them

Resources/Links:

Want to Know How You Can Get Over a Hundred People in Your Sales Queue at All Times? Learn the powerful and promising impact of generosity and with using the right platform: www.upmyinfluence.com/free

Summary

Are you one of those people that invests their money on thousands of ads, cheap webinars, or just about anything that could help you with marketing your product?

Do you often find yourself wasting more money with marketing tactics that fail and people avoiding you with the fear of being sold to?

Have you wondered how the right platform, A.K.A. Podcasts, with a little bit of generosity, can sign you up for marketing success?

Josh Elledge is a U.S. Navy veteran and has launched UpMyInfluence.com to help entrepreneurs grow their authority and influence. UpMyInfluence builds 7-figure B2B sales systems with zero paid ads.

In this episode, Josh shares the powerful impact of using the right platform, leveraging your generosity, and building relationships. He also talks about his tips and insights about how podcasts can help you market your product without making it sound like an advertisement to your audience while building a healthy business relationship with your guest.

Check out these episode highlights:

01:11 - Josh’s ideal client: “The ideal client is going to be somebody who has- they sell big-tickets. They're high authority themselves. They typically get great word of mouth. Their clients typically love them for what they do.” 02:30 - Problem Josh helps solve: “The problem that we solve is, again, just listen, people don't like being advertised to. They really don't! They don't like being sold to.” 03:24 - Typical symptoms that clients do before reaching out to Josh: “That's absolutely the case. And again, they get- and it feels weird for them. Because they're like, "Man when I talk with someone that knows me and appreciates me and likes me, I just knock it out of the park. And I've got like an 80% conversion rate.” 04:11 - Common mistakes that people make before they find Josh’s solution: “Dumping money into paid ads, dumping money into DMing stuff, maybe cheap sales-y webinars, sales letters via cells, like just basically everything that marketers are doing!” 05:30 - Josh’s Valuable Free Action (VFA): “Everything you do should be leveraging your generosity. If you lead with generosity, I happen to believe that the best tool that you can use today is a platform, which we refer to as "podcasts" in the beginning.” 06:30 - Josh’s Valuable Free Resource (VFR): Check out Josh’s Website: www.upmyinfluence.com/free 07:23 - Q: Why do I do what I do? A: You know, I learned from Adrian Cronauer from Good Morning Vietnam, if you remember that movie portrayed by Robin Williams. We have a sacred obligation to serve audiences.

Tweetable Takeaways from this Episode:

“Spend your time, invest your resources in these relationships. It's hard to sell to your audience, it's much easier to build authentic relationships in the greenroom, do great business together and make an impact together.” -Josh…Click To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm really privileged and honored to have a very special guest today and I don't say that to all of my guests.

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Discover what your supermarketing power is and how to make the most out of it with less cost and more profit Learn how you can avoid the “slot machine” marketing and save yourself thousands of bucks in marketing Understand what are the three marketing strategies out of the hundreds that you need to focus on and choose from

Resources/Links:

Wanting to Find Out What Your Marketing Superpower Is? Learn how to get more customers and more profit for only less than $17 a day: DIYMarketers.com

Summary

Have you been putting money on your marketing but ended up barely getting anything in return?

Are you struggling and feeling overwhelmed with finding the right marketing strategy for your business?

Do you want to know what your secret marketing superpower is and how you can use it to guarantee more clients at a lesser cost?

Ivana Taylor published DIYMarketers.com where solopreneurs learn how to get customers on $17 a day.

In this episode, Ivana talks about the power of knowing your marketing superpower and how it can help you find which marketing strategy best suits you and your business for more clients and profits at a lesser cost. She also shares her insights and tips on what millionaires do that we should be doing too.

Check out these episode highlights:

01:02 - Ivana’s ideal client: “Since I'm at publication, I actually have two clients. I've got the readers, of course, who are solopreneurs, and small business owners, entrepreneurs, all those kinds of types.” 02:36 - Problem Ivana helps solve: “The problem I typically solve for business owners and entrepreneurs is, I help them get out of the marketing to overwhelm. Do less marketing, make more money.” 03:04 - Typical symptoms that clients do before reaching out to Ivana: “Don't be afraid, you guys, listeners, when you see yourself in these descriptions. Number one, you are spending money on marketing and getting nothing! I call that 'the slot machine'.” 04:07 - Common mistakes that people make before they find Ivana’s solution: “Well, the common mistake, Tom, is that they, as you said, they're stuck in this constant 'do loop'.” 04:55 - Ivana’s Valuable Free Action (VFA): “The first thing I'm going to tell them, choose one marketing strategy. Don't worry! There aren't hundreds, there are three.” 06:16 - Ivana’s Valuable Free Resource (VFR): Check out Ivana’s Superpower Quiz: DIYMarketers.com 06:53 - Q: What is it that millionaire marketers know that the rest of us don't? A: Well, guess what? Millionaire marketers– they started out probably like all of us. But guess what? They figured out what their strength was. They did the 'do loop'.

Tweetable Takeaways from this Episode:

“You find your strength. Find out one thing that you do well, that you enjoy, that on your worst day you want to do, double down!” -Ivana TaylorClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, joined today by Ivana Taylor. Ivana, good day from down under. A very warm welcome. Where are you hanging out?

Ivana Taylor 00:21 I'm hanging out in equally sunny and brisk Cleveland, Ohio, in the United States,

Tom Poland 00:29 Alright, there is one of the funniest people in the world, Drew Carey and his cohorts. So for those of you who don't know Ivana, she publishes DIYMarketers.com where solopreneurs can learn how to get more customers on 17 miserable, lousy, little bucks a day, which is pretty amazing! So the title is, "How to Use Your Marketing Superpowers to Do Less Marketing, and Make More Money". And who wouldn't want that? Even though I love my marketing, I'm drawn towards the title.

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Discover how to find the right audience for your work through the help of the ecosystem Learn why you should never follow the cookie-cutter advice before looking for the right solution Find out the importance of strategic analysis and its effects on building a network of people-turned-clients

Resources/Links:

Wanting to Make a Leap and Change the World with Your Bright Ideas? Learn more on how you can build a thriving business, target the right audience, cultivate your network, and gain more profit than ever: Pamelaslim.com/thewidestnet

Summary

Have you had, or even built, a really big and life-changing idea (IP) that you just want to share with the world?

Do you find yourself having a difficult time looking for ways on how to deliver it to the right market?

Are you ready to know how to systematically market your IP to the right customers while expanding your network and creating great profit?

Pamela Slim is an award-winning author, speaker, and business coach who works with small business owners ready to scale their businesses and IP.

In this episode, Pamela talks about the importance of building networks and targeting the right audience for your products through strategic analysis and systems. She also shares some things you should be avoiding in marketing and in business when looking for the right solution.

Check out these episode highlights:

01:38 - Pamela’s ideal client: “I work with really smart people who have built amazing intellectual property that makes a positive difference in the world.” 01:50 - Problem Pamela helps solve: “For many, they're at their limit. They have developed something really important, but more and more people want it and, in particular, want to have them deliver it.” 02:50 - Typical symptoms that clients do before reaching out to Pamela: “There are two things, one is an emotional symptom, and one is usually a physical and operational symptom. So, on the emotional side, they may feel really excited that so many people are actually paying attention or listening to their work or following them.” 03:50 - Common mistakes that people make before they find Pamela’s solution: “I noticed there are a lot of cookie-cutter answers. So, somebody might say, "You are really an amazing author. And so, you should just create an online class." And they say, "Okay", and some of them invest lots and lots of money to create an online class.” 05:13 - Pamela’s Valuable Free Action (VFA): “So when you're thinking about finding an audience for your work, the strategic analysis to me happens when you see your ideal customer who's really in the center of an ecosystem in which they are looking for answers to solve whatever core problem they have, or in the case where they have an aspiration, to help them reach their aspiration.” 06:45 - Pamela’s Valuable Free Resource (VFR): Check out Pamela’s Website: Pamelaslim.com/thewidestnet 07:34 - Q: Why is it important to really build an audience? And why is it a valuable thing to do? A: Sometimes it feels like it's just easier to focus on yourself and to not look sideways at other people. But I found not only strategically is it easier to open up more opportunities for yourself, but it also makes the journey less lonely.

Tweetable Takeaways from this Episode:

“I found not only strategically is it easier to open up more opportunities for yourself when you just look at connecting with people who have already put in the hard work of gathering a community of people together, but it also makes the…Click To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Qu...

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Learn how to value your products or services so that you can offer clients the right value at the right price Understand why showcasing yourself and your ideas at your event rather than getting more speakers is crucial to your business’ growth Find more about the 10x price space and how it will help you gain new clients and the profit you deserve

Resources/Links:

Wanting to Learn How You Can Plan, Produce and Profit from Your Own Digital Events? Find out more about the secret formulas and key elements you need to know about when doing your own digital event: JoinPride.com/MTI

Summary

Have you been trying to figure out how to drastically bump up your services?

Are you struggling to price your services based on their value and just end up trying to swoon clients in with your underprices?

Do you want to know how you can maximize your service and bump up your business up to 7 figures while gaining new clients?

For over a third of a century, Ken Krell has inspired thousands of people from all over the world by sharing powerful ways to create wealth, prosperity, and happiness in their lives.

In this episode, Ken talks about how you can make an offer that can guarantee your clients won't be able to say no to it. He also shares his tips and insights on how digital events are faster, easier to deploy and lesser risk to take when wanting to gain new clients and more profits.

Check out these episode highlights:

01:23 - Ken’s ideal client: “Obviously, speakers, authors, coaches, consultants. People with a message to share.” 01:33 - Problem Ken helps solve: “The biggest problem that most of these folks have is how do you market your programs? How do you market your products? How do you get the best price you can get?” 02:09 - Typical symptoms that clients do before reaching out to Ken: “A lot of them have imposter syndrome. They don't value themselves the way they need to be valued. They don't recognize the effect that they have on others where they could ultimately price significantly more.” 03:00 - Common mistakes that people make before they find Stephen’s solution: “Probably among the biggest things I've seen is if they run an event, they bring in so many other speakers to add value that they don't get to showcase themselves. So to some degree, it's a feeling of security that they have all the other speakers, but they shoot themselves in the foot.” 05:04 - Stephen’s Valuable Free Action (VFA): “I want to start with the money break. That's sort of the money piece, what value do you add to your clients? Let's get to that fundamental. So certainly, if you're in a hard type of thing, or tangible thing, so, you know, you're doing some with investments.” 07:02 - Stephen’s Valuable Free Resource (VFR): Check out Stephen’s Mini-Course: JoinPride.com/MTI 07:35 - Q: Why digital events? A: And the biggest reason real quickly is faster, easier, less risk, more fun, better to deploy, you win.

Tweetable Takeaways from this Episode:

“People really buy based on value, not based on price, and you don't need to compare with anyone else because you are unique.” -Ken KrellClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you as ever from little Castaways Beach in Queensland, Australia, joined today by Ken Krell. Ken, a very warm welcome from down under here. Whereabouts are you hanging out?

Ken Krell 00:25 I'm in Sydney, so I'm just down the street, sort of.

Tom Poland 00:27 Are you? Just down the road!

Ken Krell 00:28 Geographic enough.

Tom Poland 00:30 Just throw a pebble out the window.

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Discover what you need to avoid doing to not be a wanna-be coach nobody wants to hire Learn about the importance of creating powerful conversations and connections with the right people Find out how to turn your vulnerability and life experiences into a best-selling coaching business

Resources/Links:

Wanting to Help People, Build More Impact, and Gain Better Income Through Your Own Experiences and Insights? Learn how you can become a high performing coach and create an impact in the world one client at a time: highperforming.coach

Summary

Have you been struggling with making a business out of coaching?

Are you investing on fancy websites, business cards, and creating programs that aren’t even getting you any clients?

Do you want to know the secrets to make your coaching business successful and guarantee a fully-booked schedule?

Tina Brigley is a TEDx speaker and international coach to coaches. She believes that in order to grow a coaching business you must be willing to play the inner game so that you can win your outer game.

In this episode, Tina talks about what makes a coaching business successful and what things you need to avoid and stop doing to not look like the wanna-be coach nobody wants. She also shares her tips and insights on what people actually look for in a coach.

Check out these episode highlights:

01:02 - Tina’s ideal client: “I work with high-performing people who want to be high-performing coaches.” 01:12 - Problem Tina helps solve: “The number one problem that they have, "Who's my niche?" I say forget your niche. Find your person. "And how do I create clients? Where are these people hanging out?" 01:46 - Typical symptoms that clients do before reaching out to Tina: “So they were feeling frustrated, overwhelmed, and they have the experience of there's so much online noise? "Who do I trust? Where I turn to?" They don't have a system to create clients.” 02:32 - Common mistakes that people make before they find Tina’s solution: “Before they even create any clients, they go out and invest in a very fancy website. Meanwhile, they're not clear on their niche. They change five times. They have to change their website five times.” 03:36 - Tina’s Valuable Free Action (VFA): “There are a lot of wanna-be coaches out there in the world. Don't be a wanna-be coach, be the real deal. And what I mean by that is people are looking for you-- authentic you. Not the fluffy, not afraid version of you.” 05:19 - Tina’s Valuable Free Resource (VFR): Check out Tina’s Website: highperforming.coach 05:59 - Q: Why am I doing this? Why do I coach coaches? A: You know, when I did personal coaching, I said it was a lot easier to personal coach than coach coaches. But really, my mission in life is to serve the evolution of the human race by empowering coaches to transform the world.

Tweetable Takeaways from this Episode:

“You need to have a powerful conversation with the right person. The industry says you need to do, but really you need to just grow your network and build connections with people.” -Tina BrigleyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out at you from little Castaways Beach in Queensland, Australia, joined today by Tina Brigley. Tina, a warm good day from down under. Where are you hanging out?

Tina Brigley 00:22 I'm in Canada-- Windsor, Ontario!

Tom Poland 00:25 Oh, snows on the ground?

Tina Brigley 00:27 Not yet. But coming!

Tom Poland 00:28 Coming soon. All right. Brace for it! Folks, if you don't know Tina, she's a TEDx speaker. She's an international coach to coaches.

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Find out how to take the uniqueness out of you and make it into your very own personal branding Discover the importance of why you should position your brand first before showing it off Understand the art of achieving consistency in person and online and its importance

Resources/Links:

Wanting to Learn How to Find, Build and Show off Your Personal Brand for More Clients, Greater Profit, and Better Site? Learn how to bring your brilliance to life through your branding: Philpallen.co/freebies

Summary

Have you been struggling with finding your own unique personal branding that seems like every branding is already taken?

And if ever you do have a brand, are you having a hard time positioning your brand and marketing it in a way that looks good for you and your business?

Do you want to know how you can spice up your branding and make it your very own secret weapon?

Phil Pallen is a personal branding expert and keynote speaker. His non-conventional approach to digital marketing and talent for social media has built him a global audience.

In this episode, Phil talks about how to find your very own personal branding through your uniqueness and professionalism. He also shares some helpful and promising tips to make sure that your awesome brand is consistent both offline and online.

Check out these episode highlights:

01:31 - Phil’s ideal client: “My ideal client is a busy working professional. I'd say usually women, probably three women to one man, but my site gives a good kind of window into that. They're busy working professionals that have achieved the majority of their success on their own.” 02:05 - Problem Phil helps solve: “So the problem is, I'd say uncertainty on what to do next. Because my client's very unique personal branding means that they are the brand. They are the product. Because it's them, they're too close to it.” 03:40 - Typical symptoms that clients do before reaching out to Phil: “I'm gonna piggyback off of what you just said. And I think the symptom, the most typical symptom is unawareness that they've evolved as a business owner, as a professional in real life. But that evolution has not happened online.” 05:37 - Common mistakes that people make before they find Phil’s solution: “When I approach this process, position your brand, build something to show for it, and then stick the "for sale" sign up in front of the house and promote it, the mistake that people make is they jump too quickly to that final stage.” 06:50 - Phil’s Valuable Free Action (VFA): “I'm going to reiterate the process that people should follow regardless of industry. Position your brand. So that's a combination of what is something you love paired with something others need.” 07:16 - Phil’s Valuable Free Resource (VFR): Check out Phil’s Website: Philpallen.co/freebies

Tweetable Takeaways from this Episode:

“Personal branding really is the art of achieving consistency between who you are and how you show up online, or in-person, and making sure that evolution happens online.” -Phil PallenClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I think you're in for a treat today! I've got Phil Pallen and Phil is- well, first of all, good day, Phil. Welcome! Good day from down under. Whereabouts are you hanging out because I believe you are a man of many cities?

Phil Pallen 00:27 That is always a question. No one asked me how I am and asked where I am! Today I'm going to Lisbon, Portugal.

Tom Poland 00:33 And where else do you inhabit? Florida somewhere?

Phil Pallen 00:38 Yeah, I'm Canadian but based in the US,

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Discover how you can systematically and operationally scale your business through your employees Find out how to build your management team into a leadership team you can trust Learn more on why bringing in skilled employees to your business is better than the “jack of all trades”

Resources/Links:

Wanting to Find Out How to Make an Exceptionally Skilled and Good Leader Out of Your Managers? Learn more on how to scale your business through the right investment for growth: Investinyourleaders.com

Summary

Have you been feeling stressed and worked out with managing your business and your team?

Do you wish you knew how to turn your managers into better leaders that you can trust?

Are you ready to find out how to grow your people by growing their skills while growing your profits and business?

Cameron is the mastermind behind hundreds of company's exponential growth and has earned his reputation as the business growth guru. He has built a dynamic consultancy with clients that include a monarchy and a Big 4 wireless company. The author of 5 books, Cameron is also a top-rated international speaker and the founder of the COO Alliance, the World's Leading Network for Seconds in Command.

In this episode, Cameron talks about how to flip your business to get more clients, more profit, and more growth at the expense of zero stress and better employees. He also shares his tips and insights on the importance of investing in the right employees and making them better leaders you can trust.

Check out these episode highlights:

02:11 - Cameron’s ideal client: “The ideal client is a real company, typically, 50 to 500 employees, minimum $5 million in revenue, where they're looking to scale the organization, and the CEO has realized that they need to empower their second-in-command or their COOs.” 02:38 - Problem Cameron helps solve: “The biggest problem I solve is that most entrepreneurs are quite incapable of getting operational and growing the company. And at some point, they need to hire that second-in-command, and they don't tend to have the skills or the leadership chops to actually build the scale of the company and they get stuck.” 03:23 - Typical symptoms that clients do before reaching out to Cameron: “They've usually had their first management team in place. And they're trying to build that team into a leadership team. You know, they need to get more of the season the leaders.” 04:49 - Common mistakes that people make before they find Cameron’s solution: “A lot is the lack of focus. A lot of it is because, more than ever, we're really being bombarded with information, right? Whether it's a podcast, or books, or eZines, or magazines, or seminars, or mastermind groups.” 05:31 - Cameron’s Valuable Free Action (VFA): “The reality is that the core job of the entrepreneur is to grow people, and it's to grow their confidence and to grow their skills. So I like people to imagine, let's say that your leaders are climbing up two ladders.” 06:21 - Cameron’s Valuable Free Resource (VFR): Check out Cameron’s Website: Investinyourleaders.com 07:17 - A: I think I even want to flip it differently, which is none of this really matters. That at the end of the day, we're all just walking each other home. And at the end of the day, I think if we focus more on having fun and enjoying the journey and hanging out with good people and spending time with our employees and enjoying their lives and helping them if we can just enjoy the journey, we'll be successful.

Tweetable Takeaways from this Episode:

“You're really looking for the true counterpart, a second-in-command, who you can really trust and who's great at the stuff that you suck at, and who doesn't want to get into the stuff that you're really good at.” -Cameron HeroldClick To Tweet

Transcript

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Discover the importance and benefits of having a solid foundation for your business Find out why you need to select carefully, trust more, and better train your employees Understand deeply why you shouldn’t be chasing around employees and instead let them come to you with their commitments

Resources/Links:

Wanting to Find Out How to Scale Up Your Business to the Max While Getting Much of the Free Time You Deserve? Learn more about the importance of hiring the right people and maximizing their potential for your time and your business: optimusperformance.ca

Summary

Have you been feeling like you’ve been spending too much time and doing most of the work in your business?

Are you ready to find out how to build a promising solid foundation that can guarantee your business growth?

Do you want to know how you can select, train and develop the best of the best of your employees?

Stephen Goldberg has over 26 years of experience training, coaching, and guiding small business owners on leadership and employee performance.

In this episode, Stephen talks about why employee performance is critical and important for managing your time and scaling your business. He also shares his tips and insights on why you should ditch the dictation and let your employees show you their commitment.

Check out these episode highlights:

01:40 - Stephen’s ideal client: “It's small business owners, small medium-sized business owners. Typically, with 10 to 100 employees would be the type of businesses I work mostly with.” 01:58 - Problem Stephen helps solve: “I help them to scale their business or free up their time to work on the opportunities that present themselves, whether it be to scale their business or simply to put their talents and abilities where it's going to benefit the business and them the most.” 03:22 - Typical symptoms that clients do before reaching out to Stephen: “Often they're running into time problems, trying to get everything done. So, it leads to a lot of stress, sometimes even heading towards burnout. It's affecting their relationships, and also money problems.” 04:28 - Common mistakes that people make before they find Stephen’s solution: “Often they'll try and, you know- I say often that the business owner is stuck doing the work that some of his managers or key employees should be doing. For example, maybe they're selling. You know, they started the business selling and getting key clients.” 05:57 - Stephen’s Valuable Free Action (VFA): “It's to really get clear with your managers on what the expectations are, and not dictate it to them. People don't want to be dictated to but have the managers come to you with their commitment that will free you, as a business owner.” 06:50 - Stephen’s Valuable Free Resource (VFR): Check out Stephen’s Website: optimusperformance.ca 07:39 - Q: What got you into this? A: Well, I was working as an entrepreneur in a family business. And this was in the early 90s. And I realized I didn't really know how to manage people and I was running into the same problems I just described.

Tweetable Takeaways from this Episode:

“Let people come to you with their commitments. They know their job. They know what they should be doing. Don't tell them what to do. Let them come to you. And then you negotiate that like you would anything else.” -Stephen GoldbergClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Stephen Goldberg. Stephen, good day. Sir, welcome from Down Under. Where are you based?

Stephen Goldberg 00:24 I'm in Montreal,

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Learn how to ditch other people’s comments and prioritize what’s good for YOU Understand why it is important to be confident and its relation to being competent Discover what are the four important things you need to think about and prioritize first

Resources/Links:

Wanting to Find Out How to Break the Boundaries and Become Limitless? Learn more about how you can live the life that YOU want instead of what others want: www.myfourquestions.com

Summary

Have you always been listening to what other people want for you instead of listening to your inner voice and heart?

Are you constantly tired of trying to live up to other people’s expectations of you?

Do you want to know the four powerful things you need to think about and prioritize to unlock the door to living freely?

Laura Gassner Otting speaks with change agents, entrepreneurs, investors, leaders, and donors to get them past the doubt and indecision that consign their great ideas to limbo. She delivers strategic thinking and well-honed wisdom informed by decades of navigating change across the star-up, nonprofit, political, and philanthropic landscapes.

In this episode, Laura talks about the key to unlocking the life of your dreams without other people’s comments, negativity, and dictation. She also shares her key tips on how you can carve your own path to build the life, self, and business you’ve always wanted.

Check out these episode highlights:

01:22 - Laura’s ideal client: “My ideal clients are people who are entrepreneurs. They're either working for themselves or intrapreneurs, inside of organizations helping other people claim their dreams.” 01:35 - Problem Laura helps solve: “The problem I solve is helping people get unstuck. So we are all pursuing this idea of success that has been written for us by somebody else. This whole long list was handed to us by a guidance counselor or a career counselor at some point, telling us what success.” 02:08 - Typical symptoms that clients do before reaching out to Laura: “The people who experience this problem are the ones that got a checklist when they were 16, 17, 18 years old that said, "A good job". What makes a good job good?” 03:03 - Common mistakes that people make before they find Laura’s solution: “I think some of the common mistakes they make is being all things to all people all the time. They say yes to everything. They try to solve all the problems, then all they end up doing is solving their own ego's need to help.” 05:11 - Laura’s Valuable Free Action (VFA): “My top tip is to stop defining success, as it has been handed to us externally, but to start thinking about it in terms of four different things: calling, connection, contribution, and control.” 07:04 - Laura’s Valuable Free Resource (VFR): Check out Laura’s Website: www.myfourquestions.com 07:36 - Q: Does everybody need all four of these things? A: The answer is no. The answer is you only need as much of each of them as you need. And at different ages, in different life stages, it's going to be different.

Tweetable Takeaways from this Episode:

“Failure is not the finale. It's a fulcrum. It's where we learn and we grow. We innovate and we change.” -Laura Gassner OttingClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Laura Gassner Otting. Laura, a very good afternoon, I guess this few. Welcome! Where are you based?

Laura Gassner Otting 00:24 I'm based in Boston, Massachusetts.

Tom Poland 00:26 Boston, Massachusetts!

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Discover what makes joint ventures effortlessly better than anything else Learn more on how to build your list and create offers that convert Find out why you shouldn’t be making retail offers especially when wanting to grow out your network

Resources/Links:

Wanting to Learn More About the Power of Joint Ventures and Create Offers that Convert? Find out why you should ditch the rest and invest in joint ventures: JVologylive.com/success-wheel

Summary

Have you been struggling with getting real and qualified leads for your business?

Do you want to know how to deliver recurring passive income that will help upstream your profits and promote your business?

Are you ready to find out why you should be creating connections and expanding your network through joint ventures?

Jay Fiset is a best-selling author, student of human nature, avid outdoorsman at 5-star hotels, speaks fluent smart ass and can see and reflect your life mission in 5 minutes flat.

In this episode, Jay talks about how joint ventures are the answer to your lead problem in your business. He also shares his tips and insights on how you can start expanding your network and foster better business connections while increasing your leads and profits through joint ventures.

Check out these episode highlights:

01:03 - Jay’s ideal client: “Entrepreneurs who are looking to grow and scale their business through partnerships and collaboration. Ideally, somewhere in the $100 to $500,000 range where we can just help them put their foot on the gas pedal.” 01:22 - Problem Jay helps solve: “We actually solve two problems. The first and most significant problem is most entrepreneurs have a terrible lack of leads. If they do have leads, those leads are actually too expensive, or unqualified.” 02:08 - Typical symptoms that clients do before reaching out to Jay: “So they're doing things like contributing to the Mark Zuckerberg college fund for his kids through a process they call "Facebook ads" that is supposed to deliver business and clients, which is, frankly, generally a piece of shit.” 03:12 - Common mistakes that people make before they find Jay’s solution: “It takes about the same amount of time for an entrepreneur to sell a retail client their products, their services, and experience as it takes for them to nurture, develop and create a relationship with what we call ‘Instream JV partner’.” 05:21 - Jay’s Valuable Free Action (VFA): “Join a joint venture community. Get into a space where the peer-to-peer JV conversation is not just accepted, it is the intention of the community.” 05:57 - Jay’s Valuable Free Resource (VFR): Check out Jay’s Success Wheel: JVologylive.com/success-wheel 07:08 - Q: What's my favorite psychedelic? A: I got a bunch I like, but I will- I'm actually a fan of legalizing mushrooms. I think that actually- it's a very important process that's going to change mental health care.

Tweetable Takeaways from this Episode:

“You need to be nurturing, building, and developing relationships with somebody who will send you more retail customers than you can frankly serve.” -Jay FisetClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, as always, beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Jay Fiset. Jay, a very warm welcome, sir. A privilege and a pleasure to have you on the show! Where are you hanging out?

Jay Fiset 00:27 I am in Calgary, Canada. We are waiting for the snow. It's going to be awesome! Thank you for having me.

Tom Poland 00:32 Yeah, you're welcome. Thanks for the tip and the invite.

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Discover the three important dimensions you need to manage to transform your business Learn more about how hiring a coach is not an embarrassment but rather an achievement that could save you and your business Understand why you should marry your intention to make an impact in you, your business, and in the world

Resources/Links:

Wanting to Know What to Say When Handling a Delicate or Difficult Conversation? Learn more on how to handle difficult conversations using the right words and conveying a better message: alisacohn.com/scripts

Summary

Do you often find yourself not being able to achieve the self goals and business goals that you have set?

Have you been feeling like you’re not making any progress in your business and just feel stuck at the startup phase?

Are you ready to find out how you can transform your business from startup to grownup?

Alisa Cohn has been named the #1 Global Guru for Startups in 2021. She has coached startup founders to grow into world-class CEOs for nearly 20 years.

In this episode, Alisha talks about how you can scale your business by understanding three primary things and managing three important dimensions that are influential to you and your business’s growth. She also shares her insights on the importance of embracing the inner CEO self that can help you build a life and business satisfaction.

Check out these episode highlights:

01:03 - Alisa’s ideal client: “Startup founders who want to scale their leadership in service of scaling their business.” 01:12 - Problem Alisa helps solve: “I help them understand where they are, where they are going, and how are they going to get there in three dimensions-- managing you, managing them, the team, and managing the business.” 01:37 - Typical symptoms that clients do before reaching out to Alisa: “ As I talk about in my book, From Start-Up to Grown-Up, there's a lot of different ways that founders realize they need to find a coach. So one is that they're having, like, issues with the business itself. They're not achieving the results.” 02:30 - Common mistakes that people make before they find Alisa’s solution: “They hire the wrong people. They neglect to onboard those people. They don't recognize that their role as a leader is to facilitate the environment around them.” 03:22 - Alisa’s Valuable Free Action (VFA): “I'm going to give you two top tips. One is to step back, and journal or meditate or tune into your inner voice and your inner intuition every day as a practice. Because you really want to get a handle on all the jumble that's going on in your head.” 05:03 - Alisa’s Valuable Free Resource (VFR): Check out Alisa’s Scripts: alisacohn.com/scripts 06:17 - Q: How can I be the CEO in my own life? A: Because people don't realize that they're the author of their own lives every day. The first person you lead every day is the person who wakes up in your pajamas.

Tweetable Takeaways from this Episode:

“The key to leadership development, in part, is marrying your intention-- your thoughts, your feelings, what you want to get done with your impact, how that's landing with other people.” -Alisa CohnClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach here in Queensland, Australia, joined today by Alisa Cohn. Alisa, good day! A very warm welcome. Where are you hanging out?

Alisa Cohn 00:24 Thank you so much for having me. I'm hanging out in New York City.

Tom Poland 00:27 New York City, the Big Apple that never sleeps.

Alisa Cohn 00:30 Yup, that's right! All those things.

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Discover how can you step away from your business without letting your business fall without you Find out why you should first be reflecting on what you want and don’t want to do before putting up a system Learn more about how you can take bigger opportunities every day through systematizing your business

Resources/Links:

Wanting to Learn How You Can Reduce Your Time In Your Business and Still Scale Your Profits? Find out how to systemize yourself out of your business and ditch being stuck in those day-to-day operations: systemology.com/academy

Summary

Have you been feeling like you’re stuck doing your business’ operations daily that you don’t have any time for anything else?

Do you feel bombarded with all the work from your business that you feel like it’s time to have the right system in place?

Are you ready to systemize your way out of your business and create more time, reduce errors and scale your profits?

David Jenyns, in 2016, has successfully systemized himself out of his business, one of Australia’s most trusted digital agencies, Melbourne SEO Services. Through this process, he became a systems devotee founding systemHUB and SYSTEMology. Today, his mission is to free all business owners worldwide from the daily operations of running their business.

In this episode, David talks about how to get unstuck in your business’s day-to-day operations and let your team do the work through the right and structured system. He also shares his tips and insights on how you can find the right system for you and your business.

Check out these episode highlights:

01:22 - David’s ideal client: “Business owners with 3 to 20 staff who find themselves very much stuck in the day-to-day operations. So they are the bottleneck, and they can be service-based businesses or product-based businesses.” 01:40 - Problem David helps solve: “The problem that we help them solve is how do they step out of the day-to-day operations? How can they step away from the business for more than a day or two, then, you know, without the business falling in a heap?” 02:30 - Typical symptoms that clients do before reaching out to David: “Usually the warning signs, limited time, that's obviously a big giveaway. And very much that they are the bottleneck, that errors are popping up inside their business.” 03:35 - Common mistakes that people make before they find David’s solution: “Common things that business owners try to systemize the business themselves or they start off doing the documentation. And they don't really like documentation or writing systems and processes and they're usually not the best person on the team to be doing it, but for some reason, they feel a need to be.” 04:50 - David’s Valuable Free Action (VFA): “The best thing that you can do is to think about where to start. That's always the first question that pops up into someone's mind which is, "Okay, well, I know systems are important and I want to do them, but what is the first system I should put in place?” 06:23 - David’s Valuable Free Resource (VFR): Check out David’s Website: systemology.com/academy 06:56 - Q: How did I get to know Michael E. Gerber, the author of The E Myth and how did he come to endorse SYSTEMology in the work that we do? A: It's a big story. It's covered at the start of the SYSTEMology book. And if you hear the audio version of that, Michael reads it himself and his wife makes the cameo as well.

Tweetable Takeaways from this Episode:

“Removing the business owner, simplifying the process, and getting the team a lot more involved – that really helps to overcome many of the common mistakes people had at the start.” -David JenynsClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

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Find out how our conscious awareness can affect how we productively operate in life and in our business Learn more on why you shouldn’t be too attached to your plans not unless it is worthy of your life and time Understand why knowing “how” beforehand is an overrated statement and excuse that you should stop thinking

Resources/Links:

Wanting to Learn How to Live a Rich Life But Those Limiting Thoughts Keep on Stopping You? Find out how to turn your business into a massive empire with the power of your mindset: Paulmartinelli.net

Summary

Have you been feeling down in the dumps and just feel like you can’t get to the top of your business dreams?

Do you want to learn how to change those limiting beliefs and thoughts into powerful action and growth?

Are you ready to live the rich life you have ever so deserved?

Paul Martinelli is an internationally acclaimed speaker, trainer, mentor, and coach who truly believes that if you can dream it, you can do it.

In this episode, Paul talks about why you should be ditching the idea of knowing “how” to do things and start thinking about the “why”. He also shares his insights on how you can activate your full potential through the right mindset and grow and live rich!

Check out these episode highlights:

01:00 - Paul’s ideal client: “Nice, happy, rich people. I want to work with people who are nice, people who are happy, and people who are not going to beat me up on price and who have a vision, who want to be, do and have more in their life.” 01:20 - Problem Paul helps solve: “I think what I do is I interrupt the story. You know, everybody wants to be, do, and have more. It's who we are as a spirit to beat. And there's a story that interrupts us seeking out, living our full potential.” 02:22 - Typical symptoms that clients do before reaching out to Paul: “Look, there are seven levels of conscious awareness, how we think, and make decisions in our lives. And when we operate from the lower levels of conscious awareness, we're bound to screw things up.” 03:47 - Common mistakes that people make before they find Paul’s solution: “They think in reverse. They look at their results, and they allow their results to be the cause of their lives. "I can't have my dream..." because of these results: because they don't have the time, because they don't have the money.” 05:04 - Paul’s Valuable Free Action (VFA): “’How’ is overrated. The Wright brothers didn't have a pilot's license. They didn't know how to build it. They didn't know how to fly it. Once they got it in the air, they did not know how to land it.” 06:07 - Paul’s Valuable Free Resource (VFR): Check out Paul’s Website: Paulmartinelli.net 06:39 - Q: What's the biggest mistake people make when they set goals? A: I'll give you three or four of them. I think one of the things is that you know, we plan too much, and then we fall in love with the plan. You're a creative being and where your focus goes, your energy flows.

Tweetable Takeaways from this Episode:

“We were designed to be causative. Not to live on the side of effects of our lives, but to be the cause.” -Paul MartinelliClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Paul Martinelli. Paul, good day. A very warm welcome from down under. Sir, where are you based?

Paul Martinelli 00:23 I'm in Jupiter, Florida, just about an hour and a half north of Miami.

Tom Poland 00:27 Perfect, and I think you said two hours south of Mickey Mouse. Is that right?

Paul Martinelli 00:31 You bet! Absolutely.

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Find out how to overcome that tech overwhelm feeling and find the best and right digital marketing system for you Learn why you shouldn’t be focusing on attracting everybody and instead focusing on your specific target audience Understand why knowing first who really is your ideal client and their pain points is important when finding the right marketing strategy

Resources/Links:

Wanting to Learn How to Launch Your New Digital System in the Fastest Possible Time? Find out more on how you can get more leads and sales by enhancing your digital marketing: www.sharonxhenderson.com/free-digital-marketing-system

Summary

Have you been struggling with getting more leads and sales that it just seems impossible to get the clients and profit you ever so wanted?

Are you looking for the right marketing strategy that will help ease your tech pain and confusion?

Do you want to learn how you can launch the new digital system that will promise you better clients, better profit in a shorter time?

Sharon Henderson has an award-winning digital marketing agency that helps coaches generate more leads and sales through cohesive digital systems that include a website, sales funnels, automation, and more.

In this episode, Sharon talks about the new and best digital system that could be the answer to your marketing and sales problems. She also shares her insights on what you should ask yourself and reflect on to further learn more about your target audience and use that information to enhance your marketing system.

Check out these episode highlights:

01:14 - Sharon’s ideal client: “My ideal client is a coach or consultant who's either just starting out and needs systems for whether you have the ROI entry-level method for them. And we have the ROI full methods for those that are established, coaches and consultants.” 01:39 - Problem Sharon helps solve: “Well, a lot of our clients have major tech overwhelm. They want to do what they love doing. They don't want to be having to fiddle with all the technology.” 02:14 - Typical symptoms that clients do before reaching out to Sharon: “So it's often coaches and consultants. Quite often, they've come through the institute, the Coaching Institute, and what is focused on there, in terms of marketing, is very, very limited.” 03:23 - Common mistakes that people make before they find Sharon’s solution: “The biggest one is that they cast the net far too wide. They try to attract everybody. And if you do that, then you're going to end up not attracting anyone, and certainly not people that you want, the people that you want to serve who can afford you and value your services.” 05:02 - Sharon’s Valuable Free Action (VFA): “The first thing that they need to do is have a look at their current presence and ask themselves, do they know with real certainty who it is that they want to serve? And are their existing marketing efforts really tailored for that?” 05:30 - Sharon’s Valuable Free Resource (VFR): Check out Sharon’s Digital Marketing System Offer: www.sharonxhenderson.com/free-digital-marketing-system 07:02 - Q: Why is my offer such a great investment? A: The system combined with a great design that we also infuse into everything that we create is going to promote their personal brand as a coach or consultant and they just work. The systems work.

Tweetable Takeaways from this Episode:

“If you apply the right kind of digital marketing strategies, then your clients will have high-quality customer journey that they need.” -Sharon HendersonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach...

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Discover why you need to prioritize cash management first to gain financial freedom in your business Find out how to ditch that paycheck-to-paycheck attitude and make your money grow an abundance Learn what question should you be reflecting on to know more about your financial status and decisions in your business

Resources/Links:

Wanting to Find Out How to Manipulate and Grow Your Money More Than What It Is? Learn how to properly prioritize your profit and gain the financial freedom you deserve: Annetteandco.co.uk/PFbook

Summary

Wanting to ditch that paycheck-to-paycheck lifestyle and grow out your profit?

Do you want to know the key to gaining financial freedom in your business?

Are you ready to find out what Profit First Accounting is and how it will help save your business from all the financial trouble?

Annette Ferguson is a firm believer in shaking up the accounting industry and practicing what she preaches. She loves working with forward-thinking business owners who are passionate about their businesses and their profit.

In this episode, Annette talks about how you can gain financial freedom in your business by prioritizing your profits first. She also shares the big question you should be asking yourself in order to reflect what you should financially be dropping in your business.

Check out these episode highlights:

01:10 - Annette’s ideal client: “My ideal client is a business owner that is making at least $100k in their business. And they're typically running a service-based business.” 01:25 - Problem Annette helps solve: “Basically, we help people take home more money from their business ultimately and make sure they have money set aside for tax so there are no nasty surprises.” 01:48 - Typical symptoms that clients do before reaching out to Annette: “So what typically happens is every time you get paid by a customer or client, it seems like you have another bill going out the door. It feels like every time money comes in, it disappears back out.” 02:50 - Common mistakes that people make before they find Annette’s solution: “Well, the thing is that they are exactly those people. They are the people who are driving revenue. And when you're driving revenue, sometimes you take an eye off the costs.” 03:51 - Annette’s Valuable Free Action (VFA): “What I recommend to people is to gather together all your business bank and credit card statements, ideally for the last year, and to go through them line by line, asking yourself two questions.” 04:40 - Annette’s Valuable Free Resource (VFR): Check out Annette’s Website: Annetteandco.co.uk/PFbook 05:27 - Q: Can all businesses implement the teachings of Profit First? A: Yes. However, you do have to be revenue-generating in order to implement it because Profit First is all about managing the cash that's coming into your business in a way that is going to give you more profit and save for tax and all those kinds of things.

Tweetable Takeaways from this Episode:

“When you're driving revenue, sometimes you take an eye off the costs. And so, what we see is that people are focusing on revenue, and sometimes at all costs, and neglecting themselves, neglecting their costs in their business.”…Click To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland joined today by Annette Ferguson. Annette, good day from down under. A very warm welcome. Whereabouts are you based?

Annette Ferguson 00:20 I am based in Scotland in the UK. I'm about 20 miles south of Edinburgh. And thank you for having me on today, Tom.

Tom Poland 00:26 Only 30 week clicks from the Fringe Festival then!

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Discover how to generate more well-paying clients through the right marketing hacks for your business online Learn why you should stop selling your product to your clients and understand your clients more Understand why having motivation is an important thing in growing out your business

Resources/Links:

Wanting to Up Your Marketing Game On and Get the Clients and Profits You’ve Always So Deserved? Find out what marketing hacks should you be doing to awesomely grow your business: Suttidayang.com

Summary

Have you been feeling overwhelmed with marketing that it just seems impossible to get more new clients?

Do you feel like your marketing strategies aren’t just working anymore?

Are you ready to find out the promising marketing hacks and secrets that will bring you more new clients and more profit?

Suttida Yang is an entrepreneur and digital marketing enthusiast with a passion for helping businesses push for growth.

In this episode, Suttida Yang talks about how you can sell fast and gain more by putting up the right content online for your target audience. She also shares why, in marketing, you shouldn’t be selling your products to your clients and understand them instead.

Check out these episode highlights:

01:31 - Suttida’s ideal client: “It's exactly what's in the title, B2B SaaS companies. And typically, they, you know, I'll work with companies who just received seed funding through a VC, or angel investors well into, you know, companies that have now surpassed their Series C funding.” 02:38 - Problem Suttida helps solve: “The number one thing is, typically, around lead generation, demand generation. So the need to attract the right audience that's going to actually adopt the product.” 03:14 - Typical symptoms that clients experience before reaching out to Suttida: “I think the biggest thing is a lack of growth. And I would say the primary thing is wasted marketing dollars. That's without any sort of accountability to show this is what we spent, this is what we received in return.” 04:07 - Common mistakes that people make before they find Sittuda’s solution: “I think this is a little bit you have to think about it as like America and more so than a sprint itself. And I understand in their world, time is money, and they have a limited amount of that as well, which then cuts back on the time.” 05:05 - Suttida’s Valuable Free Action (VFA): “I would say, I eat my own dog food. Do what I did, which is write really, really valuable content that showcases your expertise and the problem that you solve in the marketplace. And, you know, learn how to distribute that properly.” 05:54 - Suttida’s Valuable Free Resource (VFR): Check out Suttida’s Website: Suttidayang.com 06:29 - Q: What motivates me to continue doing what I do? A: It's all about ensuring that you're doing something you love that you jump out of bed every morning, excited to do and that you're actually making an impact on not just your lifestyle, but your community and larger than that.

Tweetable Takeaways from this Episode:

“The most important thing is to bring value to your target audience. And the best way to do that is when, whether you're pushing out a piece of content or advertisement, it's to not try to sell them.” -Suttida YangClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you as ever from little Castaways Beach in Queensland, Australia, joined today by Suttida Yang. Suttida, good day from down under. A very warm welcome. Where are you hanging out?

Suttida Yang 00:24 From Denver, Colorado.

Tom Poland 00:26 Yeah,

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Find out how to work your way online and gain more exposure with the top search engines like Google, Yahoo, and Bing Learn why Search Engine Optimization is more than just looking for the right keywords Understand what you should be avoiding when wanting to gain more traction, more traffic, and more clients to your website

Resources/Links:

Wanting to Find Out How to Stay On The Top Online and Bring Traffic Into Your Website? Learn how to make the most out of Search Engine Optimization and rank up your site online: www.ThisIsMySouthBay.com

Summary

Have you been trying to get more traffic into your website but just end up struggling and putting in more money?

Do you feel like your competitors are getting your clients while you’re being the world’s best-hidden gem?

Are you ready to change your online exposure and rank up on the search engine rankings with the power of Search Engine Optimization?

Eric Seropyan is the owner of This Is My South Bay, a digital marketing agency located in the South Bay region of Los Angeles. His agency specializes in helping small-to-midsize businesses gain exposure online with a variety of digital marketing strategies. They are an agency that focuses on driving traffic to their clients’ websites utilizing the power of search engines and optimizing websites to be ranked organically.

In this episode, Eric shares what Search Engine Optimization can do for you and your business online and how to change Google’s way of seeing you. He also talks about what are the things you should stop doing when wanting to rank up in the search engine rankings.

Check out these episode highlights:

01:18 - Eric’s ideal client: “. Our ideal client is someone that has a product or service that they're looking to market on a local level through Google, Yahoo, Bing search engines.” 01:35 - Problem Eric helps solve: “The problem we solve is basically to create some kind of structure in order to get the search engine's attention. And that involves some creativity. It involves consistency and know-how.” 02:04 - Typical symptoms that clients do before reaching out to Eric: “So there are a lot of people that have tried this, to try to do SEO on their own. They've tried to farm it out overseas. They've tried to, you know, people that they know, their relatives, and so on.” 02:53 - Common mistakes that people make before they find Eric’s solution: “The big one is that, especially with Search Engine Optimization, you don't pay for the traffic that Google sends over to you. So Google is not obligated to do anything for you. So you have to think of Search Engine Optimization almost like a long game.” 04:44 - Eric’s Valuable Free Action (VFA): “You want to make sure that you do some sort of keyword research. So that you're not just targeting keywords that you don't know what you're targeting. And so there's a free tool called ‘Google Webmaster Tools’.” 05:44 - Eric’s Valuable Free Resource (VFR): Check out Eric’s Website: www.ThisIsMySouthBay.com 06:46 - Q: What do I need to do to get ranked? A: You want to avoid anything to do that is not organic. So for instance, if you're doing a link-building campaign, you need to make sure that it's not, you know, suddenly, you don't have 1000 links coming in when you didn't have anything with reputation management.

Tweetable Takeaways from this Episode:

“You have so many competitors out there that have already claimed that real estate online with Google, you have to consistently and proactively go after that.” -Eric SeropyanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castawa...

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Find out how you can create more impact on your business and team for only half the drama and less stress Understand why your company can’t always depend on you Learn how you can ditch the poor entrepreneur with a decent and rich company and unlock your freedom and fulfill your potential

Resources/Links:

Wanting to Find Out How You Can Become the Best CEO Your Business and Team Deserves? Learn more about why it’s essential for you to have a CEO system in place to create more impact for lesser drama: danielmarcos.co/impact-x-workbook

Summary

Have you been feeling overwhelmed, anxious, and constantly exhausted when it comes to handling your business?

Are you struggling with trying to find the best system for your business that will need less of you?

Do you want to know how to become the best CEO your business and team deserve without compromising your freedom?

Daniel Marcos is the Co-Founder and CEO of Growth Institute, the leading online executive education company for C-level executives at fast-growing firms.

In this episode, Daniel shares how to become the best leader for your business and team without the drama, the stress, and the hustle. He also talks about the importance of having time for yourself while sharing his morning ritual that may help you get your mind and body ready for the day.

Check out these episode highlights:

01:07 - Daniel’s ideal client: “It's usually an entrepreneur, CEO, that does, at least, have a million dollars in revenue or up. And our ideal client does between $1,000,000 and $50,000,000 in revenue.” 01:19 - Problem Daniel helps solve: “Usually, we think that the more we scale the company things are going to get easier, and they get harder. I've been an entrepreneur for 23 years. I've been scaling companies. And I know how much drama that creates.” 01:53 - Typical symptoms that clients experience before reaching out to Daniel: “They are overwhelmed, working 12 hours a day, six to seven days a week, not having enough cash. And they're having a decent rich company with a poor entrepreneur. We see that a lot.” 03:06 - Common mistakes that people make before they find Daniel’s solution: “They build a company that depends on them. They build a company that it's used to for them to go and make rain or save the day. And usually, it feels great because you feel very proud of yourself because you get things done, but you don't have a life.” 03:50 - Daniel’s Valuable Free Action (VFA): “The first thing is they have to start with a good morning ritual. I always wake up two hours before my kids or my wife wakes up. And I dedicate two hours for me. I do exercise. I learn something I need to learn every day.” 06:08 - Daniel’s Valuable Free Resource (VFR): Check out Daniel’s Workbook: danielmarcos.co/impact-x-workbook 06:58 - Q: Why is it important to scale? A: Human beings need to grow. And, by the way, it's not about scaling revenue all the time. It's sometimes about scaling profitability.

Tweetable Takeaways from this Episode:

“For you to build a great company, you first have to build a great team. And for you to build a great team, you have to become a great leader.” -Daniel MarcosClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Daniel Marcos. Daniel, good day from down under. A very warm welcome, sir. Where are you hanging out?

Daniel Marcos 00:22 Thank you, Tom. I'm from Austin, Texas.

Tom Poland 00:25 Austin, Texas. Keep Austin weird. I tell you that the number of interesting people that Austin produces is completely disprop...

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Discover why search engine rankings should greatly matter to you and your business’s visibility Learn how SEO is ever-changing and is not something to be done by a one-man team Find out how you can spend less to no money on SEO while making the most out of it

Resources/Links:

Wanting to Know More About Search Engine Optimization and Help Your Business Change Its Visibility Game Online? Learn what are the best digital marketing strategies that can guarantee an up in your search engine rank while spending lesser money and time: getvisible.com/buy-the-book/

Summary

Do you often feel like your business isn’t gaining much traction and visibility online?

Have you been struggling to look for a digital marketing strategy that would best fit your business online?

Are you ready to find out the power of search engine optimization for a lesser expense and lesser time?

Jason Ciment was, formerly, an attorney and CPA. He runs a digital marketing agency out of Phoenix and Los Angeles that focuses on SEO, Social Media Marketing and Web Design for WordPress and eCommerce powered websites.

In this episode, Jason talks about how SEO will guarantee you more clients, more views, and more profit for your business online at a low expense and lesser time. He also shares what are the common mistakes when it comes to starting and handling SEO that you should be avoiding.

Check out these episode highlights:

01:03 - Jason’s ideal client: “Someone who values their time at $300 or more per hour is my ideal client.” 01:15 - Problem Jason helps solve: “So it's to help them understand that no matter how much they try, they're not going to be as good as our team at getting them ranked on Google or Bing. So the first step in our traffic solution is to get them rankings on the search engines.” 01:50 - Typical symptoms that clients do before reaching out to Jason: “Well, first of all, if they go to Google and type in the search, and they see their competition beating them, that's the first sign they have a problem.” 02:26 - Common mistakes that people make before they find Jason’s solution: “So the first thing is they tried to do it themselves, which almost, remember, if my ideal client is the $300 or more per hour earner, they shouldn't be spending time doing SEO. The arbitrage is just too amazing for them.” 03:30 - Jason’s Valuable Free Action (VFA): “ So there's one idea, it's called an "expert roll-up", or a "leaderboard" is another way of understanding it, which gives you the power of two for one action. So if, let's say you, find 10 people in your Rolodex that are good referral sources, or they add to the credibility because you're part of the conversation that they’re having online.” 04:36 - Jason’s Valuable Free Resource (VFR): Check out Jason’s Book: getvisible.com/buy-the-book/ 05:45 - Q: What makes you different or better than people who do what you do? A: Well, first of all, I've lived on the other side of the table as the client for years running an eCommerce business. So I've been an entrepreneur. I've been the guy fighting budgets and figuring out how to do things.

Tweetable Takeaways from this Episode:

“The algorithm is moving fast. The whole idea of just having a staged set of deliverables to do SEO, that's very, as that song goes, 2008.” -Jason CimentClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Jason Ciment. Jason, good day! Sir, a very warm welcome. Where are you based?

Jason Ciment 00:23 I am in Los Angeles, California. Good to meet you!

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Understand why your individual brilliance isn’t enough when it comes to scaling up your business Find out how you can achieve the “business owner joy” that can guarantee help in growing your business profitably and sustainably Learn what are the three components that you should watch out and work on to achieve business growth

Resources/Links:

Wanting to Find Out How to Put Joy Into Your Business, Smile on Your Clients’ Faces, and More Profit on Your Pocket? Learn out how to scale your business using your own individual brilliance: www.abundance.global

Summary

Do you have all these life and business goals but feel like you’ve been stuck at a business plateau?

Have you been wanting to know how to scale up our business fast and sustainably?

Are you ready to know more about how you can generate more clients, more profit, and more joy in your business?

Dr. David Dugan is a highly sought-after Business Coach, Mentor, and Co-author of “Bullet Proof Business”. He has personally guided over 2000 business owners towards a better lifestyle.

In this episode, Dr. David talks about how you can grow out your business sustainably and profitably through achieving the “business owner joy”. He also shares what are the top three common mistakes that you should be stopping or avoiding that can affect your business and self-growth.

Check out these episode highlights:

01:25 - David’s ideal client: “Ideal clients are entrepreneurs or business owners who have well-established businesses. They've got a proven concept. So they're already good at what they do.” 01:48 - Problem David helps solve: “The biggest challenge that we see for the well-established business is the question they ask themselves, "How do I scale my business?" and not really scale it, because no one's going to grow or scale their business into the plain.” 02:38 - Typical symptoms that clients do before reaching out to David: “Well, I'd like to start with a little bit of a story. Because in the business world, when you do an amazing job at helping tell a different story that-- you know, you've heard it even in the last 12 months, there are business owners who have really struggled over the last year.” 04:52 - Common mistakes that people make before they find David’s solution: “Three things that really stand out to me. Number one is they don't know how to read the scoreboard of business.” 06:11 - David’s Valuable Free Action (VFA): “I think the first thing is what we've talked about right now, Tom, is to be intentional. Be intentional around your business. And then there is, even though, initially, I can seem a little bit warm and fluffy, there's a real specific structure.” 07:06 - David’s Valuable Free Resource (VFR): Check out David’s Website: www.abundance.global 07:44 - Q: How do you choose the best coach, someone to support you? A: And that is making sure they've got results and they can help you in what you're doing. Results-based.

Tweetable Takeaways from this Episode:

“Be intentional around your business.” -David DuganClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach here in Queensland, Australia, joined today by David Dugan. David, good day, sir. Welcome.

David Dugan 00:22 Good day, Tom!

Tom Poland 00:22 Where are you hanging out? Where are you calling in from?

David Dugan 00:24 I mean, Brisbane, so just down the road from your place.

Tom Poland 00:27 Bris-Vegas, as we call it here. Voted on more than one occasion the world's most livable city, by the way, folks, so nice part of the world to be in.

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Learn how expert positioning can help you build multiple income streams and help you grow the business of your dreams Find out how your voice is the best asset to grow your business, gain more profit, and welcome new clients Understand why you should believe that you’re the expert and how that mentality can positively affect the way you present yourself

Resources/Links:

Wanting to Find Out How Expert Positioning Can Guarantee You Instant Business Growth, Better Paying Clients, and Multiple 6-7 Figure Income Streams? Learn more about the power and magic of expert positioning: expertpositioningsuccess.com

Summary

Do you feel like you’ve been struggling with focusing and staying in the right lane that it costs your business?

Have you been feeling like you’re the world’s best-kept secret and that people should know more about you and what you do?

Are you ready to find out more about expert positioning and how it can make you more profit, bring you more clients, and put your name in the game?

Debbie Allen, a.k.a. The Expert of Experts is an international business speaker, mentor, and best-selling author of The Highly Paid Expert. She has built and sold numerous million-dollar companies since the age of 19.

In this episode, Debbie talks all about the power of positioning yourself as an expert in the market through different tips and tricks. She also shares why the word “expert” isn’t something to be feared and how anyone, regardless of their background, can be an expert in their field.

Check out these episode highlights:

01:29 - Debbie’s ideal client: “My ideal client is somebody that really wants to do what I've been doing, who wants to become a highly paid expert. And to work with someone that's been there, done that, and wants to create multiple income streams as I have.” 01:47 - Problem Debbie helps solve: “I help them position their marketing. So they stand out as the go-to expert in their industry. And they’re starting out, position them at the top, so they can grow into that and make money faster.” 02:37 - Typical symptoms that clients experience before reaching out to Debbie: “Most of them are just going, "My marketing sucks", "I don't know how to make money", "I can't get the next client". They're really frustrated because they're playing in a general game. They're way too general, and that's very competitive.” 04:04 - Common mistakes that people make before they find Debbie’s solution: “Number one is staying focused. Pick a lane, stay in the lane, build their business, and do everything that gives them a return on investment. I call this the ‘squirrel syndrome’.” 05:08 - Debbie’s Valuable Free Action (VFA): “It's not just saying, "Hey, I want to be an expert", right off the bat, it's saying, "I'm going to step up my game". And so to really get the best opportunity is to use your voice. Use your messaging.” 06:06 - Debbie’s Valuable Free Resource (VFR): Check out Debbie’s Website: expertpositioningsuccess.com 06:46 - Q: Where did you learn to be an expert? A: Over the period of time, I've reinvented myself. And so that's why I know people can become an expert in just about anything because, you know, I've reinvented myself in different types of businesses.

Tweetable Takeaways from this Episode:

“You got to be able to step up and say, ‘I'm the expert’. If you're not claiming it, then somebody else is going to claim it.” -Debbie AllenClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Hello, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Debbie Allen. Debbie,

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Find out if the question “Now what?” is asked after having achieved a certain level of financial success or not Appreciate the power of reflecting and how it can affect your business and your answer to the question “Now what?” Understand why connecting with our inner selves, our head, heart, and higher purpose, is important in finding out what your next step is

Resources/Links:

Wanting to Know How to Answer Every Entrepreneur’s Greatest Business Question, “Now What?”. Learn more on why you should be listening to your cosmic alarm clock and be the world’s greatest gem: Evolvedenterprise.com

Summary

Have you been feeling buzzed with not knowing the answer to your question “Now what?”?

Do you feel like you haven’t been fulfilling your potential in the world through your business?

Are you ready to connect with yourself and pursue your best next step?

Yanik Silver has called a Cosmic Catalyst, a Maverick Mischief-maker, and a Galactic Goofball. He redefines how business is played in the 21st century at the intersection of evolutionary growth, impact, and fun. Yanik is the creator of the Cosmic Journal, author of Evolved Enterprise, and the founder of Maverick1000, a global collective of visionary entrepreneurs making a serious difference in the world without taking themselves too seriously.

In this episode, Yanik talks about why it is important to connect with ourselves in order to know your next step and make a greater impact in the world. He also shares his experiences and insights on how connecting with yourself can not only help you grow as a person but help you pursue what is truly yours to do.

Check out these episode highlights:

02:00 - Yanik’s ideal client: “The ideal client is someone that has had success, is successful. So typically a 7-, 8-, 9-figure, founder, CEO, entrepreneur, who is asking themselves, "Now what?" 02:34 - Problem Yanik helps solve: “There's a lot of things we can do, but what is truly ours to do? And so it's how do we connect our head, our heart, our higher purpose? So our head is our business side, the marketing side, whatever it is.” 03:50 - Typical symptoms that clients do before reaching out to Yanik: “I call it the "cosmic alarm clock". It's this little whisper that gets louder and louder. You can either hit snooze, or you can answer it. And it's usually going to be, so for me, it was asking a very simple question, which is, "Am I happy? Would I be happy doing what I'm doing 10 years from now?” 05:23 - Common mistakes that people make before they find Yanik’s solution: “A lot of times, it's simply saying, "Well, if I get to this next spot-", whatever that is, a $5 million company, a $20 or a $100 million company or, you know, whatever reward you want to materially compensate yourself with, that usually is very short-lived.” 06:15 - Yanik’s Valuable Free Action (VFA): “One of my favorites is, "Your questions dictate your answers". So I love great questions. And so what I said before, right, what I'd be happy doing from 10 years from now? Another one is, "What would my 111-year-old self tell me?" 06:57 - Yanik’s Valuable Free Resource (VFR): Check out Yanik’s Website: Evolvedenterprise.com 07:31 - Q: What is another question that they could be asking themselves or another action they could be doing? A: That would be something called a "cosmic checkbox". Something that just brings you joy, and fulfillment no matter what.

Tweetable Takeaways from this Episode:

“Your questions dictate your answers.” -Yanik SilverClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Cast...

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Find out why building your audience first is ideal than building content first Learn what should you be doing as a solopreneur that can make your webinars sell fast and your clients hooked Understand how webinars can turn students into potential, and possibly loyal, clients

Resources/Links:

Wanting to Find Out How to Turn Your Online Course Into Something Your Clients and Pockets Will Be Thankful For? Learn how to properly sell the course that can guarantee you a bigger audience, better clients, and greater profit: webinarninja.com/sellyourcourse

Summary

Have you been finding it difficult to share and sell your expertise to the world?

Do you wonder what should come first– building your audience or producing content?

Are you ready to find out how to gain more clients, share your expertise, and increase your profit with the power of webinars?

Nicole Baldinu is the Co-Founder and COO of WebinarNinja and The $100 MBA. She is also the producer of iTunes Best of 2014 Podcast, The $100 MBA Show. She co-hosts a new conversation podcast, Nicole & Kate Can Relate.

In this episode, Nicole shares how webinars are the best way to share your expertise with the world at a low cost as a solopreneur. She also talks about what are the mistakes you should be avoiding when it comes to trying to get into the webinar world.

Check out these episode highlights:

01:21 - Nicole’s ideal client: “We serve as an independent business owner. So they could be a solopreneur. They run their business on their own, or maybe they have a small team.” 01:48 - Problem Nicole helps solve: “These independent creators, these, you know, companies of one, they have an expertise to share. They've got something they can share with the world, and they want to share it at scale, and so they're trying to build their audience.” 02:44 - Typical symptoms that clients do before reaching out to Nicole: “I would say that they feel like- all that, in fact, they don't have enough leads. They need to, you know, grow their email list. They might be small. They might be starting out, or they might be early days in their business.” 03:43 - Common mistakes that people make before they find Nicole’s solution: “ Immediately, I thought of the clubhouse. So I think what happens is that they try to do everything! You know, they spread really thin. They try to be everywhere.” 05:00 - Nicole’s Valuable Free Action (VFA): “Well, if we're going to talk about webinars and signing up for free, and you know, we're talking to the entrepreneur or the business owner that has a lot of tools, and adding another tool to their toolkit can sometimes be overwhelming. But we're offering WebinarNinja.” 05:58 - Nicole’s Valuable Free Resource (VFR): Check out Nicole’s Online Course: webinarninja.com/sellyourcourse 06:54 - Q: So do I build my audience first before I start to produce content, whether it's a webinar or podcast, or whatever it is? Or do I start running those webinars rather than generating that content so that I can grow my audience? A: We recommend that it doesn't matter how many people you have at those first webinars, because going back to what I said before, it's putting in those reps.

Tweetable Takeaways from this Episode:

“It doesn't matter how many people you have at those first webinars, it's putting in those reps. The more you do it, the better it'll be, and the more audience members you will attract.” -Nicole BaldinuClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Nicole Baldinu.

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Discover why pricing cheap or undercharging will just give you cheap customers and get you nowhere Learn what is “learned helplessness” and why you should avoid making it a part of your identity Find out what are the promising benefits and the money-making changes if you transform from being cheap to being expensive

Resources/Links:

Wanting to Find Out If You’re Really Charging What You’re Worth? Learn more on how you can be the most expensive at your craft and gain better clients: andrewgriffiths.com.au/masterclass-recording

Summary

Have you been feeling desperate to get more sales that you end up lowering your prices?

Do you want to know why undercharging isn’t the right and best answer to attract new clients and increase your sales?

Are you ready to find out why being the most expensive is way better than being the cheapest?

Andrew Griffiths is Australia’s #1 small business author with 14 best-selling books sold in over 65 countries.

In this episode, Andrew talks about his insights on why undercharging is a big no-go for you and your business. He also shares how you can overcome your limiting beliefs and charge the right price worthy of the value of your products or services.

Check out these episode highlights:

01:57 - Andrew’s ideal client: “My ideal clients are business owners, of course, who are passionate about what it is they do. They're good at what they do. They work hard. They do all the right things.” 02:43 - Problem Andrew helps solve: “For people who undercharge for their products and their services, things like that, I think they get stuck in this loop of limiting belief. Deep down, it could be, 'I'm not good enough', 'Why would anyone want to pay for, you know, that much for my stuff'.” 03:40 - Typical symptoms that clients do before reaching out to Andrew: “There are a few things I think, and I've noticed this from working for many years, over 20 years with businesses around the world in this space. These are common kinds of symptoms. Number one, people are working really hard, but they don't actually have a lot to show for it.” 04:59 - Common mistakes that people make before they find Andrew’s solution: “A common mistake is, the easiest way to describe it is if I say you can't put lipstick on a wombat. And if you're not from Australia, and you don't know what a wombat is, you might want to Google it.” 06:26 - Andrew’s Valuable Free Action (VFA): “Find a business that you personally buy from. You know them really well that you would use this line. They're expensive, but they're the best. Okay, look at everything that business does and learn from them.” 07:11 - Andrew’s Valuable Free Resource (VFR): Check out Andrew’s Masterclass Recording: andrewgriffiths.com.au/masterclass-recording 08:13 - Q: What changes in a business when it transforms from being the cheapest to being the most expensive? A: Everything changes. Your level of worth, your sense of satisfaction, the people you attract as customers, the people you attract to work with you.

Tweetable Takeaways from this Episode:

“You can't just triple your prices today and then still offer exactly the same product or services. We have to make some changes.” -Andrew GriffithsClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland joined today by Andrew Griffiths. Andrew, good day! Sir, a very warm welcome. Great to have another Aussie on the show. Whereabouts do you base?

Andrew Griffiths 00:22 Good morning, Tom. I'm in Hobart, of all places! Beautiful, snow on the mountain.

Tom Poland 00:28 Oh, Gorgeous!

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Understand what might be the reasons why you’ve been feeling frustrated over your business Find out how to make sure you are running your business instead of your business running you Learn why honesty and having one vision as a business is crucial in ensuring your business is at the right track towards growth

Resources/Links:

Wanting to Know How to Implement EOS Into Your Business and Avoid All the Unnecessary Frustrations? Find out if EOS is really for you and your business: aprendecoaching.com

Summary

Have you been feeling frustrated with your business and feel like it’s just going nowhere/

Do you want to know more about EOS and how it can be the answer to all your business frustrations?

Are you ready to find out the magic of EOS and bring less stress to your life and more clients and profits to your business?

Greg Benson is an EOS (Entrepreneurial Operating System) implementer with over 25 years of experience helping entrepreneurial leaders to get what they want out of their business and out of life.

In this episode, Greg shares how EOS can help you get the most out of your business and profits while working with less stress, less time, and more control. He also talks about what are the common problems that you might be experiencing and how it might be your calling to try EOS that can guarantee you the best!

Check out these episode highlights:

01:37 - Greg’s ideal client: “My ideal client is entrepreneurial leadership teams. They need to be open and honest, open with themselves and each other.” 01:57 - Problem Greg helps solve: “I help entrepreneurial leadership teams solve their vision, traction, and healthy problems. So let me describe that for you. When I say vision, what I mean is helping to get that leadership team and the entire organization crystal clear on where they're going, and how they're going to get there.” 03:37 - Typical symptoms that clients do before reaching out to Greg: “Some of the symptoms or biggest problems that they have is going to be a lack of control. We talked about lack of control, what I mean is lack of control of their time, of the market, or their company.” 05:11 - Common mistakes that people make before they find Greg’s solution: “There's a bunch of them. But let me give you two of the biggest ones. Number one is thinking they can work harder and longer. The problem is that there's a bandwidth issue.” 06:32 - Greg’s Valuable Free Action (VFA): “We call it ‘the journey’. So maybe their first step in this journey is simply to go to my website aprendecoaching.com. Schedule a chat with me.” 07:19 - Q: Why do you love implementing EOS? A: I've been in the business world for 40+ years, and I've seen a lot of things. But what I've found with EOS is a system, a complete system, that's simple and works.

Tweetable Takeaways from this Episode:

“As goes your leadership team, so goes the rest of the organization.” -Greg BensonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Greg Benson. Greg, good day. Sir, a very warm welcome from down under. Where are you located?

Greg Benson 00:23 I'm located in Arlington, Texas and it is a good warm welcome because it's about 99 degrees Fahrenheit here.

Tom Poland 00:31 That's about 45 degrees Celsius, I think, which is extremely hot! So you haven't already hit full yet, by the sound of it?

Greg Benson 00:39 No, we haven't.

Tom Poland 00:39 Still making out the summer. Well, enjoy it, if you possibly can. I hope you got aircon. Folks,

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Discover how you can connect your brand and business through sounds Find out how the human voice is the most influential form factor that can help bring you in new clients Understand why representation matters in your audio branding and how it can

Resources/Links:

Wanting to Bring the Voice Out of Your Brand? Find out how you can connect with your audience, market your products or services, and increase your profit through the power of the right voice: voices.com

Summary

Have you been wanting to know how to give a voice to your business but just don’t know how to do it?

Do you want to know how audio branding can help give your business a bit more authenticity and connection with your clients?

Are you ready to find out the magic of defining your audio brand?

David Ciccarelli is an entrepreneur at heart. For the last decade, David, with the help of his team, has grown Voices.com from the ground up to become the leader in the voice industry.

In this episode, David talks about what an audio brand is and how you can define it to attract more clients, connect with your audience, expand your platforms and gain more profit. He also shares his insights and tips on how you can make the most out of your audio brand.

Check out these episode highlights:

01:50 - David’s ideal client: “Our ideal client would be a creative producer. They might work at a corporate brand marketing department or marketing department.” 02:08 - Problem David helps solve: “Brand marketers really have a story to tell. They want to educate, inform and entertain their audience. And they've discovered that the human voice is one of the most influential, you know, form factors that can take to tell that story.” 02:51 - Typical symptoms that clients experience before reaching out to David: “For them, it could be a matter of capacity. You know, a lot of us have, you know, creative talent, like graphic designers that we work with full time. Others, such as voiceover, or voice acting.” 04:18 - Common mistakes that people make before they find David’s solution: “One of the most common mistakes is just lacking creative direction. And I would even go a little step further before that, lacking, you know, Sonic brand or audio brand guidelines.” 05:39 - David’s Valuable Free Action (VFA): “It really just kind of picking up from the previous question is, you know, we run a lot of clients through this exercise of translating the visual identity into the audio identity. Now, their visual identity might imbue certain values.” 07:07 - David’s Valuable Free Resource (VFR): Check out David’s Website: voices.com 08:17 - Q: If they're looking to get a hold of me or anyone from our team? A: Simply visit voices.com

Tweetable Takeaways from this Episode:

“People buy from people who sound like them.” -David CiccarelliClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by David Ciccarelli. David, good day. Sir, a very warm welcome from down under. Where are you hanging out?

David Ciccarelli 00:25 I'm hanging out just outside of Toronto, Canada. So pretty much the polar opposite from where you are, but great to be here together!

Tom Poland 00:31 Talking about polar, you probably are sliding into fall. Are you?

David Ciccarelli 00:36 Before you know it. Absolutely! And that's kind of synonymous with Canadians. People think it's all frigid here, but we have plenty of land. It's actually further south, believe it or not, than much of the United States. But happy to be here,

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Discover how you can market intangibles and keep your Zoom meetings fun and engaging Find out why you need to invest in good entertainment for your Zoom meetings Learn more on what kinds of entertainment fits for your corporate Zoom meetings and translates well virtually

Resources/Links:

Wanting to Know How You Can Keep Your Zoom Meetings Fun and Engaging? Learn more on how magic can be one of the best virtual entertainment experiences you can give at your Zoom meetings: Danchanmagic.com

Summary

Have you been feeling like your Zoom meetings are boring and your audience is not engaging?

Do you want to know how you can spice up your Zoom meetings and keep your audience hooked up on what you have to say?

Are you ready to find out how magic is one of the best virtual entertainments you can invest in?

Daniel Chan is an internationally renowned, award-winning magician and mind-reader. He presents world-class magic and mind-reading. Dan has performed 5000 plus shows worldwide. He provided the perfect entertainment solution for savvy corporate audiences.

In this episode, Daniel talks about the difficulties brought by virtual meetings-- from learning how to get your message through the screen to keep your audience engaged. He also shares his insights on how magic is the best online entertainment you can invest in for your Zoom meetings.

Check out these episode highlights:

01:34 - Daniel’s ideal client: “Corporations or anyone looking to make a zoom event more engaging.” 01:43 - Problem Daniel helps solve: “Boring zoom events. Often people are not engaged. They're thinking, "Oh, it's the same meeting. It's the same boring thing." 02:28 - Typical symptoms that clients do before reaching out to Daniel: “Often you're going to do meetings, and you'll see people with their cameras off. Those are some symptoms. Often people are muted, or they're not sharing their screen. You can tell they're probably not engaged.” 03:14 - Common mistakes that people make before they find Daniel’s solution: “Virtual cooking shows, and many other things that don't translate. For example, you can see videos of magicians engaging, and you can actually see full demos, but, imagine, how is a cooking show better virtually than in person?” 04:05 - Daniel’s Valuable Free Action (VFA): “Call for a free demo that we could do over Zoom so that you can actually experience it. Watching a video of someone doing magic over Zoom isn't as engaging as me directly reading your mind.” 04:34 - Daniel’s Valuable Free Resource (VFR): Check out Daniel’s Website: Danchanmagic.com 05:10 - Q: How did you get to so many billionaires and corporations? A: Targeted ads that were done by zip code and many other marketing strategies.

Tweetable Takeaways from this Episode:

“Find out what your goal is and find steps to reverse engineer it.” -Daniel ChanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Daniel Chan. Danchan.com. I say Danchanmagic.com is his website. A very warm welcome, Daniel.

Daniel Chan 00:26 Thanks for having me, Tom.

Tom Poland 00:27 You're welcome! Where are you actually calling in from?

Daniel Chan 00:30 Fremont, California, where all the Teslas are made.

Tom Poland 00:33 Where all the Teslas are made. Oh, that's handy! Okay, so for those of you who don't know Daniel, he's an internationally renowned award-winning magician and mind reader. Wow! He presents absolutely world-class magic and mind-reading acts. He's performed, get this,

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Learn why that shiny thing syndrome hinders you from knowing more about yourself and finding the right strategy for your business Understand why knowing your priorities can bring you more time, more clients, and more profit Find out the connection and importance of time and happiness to the success of your business

Resources/Links:

Wanting to Know More on How You Can Transform Your Business and Get More Clients? Learn how you can book more clients in just two weeks or less: sherikayehoff.com

Summary

Have you always been in a constant fuzz about transforming your business and getting more clients but just end up struggling?

Are you always finding yourself struggling to find the right strategy for your business?

Do you want to know how the right mindset and time management is the key to all your business struggles?

Sheri Kaye Hoff is a transformational business coach using intuition, vision, omnipresent marketing, and mindset mastery working with coaches, consultants, experts, professionals, and small business owners since 2007 so they can reach their optimal clients, scale their business and live the lifestyle they want.

In this episode, Sheri shares the importance of priorities and time management and their effects on your business growth and client reach. She also talks about why instantly shifting strategies is a big no-no for your business.

Check out these episode highlights:

01:22 - Sheri’s ideal client: “My ideal clients are service-based business owners who struggle between that feeling of making a difference and making the profits that they want.” 01:45 - Problem Sheri helps solve: “One of the biggest problems that people have when they come to me is that they are in this place, working really hard for maybe not very much money. They're hard workers. They believe in what they do.” 02:39 - Typical symptoms that clients do before reaching out to Sheri: “One of the big things is fear. And a lot of times, it's that unnamed fear. You know, they don't even realize it's fear. But typically, it's been a program that has been running in their heads for a long time.” 04:10 - Common mistakes that people make before they find Sheri’s solution: “Oftentimes, people don't give a strategy time to work. So they're always maybe trying a new strategy or a new coach or a new something or other.” 05:10 - Sheri’s Valuable Free Action (VFA): “The biggest step that people can take is to take a look at what they're already doing and assess priorities to what they're already doing. So usually people will say, "I need to spend, you know, six to eight hours in my business", but maybe what you're actually doing only needs an hour of time.” 06:26 - Sheri’s Valuable Free Resource (VFR): Check out Sheri’s FREE Guide: sherikayehoff.com 07:08 - Q: Why is it important to be happy and be a great business owner? A: The answer is that your happiness is your vibration. And the more you can be happy and fulfilled and full of joy, the more of the good stuff you bring in-- better clients, better life, everything!

Tweetable Takeaways from this Episode:

“The time that you give something is what it expands to. So find the things that are working and that you know that you want to keep replicating.” -Sheri Kaye HoffClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Sheri Kaye Hoff. Sheri, good day from down under. A very warm welcome. Where are you hanging out?

Sheri Kaye Hoff 00:23 I'm hanging out in Parker, Colorado, and it's a beautiful day!

Tom Poland 00:26 Colorado,

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Find out how the amount you invest in is more important than the return on your investment Learn why you should be contributing at least 30% of your income to your retirement plan Understand why properly investing in your retirement plans will help you save your money, avoid unwanted stress, and get a good night’s sleep

Resources/Links:

Wanting to Know How You Can Financially Protect Your Family by Providing Them with a Six-Figure Retirement Income? Learn how you can get a successful retirement without the stress: chatwithhorace.com

Summary

Are you often feeling stressed out when it comes to thinking of your retirement?

Have you been finding ways on how you can invest in a retirement plan but feel like it’s a risk to take?

Do you want to know more about how you can properly invest your money in the right retirement plan and guarantee financial protection for you and your family?

Horace Bone is a US-based financial consultant with over 35 years of experience serving business owners and high-income professionals seeking six-figure retirement income.

In this episode, Horace talks about the why’s, the when’s and the how’s of investing in a retirement plan. He also shares his insights regarding government-sponsored retirement plans and how you can maximize your income by turning it into your retirement income!

Check out these episode highlights:

01:09 - Horace’s ideal client: “My ideal client is a 35-to-55-year-old, male or female, who is a high-income earner. We consider that somebody that makes $100,000 or more.” 01:53 - Problem Horace helps solve: “I find that our clients are unable or unwilling to contribute 30% to 33% of their income to a retirement plan. And they risk an uncomfortable retirement if they don't do that.” 03:29 - Typical symptoms that clients do before reaching out to Horace: “I found out they don't sleep well at night. There's always this little demon on their shoulder that keeps whispering in their ear, "Are you ready for retirement?" And most people- you can't get it out of your mind up until retirement.” 04:14 - Common mistakes that people make before they find Horace’s solution: “They put money into a government-sponsored IRA, 401k, or a 403b plan without a company match. If you don't have a company match, you should never put a penny into a government plan.” 05:20 - Horace’s Valuable Free Action (VFA): “If you have contributed to a tax-deferred plan, roll it into a Roth, or 401k Roth, if that's an option, pay the taxes now, then you will reap the return later.” 06:07 - Horace’s Valuable Free Resource (VFR): Check out Horace’s Interactive Website: chatwithhorace.com 06:47 - Q: Why am I still working at age 81? A: I have found that solving problems for people is what gives me retirement.

Tweetable Takeaways from this Episode:

“The amount people invest is more important than the return on their investment.” -Horace BoneClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach here in Queensland, Australia, joined today by Horace Bone. Horace, good day from down under. A very warm welcome, sir! Whereabouts are you based?

Horace Bone 00:25 I'm on the East Coast, North Carolina.

Tom Poland 00:28 North Carolina. Heard lovely things about North Carolina! For those of you who haven't met Horace yet, he's a US-based financial consultant. He's got over 35 years of experience serving business owners and high-income professionals who are seeking six-figure tax-free- beautiful words, those ones- retirement income. And Horace, that brings us quite nicely to the title of this little ...

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Discover how you can build a money-making and client-bringing funnel in lesser time Understand more about what goes into making a funnel work rather than just expecting it to magically work Find out why choosing the funnel type that suits your business is crucial in making your funnel successful

Resources/Links:

Wanting to Know How You Can Build Your Very Own Gorgeous Designer-Looking Funnel? Learn more on how you can create your own money-making and client-bringing funnel in just two hours: www.funnelcures.com/tom

Summary

Do you often find yourself struggling with your funnels and their long and difficult instructions?

Have you been picking those complicated funnels to deal with thinking it would give you the best results but just end up frustrated?

Are you ready to build your very own gorgeous funnel that will bring more profit, more clients, and more success to your business?

Going from $0 to $3 million in 6 months with five easy-to-create funnels, Tammy Lane loves playing hooky with her kids while her funnels bring in clients.

In this episode, Tammy shares her insights on why building a funnel for your business shouldn’t be as complicated and time lengthy as you think. She also talks about why funnels are crucial for your business and can help you a ton when it comes to your sales and clients!

Check out these episode highlights:

01:44 - Tammy’s ideal client: “We really do focus on people who are entrepreneurs, including coaches and consultants, who haven't had a funnel working before. They might have tried to set one up, but they're aware of how powerful funnel is and they're motivated to get one implemented.” 02:09 - Problem Tammy helps solve: “Even my new marketer clients know how complicated it is to get all the tech pieces connected to actually get a functioning funnel working. And so we really focus on solving, we call it "Techitis", by delivering funnels to our clients with a quick build technology in 90% less time.” 02:49 - Typical symptoms that clients experience before reaching out to Tammy: “They're interested in bringing in more clients. They're looking for how to have a little bit of leverage so they're not having to do manual reach outs to people. And to take people through a process where they can get to know them online.” 03:31 - Common mistakes that people make before they find Tammy’s solution: “We develop funnel curious for ourselves, and then rub it out to clients. And really, some of the common mistakes are thinking that they're going to buy a funnel template, and that it's just going to work and to be technically working in order to bring in clients.” 05:12 - Tammy’s Valuable Free Action (VFA): “The biggest thing is getting started in the right direction. And that would be choosing the funnel type that is going to suit their business, or their ad and choosing something simple.” 06:08 - Tammy’s Valuable Free Resource (VFR): Check out Tammy’s Workshop: www.funnelcures.com/tom 06:46 - Q: What makes us different from the 7 million other funnel-building softwares? A: There's a couple of things. One is we're really focused on getting people set up with the first funnel.

Tweetable Takeaways from this Episode:

“If somebody introduces you to a funnel type that has 12 steps in it, run fast! You're looking for something that has a handful of pages in it to start, so there's less things to get right.” -Tammy LaneClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you, as always, from little Castaways Beach in Queensland, Australia, joined today by Tammy Lane. Tammy,

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Learn what is the fatal flaw that you should be avoiding when running your own business Find out more about what do clients really want from you and your business and how you can use that secret to attract more promising clients Understand how having that “shareholder” mindset when it comes to handling your business will save you the sweat, attract more clients and make your business better

Resources/Links:

Wanting to Learn How You Can Grow Your Business and Turn Your Entrepreneurial Dream into Reality? Find out how to avoid burnout and be the best entrepreneur you can ever be: mikemotorbike.com

Summary

Have you ever yearned for growth in your business but just can’t seem to know where to start?

Do you feel so stressed with trying to do everything in and for your business but just see it going nowhere?

Are you ready to become the best and authentic business leader you can become?

Michael Michalowicz is an author, speaker, and an all-around advocate for small business owners and the entrepreneurial adventure.

In this episode, Michael talks about why a successful business starts with a cooperative team and a focused mindset. He also shares how you can overcome that identity crisis and bring your authentic self into your workplace, products, and your clients.

Check out these episode highlights:

01:06 - Michael’s ideal client: “My ideal client is small business owners. I call them “micro-enterprises”. These are companies that do less than a million dollars, U.S., in revenue, and are in an underdog position.” 01:52 - Problem Michael helps solve: “The problem is that small business owners feel abandoned, and they're doing the work. It's a feeling of overwhelm. It's a feeling of struggle. And there's an identity crisis.” 02:39 - Typical symptoms that clients do before reaching out to Michael: “So if it's, you know, Groundhog Day, after that famous movie where every day is a repeat of the prior day. If you feel like I'm working harder and longer, yet nothing's working, you're an ideal candidate to read my books.” 03:31 - Common mistakes that people make before they find Michael’s solution: “The common mistake is to think that, ‘Because I did it, I'm the best to do it.’ ‘Because I had to do my accounting, I'm the best accountant for my business. Because I was doing the service, I'm the best to provide service.’ That is a fatal flaw.” 04:31 - Michael’s Valuable Free Action (VFA): “I'll give you something that I think can cause a radical shift and it's one word, call yourself a "shareholder". That's the word. "Shareholder" of a small business.” 05:46 - Michael’s Valuable Free Resource (VFR): Check out Michael’s Website: mikemotorbike.com 07:09 - Q: What do clients want from us most? A: They want you to be profitable and wildly profitable. Now, here's the caveat. They will never say that.

Tweetable Takeaways from this Episode:

“Don't fall victim to believing that you're the best suited to do it. I would argue, the number one job of an entrepreneur is to provide jobs, not to do jobs.” -Michael MichalowiczClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Mike Michalowicz. Mike, good day. A very warm welcome, sir. Where are you hanging out?

Michael Michalowicz 00:23 Good day! It's a pleasure to be with you. I am in New Jersey, right outside New York City.

Tom Poland 00:28 Okay, Eastern, so you've just gone 5 pm over there, just gotten 7 am here tomorrow. Last night was great by the way, Mike. You're gonna love it!

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Find out why you should start using videos to connect and communicate with your clients Learn why you should be talking to one person instead of everyone when it comes to filming a video for your clients Discover the power of videos and the promising effects it on buyer consumption

Resources/Links:

Wanting to Know How to Go From the “World’s Best Kept Secret” to the “Go-To” Expert in Your Field? Learn more about the power of using videos to catapult your business and create success: inspiredliving.tv

Summary

Have you been looking for effective ways on how to get more life-long clients online but just can’t seem to find one that just sticks?

Do you want to know how you can become the “go-to” expert online and offline through the power of videos and authenticity?

Are you ready to dive deeper into connecting and converting through videos with just the needed 3 T’s?

Keri Murphy is the CEO of Inspired Living. She uses her 30 years of on-camera experience and over 2 decades as an entrepreneur to help others be seen, be known, and be paid for their brilliance.

In this episode, Keri shares why videos, especially now, in the midst of a pandemic, is the greatest superpower you and your business can have. She also talks about how you can turn one-time buyers into life-long fans through the power of authenticity and valuable communication through videos.

Check out these episode highlights:

01:27 - Keri’s ideal client: “Our ideal client is someone who knows that they're not made to be average. They have a big vision. They want to reach lots of people.” 01:43 - Problem Keri helps solve: “Most of these people have no idea what their ideal message is, who their ideal client is, how to show up in a way that is authentic and approachable and relatable.” 02:32 - Typical symptoms that clients do before reaching out to Keri: “The struggle isn't convincing them that they have something unique and special to bring to the marketplace. I think the overwhelm sets in with, "How do I share it? What platforms do I put my content on? Do I use live video or pre-recorded video?" 04:18 - Common mistakes that clients make before they find Keri’s solution: “The number one mistake I see is that they're just trying to do everything. I try so hard to instill that my millionaire mindset, that your time is the greatest commodity that you own. It's the one thing that we need to value more of.” 05:19 - Keri’s Valuable Free Action (VFA): “Speak to one person! One person. When you press record, when you're writing copy, everything that you do, you should know that one person intimately.” 06:38 - Keri’s Valuable Free Resource (VFR): Check out Keri’s Website: inspiredliving.tv 07:43 - Q: Why is video so important? A: They are stating that by 2023, online learning is going to be an over $350 billion business. And eight out of 10 views online or video, people are 79% more likely to buy a product or service after watching a video.

Tweetable Takeaways from this Episode:

“Speak to one person! One person. When you press record, when you're writing copy, everything that you do, you should know that one person intimately.” -Keri MurphyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Keri Murphy. Keri, good day! A very warm welcome. Where are you hanging out?

Keri Murphy 00:23 Good day, sir! I am in Hermosa Beach, California.

Tom Poland 00:26 Hermosa Beach. So just a little bit of a drop of water between us, across the-

Keri Murphy 00:31 Just a little, Tom.

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Learn more on how transitioning to become a better you and have a better business is a who problem and not a how problem Understand why doing everything by yourself would just lead you into stepping some into a cow pie in your business Master the most effective way of turning prospects into loyal and big-ticket clients and customers

Resources/Links:

Wanting to Learn More on How You Can Help Grow Your Business and Turn Prospects into Big-Ticket Clients? Learn more about the “Ambassador Multiplier Framework” and help monetize value in your business: PaidForLife.com/Ambassador

Summary

Have you felt like you have outgrown your business and just feel the need to spice your business up a notch?

Do you want to learn how to find the hidden value in your business that could monetize your business’ value?

Are you ready to know the proven and tested ways on how you multiply your clients and profits and help grow your business?

Mike Koenigs is a dad and a husband of 20 years. He is a SuperConnector and relationship creator. He’s a 30-year serial entrepreneur and is the founder of 5 businesses built from scratch, two public exits (IPG/Interpublic Group), and has authored 13 bestselling books.

In this episode, Mike talks about what you should actually be doing when feeling stuck on a business plateau and how to overcome that feeling of business outgrowth. He also shared how progress can be made in your business if only you focused and identified the “who” problem rather than the “how” problem.

Check out these episode highlights:

01:39 - Mike’s ideal client: “The perfect client is business to business, B2B business owners. They have to be founders, partners. And ideally, generally, they're $3 million to $50 million business owners of 45 and above, typically successful, a higher net worth.” 02:25 - Problem Mike helps solve: “Usually, they are people who are frustrated business owners. They've reached a point where they know they've outgrown who they are, what they do, why they do it, who they do it for. And they also are struggling with the competition.” 03:02 - Typical symptoms that clients do before reaching out to Mike: “Very frequently what I find is there is a point of transition in their lives, meaning they've hit that dark night of the soul where they might not feel valued, and their sense of purpose has changed because they've hit a brass ring.” 04:01 - Common mistakes that people make before they find Mike’s solution: “I call it "stepping in cow pies". And if you grew up on a farm, and if you step in cow pies, that means you're walking around in a cow pasture. And that means they start thinking that I have to haul my way through this and do it myself.” 05:22 - Mike’s Valuable Free Action (VFA): “I call this "the ambassador method". But imagine this, if you think about who you want to be a hero to, that's your ideal, perfect customer. And those people most likely belong to affinity groups.” 06:18 - Mike’s Valuable Free Resource (VFR): Check out Mike’s Ambassador Multiplier Framework: PaidForLife.com/Ambassador 07:07 - Q: What is the most effective way to convert prospects into big-ticket clients and customers? A: Here's the key. I ask you a series of questions, and it really begins with, "If you and I were to meet three years from today, what would have happened personally and professionally for you to feel satisfied or happy with your progress?"

Tweetable Takeaways from this Episode:

“Think about you being a relationship away, not a complex funnel in a systematic way.” -Mike KoenigsClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible.

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Discover the power of communication that can effectively help your business develop and increase in sales and clients Learn why practicing your communication skills will always be the best bet especially when wanting to make steady progress Understand the internal and external symptoms and how you can address them to overcome your communication problems

Resources/Links:

Wanting to Know How You Can Use Your Communication Skills as a Superpower for Your Business? Learn more on how you can use communication to effectively and positively change your career: greatspeech.co/workshop

Summary

Have you been feeling anxious, scared, or nervous whenever you try to communicate about your business or products to your clients?

Are you always finding different ways on how you can convince and effectively communicate to your clients?

Do you want to know how you can effectively and efficiently develop your business through communication and overcome those knocking knees?

Kolarele Sonaike is a Communication SuperSkills Coach. He is also a barrister helping executives and entrepreneurs supercharge their careers and businesses by developing outstanding communication skills.

In this episode, Kolarele explains how communication is crucial in developing your business, getting more clients, and snatching those sales! He also shares that communication is so diverse that it is not only limited to PowerPoint sharing and how it can be the “all or nothing” part of your business growth and development.

Check out these episode highlights:

01:21 - Kolarele’s ideal client: “My ideal client is executives and entrepreneurs who know that they are good at what they do but struggle with communicating effectively.” 01:38 - Problem Kolarele helps solve: “A lot of people find that they know their stuff, whether it's their career or their business in particular, but being able to compellingly convince other people of their thoughts, their ideas they struggled with.” 03:07 - Typical symptoms that clients do before reaching out to Kolarele: “It's kind of this internal and external thing, right? So the internal is, "I can't get out the words that I want to say." You know, I look at that classic situation where you look back at a conversation and go, "Oh, I should have said this. I should have said that." 04:12 - Common mistakes that people make before they find Kolarele’s solution: “The two biggest ones are digging your head in the sand. So just assuming it will either get better by itself or that it's not important enough. Or listening to friends who tell you, "No, you're fine." As opposed to the inner voice that tells you, "I know I should be far better." 05:40 - Kolarele’s Valuable Free Action (VFA): “Practice. Einstein said, you know, "Doing the same thing over and over again and expecting different results is insanity". He was entirely right, except for when it comes to practice.” 06:21 - Kolarele’s Valuable Free Resource: Check our Kolarele’s Webinar: greatspeech.co/workshop 06:57 - Q: They always think of presentations. They say, "Oh, my mind goes blank. And why does that happen?" A: That's really just about our physiological response to what and feels like a threat or feels like an alien environment. Your body says fight or flight mode which sends adrenaline through your body.

Tweetable Takeaways from this Episode:

“They copy other people. It takes you out of being authentic and connecting with people which you can only do when you are as much yourself as possible.” -Kolarele SonaikeClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. Tom Poland is my name. Beaming out to you,

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Discover why valuing your existing customers rather than getting new customers is better and more advantageous for your business Learn more on how you can increase the lifetime value of a customer and how it will do magic for your business Find out why increasing just even a bit in your customer’s lifetime value is better than not increasing at all

Resources/Links:

Wanting to Seek Breakthrough and Level Up Your Business? Learn more about the proven formula that will help you save time, increase profits and maximize results: findmyprofits.com

Summary

Are you constantly struggling with keeping existing clients and finding yourself wanting new customers?

Have you wondered what you can do to keep your clients happy and your business running?

Do you want to know how you can effectively increase the lifetime value of a customer?

Kenny Harper is the founder of The Growth Amplifiers Podcast & Magazine. Kenny highlights B2B business owners sharing proven systems and strategies for business growth, personal development, and more fulfillment.

In this episode, Kenny talks about what you should be doing and what you should be ditching especially when wanting to keep existing clients and chase business growth. He also shares his insights on how the lifetime value of a customer is crucial to your business and profit growth.

Check out these episode highlights:

01:20 - Kenny’s ideal client: “The ideal client is a business advisor, a business owner that works with other businesses to help them succeed. And they are looking to improve their business, increase revenues and profits.” 01:48 - Problem Kenny helps solve: “A lot of business owners are struggling with time. They're being saturated with all these different things they have to do. And maybe they're chasing after the new customers they need to have.” 02:42 - Typical symptoms that clients do before reaching out to Kenny: “They don't know what they don't know. They have a blind spot that they're just not aware of, or they have a bottleneck. And they're struggling to try to get past a threshold.” 04:10 - Common mistakes that people make before they find Kenny’s solution: “Number one, they're not tracking the profit drivers, looking at the leads that they're generating, how effective they are with the leads that they do get. You know, are they converting them into sales?” 05:45 - Kenny’s Valuable Free Action (VFA): “So the first thing I would get someone to do is to start identifying where they're at now, and start creating some goals of "What if they increased the average lifetime value of a customer, even by 5%, 10%, 20%?" Run the numbers.” 07:00 - Kenny’s Valuable Free Resource (VFR): Check out Kenny’s Website: findmyprofits.com 07:27 - Q: Why growth amplifiers? A: Everyone has the opportunity to amplify their business. You have something that's amazing inside of you. And when you put attention to it, you turn up the levels, you get better results.

Tweetable Takeaways from this Episode:

“Take action, claim your stage, and amplify your business.” -Kenny HarperClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Kenny Harper. Kenny, good day! A very warm welcome, sir. Where are you hanging out?

Kenny Harper 00:23 I'm hanging out in Jacksonville, Florida.

Tom Poland 00:25 Jacksonville?

Kenny Harper 00:26 In the United States. Yeah.

Tom Poland 00:27 Of the U.S. of the good old A. For those of you who don't know Kenny, he's the founder of the Growth Amplifiers Podcast...

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Find out what really is the source of all your problems as a small business and it’s not what you thought it is Learn why nurturing existing customers is better than constantly starting up a new business Practice recession-proofing you and your business and how this magic of action could help you a ton

Resources/Links:

Wanting to Step Up Your Business but Always Seem to be Failing? Learn more about the promising advantages of recession-proofing you and your business and how you can do it: succeedasyourownboss.com

Summary

Have you been finding yourself struggling on holding up a business online?

Do you always wonder what’s the problem in your business that you just can’t seem to be solved right?

Are you ready to find out how you can leverage your business to become the best there is, get more paying customers, and gain the profits you deserve with little-to-no failure?

Melinda F. Emerson, the SmallBizLady, is America’s #1 Small Business Expert. She is an internationally renowned keynote speaker on small business development and social selling. She hosts The SmallBizChat Podcast. She is the author of Become Your Own Boss in 12 Months, Revides, and Expanded (Simon and Schuster, Sept. 2021).

In this episode, Melinda talks about how you can really and truly be your own boss in your business, whether big or small, in the online setting. She also shares her insights on recession-proofing yourself and your business and why you should be doing it as soon as possible.

Check out these episode highlights:

01:22 - Melinda’s ideal client: “I work with two audiences. I work with small business owners directly who want to start and grow successful small businesses. And on the consulting side, we work with Fortune 500 companies that target small business customers.” 01:56 - Problem Melinda helps solve: “When it comes to small business owners, it's really about marketing. People think they have a revenue problem. No, they have a marketing problem. Their message is not clear. Their call to action isn’t clear.” 03:19 - Typical symptoms that clients do before reaching out to Melinda: “Number one, they're too focused on new business as opposed to nurturing existing customers. And big businesses and little businesses have this problem. Everyone's really struggling to sell online now.” 03:56 - Common mistakes that people make before they find Melinda’s solution: “They're not clear enough on their buyer persona. Who are they targeting with their message in their ads? That's the number one thing and then they don't test up. They throw all their money behind one idea.” 05:05 - Melinda’s Valuable Free Action (VFA): “You got to focus on how to recession-proof yourself. You got to make sure that something about your business is not easily duplicatable by your competition. You've got to focus on user experience.” 05:47 - Melinda’s Valuable Free Resource (VFR): Check out Melinda’s eBook: succeedasyourownboss.com 06:30 - Q: What is your new book about, when is it coming out and where can people get it? A: My new book is called Become Your Own Boss in 12 Months, Revised and Expanded. It is actually the third edition of my very first book. It's coming out from Simon and Schuster.

Tweetable Takeaways from this Episode:

“It's super clear to focus on who your customer is and what their pain is. Not what you think their pain is, you got to talk to them. You got to test. You got to find out.” -Melinda EmersonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. I'm Tom Poland, joined today by Melinda Emerson. Melinda, good day from Down Under. A very warm welcome!

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Discover what is authority marketing and why is having authority beneficial in getting new clients and being known in your field of expertise Find out how to make yourself pop out in the sea of sameness in the marketplace Learn why authority marketing is important for you, your business, and your field of expertise

Resources/Links:

Wanting to Know How to Become the #1 Authority in Your Field of Expertise? Learn more about authority marketing, your authority score, and how you can gain authority in your field: authoritynow.com

Summary

Have you been recently feeling bland and a sense of sameness in your business?

Are you thinking of turning things up that will make you and your business uniquely you in the market, but just don’t know how?

Do you want to know how to gain authority, be unique, and build your own brand that will make you stand out and guarantee you more profit in a market full of thousands?

Adam Witty is the CEO and Founder of Advantage Media and has built the company into one of the largest business book publishers in America, serving over 2,000 members in all 50 U.S. states and 63 countries. Advantage Media was listed on the Inc. 5000 list of America’s most rapidly growing private companies, seven out of the past eight years. He is the author of eight books, including his newest release, Authority Marketing: Your Blueprint to Build Thought Leadership that Grows Business, Attracts Opportunity, and Makes Competition Irrelevant.

In this episode, Adam talks about the importance of authority marketing and what magic does it do to your name and business in a marketplace of thousands and millions. He also shares his promising insights that can make you and your business uniquely you!

Check out these episode highlights:

01:59 - Adam’s ideal client: “We help entrepreneurs, CEOs, and business leaders become the authority and expert in their field and put themselves into a category of one.” 02:19 - Problem Adam helps solve: “The problem that we solve is that most business leaders are stuck in a category of sameness. And consumers see them as a commodity, no different than anybody else, especially if you're a financial advisor, a doctor, a dentist, a lawyer. People just think you're like everybody else.” 03:10 - Typical symptoms that clients do before reaching out to Adam: “They're blending in with everybody else. They're being commoditized which means people are challenging their fee structure and what they charge. They're making decisions, whether or not to buy from you or not buy from you based on things like convenience, or location, or structure.” 04:01 - Common mistakes that people make before they find Adam’s solution: “They write the book that they want to write. We say, ‘Bait the hook to suit the fish, not the fisherman.’ And so, you have to ask yourself the question, ‘What is keeping my ideal customer awake at night?’" 04:54 - Adam’s Valuable Free Action (VFA): “Building your authority and your thought leadership is not something that happens randomly, and it's not something that happens to you. You, as a business leader, have to make the intentional decision that you are going to build your expertise.” 07:03 - Adam’s Valuable Free Resource (VFR): Check out Adam’s Website: authoritynow.com 08:04 - Q: How do you leapfrog your competition? A: It's not about putting in your dues. It's not about getting more degrees or certifications, so there are more letters after your name on your business card. It's about taking and making the intentional choice to build authority, which is manufactured and it can be manufactured.

Tweetable Takeaways from this Episode:

“It begins with an intention of, ‘I'm going to do this’, and then it's the discipline to actually follow through.” -Adam WittyClick To Tweet

Transcript (Note,

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Discover why having your own branding can be advantageous in the Amazon platform Learn more on how to navigate around Amazon to maximize your seller and customer experience Find out how Amazon has its own ecosystem and how you can get behind it to maximize your profit from the platform

Resources/Links:

Wanting to Put Your Business up in Amazon and Maximize the Amazon Platform? Learn more about the power of Amazon and the money-making secrets that will guarantee you a great profit in the world’s largest marketplace: https://www.bellavix.com/

Summary

Have you been wanting to venture your business out into Amazon, the world’s biggest marketplace?

Are you feeling overwhelmed and pressured with all the different products, businesses, and brands in Amazon?

Do you want to know how you can make a name in the Amazon marketplace, maximize your seller experience and make the most out of the platform?

Will Haire runs a full-service Amazon agency, BellaVix. He has worked with eCommerce businesses in the planning and tactical execution of marketing strategies on all Amazon business segments.

In this episode, Will shares his insights on what makes a business boom and stand out in the world’s biggest marketplace, Amazon. He also talks about what are the things you should avoid when venturing into Amazon for both a better seller and customer experience.

Check out these episode highlights:

01:14 - Will’s ideal client: “The ideal clients are CMOS and eCommerce brands who are struggling to reach scale on the Amazon marketplace.” 01:55 - Problem Will help solve: “The problem we solve is Amazon is its own ecosystem. And it can get very complicated for brands to kind of navigate, especially if you're in retail.” 03:03- Typical symptoms that clients do before reaching out to Will: “If you're a brand on Amazon, and you're not aware of what it looks like, you should search your products. And if you see sellers you've never heard of with listings, with all different types of quality, the symptoms are obvious that it's a poor brand experience.” 04:07 - Common mistakes that people make before they find Will’s solution: “Not caring is, I think, the biggest. It's just like, "Whatever. We sell to wholesalers." We actually get that much pushback. "Why should I care? One way or another, I'm going to get the sale from the manufacturer." 04:57 - Will’s Valuable Free Action (VFA): “The easiest thing, if you're not, is to get your brand registered. You can use the IP accelerator and have a trademark with all the features on Amazon in three to four weeks.” 05:31 - Will’s Valuable Free Resource (VFR): Check out Will’s Website: https://www.bellavix.com/ 06:08 - Q: What's the best type of product to sell on Amazon? A: I like to say that it's not a product, actually, it's a brand. Amazon has differentiated itself from other marketplaces and that brands really excel.

Tweetable Takeaways from this Episode:

“Amazon has differentiated itself from other marketplaces and that brands really excel. So a lot of my job is driving brand awareness to drive sales.” -Will HaireClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, joined today by Will Haire. Will, good day from Down Under. Welcome, sir! Where are you hanging out?

Will Haire 00:21 I'm hanging out in Raleigh, North Carolina. Here on the East Coast of the United States.

Tom Poland 00:25 And where it's 4:30 just gone 6:30 am here the next day. Last night was great, by the way. Will, you're going to love it. For those of you who don't know Will, he runs a full-service Amazon agency, 15 employees.

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Discover how assessment can level up your coaching sessions and guarantee you better clients Learn why it’s more important to form pre-client relationships before diving into actual coaching or consulting sessions Find out why you should stop asking more questions towards your clients

Resources/Links:

Wanting to Know How to Be a Better You to Get Better Clients? Learn more on what’s your coaching superpower for a better coaching session: bit.ly/CoachingKryptonite

Summary

Have you felt like clients have been ghosting you, and ditching your coaching sessions?

Do you ever wonder what’s wrong? Is it your clients, your coaching sessions, or you, yourself?

Are you ready to know how to get your clients to stick with you through the promising effect of assessments?

Natasha Todorovic-Cowan is the CEO and co-founder of the National Values-Center Consulting (and owner of SPIRAL DYNAMICS® brand). Natasha’s expertise includes unravelling the people side of organizational challenges from C-Suite to shop floor using a proven human systems approach.

In this episode, Natasha shares the importance and benefits of doing an assessment in the long run for your coaching and consulting sessions. She also talks about the right and promising strategy that will guarantee you a deeper and better relationship with your clients.

Check out these episode highlights:

01:33 - Natasha’s ideal client: “Business and organizational consultants and coaches who are helping their clients with changing transformation.” 01:47- Problem Natasha helps solve: “They're generally struggling with why their clients ghost them, why their clients aren't getting the changes or transformations that they're looking for. And some of them are trying to struggle with not getting clients at all, or not getting enough clients.” 02:31- Typical symptoms that clients do before reaching out to Natasha: “Well, a lot of coaches and consultants get this feeling of, "You know, I've done a whole lot of stuff, but I've plateaued", or they're looking around, and they're looking at their clients and going, "I don't like these people. I want to up life, but I don't know how!" 03:29 - Common mistakes that people make before they find Natasha’s solution: “One of the common mistakes, particularly for coaches, is they keep asking more questions. So, they start pushing clients, which is the exact wrong strategy! And what they do is they double down on their training, and that pushes clients away, as well.” 04:52 - Natasha’s Valuable Free Action (VFA): “What we recommend that most consultants, particularly coaches, do is use assessment as a bridged strategy. And there are two reasons for that. Number one is you get to know the client more quickly and more deeply.” 06:07 - Natasha’s Valuable Free Resource (VFR): Check out Natasha’s FREE Quiz: bit.ly/CoachingKryptonite 07:10 - Q: Why do service providers miss so much on their clients? A: Because we have so many cognitive biases that keep us from seeing ourselves. Let alone what’s alive and true in the client who is emerging to the next iteration of who it is they're becoming.

Tweetable Takeaways from this Episode:

“Clients actually open up and become more real and authentic when they feel seen, heard, and understood.” -Natasha TodorovicClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Natasha Todorovic. Natasha, good day! A very warm welcome. Where are you hanging out?

Natasha Todorovic 00:24 Hi. I am hanging out in Santa Barbara, California today, Tom.

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Find out why brain priming is one of the important and promising steps to success Check in with yourself and learn new ways on how to improve your self and mindset for you and your business Know how brain priming works and what are the benefits it that will help you in your personal life and business life

Resources/Links:

Wanting to Train Your Brain for Success and Overcome the Fears, Thoughts, and Overthinking that’s Stopping You From Success? Learn the power of priming and unleash your full potential: bit.ly/thepowerofpriming

Summary

Have you been feeling like you’ve been stuck in a loop whether it’s in your personal life or business life?

Do you struggle to keep up with your thoughts and often feel overwhelmed about success/

Are you ready to know more about brain priming and the powerful and promising effects it has on you and your business?

Dr. Sharon Grossman coaches 6-figure professionals struggling with anxiety, overwhelm, and burnout on how to prime their brain for success so they can live a more focused, fun, and fulfilled life with ease-- and in just 15 minutes a day.

In this episode, Dr. Sharon talks about her insights on why brain priming should be something that is practiced, especially by business leaders, and how it can serve as a stepping stone closer to success.

Check out these episode highlights:

01:49 - Dr. Sharon’s ideal client: “So I like to call them "self-improvement junkies" who are just tired of being stuck in their limiting beliefs, their negative self-talk, distressing emotions or self-sabotage, and who are committed to working on their mental health to unleash their potential.” 02:13 - Problem Dr. Sharon helps solve: “So what I do is I help them reprogram their subconscious mind. So changing anything that isn't aligned with what they want is easily done. So they don't- it doesn't take up a lot of effort, and it can happen in a matter of weeks.” 03:09 - Typical symptoms that clients do before reaching out to Dr. Sharon: “So what they notice is there's a lot of anxiety, frustration, and despair because they're stuck in a loop. They may have tried a lot of different things, and nothing has really made a dent. And they may not believe that it's even possible to change, or right?” 04:10 - Common mistakes that people make before they find Dr. Sharon’s solution: So what I noticed is that they focus a lot on changing their behaviors. So for instance, when they want to lose weight, they focus on restricting their food intake, their calorie counting, rather than managing their emotions, which is what's leading them to overeat.” 05:28 - Dr. Sharon’s Valuable Free Action (VFA): “What I would recommend, almost like a little exercise that you can do, is take out a piece of paper. Draw a line down the middle. Write down on the left side all the areas where you feel stuck in your life. And then across from each of those items on the right side, write what would be possible if you got unstuck in each of those areas?” 06:22 - Dr. Sharon’s Valuable Free Resource (VFR): Check out Sharon’s Course: bit.ly/thepowerofpriming 07:23 - Q: What is an example of what's possible with brain priming? A: What I would say is more self-awareness, to be able to pause and really recognize the choices that you have instead of being on autopilot. And when you can do that, you can be nicer to yourself.

Tweetable Takeaways from this Episode:

“If you believe something, everything below that before comes aligned. You don't have to work so hard to change.” -Sharon GrossmanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible.

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Learn how claiming the power of your voice helps you make more money as a women business owner and women business professional Uncover the secrets on achieving greater success, income, and authority as women business owners and women business professional through the power of your voice Find out the typical mistakes women make when speaking or presenting

Resources/Links:

Claim the Power of Your Voice and Make More Money!Get your Exclusive Spot to this Complimentary Webinar Before They Close the Doors. There are No Replays.: https://firedupnow.com/voice-and-money/

Summary

‘Women are the future of the planet.’ Snowden is all fired up talking about it.

As women business owners and business professionals, what can you do to make that foreseen 'future' a reality?

...if you significantly undercharge and never negotiate for salaries.

...if you can't even speak confidently. [Reading an entire script word-for-word, the kiss of death when it comes to public speaking.]

...if you don't know how to use the power of your voice to get what you want and deserve.

Claim the power of your voice by listening to this episode.

Snowden McFall is a 25-year professional keynote speaker, certified coach, and author of 6 books. She was named National Women in Business Advocate of the Year by the US Small Business Administration and honored at the White House and Congress.

In this episode, Snowden shares how she helps women professionals ignite greatness, break through self-judgment, and claim the power of their voices through practical wisdom that when put into practice, leads to increased confidence and increased income.

Check out these episode highlights:

01:17 - Snowden’s ideal client: “Women, business owners, and professional women, I ignite greatness and achievers..” 01:30 - Problem Snowden helps solve: “A lot of women don't claim the power of their voice. They don't speak confidently, and they therefore limit their income earning potential.” 01:50 - Typical symptoms that clients do before reaching out to Snowden: “They're nervous when they're presenting. They're not prepared or they're very tight, keep their voice very soft, or they look down at they undercharged for their services, and they're always worried about money.” 03:20 - Common mistakes that people make before they find Snowden’s solution: “When they're speaking, they have a tendency to memorize a script or read a script. And that's a kiss of death. You don't want to ever do that.” 03:58 - Snowdens Valuable Free Action (VFA): “Say ‘No’ to giving your services away for free. Don't do it.” 04:57 - Snowden’s Valuable Free Resource (VFR): Claim the Power of Your Voice and Make More Money! Get your Exclusive Spot to this Complimentary Webinar Before They Close the Doors. There are No Replays.: https://firedupnow.com/voice-and-money/ 05:50 - Q: Why do I do this work? A: Because I'm so passionate about women. I believe women are the future of the planet.'

Tweetable Takeaways from this Episode:

“Say ‘No’ to giving your services away for free.Don't do it.” -@snowdenmcfallClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland

Welcome, everyone to another edition of marketing the invisible. My name is Tom Poland beaming out to you from Little Castaways beach in Queensland, Australia. Joined today by Snowden McFall.

Snowden gets a very warm welcome.

Where are you hanging out?

Snowden Mcfall 0:13 St. Augustine, Florida, is the oldest city in the United States.

Tom Poland 0:17 Holy Dooley, who knew that? Well, now I do. t. Thank you for keeping my brain alive for the new fact.

Snowden Mcfall 0:25 Yeah, we celebrated our 400 and 500th A few years ago.

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Discover the promising techniques that will always keep your audience present and engaged whether live or online Find out what mistakes you should drop from your webinars before it costs you 50% of your sales Learn why building a relationship with your audience through a webinar guarantees a better result than just teaching about your presentation

Resources/Links:

Wanting to Know How You Can Separate Yourself from the Boring “Cardboard Cut-out” Presentations and Sell with Your Heart? Learn More on how you can make an amazing webinar that will guarantee you sales: https://www.deathtobadwebinars.com/

Summary

Have you found yourself being stuck in awkward silence or inescapable tension when it comes to hosting your own online webinar?

Are you constantly having a hard time trying to keep your talk engaging and your audience hooked on your story?

Do you want to know the promising techniques on how to maximize your webinar’s potential, and turn your audience to potential new clients?

Steve Werner went from failing at holding live events to holding over 50 live events for himself and his clients. He has spoken on more than 200 stages and critiqued over 160 sales presentations. During COVID, he pivoted to helping 27 coaches and online entrepreneurs launch webinars during COVID with more than $3.6 million in sales in the last 12 months.

In this episode, Steve debunks the do’s and don'ts of webinars and shows how you can step up your webinar game, keep your audience hooked, and turn them into potential clients!

Check out these episode highlights:

01:29 - Steve’s ideal client: “Coaches, consultants, anyone who sells something online or drives people to calls.” 01:42 - Problem Steve helps solve: “I help people build one too many sales presentations. One too many can be one to five. It can be one to 50. It can be one to 500. But I help people get their message out in a way that isn't boring.” 02:53 - Typical symptoms that clients do before reaching out to Steve: “if you tried holding a webinar, or any kind of web presentation in the last year, and you haven't gotten sales from it, or you've seen people falling off, right? You see a lot of people turn their camera off, then you see the number of people on fall down, or you've tried doing Facebook Lives and you're not getting any engagement.” 03:37 - Common mistakes that people make before they find Steve’s solution: “Usually, it's that they're just trying to do a webinar, right? So, the number one thing that everyone defaults for- defaults to, and the title of this talk is- everybody, the number one mistake is they start off and they say, "Hey, guys, what's going on? I'm glad you're here." They might not be that excited.” 05:24 - Steve’s Valuable Free Action (VFA): “Two things, one, use way more stories. So, the minute people- you're starting your presentation, launch right into a story. So, you want to phrase your story in three key areas- pain that they experience, the lightbulb moment that changed everything, and a big asterisk here, this should link to what you sell or what you do for people.” 06:43 - Steve’s Valuable Free Resource (VFR): Check out Steve’s 5-Step Course: deathtobadwebinars.com 07:09 - Q: When is somebody ready for a webinar or a presentation? A: As soon as you get started.

Tweetable Takeaways from this Episode:

“It is much better to teach one small meaningful thing and engage with people than to teach, teach, teach. Because people buy from people they know, like, and trust.” -Steve WernerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you, as always,

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Find out how to go about a course you confidently believe you can make and shaped according to your market's needs Learn how to create an outcome-based course that helps people solve an immediate problem rather than people just acquiring more skills Discover how to make a course that is much quicker, easier for you to produce, much clearer return on investment of the person buying it and of which the course creators' brand name doesn't really matter

Resources/Links:

Check out this and get a FREE copy of Ian's book 'The Ultimate Guide to Creating an Online Course': https://www.coursebuildershub.com/MTI/

Summary

Are you getting overwhelmed and confused about what to do first as you go through creating your online course?

Is the course you created not having a market and not hitting the spot with anyone?

Do you want to know how to create a course where someone surely wants it and buys it?

Ian Brodie teaches consultants, coaches, and trainers how to successfully build and market online courses to add to or replace their in-person services.

In this episode, Ian shares how to create a course with a ready market for it so you don't spend a ton of time, energy, and money running a course that's actually not going to sell.

Check out these episode highlights:

01:32 - Ian's ideal client: "It's someone with expert knowledge who wants to build an online course to either add to or replace the income that they get from face-to-face services." 01:50 - The problem that Ian helps solve: "It's simply that I help people cut through the confusion and the overwhelm that they often find if they're thinking of creating an online course, and help them quickly and easily build a profitable course." 02:29 - Typical symptoms Ian's clients face: "They're struggling to get started. They're really overwhelmed by all the different technology options. Should I be making videos, green screens, all that kind of stuff, or they can't settle on a good topic for their course, or they get started, but they really get bogged down in creating tons and tons and tons of content, and they can never get it finished." 03:26 - Mistakes people commit before they find Ian's solution: "For small entrepreneurs, small businesses, trying to create courses, it's the wrong kind of course to produce. And the reason for that is, firstly, people who buy courses to get skills, want as many skills as possible. For whatever they bought, they want more and more and more and more, so you end up on this treadmill of producing more and more and more content to meet their needs." 07:03 - Ian's one Valuable Free Action (VFA): "For your pilot; do it live. Do a live Zoom; workshop for a couple of hours. It's a short course; it's a longer course to a series of little webinars, saves all the technology hassles, and you get immediate feedback on it. And it just makes you do it." 07:29 - Ian's Valuable Free Resource: Check out this and get a FREE copy of Ian's book 'The Ultimate Guide to Creating an Online Course': https://www.coursebuildershub.com/MTI/ 07:56 - Q: Is making an online course suitable for everyone because a lot of people talk about it as if it is, but it isn't really the big difference? A: The big thing to watch out for is a different style of working. A lot of consultants, coaches, trainers get a real boost from working live with clients, from getting feedback, but making a course is much more solitary, much more technology-dependent. You've got to know that you'll like it. And that's why doing a pilot is great because you'll find out whether it's for you.

Tweetable Takeaways from this Episode:

“I recommend people to create an outcome-based course. That's a course that instead of just giving people lots of skills, it actually lets them achieve a result or solve a problem.

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Find out real founder direct tactics to help build your business Learn about real conversations and remove all those false expectations Find out how podcasts help you grow your business at the same time support other entrepreneurs

Resources/Links:

Get FREE access to Grindology magazine digital publication: https://grindology.com/pages/farmgirl

Summary

Are you struggling to monetize your podcast?

Have you thought of finding real conversations straight to the founders who build businesses so you can replicate their mindset?

Do you want real tactics that truly work and not just inspire?

James McKinney is a serial entrepreneur with a cemetery full of failed startups. Those failures are what led him to establish The Startup Story podcast as well as Grindology.

In this episode, James McKinney shares how the challenges you come across are not solely your own; other business owners experience them, too. The reason why you need to connect with other entrepreneurs and share ideas with them -- they may have thoughts and ways that can apply to yours.

Check out these episode highlights:

01:24 - Jame's ideal client: "My ideal client would be any entrepreneur, anybody with a side hustle, anybody who's maybe working a nine to five and has a book full of dreams and ideas." 01:47 - The problem he helps solve: "The problem that I'm solving is, I'm bringing real founder direct tactics to you, the listener, not the thought leaders, not those who are just posing in front of a Lamborghini, we're talking real tactics from real business builders." 02:46 - Symptom’s clients are facing before meeting James: "They have this idea, this false expectation because of the headlines in the media, there's an idea that you have to be a technical founder in order to create some type of SaaS solution." 04:17 - The common mistakes people make before meeting James: "The biggest thing is they go all in too early." 05:12 - James one Valuable Free Action: "Listen to the podcast that's free but you would be amazed for all of you listening and watching. Just reach out to someone as an aspirational goal in your sector market. You may have a product that you want to bring to market, you're like, this person has done this already. Reach out on LinkedIn. I say it in every episode, start for entrepreneurs, support other entrepreneurs, and that is so true." 06:05 - James Valuable Free Resource (VFA): Get your FREE subscription to Grindology’s magazine. Click here: https://grindology.com/pages/farmgirl 07:01 - Q: Are the problems that are unique to entrepreneurship, whatever it may be -- cash flow, hiring practices, marketing, whatever the case may be, are they truly unique, or are they really just unique to you? A: They are simply unique to you. The challenges you are facing have been faced by hundreds if not thousands of entrepreneurs before you. They are just unique to you. Do not isolate yourself; connect with other entrepreneurs.

Tweetable Takeaways from this Episode:

“Do not isolate yourself, connect with other entrepreneurs. Brainstorm, ask the questions, have the discussions, find out what other people have learned in their journey and watch how applicable it is to yours.” -James McKinneyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you as always from on the white sand next to the big blue ocean at little Castaways Beach in Queensland, Australia, joined today by James McKinney. James, good day, Sir. A very warm welcome from down under. Whereabouts are you located?

James McKinney 0:28 In the beautiful state of Texas, United States,

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Discover how building your website the right way can bring you long-lasting success in the long run Learn the importance of setting up your A/B Test and website correctly in order to maximize your website statistics and revenue Find out why having a deep full audit on your website is important in making sure you’re actually getting the right revenue amounting to your website traffic

Resources/Links:

Wanting to Know How You Can Maximize Your Revenue on Your eCommerce Website? Learn more about Conversion Rate Optimization and get a FREE Audit today: https://convertica.org/

Summary

Have you ever tried making your own website because it’s just so easy?

Have you tried doing A/B testing on it but don’t know if you’re doing it the right way?

Do you want to know how you can maximize your website’s traffic and convert it to real authentic revenue through CRO?

Kurt Philips started Convertica after conducting conversion rate optimization for his own portfolio of websites. Then, there has become a massive demand from others regarding his conversion rate optimization. Within 18 months of launch, Convertica had worked with over 500 websites in countless different verticals and monetization methods.

In this episode, Kurt shares all about the importance of Conversion Rate Optimization (CRO) when it comes to turning your website traffic into revenue. He also talks about why you should always make sure and double-check your A/B Tracking set up in order to get the right conversions and revenue.

Check out these episode highlights:

01:36 - Kurt’s ideal client: “So our ideal client is a website with a ton of traffic and a ton of revenue. So ideally, eight figures plus a year, but also seven figures plus a year, but ideally, eight figures plus a year and over a million visitors to their website.” 02:03 - Problem Kurt helps solve: “So the problem in the market, at the moment, is it's super easy to make a website. Therefore, a lot of non-techy, non-marketing people are making websites and becoming successful, which is great, but to a point.” 02:48 - Typical symptoms that clients do before reaching out to Kurt: “So that is understand that look, they're using PPC, they're doing SEO, they're getting all the traffic to their website, and this website and they're making good sales, but any website that hasn't had zero down on it is leaving a lot of conversions on the table.” 03:50 - Common mistakes that people make before they find Kurt’s solution: “So a lot of people will read a case study or read a best practice- CRO best practices, blog post, or whatever, which is generally used for lead gen before the marketing company has published it, and roll out the changes that are listed on there without doing any testing.” 05:18 - Kurt’s Valuable Free Action (VFA): Check out Kurt’s FREE CRO Audit: https://convertica.org/ 06:06 - Q: Where's the team located? A: t's nice to already be at the like forefront of it, you know. We have a fully distributed team with a full organization with middle management and different ways.

Tweetable Takeaways from this Episode:

“When you don't set it up correctly, all the visitors won't be captured. So, therefore, you won't be sending an even distribution of people through the tests, so it gives you a false number on what's converting.” -Kurt PhilipClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Kurt Philip. Kurt, good day. Sir, a very warm welcome from down under. Where are you hanging out?

Kurt Philip 00:22 I'm hanging out in,

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Learn how to make Google ads work profitably for your business Find out how tracking success and failures in your ad campaigns help you understand what works and what doesn't Learn how to leverage ads to create a trajectory of performance that's going in the right direction for your business

Resources/Links:

Click here for your FREE advertising evaluation: https://stubgroup.com/

Summary

Are you spending money on ads, but they seem to be not working?

Do you feel like wasting ad dollars but don't know how to fix it?

How are you tracking your ads, or maybe, have you been tracking them?

John Horn is a Managing Partner at StubGroup, a Premier Google Partner ranked in the top 1% of all Google Partners worldwide. John has taught digital marketing to 85,000+ students online.

In this episode, John Horn shares how you can truly turn ads to generate business revenues. He recommends tracking your ads so you can measure success and make decisions based on accurate data. And side by side with that, he shares key considerations on how you can find ad agencies or people to help you manage your marketing to achieve your business objectives.

Check out these episode highlights:

01:14 - John's ideal client: "They're small to medium-sized businesses who are looking to engage with customers online to sell their products or services. It could be anything from e-commerce companies to local services, like a plumber, foundation, repair, even business fitness prospecting online. 01:44 - The problem he helps clients solve: "Either they're currently running advertising, and they're just not satisfied with the ROI they're getting. They can get better performance, or they're new to it. Maybe they're a startup, and they need to start advertising, or they're an established business, but they haven't gotten into this digital world yet." 02:33 - Symptoms of the problem he is solving: "I'd say, usually, the numbers just aren't working for them. They're spending money every week, every month in advertising, and they're just not seeing those ad dollars come back, right at the bottom line, and they want those ad dollars to work." 03:28 - Common mistakes clients make before consulting John: "I'd say one of the biggest ones that I see constantly, and sometimes businesses realize it's a mistake, sometimes they don't until we help them understand that, but it's that lack of tracking the success or failure of their campaigns, what we call in the space, conversion tracking." 05:31 - John's one Valuable Free Action (VFA): "Ask whoever's in charge of it, what are you tracking? How are you tracking? If you're a business owner, marketing manager, or decision-maker, grasp what it is that your business is measuring as success and how that happens and make sure it's working properly. So, you're making the right decisions based upon truly accurate data." 06:17 - John's Valuable Free Resource (VFR): For FREE advertising evaluation. Click here: https://stubgroup.com/ 07:15 - Q: How or what should I think through when choosing an agency or an employee to work with to manage my marketing? A: Two things, number one is credibility. Look online. Do they have reviews? Are those reviews recent? Are they positive? Do they have case studies about specific results driven for specific clients? Secondly, when you're speaking with their salespeople, do their salespeople really get your business? And are they asking you questions about your unique pain points and your unique goals? Or are they just using a sales script?

Tweetable Takeaways from this Episode:

“If you're a business owner, marketing manager, decision-maker, grasp what it is that your business is measuring as success and how that happens, and make sure it's working properly.” -John HornClick To Tweet

Transcript (Note,

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Find out how you can achieve financial and mental freedom through tips given by an expert Discover resources that will help you learn something new each week and be guided on how you can stretch your mind while stretching your bank account as well Understand why it’s important for you to understand how investors’ minds work in order to succeed in what you do

Resources/Links:

Wanting to start your journey towards having financial freedom and mental freedom as you go on making your business successful: https://contrarianthinking.co/

Summary

Are you an entrepreneur who is looking to diversify your income stream? Have you always dreamt of becoming the captain of your own life?

Do you think it’s impossible for you to achieve what other successful businessmen achieved? Do you want to change that mindset and be able to enjoy life with both financial and mental freedom by your side?

Codie Sanchez is the Founder of Contrarian Thinking. She is an Investor and also a Cannabis Advisor.

In this episode, Codie unravels how you can live a life with both financial and mental freedom. She mentions mistakes you need to avoid, and shares tips and resources you can check in order to help you start your journey towards freedom today.

Check out these episode highlights:

01:15 – Codie’s ideal client: “Anybody who's looking to diversify their income streams who kind of believes that their time should be divorced from their earnings, and people who are looking to be the captains of their own lives.” 01:46 – Problem Codie helps solve: “I don't think you can have any true type of freedom without financial freedom. Our goal is to help people get financial freedom really because we want free thinkers and people who have the ability to do so without a ton of social pressure.” 02:32 – Typical symptoms that clients do before reaching out to Codie: “I think that’s a feeling that you wake up in the morning and you have kind of an oatmeal type of life. Like, your jobs, okay, it's kind of lukewarm; your friends are okay, they're not entirely spicy, they don't have a different flavor, you know; your income streams are pretty unilateral. It's the same bowl in front of you every single day.” 04:01 – Common mistakes that people make before they find Codie’s solution: “I think the biggest one is in this world today, a lot of people do startups instead of buying businesses or looking for cash flow day one.” 04:45 – Codie’s Valuable Free Action (VFA): “The first thing that you want to do is you got to learn, and then you earn, and then you invest. Those are the three steps.” 05:58 – Codie’s Valuable Free Resource (VFR): Visit https://contrarianthinking.co/ and start your journey towards achieving financial and mental freedom today. 07:04 – Q: “Why haven't most people done this?” A: “The reason is not that they actually don't know about it; it's that people get in their own way.”

Tweetable Takeaways from this Episode:

“Learn, and then you earn, and then you invest.” -Codie SanchezClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, beaming out from little Castaways Beach in Queensland, Australia, joined today by Codie Sanchez. Codie, good day. Very warm Australian welcome. Where are you hanging out?

Codie Sanchez 0:24 Well, thank you. I'm in sunny California, so we have some similarities today.

Tom Poland 0:28 Yeah. Well, we do. Sunshine and warm weather, probably. Probably a bit warm where you are, it’s windy here but still warm enough, and I believe you divide your time between San Diego and the exhilarating Austin, Texas.

Codie Sanchez 0:41

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Discover the reason why businesses usually fail Understand the importance of knowing what the right plan for your business is Find out more about The How of Business and learn how you can put this resource into use

Resources/Links:

Wanting to learn more about the things you can do to start, run, and grow your small business? Visit https://www.thehowofbusiness.com/

Summary

Are you an existing business owner who wants to grow your business, or maybe, you’re someone who’s on the stage of starting just yet?

Have you been fearing failure so bad that it’s now hindering you from achieving your goal’s heights?

Do you feel like you’re not someone who is capable of making success happen in this lifetime?

It is through taking your time in planning and performing the right plan for your business that you get to be a step closer towards becoming successful in that business of yours. Know the how-to’s through this episode today.

Henry Lopez is a Serial Entrepreneur, Small Business Coach & Consultant, and host of “The How of Business” podcast show.

In this episode, Henry shares his knowledge to help you start, run, and grow your small business today. Here, he talks about the mistakes entrepreneurs make that cause their businesses to fail as he mentions a resource that will surely help you get up to start again.

Check out these episode highlights:

01:00 – Henry’s ideal client: “Either someone who's looking to start their first small business or an existing small business owner that's looking to grow their business.” 01:13 – Problem Henry helps solve: “For the first time business owner, often it's about overcoming that fear of failure, the overwhelming paralysis that comes from getting past the idea phase to actually making it happen. For existing business owners, it’s often about just implementing the systems, the processes, and the mentality to step back from the business.” 01:57 – Typical symptoms that clients do before reaching out to Henry: “What I see as the symptoms are paralysis, overwhelm, feeling of failure maybe or the fear of it, burnout, disillusionment, the lack of progress to either getting started or realizing again what you had hoped for when you started your first business.” 03:05 – Common mistakes that people make before they find Henry’s solution: “People don't set realistic expectation or goals. They lack planning. They just get caught up in the day to day, so they lack making progress towards those goals. And then, there's no testing and proving that business model. We kind of want it to work and we'll fight through a business model that just isn't profitable.” 04:01 – Henry’s Valuable Free Action (VFA): “Take the time to plan. For existing business owners, that plan is a strategic action plan for the year and then broken up quarterly so that you can take the right steps in the right direction instead of trying to solve it all at once. The plan that lets you take this a step at a time so that you can make steady and consistent progress towards your goal.” 05:28 – Henry’s Valuable Free Resource (VFR): Visit https://www.thehowofbusiness.com/ to learn more about the things you can do to grow your business. 06:22 – Q: “What is the most common reason businesses fail?” A: “The obvious one – or maybe it's not so obvious – is we ran out of cash. But the reason we run out of cash is that we don't properly forecast in depth planning, or for an existing business that might be maybe forecasting cash flow, we don't properly plan, we cut corners, and we're not willing to start small if that's what your resources allow.”

Tweetable Takeaways from this Episode:

“What’s the most common reason businesses fail? We run out of cash. But the reason we run out of cash is that we don't properly plan.” -Henry LopezClick To Tweet

Transcript

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Discover what SEO is all about Understand that Google is just an algorithm no matter how great of an invention it is Find out how you can scientifically optimize your web page for google traffic through tips and resources given by the guest

Resources/Links:

Wanting to receive help in producing perfectly optimized pages for Google with ease? Learn more about PageOptimizer Pro (POP) and register in a workshop: https://pageoptimizer.pro/

Summary

Do you create content – be that a blog or anything else – that needs to show up in Google?

Do you feel like you’re not good enough and you can’t figure anything out, but you want to give yourself the best chance to succeed even if you're not an SEO expert?

Do you want to learn about web page optimization so your page can finally rank better?

You can become the best at something on the internet right now! Take the first step.

Kyle Roof is the Lead SEO and Co-Founder at an SEO agency High Voltage SEO, SEO tool PageOptimizer Pro, and a global community of 3000+ SEO professionals Internet Marketing Gold. His method to test whether single variables are ranking factors in Google's algorithm was officially granted a patent in January 2020.

In this episode, Kyle talks about SEO and how he helps people successfully optimize a web page for Google traffic. Here, he discusses Google being an algorithm and shares tips for you to do in order to have your pages rank better.

Check out these episode highlights:

01:40 – Kyle’s ideal client: “Our ideal client is creating content that needs to show up in Google. Often, this person is an SEO but it doesn't necessarily have to be.” 02:11 – Problem Kyle helps solve: “The problem we're solving is setting you up so that when you put out content, you know you're giving yourself the best chance to succeed even if you're not an SEO expert.” 03:16 – Typical symptoms that clients do before reaching out to Kyle: “SEO tools give you recommendations and they're good, but only an expert could use them, and I think that creates a level of frustration and that frustration is then reinforced by poor outcomes.” 04:10 – Common mistakes that people make before they find Kyle’s solution: “Google is amazing, but Google is just an algorithm, so you need to give Google the math that it wants. The mistake is not realizing that and not taking the math into consideration. 05:08 – Kyle’s Valuable Free Action (VFA): “The top four places to put a keyword on your page are the title tag, your h1, paragraph text, and your URL. If you put your keyword in those four places, you've probably done 60% of SEO. Don't over think it. Put your keywords in those spots and your pages will start to rank better.” 06:00 – Kyle’s Valuable Free Resource (VFR): Visit https://pageoptimizer.pro/ for the PageOptimizer tool, read their blog, and register for the workshop now. 07:14 – Q: Who is my favorite scientist? A: I have a bunch, but the ones I love the most were doing their thing in around the 1600s – Galileo, Descartes, Newton, and Halley. My all time favorite is Halley.

Tweetable Takeaways from this Episode:

“Google is amazing, but Google is just an algorithm, so you need to give Google the math that it wants.” -Kyle RoofClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Welcome everyone to another edition of Marketing The Invisible. My name is Tom Poland, joined today by Kyle Roof. Kyle, good day, Sir. Where are you hanging out?

Kyle Roof 0:18 I'm in Chiang Mai, Thailand.

Tom Poland 0:20 Chiang Mai, Thailand. How's the food?

Kyle Roof 0:23 Fantastic!

Tom Poland 0:24 Yeah, I thought it would be, yeah. And not expensive, right?

Kyle Roof 0:28 No, it's very affordable.

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Discover how powerful a press release can be in terms of growing your business Find out how you can better advertise your business even when you think it’s not that newsworthy Get access on eReleases’ special page that will help you build a PR that works for you

Resources/Links:

Wanting to know more about the winning PR strategies eReleases can help you with? Visit https://www.ereleases.com/plan/ now and grow your business through press releases!

Summary

Are you a startup business owner, an author, or a speaker who has been wanting to increase your visibility and credibility through press release marketing since the day you saw its power somewhere?

Do you believe that what you’re doing is something that is unique in the competitive market; therefore, it deserves to get traffic, customers, and media attention even on a small budget?

Do you feel like you and your business are stuck because you can’t afford advertising campaigns your business needs in order to exhibit the service you can give?

Mickie Kennedy founded eReleases 22+ years ago to help small businesses, authors, and startups increase their visibility and credibility through press release marketing.

In this episode, Mickie talks about eReleases and discusses how he can help you grow your business into a broader circle through press releases. Here, he mentions the mistakes people make in relation to advertising whatever it is that they’re doing, and shares ways and resources you can use in order to start your press release journey.

Check out these episode highlights:

01:21 – Mickie’s ideal client: “A small business owner, perhaps a startup or an entrepreneur with an e-commerce website. We also work with authors and speakers as well, but startups seem to be the ones who really get PR and it works really well for.” 02:16 – Problem Mickie helps solve: “We're trying to help businesses get traffic, customers, and media attention on a small budget.” 03:24 – Typical symptoms that clients do before reaching out to Mickie: “The biggest thing we see in someone who comes to us – they're spending all their time, energy, and money on chasing shiny marketing objects and none of it really working.” 04:11 – Common mistakes that people make before they find Mickie’s solution: “When people do a press release that are just safe mediocre press releases, sometimes they just send them over a web only service that never goes to journalists, so you never really had the opportunity to see if the media would pick it up and run articles about it because it never reached the media.” 05:14 – Mickie’s Valuable Free Action (VFA): “Conduct your own survey or study. The media loves numbers and anybody can author a survey. If you don't know who to send it to, partner with a small trade association.” 06:08 – Mickie’s Valuable Free Resource (VFR): Visit https://www.ereleases.com/plan/ and access a free masterclass that will teach you the winning PR strategies you need in your business! 06:45 – Q: What's the one thing every business should be doing? A: Split test as many elements of your business as you can.

Tweetable Takeaways from this Episode:

“Split test as many elements of your business as you can.” -Mickie KennedyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia joined today by Mickie Kennedy. Mickie, good day. Very warm welcome, Sir. Where are you beaming in from?

Mickie Kennedy 0:24 Baltimore, Maryland.

Tom Poland 0:25 Baltimore, Maryland. So, and how's the weather right now?

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Find out what a Squircle principle is that helps solve the countless problems leaders face in today's digital world Find a new perspective to enable people to perform more with less effort Discover how to engage people into a 'change dynamic' to make way for a new path to performance

Resources/Links:

Discover your Squircle score. Click here: https://squircleacademy.com/test/

Summary

How do you increase agility, creativity, and lower burnout?

Are you looking for a new perspective to engage and enable people to perform?

Do you want to engage people to perform without teaching them but taking them through experience?

Wall Street Journal / USA Today international best-selling author Francis Cholle uses deep human learning and cognitive science to help leaders and Fortune 500 solve complex problems and thrive in disruption.

In this episode, Francis shares how he uses deep human learning and cognitive science to help leaders and Fortune 500 solve complex problems and thrive in disruption through the Squircle approach.

Check out these episode highlights:

01:39 - Francis's ideal client - "So our ideal clients are HR executives, the C-suites of organizations, CMOs, CFOs, where all the people work to impact the culture of the organization to get better results. And we also market to coaches and consultants." 02:13 - Problem that Francis helps to solve - "So everybody's looking for agility and creativity today in this fast, disruptive world that you were mentioning before. You know, and those are kind of empty words. We make them really real. And we actually show the path visually with a simple model that everybody can understand how to access that natural innate potential that's so rarely tapped into in business." 03:10 - Symptoms to the clients' problems before they find Francis's solution - "So the symptoms are usually how to engage people into change dynamics. You know, nobody likes to change habits, right? People I've worked with, talked to today, their main problems are engagement, people are tired, they reach a place of burnout when they don't notice burnout anymore. They work nine to nine. And sometimes they don't stop over the weekend." 05:06 - Common mistakes people make in trying to solve the problem: "It's the way we look at problems, the way we ask questions." 06:19 - Francis' Valuable Free Action (VFA): - "In the Squircle book and the website, you'll find an image where you have the circle or adaptability, creativity, agility, natural, you know, it's represented by the circle and then the frame, the square being structured, logic, dependability. So, we live in a culture where the circle is within the square and that square, the circle cannot fly, you know, like a bird, cannot fly, so the free thing is, liberate the natural part of ourselves. Let the circle encircle the square." 07:00 - Francis's Valuable Free Resource (VFR): - Check out Francis' website https://squircleacademy.com/test/ 07:53 - Q: Why is it credible? A: Because it's science-based, everything we do at the human company is researched. It all was generated through work that we did 15 years ago for L'Oreal. We did a deep dive into the culture. We mobilized the latest in scientific research, and we still are, you know, validating everything we do through research. And it's been pressure-tested by 250,000 executives around the world in more than 24 hours.

Tweetable Takeaways from this Episode:

“Liberate the natural part of ourselves. Let the circle actually encircle the square.” -Francis CholleClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone, and a very warm welcome to another edition of Marketing the Invisible.

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Learn how to get things organized and avoid overwhelm so you continue growing your business Learn how to create a system that refines your solution so you move with a clear vision Find out how to manage your business successfully with clarity and time freedom

Resources/Links:

Download Kathi’s bestselling book, ‘How to Master your Muck’. Get here: www.get.organizedandenergized.com/ebook-master-muck

Summary

Are you a business owner that is so busy yet stuck?

Are you facing a lot of problems and creating lots of solutions but no clear results?

Do you want to know how to get a clear vision of what you want to do and get done as an entrepreneur?

Kathi Burns is a Board Certified Professional Organizer, Stylist & best-selling author. She helps clients get their life and business organized and let go of the unnecessary to make room for renewed energy and more freedom.

In this episode, Kathi shares how women entrepreneurs can declutter and have a clearer vision of their business. She talks about getting things refined and not just keeps on creating. That way you avoid overwhelm and keep you going and earning more.

Check out these episode highlights:

01:13 - Kathi’s ideal client: “My ideal clients are women entrepreneurs who feel stuck or overwhelmed with their businesses. They started a business for freedom, but now they might find themselves just without a system to support them or the energy to even support their ambitions. They just feel overwhelmed and stuck.” 01:53 - What problem Kathi helps solve: “As an objective observer, I’m able to identify and help my clients eliminate whatever might be holding them back. You know, we often get stuck in the muck of our stuff when we can't see clearly what we shouldn't be doing, let alone what we should be doing because we're just busy, busy, busy.” 02:20 - Typical symptoms of the problem: “We get stuck in what I call busy-ness and instead of getting down to business, we're stuck in busy-ness, we're just going on that wheel, right? We're working and working, but we don't have the momentum to pull ourselves towards our goals, which means then we're in a constant state of overwhelm. We're always trying to go and go and go, but not getting where we want to go. 04:03 - Common mistakes that people make before they find Kathi’s solution: “We create multiple solutions, multiple systems to approach the same solution. And we don't eliminate or refine, we just keep creating. And, you know, that's the stuff that I lovingly call muck, things that are blocking our ability to move forward with ease and flow.” 05:55 - Kathi’s Valuable Free Action (VFA): “Stop. Give yourself permission to stop and take the time to see what resources you can capitalize on, Stop and see the things that you need to remove in your environment or your schedule so you can eliminate the overwhelm.” 7:13 - Kathi’s Valuable Free Resource (VFR): Check out Kathi’s Best Selling Book www.get.organizedandenergized.com/ebook-master-your-muck 07:29 - Q: What happens when you get organized and how to master your muck? A: “Every hour you spend getting organized, you save eight hours later. Abe Lincoln is one of my favorite guys and he said, ‘For every hour I spend in preparation, I save eight hours in perspiration.’ So, if you want to move forward with clarity of purpose, it always pays to get organized.”

Tweetable Takeaways from this Episode:

“Getting organized requires the ability to stop and assess and to get clarity.” -Kathi BurnsClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from Little Castaways Beach in Que...

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Discover how you can find a side hustle that’s worthy of spending your free time after your day job ends for the day Find out what the symptoms are that indicate you’re looking for ways on how you can earn extra Get to uncover a list of different part time money-making ideas given by the guest himself

Resources/Links:

Wanting to amplify your earning power starting this day? Get your creative juices flowing through Nick’s list of different part time money-making ideas by visiting https://www.sidehustlenation.com/ideas now!

Summary

Are you one of those people who aren’t really the type who hate their day jobs but are just really wanting to spend their free time more effectively?

Have you been thinking about exercising your creativity through doing something productive after your work ends for the day in order for you to earn extra money?

Do you want to have a side hustle that pays but you have no idea on where to start your amplifying journey?

Nick Loper helps people earn money outside of their day job. He's an author, online entrepreneur, and host of the award-winning Side Hustle Show podcast.

In this episode, Nick unravels the secrets on how you can find a side hustle that pays and is worthy of spending your free time in so you can earn extra money. Here, he discusses why it’s a mistake that people usually find the perfect business idea that has never been done before instead of going for the safer choice of doing something that has already been proven market-worthy, and shares tips and resources you can look out for that can help you start your side hustle journey.

Check out these episode highlights:

01:16 – Nick’s ideal client: “Ideal client for me is rather an ideal listener or reader of the podcast or blog. Somebody who is reasonably tech savvy, who have got a little bit of free time and are wondering some productive ways to make some extra money with that time.” 01:55 – Problem Nick helps solve: “Problem on the reactive side is somebody who needs to make money. ‘I can't– I got to make rents next month.’ You know, ‘I'm struggling.’ On the proactive side was like ‘I was never the person who necessarily hated the corporate job, hated my day job, but I still wanted to use my free time more effectively.’” 02:49 – Typical symptoms that clients do before reaching out to Nick: “The stereotypical way that it hits somebody is they're 10-15 years deep into their career – maybe even earlier than that – and say like ‘I did what I was supposed to do. I went to school. I got a good job. I – maybe – have a house, a relationship. I have kids – maybe. Is this it? Is this all that there is?’” 04:07 – Common mistakes that people make before they find Nick’s solution: “One of the most common ones is this paralyzation of analysis; they try to find the perfect business idea. The other thing that gets people trapped up is just ‘I don't know where to start.’” 05:25 – Nick’s Valuable Free Action (VFA): “I call this the ‘what sucks method’. And so, you have to kind of put on your pessimist hat for a few days or a week of doing this. I just have a Notes app on my phone and I'm going to note down everything that sucks over the course of the day, over the course of the week.” 06:20 – Nick’s Valuable Free Resource (VFR): Get your creative juices flowing through Nick’s list of different part time money-making ideas by visiting https://www.sidehustlenation.com/ideas now! 07:05 – Q: What’s the favorite book I’ve read recently? A: Undaunted Courage.

Tweetable Takeaways from this Episode:

“Keeping track of the what sucks in your life often leads to business ideas on the other end.” -Nick LoperClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10

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Learn how to overcome confusion and overwhelm to get your book done and published Find out how to make the book you write fit in helping you grow your business Find out how to become an author who retains all the rights and royalties without having to self-publish it

Resources/Links:

Want to learn more about an opportunity to hit the let's talk button and send some information about your book and potentially have a consultation and set up a call with someone to talk about publishing options? Click here: https://www.capuciapublishing.com

Summary

Have you been procrastinating and don't know how to best start when it comes to publishing your book?

Is your book edited but just there on your computer sitting and collecting cyber dust, and you're not taking the next step to publish it?

Have you thought of publishing a book where you don’t sign away your rights and share royalties of 50%?

Christine Kloser is a USA Today and Wall Street Journal Best-Selling Author and Capucia Publishing CEO. Their author-centric approach to publishing award-winning and best-selling books supports business leaders worldwide.

In this episode, Christine shares how you can have your wisdom shared through a book and get it published to the world. She also talks about people's mistakes when writing and publishing, so you avoid wasting your time and energy and become the author who retains all your rights and royalties.

Check out these episode highlights:

01:24 - Christine's ideal client: "My ideal client really is a successful professional, either someone who has had an entrepreneurial career or a corporate career, who just knows that they have this book inside of them, they've earned a lot of wisdom, they've, you know, gleaned a lot of information. They've been through a lot -- ups, downs, in, outs of what it takes to be on the path of success. And they want to share that wisdom." 02:02 - What she helps her clients solve: "The big problem we solve is that our authors were strictly fee for service the way we do it. You retain all rights, you retain all royalties, but you have a book that looks like it came out of Random House, you know, rather than self-publishing it on your own, or spending years wasting time and energy trying to get a traditional deal." 03:41 - Symptoms of the problem clients are facing: "Well, it's, you're procrastinating, confused, feeling overwhelmed at like, I don't even know what the best way to publish my book, what's right for me. I don't know where to start." 04:34 - Common mistakes clients commit before consulting Christine: "On the publishing side, one of the biggest mistakes that I see is that people get involved working with publishing “partners” without truly understanding what they're getting involved with, and what that contract really means and what the terms are, and what they're giving up and how it's going to work long-term." 06:49 - Kristine's Valuable Free Action (VFA): "If you've been writing your book without a plan without putting foundation underneath it, put a foundation underneath it." 07:21 - Kristine's Valuable Free Resource (VFR): Check out Christine's website: www.capuciapublishing.com 07:44 - Q: Why shouldn't I have done this sooner?

Tweetable Takeaways from this Episode:

“If you've been writing your book without a plan, without putting a foundation underneath it, put a foundation underneath it.” -Christine KloserClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to from little Castaways Beach in Queensland, Australia. Joined today by Christine Kloser. Christine, good day,

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Discover why many entrepreneurs face a hard time in scaling their business especially when they don’t understand Facebook advertising that much Understand how crucial it is for you and your business to stop depending on that one thing alone that you’re holding on to Find out how you can scale your business with Facebook ads nowadays

Resources/Links:

Wanting to scale your business but have no idea how to? Visit https://www.ecommercescalingsecrets.com/fire/ and get Alex’s Ultimate Guide To Scaling Hyper-Profital eCom Brands today!

Summary

Are you an e-commerce entrepreneur who has been wanting to scale your business but all the trial and error processes you’ve done so far have resulted to nothing?

Are you the type who hasn’t tried having multiple business managers, multiple ad accounts, and multiple business pages because you think that one is already good enough for everything?

Do you want to try doing Facebook advertising but you have no spot on understanding how it works yet?

Alex Fedotoff is the Founder of Brand Hyper-Growth community on Facebook. He scaled multiple e-commerce businesses with Facebook ads to 8 figure level with successful exits.

In this episode, Alex talks about how you can scale your business with Facebook ads now that we’re in a year where modern technology plays a huge role in everything that we do. Here, he discusses the importance of having multiple business managers, ad accounts, and business pages, and shares tips and resources for you to be successful in scaling!

Check out these episode highlights:

01:09 – Alex’s ideal client: “We help e-commerce entrepreneurs that are already six, seven figure level, have the foundation in their business and have great products that they're selling to become more efficient and more profitable with Facebook advertising.” 01:38 – Problem Alex helps solve: “A lot of entrepreneurs don't understand Facebook advertising. They don't know how to advertise profitably and how to scale their ads, so they might be spending quite a few hundred dollars a day profitably or a few thousand dollars a day, but they don't know how to spend 10, 20, $50,000 today on advertising profitably.” 02:47 – Typical symptoms that clients do before reaching out to Alex: “Sometimes, they would have inconsistency with their advertising. Let’s say you’re advertising in Facebook and today's really good. You’re spending $1,000 in ads and you're getting $3,000 back. But then tomorrow, for some reason, you’re spending the same $1,000 back and you only gained like $1,200 back.” 03:51 – Common mistakes that people make before they find Alex’s solution: “The biggest mistake is they do not try to have multiple business managers, multiple ad accounts, multiple business pages; so they’re just relying on one.” 05:42 – Alex’s Valuable Free Action (VFA): “Start setting up and getting some extra backups for their business, for their business managers, for their ad accounts, and just stop relying on that like one ad account, or one business, or one page, because that is putting their business in a very vulnerable situation.” 06:21 – Alex’s Valuable Free Resource (VFR): Visit https://www.ecommercescalingsecrets.com/fire/ and get free access to Alex’s Ultimate Guide To Scaling Hyper-Profitable eCom Brands! 07:09 – Q: What makes you happy? A: My family.

Tweetable Takeaways from this Episode:

“Entrepreneurs should stop relying on one ad account, or one business manager, or one page, because that is putting their business in a very vulnerable situation.” -Alex FedotoffClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone! A very warm welcome to another edition of Marketing The Invisible.

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Discover how people are getting demoralized nowadays especially since pandemic Understand how owning what you do and branding it as yours help you navigate through the problem of marketing Find out things you can do to increase your brand credibility and help you stand out in your market through a resource given by the guest herself

Resources/Links:

Wanting to instantly boost your brand authority? Visit bit.ly/23quickways and get your copy of the 23 things you can do in one hour or less that will increase your brand credibility and help you stand out in your market!

Summary

Are you a female entrepreneur who is still new to marketing and branding yourself online that you have no confidence to be comfortable in doing it yet?

Do you feel like you’re the Earth’s hidden treasure because despite having a life-changing product, you’re still invisible in the competitive market?

Do you want to boost your brand authority and finally turn the table from being a nobody to becoming the center of the market’s attention?

Make that dream come true as we interview Nkiru Asika today!

Nkiru Asika is the Founder of Women Building Authority, providing events, done-for-you marketing services, and an online membership to help women entrepreneurs get seen, get heard, and get paid.

In this episode, Nkiru talks about female entrepreneurs who want to become in demand from being an invisible part of the market for who knows how long. Here, she mentions how people get demoralized especially in today’s time, and shares tips on how you can successfully monetize your brand.

Check out these episode highlights:

01:20 – Nkiru’s ideal client: “My ideal client is a female entrepreneur whose business involves selling her advice, knowledge or expertise.” 02:08 – Problem Nkiru helps solve: “I help them stand out from the crowd. I help them create a market and monetize their online brand.” 03:07 – Typical symptoms that clients do before reaching out to Nkiru: “A lot of people are just getting demoralized. They have heard from all the different online gurus that you need to be creating content or you need to be on social media or they’re trying to follow Guru X’s exact system and it’s just not working out for them.” 04:14 – Common mistakes that people make before they find Nkiru’s solution: “The first one is sort of putting your head in the sand and hoping someone will discover you and the second one is just getting caught up in a million marketing tactics.” 05:36 – Nkiru’s Valuable Free Action (VFA): “Take a look at how you work with your clients and own it. Create that signature process. Create that unique methodology and brand it.” 06:56 – Nkiru’s Valuable Free Resource (VFR): Visit bit.ly/23quickways and get your copy of the 23 things you can do in one hour or less that will increase your brand credibility and help you stand out in your market! 07:41 – Q: What about people who really aren’t new? A: Everywhere you are, just give value. Give value. You don’t have to be like the guru of all gurus. You just have to know a little bit more than the people you’re teaching.

Tweetable Takeaways from this Episode:

“Nobody’s going to discover you. You’re going to have to show up. You’re going to have to speak for yourself.” -Nkiru AsikaClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone, and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming up from little Castaways Beach in Queensland, Australia as ever, joined today by Nkiru Asika. Nkiru, good day. Welcome. Where are you hanging out?

Nkiru Asika 0:25 Hey, Tom. Hey, Tom’s peeps. I am in Toronto, Ontario, Canada and it’s my favorite time. It’s hot.

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Discover how discomfort and a falling apart life lead people to think they are mentally ill Learn about the symptoms and mistakes you should look out for which signify that you’re in that space of seeing your discomfort as a negative thing Find out why the pain of being human is something that we are all exposed to and isn’t actually a symbol of being ill

Resources/Links:

Get to know more about Dr. Fred’s growth over the last few years through visiting https://welcometohumanity.net/

Summary

Are you one of those entrepreneurial parents who feel like everything in their life is falling apart?

Have you been wondering real hard about what you can do to move your life forward, gain some control, and heal the pain of what it is to be human?

Do you think that you’re ill because of the discomfort and breakdowns you’ve been having in life?

Get to see that belief in a new perspective as we interview Dr. Fred Moss today!

Fred Moss, MD is the Un-Doctor. He Un-diagnoses, un-medicates, and then he helps people Un-doctor-nate. He uses connection, creativity, and communication as the universal access to true healing and reclaiming lost lives.

In this episode, Fred mainly talks about the conflict an entrepreneurial parent face – their whole life falling apart. Here, he explains how his Un-doctor-nating deed helps people get through that problem of thinking they’re mentally ill, speaks about the mistakes people do that makes the situation worse, and reminds us all that we’re all humans who are supposed to naturally experience those things as we live.

Check out these episode highlights:

01:27 – Fred’s ideal client: “So my ideal client has been identified as typically entrepreneurial parent who has their lives falling apart – people who are really wondering what they can do to move their life forward and heal the pain of what it is to be human.” 02:09 – Problem Fred helps solve: “When you’re an entrepreneurial parent – when you’re a parent of young adult children, sometimes, you reach a point where your life is just really seeming to totally fall apart. Your kids aren’t listening, the relationship isn’t working, you don’t really have a purpose, and you’re kind of aimless and helpless.” 03:50 – Typical symptoms that clients do before reaching out to Fred: “If it is actually the adult entrepreneurial parent, some of the symptoms might be that they’re kind of doing things on the side – they’re being secretive. Other symptoms that people might experience is that their children are failing in school or any kind of things that we all hope our children don’t go through.” 05:14 – Common mistakes that people make before they find Fred’s solution: “There is approximately four different ways to go. One is we can do nothing; another is they actually look to do it themselves; the third thing is they might hire insufficient or inadequate assistance; and fourth thing would be just hire me.” 06:52 – Fred’s Valuable Free Action (VFA): “It really comes into title. The title is that these people and you – even if you are miserable – are simply not mentally ill. It is a conversation that’s supported by an agreement reality and the possibility is that you’re really just living life as a human walking through the planet.” 07:23 – Fred’s Valuable Free Resource (VFR): Get to know more about Dr. Fred’s growth over the last few years through visiting https://welcometohumanity.net/. 07:54 – Q: What’s the project I’m up to? A: Look out for October 10, 2021. It is the Mental Wealth Summit for the Earth.

Tweetable Takeaways from this Episode:

“Discomfort and even tragic discomfort is not representative of being ill; its representative simply as the title suggests – of being human.” -Fred MossClick To Tweet

Transcript (Note, this was transcribed using a transcription software and ma...

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Learn how to make your leads flow instead of just trickle Discover one important asset that you should have so the host has all the reasons to have you on the show Find out how you can build relationships and strategic partnerships even after the microphone is put down

Resources/Links:

Open the door to podcast guesting opportunities on top shows with this Media One Sheet Example. You'll get media savvy, media-ready, and on message in minutes! Click here: https://www.mediaonesheetnow.com/

Summary

Are you making self-serving pitches that aren't what the audience cares about?

Do you find yourself with an empty calendar, invisibility, not enough reliable lead flow, and frustration over not earning enough and making an impact?

Nancy Juetten is a Get Known Get Paid Mentor & Amazon #1 Best Selling Author. Nancy guides successful service providers to book themselves on top podcasts without hiring an expensive booking agency.

In this episode, Nancy Juetten shows how you can impact, make your leads flow, and earn the income you are supposed to be making with podcast guesting. She helps you deal with your mindset and beliefs and how to be ready for the show so you showcase your topics clearly and in a compelling way and get your mission accomplished.

Check out these episode highlights:

01:25 - Nancy's ideal client: "My ideal clients are successful service providers who want to book themselves on the right shows without hiring an expensive booking agency." 01:42 - The problem Nancy helps solve: "They may not be willing to make the leap to hire an agency and want to learn how to do this themselves. The problem that they have is chances are many of their speaking gigs got tabled during the COVID-19 scenario, and they found themselves with an empty calendar, invisibility, not enough reliable lead flow, and frustration about not being able to make the kind of money they want to raising their voice and making their impact." 02:25 - The symptoms people have before working with Nancy: "You need to be podcast guesting if your lead flow is at a trickle instead of a flow. You have no speaking gigs on the calendar and no big conferences to go to because most of them have shut down. You feel locked out of the cool kids club, and you're ready to do something about it. You are someone who may not love technology but loves to speak, and you want more opportunities to feel that joy more often." 03:33 - Common mistakes people make before working with Nancy: "Number one is they make self-serving pitches that pitch their book or pitch their thing without paying attention to what the host is interested in, or their embedded audience cares about. Another is forgetting to tune into the podcast to make sure it's the right vibe for your tribe and the right match for your message." 05:03 - Nancy's one Valuable Free Action (VFA): "One thing I want you to do is to deal with your mindset and believe and behave as if the most important opportunity is coming to you tomorrow. And that means being ready to go to the show before you go." 05:42 - Nancy's Valuable Free Resource (VFR): Check out www.mediaonesheetnow.com; it gives you 15 minutes of your time, you'll have this done in 20 minutes, 15 to 20 minutes, and you'll be ready to go to the show before you go. 06:29 - Q: What's the most important part of podcast guesting that has absolutely nothing to do with being on the air? A: Podcast guesting is the start of a beautiful lasting relationship that can stand the test of time. When the microphone goes silent, if you know that you are a match for that host and vice versa you can co-create wonderful joint venture opportunities, strategic alliances, you can make introductions for each other, to cooler and even more magnificent people.

Tweetable Takeaways from this Episode:

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Discover how inconsistency and inefficiency lead you to the worst mistakes your business could face Learn why taking action is the key to bring efficiencies and why incentivizing your team alone isn’t enough Find out where the gaps in your business are and what the return on investment is going to be through an assessment from this episode’s guest

Resources/Links:

Wanting to find out more about the upside and the potential you might have for ICT? Take the Digital Transformation Readiness Survey at https://www.365solutionsgroup.com.au/MTI/

Summary

Are you a business owner who has recently thought of scaling your service delivery to delight more customers but is still clueless on its how-to’s?

Do you want to be able to keep your data secured yet accessible, rework business information into multiple platforms, and get to monitor how your business is doing in the dashboards?

Inefficiency and inconsistency may cost you your entire business in the future, and that isn’t something you would want to face.

Ride the waves of ICT solutions’ trends and receive a treat from our episode today!

Tristram Morgan has provided ICT solutions (information, communication and technology) for 30 years, and helped hundreds of customers to digitally transform their businesses to drive efficiency, reduce operating costs and exceed customer expectations.

In this episode, Tristram unravels how beneficial it is for business owners to involve their business into the digital world. Here, he talks about how inefficiency and inconsistency can soon lead to numerous mistakes in the management as he mentions both the importance of taking action and what consequence an inaction could make.

Check out these episode highlights:

01:28 – Tristram’s ideal client: “So our ideal client is a business owner with somewhere between 10 and 200 people on the team. They realize that there are better ways of doing things to be more efficient, and they want to deliver consistently great service to their customers but are not sure how to go about it.” 02:14 – Problem Tristram helps solve: “There are three pillars to what we do. The first is we help them keep their data secure whilst also making it accessible; the second pillar is we help them find the bottlenecks in their business; and the third pillar is about capturing the data on how their business is operating in visual dashboards.” 03:55 – Typical symptoms that clients do before reaching out to Tristram: “So the symptoms are many and varied, but they boil down really to two things that they experience which is inefficiency and inconsistency. So what they’ll see is mistakes being made, tasks are slipping through the cracks, one person completes the process one way but another person does it another way, they’re entering information into multiple systems and none of them talk to each other.” 05:02 – Common mistakes that people make before they find Tristram’s solution: “So one is that they try and do without systems, and the other alternative is that they try to implement the shiny new system for every issue they have in the business and they create an ecosystem of islands and isolated information which is a chaos to manage.” 06:06 – Tristram’s Valuable Free Action (VFA): “It’s a good idea to incentivize your team to find ways of bringing efficiencies to the table, but the key thing is you have to action what is brought to your attention; otherwise, you lose credibility and goodwill pretty fast from both customers and your team.” 07:07 – Tristram’s Valuable Free Resource (VFR): Visit https://www.365solutionsgroup.com.au/MTI/ and take the Digital Transformation Readiness Survey today. 07:50 – Q: What is the cost of inaction to a business owner who knows they’re struggling with inefficiency? A: Eventually, it may cost them the entire business because competi...

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Discover how to seduce your next client with new and awesome offers Find out why your “why” is important and how authenticity is the key Learn what are the effective tools to pitch yourself in for your next new clients

Resources/Links:

Wanting to Know How to Create Compelling and Seductive Offers for Your Clients? Learn More on How to Seduce Your Clients Through Speaking and Getting Booked: SpeakerTunity.com/seduce

Summary

Have you been struggling to get new clients with the same old offers?

Do you want to know how speaking can guarantee you new bookings?

Are you ready to level up your game and touch new lives with speaking?

Jackie Lapin is the Founder of SpeakerTunity, the Speaker and Leader Resource Company that provides leads, tools, and training to get booked for speaking on multiple platforms with no research on your part!

In this episode, Jackie shares the promising secrets on how you can get booked everywhere! She also talks about why the audience matters most when looking for new clients.

Check out these episode highlights:

01:36 - Jackie’s ideal client: “Anybody that needs to get in front of an audience to grow their business, Tom, and that could be coaches and leaders and experts and entrepreneurs and authors. But if you need people to buy your stuff, hire you, and you need to get in rooms to do it, that's my client.” 01:59 - Problem Jackie helps solve: “Well, most people need more clients. And if they're not getting enough clients, they need to get on stages of some shape or form. And the more you get on, the better! So, you really need to be versed in all the different kinds of stages.” 02:38 - Typical symptoms that clients do before reaching out to Jackie: “Well, they're frustrated because there's nobody out there to book for them because most of those people have disappeared out of the business. And they need to do this themselves, and they don't know where to find it.” 03:44 - Common mistakes that people make before they find Jackie’s solution: “Well, the two problems that people most experience are when they're trying to pitch themselves, they're talking about how fabulous they are. They are not really addressing that this is all about the audience.” 05:06 - Jackie’s Valuable Free Action (VFA): “Find three national organizations that are aligned with your business. Go mind that particular organization for all the chapter heads all across, whatever part of the world you're in, and then send them all a pitch.” 06:09 - Jackie’s Valuable Free Resource (VFR): Check out Jackie’s Website: SpeakerTunity.com/seduce 07:13 - Q: What are the tools that you need to actually be effectively getting yourself booking? A: One of those rare examples of speaker one sheet, which is really important, and it should be slick and beautiful and have a lot of really important information that showcases you fabulously.

Tweetable Takeaways from this Episode:

“When you're proposing yourself to a booker, it all has to be about what you're bringing to the table that's going to change lives and move people forward.” -Jackie LapinClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, beaming out to you from Little Castaways Beach in Queensland, Australia, joined today by Jackie Lapin. Jackie, good day. A warm welcome from down under! Where are you hanging out?

Jackie Lapin 00:23 I'm in Westlake Village, just outside of Los Angeles, on the way to Santa Barbara.

Tom Poland 00:28 Just over the other side of that little pond between us. Well, hands across the water and all that. Folks,

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Find out how Category Design differentiates you from your competitors and have you as your market’s top of mind Learn how to clearly define the problem you solve and communicate it Discover marketing tactics and strategies that meet your business objectives

Resources/Links:

Download your FREE PDF copy on How to Drive a Market: https://growthstage.marketing/category-design/

Summary

Do you feel like you are putting all the marketing strategies in place and yet you are not meeting your financial objectives?

Are you not having the revenue growth you thought you should be making?

Do you want to find an opportunity to engage your market differently and be top of mind?

Mark Donnigan designs and executes marketing programs and go-to-market strategies that build markets and establish disruptive innovation companies as a category king. Leveraging marketing and growth tactics that work, Mark produces real business results for early and growth-stage technology and disruptive innovation startup companies.

In this episode, Mark shares how Category Design lets you cut through the noise and become your market’s top of mind.

Check out these episode highlights:

02:02 - Mark’s ideal client: “My ideal clients are technical or product lead founders who are introducing technologies or deep tech-type solutions into the market. Anybody who's solving problems where, either advanced technology has been developed to address the problems, or they're bringing maybe some existing technologies into the market.” 02:51 - The problem Mark helps solve: “The problem I solve is the classic mindset of, ‘If I build it, they will come.’ ‘My solution is so good.’” 03:47 - Typical symptoms that Mark’s clients would be experiencing before working with them: “Most of the time they've launched, they have a product in market, they have customers, and they usually have to use the word you might say, product-market fit. The point is, depending on what your perspective is, you might think like 10 million, well, that's a pretty good start, right? The problem is you get to $10 million; you look around and say now what, I'm not seeing a clear path to get to 50 and 100 and really capture the market potential.” 05:45 - Common mistakes they make before they find Mark’s solution: “The common mistakes are executing, frankly, a marketing playbook that was built for 10, 15, 20 years ago.” 07:25 - Mark’s Valuable Free Action (VFA): “Clearly define the problem that you solve. And then every opportunity you have to talk about your solution, don't talk about your product, talk about the problem and the solution.” 07:52 - Mark’s Valuable Free Resource (VFR): Check out Mark’s Website: growthstage.marketing 08:10 - Q: Why in the world did I get into marketing? A: I'm a sales guy that started programming computers when I was 12, figured out that I wanted to be a rock star, went to music school, and so sales and marketing creativity. That's why I'm here.

Tweetable Takeaways from this Episode:

“Every opportunity you have to talk about your solution, don't talk about your product, talk about the problem you solve.” -Mark DonniganClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone, a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to as always from little on the white sand next the big blue ocean Little Castaways Beach in Queensland, Australia, joined today by Mark Donnigan. Mark, good day, Sir, very warm welcome! Where are you hanging out?

Mark Donnigan 0:25 Phoenix, Arizona in the desert. Phoenix, Arizona on the beach.

Tom Poland 0:29 Right? Where you take your sinuses, right?

Mark Donnigan 0:32

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Understand why rewarding yourself is important when wanting to change Discover the reasons why change is very important and crucial for your business Learn more on why you need to focus on starting small rather than starting big

Resources/Links:

Wanting to Make the Change that You Know You Need but Just Find It Too Difficult? Learn the secrets on How to Make Change Easier, More Fun, and More Promising: https://barrymoltz.com/

Summary

Have you been feeling stuck and exhausted whenever you try to make a change in your business and in your life?

Are you struggling with trying to make changes in your business even though you know you need those changes?

Do you want to know the promising secrets on how you can really make a change and make your business better without fear and exhaustion?

Barry Moltz gets owners growing again by unlocking their long forgotten potential. With decades of entrepreneurial experience in his own business ventures as well as consulting countless other entrepreneurs, Barry has discovered the formula to get stuck business owners unstuck and marching forward.

In this episode, Barry talks about how you can understand change and its importance and overcoming the fear of uncertainty that change can bring. He also shares the psychology and value of a rewards system when trying to make the change you know you need in your business.

Check out these episode highlights:

01:48 - Barry’s ideal client: “Our ideal client is anybody that needs to make a change. Too many times in business, people have enough success where they can pay themselves, but they haven't had enough success, really, for their business to be exactly where they dreamed of it when they actually started this journey.” 02:20 - Problem Barry helps solve: “Well, I work with people to actually make a change, and making a change is incredibly difficult. You know, the reason I wrote this next book was because we brought in a consultant.” 03:42 - Typical symptoms that clients do before reaching out to Barry: “Well, first of all, what I want to give people to make the change is not a change that they think they need, or someone else has told them they have to make a change, but a change they already need- they know they need to make.” 04:45 - Common mistakes that people make before they find Barry’s solution: “Well, the biggest hurdles are they say it's too difficult or they actually try it a little bit and they say, " Ah! I tried it. I told you it wasn't going to work anyway, so let me go back to the way it was." 05:59 - Barry’s Valuable Free Action (VFA): “Start small. And then when you're successful, give yourself a reward that you actually make that change.” 06:48 - Barry’s Valuable Free Resource (VFR): Grab the first free chapters of Barry’s Book: barrymoltz.com/changemasters 07:42 - Q: Are you vaccinated? A: Yes!

Tweetable Takeaways from this Episode:

“We spend a lot of time complaining about our failures but we never celebrate our successes. And that's a problem.” -Barry MoltzClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you, as always, from little Castaways Beach here, on the white sand, next to the big blue Pacific Ocean- hands across the water, joined today by Barry Moltz. Barry, good day. Sir, where you're hanging out?

Barry Moltz 00:25 Wow! You're hanging in a much nicer place than I am. I'm on a high rise in Chicago where no one wants to live these days.

Tom Poland 00:31 Yeah, okay, fair enough. Yeah, that's definitely different to the beach in little Castaways Beach, uh the high rise in Chicago.

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Learn why understanding your purpose first will guarantee you to lead with velocity Understand why having a vision is better than having an answer upfront Find out how having a velocity mindset can promise you better leadership skills, better business, and a better you

Resources/Links:

Wanting to Discover How You Can Achieve Bigger and Better Results Faster? Learn more about the Velocity Mindset and How It will Do Wonders for You and Your Business: velocitymindset.com

Summary

Have you been being biased when it comes to taking new opportunities and risks for your business?

Are you feeling doubtful when it comes to locking in sales from your clients or customers?

Do you want to know how having the velocity mindset can help you can sell more, lead more, and be more?

Ron Karr has worked with leaders on six continents to eliminate risk, gain buy-in and achieve better results faster with the Velocity Mindset. He has generated over a billion dollars in incremental revenues for clients.

In this episode, Ron talks about the value of clearing your mind from what you know and focusing more on what you want to create for yourself and for the world. He also shares his insights on why having answers to your questions and problems upfront isn’t always the best answer for you and your business.

Check out these episode highlights:

01:45 - Ron’s ideal client: “For speaking, it's any organization that's looking to motivate and move their audiences forward for consulting and coaching. Its high-growth companies are in the $10 to $200 million range.” 02:00 - Problem Ron helps solve: “So we're helping them build high-performing sales cultures. So, working with the CEOs, the C- Suite, as well as, all the other departments on how are they going to meet and exceed the needs of their customers in the marketplace?” 02:38 - Typical symptoms that clients do before reaching out to Ron: “Well, the typical symptoms are when they're trying to grow and they're growing. They're trying to influence others, whether it's employees or customers, and they're not buying the Kool-Aid if you will.” 03:16 - Common mistakes that people make before they find Ron’s solution: “Well, when they think about velocity and Tom, I'll ask you this word. When you hear the word "velocity", what's the word that comes to your mind? You're- forward. But that's only half the definition.” 04:47 - Ron’s Valuable Free Action (VFA): “Well, it goes to what we just talked about, and the free piece of advice is called "a clean sheet of paper". So, whenever you're creating that vision, number one, start with a clean piece of paper. Forget about what you know the world to be.” 06:20 - Ron’s Valuable Free Resource (VFR): Check out Ron’s Website: velocitymindset.com 07:20 - Q: What is the simplest tactic to remember when you're trying to influence others? A: People do things for their own reasons, not yours.

Tweetable Takeaways from this Episode:

“Leaders do not have the answers upfront. They have the vision, but they're comfortable knowing that they will ask the questions to get the answers they need to succeed.” -Ron KarrClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out here from little Castaways Beach in Queensland, Australia, joined today by Ron Karr. Ron, good day. Sir, a very warm welcome. Where are you hanging out?

Ron Karr 00:24 I'm hanging out in Edgewater, New Jersey, right on the Hudson River, opposite Manhattan.

Tom Poland 00:28 New Jersey. I have a client in New Jersey and I love the way he says "coffee". He says "coffee".

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Understand how market research is crucial to your business and your sales Increase your awareness on why gathering real data from outside is important and beneficial rather than just inside your business Find out how research opens new opportunities for you and releases you from the market pain

Resources/Links:

Wanting to Learn More on How to Properly Do Market Research Without Wasting Time and Money and Getting the Most Out of It? Find out why Market Research is Crucial for Your Business and Buyers: cascadeinsights.com

Summary

Have you been getting data and opinions within and inside your business only?

Do you want to know why marketing research is important for your business and sales?

Are you ready to do market research the right way that will bring you promising sales and happy customers?

Sean Campbell brings a wealth of knowledge when it comes to surviving and thriving as a service firm owner or the leader of a practice area inside a larger services firm.

In this episode, Sean shares his insights on why market research is crucial for your business, especially in solving a market problem or finding new opportunities. He also talks about why data and opinions need to be gathered outside the four walls of your business.

Check out these episode highlights:

01:13 - Sean’s ideal client: “In our case, it's a B2B technology company, and we define that pretty narrowly. So, software and hardware.” 02:09 - Problem Sean helps solve: “Well, we used to summarize it a few different ways, but we ended up boiling it down over the years. You know, this is your 16 of owning the firm. We either help people figure out how to identify and solve for market pain, or identify and find new opportunities.” 03:17 - Typical symptoms that clients do before reaching out to Sean: “Nobody has any real data behind their opinions. I mean, that's probably the biggest one. I mean, in a lot of companies, they build decisions on consensus making and kind of conjecture.” 04:35 - Common mistakes that people make before they find Sean’s solution: “Well, for market research, I think the biggest one is a really huge emphasis on quantitative research over qualitative.” 05:52 - Sean’s Valuable Free Action (VFA): “I would say the next time you're in a meeting, and you're all discussing something, just simply look around at all those opinions that are shared, and see if anyone has any data or any input that is from any source outside the building.” 06:24 - Sean’s Valuable Free Resource (VFR): Check out Sean’s Website: cascadeinsights.com 07:04 - Q: When shouldn't you do market research? A: Sometimes instinct is the best guide. If you're a small company, you don't always have to go necessarily blow the money out to go do research.

Tweetable Takeaways from this Episode:

“Insights in the building should have an expiration date on them. And if it's been too long, you need to update that and get yourself a new gallon of milk, or new pints, depending on where you're at in the world.” -Sean CampbellClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you, as always, from little Castaways Beach, on this white sand here next to the blue ocean, in Queensland, Australia joined today by Sean Campbell. Sean, good day, sir. A very warm welcome! Where are you hanging out?

Sean Campbell 00:25 Portland, Oregon.

Tom Poland 00:25 Portland, Oregon! Hands across the water. So, you're at the top end of that big ditch we call the Pacific Ocean on at the bottom end. For those of you who don't know Sean, so Sean's thing is bringing a wealth of knowledge when it comes to surv...

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Learn why you just can’t do everything on your own especially in your business Find out more about the value of emotions and relationships with customers as a business Discover how the price isn’t as important anymore once you’ve developed a great and understanding customer service system

Resources/Links:

Wanting to Learn More on How to Improve and Grow Your Business Through the Magic of Customer Service? Find out the Why’s, the How’s, and the What’s of Customer Service: ultimateCXexperience.info/freeyellowbook

Summary

Have you been putting aside your customer service systems and prioritizing other parts of your business instead?

Are you constantly struggling with making valuable and deep connections and relationships with your clients?

Do you want to know more about why doing everything on your own isn’t the best and right way on growing your business?

Dr. David Moffet and Jayne Bandy are respected speakers and writers on customer service systems and processes. They coach private SME clients on how to improve their businesses by focusing on customer retention and providing World Class customer service.

In this episode, David Moffet shares his insights on why customer service systems are very crucial in business and in increasing profit. He also talks about how asking for help and guidance is one of the stepping stones to becoming successful and growing your business.

Check out these episode highlights:

01:28 - David’s ideal client: “My ideal client is any small business ranging, in turnover, from 3 million to 50 million with between 5 and 50 or 60 employees, and they want to grow their business.” 02:00 - Problem David helps solve: “Well, the problem I solve is that these businesses want to increase their revenue. They want to increase their top line. They want to increase their bottom line.” 02:50 - Typical symptoms that clients do before reaching out to David: “Well, I think the easiest way to identify that you've got a problem is that your sales are either dropping, or they're stagnating. Every business should grow year after year after year. That's a given if you want to survive or just keep up with inflation.” 04:01 - Common mistakes that people make before they find David’s solutions: “I think I see plenty of mistakes all the time. But I think one of the most common mistakes I see is business owners trying to do everything on their own. And that's just an error that just compounds upon itself.” 05:18 - David’s Valuable Free Action (VFA): “Well, I think they need to reflect. Yeah, sometimes people are just too busy chopping wood to stop and sharpen the saw. You know, they need to reflect and stop micromanaging, as I said, you know and start delegating.” 06:13 - David’s Valuable Free Resource (VFR): Get a FREE PDF Copy of David’s Best-Selling Book: ultimateCXexperience.info/freeyellowbook 07:13 - Q: You're a dentist. How can you help my business? A: Customer service is in my blood. It's always been in my blood.

Tweetable Takeaways from this Episode:

“If you've got a great business, price becomes irrelevant. They won't care what your competitors charge because they get such great value and great relationships from dealing with you.” -David MoffetClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from little Castaways Beach here in Queensland, Australia, joined today by another Australian, David Moffett. Good day, sir. A very warm welcome. Where are you- where are you based?

David Moffet 00:22 Hey, Tom! Thanks for having me. I'm based in Burrawang, New South Wales,

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Discover why being busy and productive isn’t always the answer for your business Find out what are RGAs and why you should focus on doing them Learn more on how you can organize your time to maximize your productivity

Resources/Links:

Wanting to Know How You Can Be Productive Without Being Too Busy? Learn more on How You Can Maximize Your Time as an Entrepreneur: gettimebank.com/MTI

Summary

Have you been finding yourself feeling exhausted and tired most of the time because of your business?

Do you feel like all of your productiveness is going nowhere and you’re stuck at an income or growth plateau?

Are you ready to find out how you can maximize your time to bring fulfilling progress, promising income, and great business growth?

Antonio Thornton, the Profit Engineer, is a trusted advisor and coach to top entrepreneurs to double profits and double their time off.

In this episode, Antonio talks about why being busy doesn’t always mean productive, and why productive doesn’t always mean profitable. He also shares how we can organize, monetize, and maximize our time every day to bring the best in your business and yourself!

Check out these episode highlights:

01:56 - Antonio’s ideal client: “My ideal client, what I like to call the "cast entrepreneurs", C-A-S-T. They're the coaches, authors, speakers, and service providers. So professional service providers, anyone who trades their time for money.” 02:16 - Problem Antonio helps solve: “Well, simply put, I like to say I take the employee' ship out of entrepreneurship. Most entrepreneurs go into business with the idea of having all this time and freedom, but they find out it's the exact opposite.” 02:48 - Typical symptoms that clients do before reaching out to Antonio: “Well, typically, it's going to be pretty straightforward. You're working a lot, and you're making a little, right? So, you're putting in a lot of hours, and you're just not seeing that return on investment. Your income is either plateaued.” 03:59 - Common mistakes that people make before they find Antonio’s solution: “Well, yeah, the real issue, which creates more than an issue, is that most entrepreneurs tried to be more productive. They try to get more done in less time, etc.” 05:38 - Antonio’s Valuable Free Action (VFA): “I'll actually give you three actually. When we think about the process of what helps take a company and an organization from overworked, busy, frustrated to having more time freedom and making more money than they had in the past is really a three-step process.” 07:38 - Antonio’s Valuable Free Resource (VFR): Check out Antonio’s Website: gettimebank.com/MTI 08:14 - Q: How's life? A: You know, and that's one of the questions that I'll leave and turn over to your audience. Timebank is designed to design the life you want and then build a business around it.

Tweetable Takeaways from this Episode:

“Busy does not mean productive.” -Antonio ThorntonClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a very warm welcome to another edition, which I am personally excited about, of Marketing the Invisible, joined today by Antonio Thornton. Antonio, good day. Sir, welcome to the show! Where are you hanging out?

Antonio Thornton 00:21 Man, I'm glad to be here, Tom. I am in Atlanta, Georgia right now and ready to get out and do some more traveling after this.

Tom Poland 00:27 Aren't we all? We're going to be like a can of soda. They got dropped once too often and you rip the tab off and I assume, everyone's going to be traveling. So, for those of you listening to this in the future sometime, we're still just experiencing this Delta wave of COVID which is not a lot of fun...

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Discover the importance of knowing and understanding your audience Learn more on why you should ditch the expensive survey and check out SparkToro Find out how to know more about your audience and not just the facade

Resources/Links:

Wanting to Know More About Your Audience? Find out how to Instantly Discover What Your Audience Reads, Watches, Listens to, and Follows: SparkToro.com

Summary

Have you been investing in surveys and researches but not getting enough insights about your audience?

Are you always getting breakeven whenever you use Facebook or Google and getting very little value back?

Do you want to know more about how you can instantly know and understand your audience more?

Rand Fishkin is the Co-Founder of SparkToro, a platform that instantly discovers what your audience reads, watches, listens to, and follows. He was the previous Founder of Moz, a globally successful and smarter way to do SEO. He is also the author of Lost & Founder: A Painfully Honest Field Guide to the Startup World, as well as the co-author of The Art of SEO.

In this episode, Rand talks about his insights on why Facebook and Google isn’t really the best platform when it comes to understanding your audience’s demographics and coming up with a marketing strategy. He also shares his tips on how you can know more about your audience and maximize your reach by using the right platform and ditching the expensive surveys.

Check out these episode highlights:

01:45 - Rand’s ideal client: “So SparkToro provides audience research. It is primarily used by marketers. Those are in-house marketers at brands of all sizes, but we really love small and medium businesses and agencies and consultants too.” 02:04 - Problem Rand helps solve: “SparkToro helps people to instantly understand lots of attributes, behaviors, and demographics about their target audience.” 03:00 - Typical symptoms that clients do before reaching out to Rand: “Has this ever happened to you? You throw billions of dollars at Google and Facebook, and they take all your money from you, and then give you very little value back. It happens to a lot of marketers!” 04:39 - Common mistakes that people make before they find Rand’s solution: “I think the two big ones are number one, relying on surveys and interviews to answer questions like, "What does my audience pay attention to?", "Who are they watching and following", "What publications they read?”, “What are their sources of influence?" 06:25 - Rand’s Valuable Free Action (VFA): “I think one of the best things that you can do to figure out your audience is take a publication or a source of influence that is already popular with your audience.” 07:06 - Rand’s Valuable Free Resource (VFR): Check out Rand’s Website: SparkToro.com 07:50 - Q: how do we long-term disintermediate the power that these duopolies have over the advertising and marketing universe? A: SparkToro can make a tiny, teeny-weeny dent. And the bigger issue is going to be, eventually, we have to decide that competition is a good thing for capitalism.

Tweetable Takeaways from this Episode:

“The way SparkToro works is it just passively crawls the web and social accounts, and then collects that data based on what people actually do.” -Rand FishkinClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you, as always, from little Castaways Beach in Queensland, Australia, joined today by Rand Fishkin. Rand, good day, sir. A very warm welcome. Where are you hanging out?

Rand Fishkin 00:23 I'm in Seattle, Washington, Tom.

Tom Poland 00:25 Seattle, Washington!

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Discover how you can increase your profits through Search Engine Optimization Learn more about why backlinking is important for your websites Find out how to stop wasting time with Search Engine Optimization

Resources/Links:

Wanting to Know the Secrets of SEO and Become More Visible in Google? Learn more on How to Increase Your Visibility Online to Bring in More Clients and More Profit: https://briseeley.com/seo

Summary

Have you been struggling with increasing your business’s visibility online?

Do you find yourself wasting more time in exchange for more profit?

Are you ready to learn more about Search Engine Optimization and how it can guarantee you more visibility, more profit, and more impact at a lesser time?

Bri Seeley is Google’s #1 Entrepreneur Coach. She distills her 14 years of real-world experience into digestible, tangible tools to help entrepreneurs thrive and profit. Her expertise has been featured in over 50 press outlets and hundreds of podcasts.

In this episode, Bri talks about how to thrive and maximize your potential by reaching more people through Search Engine Optimization. She also shares tips on what goes on in the online world and how Google works and thinks.

Check out these episode highlights:

01:33 - Bri’s ideal client: “I work a lot with solopreneurs. So, they are generally trading time for money. They're doing one-to-one offerings. They don't have a team yet, but they're looking to scale and grow their business.” 01:50 - Problem Bri helps solve: “I help them increase their profits. I help them increase their visibility. And I help them, ultimately at the end of the day, increase their impact in the world.” 02:14 - Typical symptoms that clients do before reaching out to Bri: “I think the biggest one is that the business structure that they currently have just isn't sustainable. So, when you look at serving people on a one-to-one basis, you're literally trading time for money.” 03:17 - Common mistakes that people make before they find Bri’s solution: “One of the things that I find with a lot of people is that they fall into those, kind of like, silver bullet approaches to business growth and development.” 04:27 - Bri’s Valuable Free Action (VFA): “I think one of the biggest SEO tips that I always give people is backlinking. So, it's when other websites on the internet direct to your website.” 06:43 - Bri’s Valuable Free Resource (VFR): Check out Bri’s SEO Training: briseeley.com/SEO 07:36 - Q: Why are you so passionate about entrepreneurship? A: So, I specifically serve the majority of women. I work with men too, but the majority I serve is women. And I firmly believe that entrepreneurship is how women are going to get out from underneath the glass ceiling.

Tweetable Takeaways from this Episode:

“We all have to find our own flavor and our own way to execute our growth strategies.” -Bri SeeleyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Welcome, everyone, to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you, as always, from little Castaways Beach, on the white sand here in Queensland, Australia, joined today by Bri Seeley. Bri, good day! A very warm welcome. Where are you based at the moment?

Bri Seeley 00:24 I'm based in Tulsa, Oklahoma, but I'm currently coming to you from Southern Minnesota.

Tom Poland 00:29 There's a bit of a difference there. Hope you're enjoying your travels and staying safe. For those of you who don't know Bri, folks, she is Google's #1 Entrepreneur Coach. She distilled her 14 years of real-world experience into, and this is what I love about this bio, digestible- means you can assimilate it,

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Discover why your message and purpose is valuable in getting more clients and growing your business Find out more about how principles are better and more important than techniques Learn the three questions that you should be focusing on that will guarantee your target clients hooked on what you have to share

Resources/Links:

Wanting to Have a Continuous Business Growth and a Predictable and Increasing Revenue? Learn more on how to Secure the Future You Want and Become Confident in Your Business: www.improvedresults.com

Summary

Have you been feeling frustrated with your profit and your business’s growth?

Does it feel like a rollercoaster ride instead of a predictable and steady rise?

Are you ready to know how you can create a predictable and increasing profitable revenue for your business?

Jon Keel has 15 years of speaking experience with closing 30% or more of the room. He addresses the problem of stagnant, slow, or decreasing revenue growth in businesses of $1M and larger business owners.

In this episode, Jon shares his tips on what will guarantee you to have quick wins, great business growth, and predictable and increasing revenue in a short amount of time. He also talks about what you should be avoiding when marketing your business and getting your target clients hooked on what you’ve got to share!

Check out these episode highlights:

01:20 - Jon’s ideal client: “It's mature business owners with seven-figure revenues who want to significantly increase their revenue, boost their profits and move away from stagnant or slow or decreasing revenue growth.” 01:47 - Problem Jon helps solve: “Well, I give my clients, Tom, a predictable revenue-generating system. In essence, a machine that produces results over and over and over. And I've done that for the last 20 years.” 02:05 - Typical symptoms that clients do before reaching out to Jon: “Yeah, the business owner has pain. I mean, really frustration. They've seen things change over the last couple of years, particularly with what we've come out of.” 03:23 - Common mistakes that people make before they find Jon’s solution: “Well, over the last five to seven years, specifically, I have found three big ones that stand out. And the first one is, their messaging is confusing. And I believe if you confuse, you lose.” 06:56 - Jon’s Valuable Free Action (VFA): “I could spend 30 minutes on the call with anybody. And this is not a sales call. I'm just listening and point them in the right directions.” 07:03 - Jon’s Valuable Free Resource (VFR): Check out Jon’s Website: www.improvedresults.com 07:34 - Q: Why do people continue to solve their revenue problems on their own? A: Because they have pride or they just don't know that they don't know.

Tweetable Takeaways from this Episode:

“The roadmap should be based on timeless principles, not techniques. Techniques come and go. Principles never change.” -Jon KeelClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to as always from little Castaways Beach in Queensland, Australia, joined today by the erstwhile Jon Keel. Jon, welcome, sir. Good day! Where are you hanging out?

Jon Keel 00:24 Tom, it's great to see you again. I'm hanging out in Dublin, Ohio, which is a suburb of Columbus.

Tom Poland 00:30 Dublin, Columbus, Ohio. Perfect. Thank you, sir. For those who don't know Jon, his super talent is addressing the big problem that a lot of $1 million-plus businesses experience, which is revenue that's either stagnant, it's plateaued, or it's just unbearably slow, or worst of all, it’s decreasing.

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Discover the importance of memberships and how you can maximize them Learn more about why prioritizing the right strategy for your business is more important than new software Find out what keeps you from expanding your revenue through memberships

Resources/Links:

Wanting to Learn More on How You Can Build and Deliver World-Class Courses, Programs, and Memberships? Learn More About Giving Only the Best for Your Members and Clients: coursecommander.com

Summary

Have you been frustrated when it comes to handling memberships?

Do you always feel the need to up your game through new shiny software?

Are you still struggling with finding the right strategy for membership problems in order to maximize your revenue?

Jonathan Callinan helps service professionals and educators expand their revenue with membership solutions.

In this episode, Jonathan shares his tips on how you can up your game in your memberships for your clients in order to share more value and get more revenue.

Check out these episode highlights:

01:39 - Jonathan’s ideal client: “Our ideal client is a knowledge or service-based professional that is looking to educate and empower their audience for the purpose of impacting and improving the world around us.” 02:12 - Problem Jonathan helps solve: “And just to quickly preface my answer here, we've personally endured years of chasing magic bullets, white rabbits down holes, and shiny software. And we know how exhausting this is on our time, energy, and cash flow.” 03:14 - Typical symptoms that clients do before reaching out to Jonathan: “We like to refer to one of the main symptoms as "shiny software syndrome". And I'm sure you've heard of it before. It's a work in progress, always. But I mean, a lot of businesses, you know, there's a saying about the white rabbits.” 04:40 - Common mistakes that people make before they find Jonathan’s solution: “Businesses are chasing a quick fix. They're constantly in this reactive state of finding, using, and then dumping the next shiny software tool on the block, right? So, one of the most common and actual biggest mistakes is that people start off with little-to-no strategic variables in place.” 06:19 - Jonathan’s Valuable Free Action (VFA): “Always the most effective answers in business are the simplest ones, buddy. So, I'd advise businesses, you know, to create a simple strategy around their goals and specific software that they need to support the outcome they're looking for.” 07:05 - Jonathan’s Valuable Free Resource (VFR): Check out Jonathan’s Website: coursecommander.com 07:56 - Q: What motivates me on a daily basis? A: It's helping, supporting heart-centric business souls to sprinkle their magic and impact the world in a positive fashion, but without having to stress the tech stuff along the way.

Tweetable Takeaways from this Episode:

“Create a simple strategy around their goals and specific software that they need to support the outcome they're looking for.” -Jonathan CallinanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone! A warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from on the little white sands at a little Castaways Beach next to the Big Blue Pacific Ocean, joined today by Jonathan Callinan. Jonathan, good day. Sir, a very warm welcome. Where are you hanging out?

Jonathan Callinan 00:26 Hi, Tom. Thanks for the opportunity to be on here today, buddy. I'm hanging out in not-so-sunny Auckland, North Shore, New Zealand at the bottom of the globe there. And yeah, it's a bit dull and rainy today. So-

Tom Poland 00:38 Well being-

Jonathan Callinan 00:39

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Discover how speaking and being out there is one of the best marketing strategies Find out how you can overcome your “What if” questions and share your ideas with the world Learn how you can market with confidence and clarity and get new clients

Resources/Links:

Wanting to Know How to Become a Fearless Speaker and Get Your Message to Market with Confidence and Clarity? Learn more about the Power of Speaking in Raising Your Profile and Gaining New Clients: https://www.succeedthroughspeaking.com/live-demo-registration

Summary

Have you always been scared of public speaking or even as simple as presenting your ideas to others?

Do you often find yourself being overwhelmed by the different “What if” questions before your presentations?

Are you ready to go out of your comfort zone and become a fearless speaker that guarantees to raise your profile and get you new clients?

Tom Bailey is the Founder of Succeed Through Speaking and spent the first 25 years of his life becoming an expert at avoiding public speaking. He now helps other entrepreneurs, experts, coaches, and consultants use speaking to raise their profile and gain new clients.

In this episode, Tom shares his tips on how to market through speaking. He also shares his insights on how to overcome your public speaking fears and change those “What if” questions into new opportunities!

Check out these episode highlights:

01:31 - Tom’s ideal client: “They're experts, entrepreneurs, consultants, and coaches who are typically either solopreneurs or maybe they've got one or two VA's in their team.” 01:48 - Problem Tom helps solve: “So the typical problem is that they're the world's best-kept secret. And what I mean by that is that they're normally amazing at what they do. They can provide such great value, but nobody knows that they exist.” 02:38 - Typical symptoms that clients do before reaching out to Tom: “I think the best way to position this is because I was my first client, as you mentioned, and I did spend the first- how many? 28 years, I think it was, avoiding public speaking, and it really did hold me back in terms of relationships, in terms of career.” 04:00 - Common mistakes that people make before they find Tom’s solution: “From my typical experiences is that they are all too often instead of being the face of their business, they'll hide behind their business. And what I mean by that is they're typically posting faceless, inauthentic content on social media.” 05:17 - Tom’s Valuable Free Action (VFA): “I think what they need to do is really take note of what you and I are doing right now. So, Tom, as the host of your own podcast, you know, you're showing up online as the expert or authority in your niche. And because ultimately, you're the figurehead of your brand.” 06:25 - Tom’s Valuable Free Resource (VFR): Check out Tom’s Masterclass: www.succeedthroughspeaking.com 07:20 - Q: I think the main question that comes up is around the fear of public speaking. You know, where does it come from? And what can I do about it? And the biggest thing for me with fear is that it normally shows up as "What if" questions linked to the presentation or the video. A: Ultimately, it's just trying to reduce the fear of these "What if" questions by creating some "What could happen if we took this opportunity".

Tweetable Takeaways from this Episode:

“Instead of posting other people's content, be the face of your business.” -Tom BaileyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone! A very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to, as always, from Little Castaways Beach on the sand here next to the blue oce...

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Discover what is a thought leader and how to become one Find out how you can reach more people and share your knowledge in your expertise Learn more on why content wrapped in community is more important and valuable than having just content alone

Resources/Links:

Wanting to Become a Thought Leader and Maximize Your Potential in Your Field of Expertise? Learn more on How You Can Accomplish Everything You Want as a Thought Leader: thoughtleadershipleverage.com

Summary

Have you been wanting to inspire others through your field of expertise?

Do you want to know how you can become an accomplished thought leader?

Are you struggling with connecting with other people and getting your message out there?

Peter Winick is the Founder and CEO of Thought Leadership Leverage. For the past two decades, he has helped individuals and organizations build and grow revenue streams through designing and growing their thought leadership platforms as well as acting as a guide and advisor for increasing business to business sales of thought leadership products.

In this episode, Peter shares what makes a leader a thought leader and how you can be one too. He also talks about his insights on the change of the pandemic when it comes to marketing and connecting your content and value to other people.

Check out these episode highlights:

01:21 - Peter’s ideal client: “I do have several, sort of, client avatars as I think everybody should have. So, it's an author, it's a speaker, it's a thought leader, it's an academic, it's a consultant or a small consultancy, and potentially some CEOs.” 02:43 - Problem Peter helps solve: “The problem that we solve for most of our clients is how do you scale and leverage either for impact or to increase the velocity of the monetization and the reach.” 03:23 - Typical symptoms that clients do before reaching out to Peter: “So it could be- I mean, it's kind of a continuum. So, on one end of the spectrum, it could be, "Hey, I've been at this for a while, and I'm doing well, but..." Right? It's not growing, it's not moving.” 04:29 - Common mistakes that people make before they find Peter’s solution: “Well, I think there's a lot. I think it's not being self-aware, or honest enough about what they're great at and what they're not.” 05:29 - Peter’s Valuable Free Resource (VFR): Check out Peter’s Quiz: thoughtleadershipleverage.com 06:00 - Q: Where are the opportunities? A: I always look at applying the same amount of creativity and thoughtfulness to the business side of thought with their business as they do to the thought leadership side.

Tweetable Takeaways from this Episode:

“People are not so much only looking for content in this market. They're looking for content wrapped in the community.” -Peter WinickClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from little Castaways Beach in Queensland, Australia, joined today by Peter Winick. Peter, good day. Sir, a very warm welcome. Where are you hanging out?

Peter Winick 00:23 I am in New York.

Tom Poland 00:24 New York City, slightly bigger than Castaways Beach where we have 200 residents.

Peter Winick 00:29 A little bit.

Tom Poland 00:30 A little bit more interesting too, probably. So, for those who don't know Peter, he's the Founder and CEO of Thought Leadership Leverage. And we've worked together, and I was really, really impressed with Peter's strategic perspective on leadership, products, marketplaces, and more. For the last 20+ years, he's helped organizations and individuals build and grow revenue streams- plural- through...

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Discover the 6 Ps of freelancing that can promise you an easier freelancing work process Learn more about why simplicity is equal to specialty and how it is better than more Find out how you can get that freedom in freelancing back again

Resources/Links:

Wanting to Know More on How to Make More Money as a Freelancer from Anywhere? Learn more about The 6 Ps of Freelancing that can Guarantee you More Income without Working Longer: www.austinlchurch.com

Summary

Did you choose to freelance for more flexible work hours for you, but seem to be working more than you hoped for?

Have you been struggling with making the most out of freelancing?

Do you want to know more about how you can work fewer hours while earning more in freelancing?

Austin L. Church helps ambitious freelancers have a record year without working longer hours through training in The 6 P’s Framework, weekly assignments, timely feedback, mentoring, and a fun community.

In this episode, Austin shares his insights on how can you make the most out of freelancing before freelancing gets the best of you. He also talks about some promising tips that could help you get more clients as a freelancer while working lesser hours, making more income, and spending more time with your family!

Check out these episode highlights:

01:26 - Austin’s ideal client: “My ideal client is a freelance creative who is making in the range of 3-5000 a month, would rather be doing $10,000 a month, and is not clear on how to put all the pieces together.” 01:48 - Problem Austin helps solve: “So the core problem freelancers face is unpredictable income. And there are many facets to how to have a scalable business model.” 02:38 - Typical symptoms that clients do before reaching out to Austin: “So unpredictable income is already mentioned. Confusion around marketing, inconsistent marketing, being a generalist, not a specialist, having a lot of different generic services that you offer and not juicy offers.” 03:23 - Common mistakes that people make before they find Austin’s solution: “Feeling like no matter how long you work, or how hard you work, you're not getting ahead. Anxiety, if we want to get into the emotional side of things.” 05:16 - Austin’s Valuable Free Action (VFA): “So I asked myself the question if I were to go back 12 years in time and had to start from scratch but I still knew what I know now. I answered that question and created what I call, "The Freelance Business Blueprint".” 05:49 - Austin’s Valuable Free Resource (VFR): Check our Austin’s Website: www.austinlchurch.com 06:26 - A: There is a competitive advantage that not enough people avail themselves of and it is simplicity. I wish someone had put an arm around me back in April 2009, when I got started and told me that if I had a simpler, smaller menu of services, and I had fewer processes, I just sold less things to a highly defined group of people, then life would be simpler.

Tweetable Takeaways from this Episode:

“Simplicity is a competitive advantage.” -Austin L. ChurchClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone! Warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you, as always, from little Castaways Beach in Queensland, Australia, joined today by Austin L. Church. Austin, good day, mate. Where are you hanging out?

Austin L. Church 00:23 I'm in Knoxville, Tennessee.

Tom Poland 00:25 Knoxville, Tennessee! I cannot imagine a place more different than Castaways Beach than Knoxville, Tennessee. I haven't been there but I imagine it's not too many beaches, right?

Austin L. Church 00:34 Mountains and humidity.

Tom Poland 00:36 Oh.

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Discover how to acquire a sustainable client base that can guarantee you continuous revenue Find out the five important steps to successful business growth through the proven formula for building your business Learn more about why you should be growing along with your business

Resources/Links:

Wanting to Build Your Business and Double Your Revenue? Learn How You Can Double Your Turnover in Less Than a Year with The Proven Formula that Will Guarantee You Promising Results: thecompleteapproach.co.uk/fivestepsbook

Summary

Have you been wanting to build your business the right way but just don’t know how?

Do you want to know the secrets to sustainable business growth and client base?

Are you ready to learn more about the proven formula that will guarantee you double revenue in less than a year?

Stuart Webb has started and sold multiple businesses and now helps business owners double their turnover in under a year using his Proprietary Formula for Exponential Growth. His background is in medical research.

In this episode, Stuart shares what mistakes you should avoid when trying to build up your business. He also talks about the secrets and his proven formula that will help you double your revenue in less than a year and help you achieve a sustainable client base.

Check out these episode highlights:

01:34 - Stuart’s ideal client: “My ideal client is that growth-hungry business leader who has had some success in building their business, to provide them with a sustainable client base. But they're now looking to grow that business to seven-plus figures.” 02:10 - Problem Stuart helps solve: “You mentioned the fact that it's in a formula and repeatability, I think, is absolutely the key to this, and that was the key to my scientific research. So, I help them solve common problems that the five steps to successful growth and they need to have a vision, what I call scalability, deliverability, collectability, and governance ability.” 04:23 - Typical symptoms that clients do before reaching out to Stuart: “They often tell me that they can't understand why they spend so much on advertising with so little to show for it. Or the team they have working for them don't get it and they have order book's full but there's no satisfied customer.” 04:56 - Common mistakes that people make before they find Stuart’s solution: “They often find that they're doing the same things which got them to where they are and expecting it to be different. But as the business grows, you need to grow with it.” 06:24 - Stuart’s Valuable Free Action (VFA): “I always advise people to take the first 30 minutes of each day to really ask what went well yesterday and what do you need to take a look at. And I tell them, don't view the things which were not as you want them to be as a failure, see them as an opportunity to improve.” 07:01 - Stuart’s Valuable Free Resource (VFR): Check out Stuart’s Book: thecompleteapproach.co.uk/fivestepsbook 07:27 - Q: Is it time to move my idea or business forward? A: My answer would be yes! Now's the time. Nothing is more exciting than developing your business. Find the tribe that will help you get the partners you need to make you remain accountable for moving that forward.

Tweetable Takeaways from this Episode:

“See delegating work to someone as a way to help them grow personally and professionally.” -Stuart WebbClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone! Another warm welcome to Marketing the Invisible, joined today by Stuart Webb. Stuart, good day. Sir, where are you hanging out?

Stuart Webb 00:18 Morning, Tom! Yeah, I'm currently in the United Kingdom, and in about middle Burton upon Trent is the name...

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Discover how you can become limitless and fulfill your purpose through your business Learn more on the value of focusing and knowing more about who you are and what you want Find out why you should be focusing more on only one priority outcome rather than a lot

Resources/Links:

Wanting to Make Millions by Helping More People? Find More on How You Can Make Your Impact into Millions: consciousmillionaire.com/makemillions

Summary

Have you ever felt like you weren’t fulfilling your full purpose and potential?

Do you want to know how you can make millions while doing your full purpose?

Are you ready to dig deeper into who you are and make a big impact on the world?

JV Crum III, “The Conscious Millionaire Mentor” helps entrepreneurial higher performers become limitless performers! He is the host of the Conscious Millionaire Show that has been heard by millions of listeners in 190 countries. His focus is coaching entrepreneurs to make high profits and a big impact!

In this episode, JV shares his insights on how you can make your work more fulfilling and better for your purpose while gaining millions of profit. He also talks about the importance of focusing on one goal instead of many at first.

Check out these episode highlights:

02:07 - JV’s ideal client: “My ideal client is a well-established six-figure entrepreneur, seven or early eight-figure. So up to about 20 million who I work with. And, you know, they've accomplished a lot with their life, but they want to make a big impact on the world.” 02:50 - Problem JV helps solve: “So it's a complex problem, actually. Because, you know, usually people come to someone and they go, "Oh, well, I need affiliate." So that's just a single problem. But the people who come to me, they genuinely want to make more money.” 03:36 - Typical symptoms that clients do before reaching out to JV: “Well, you know, it's interesting, because it's Conscious Millionaire. And I put a lot of inputs into impact, and everybody I work with wants to make an impact. But I can tell you, as a coach, as somebody who does high-end coaching with clients, every one of them wants to make more money.” 04:33 - Common mistakes that people make before they find JV’s solution: “Well, you know, at the foundation level of being a high performer, there are three pieces. It's the mindset- the internal, the consciousness- it's strategies, which can include your business model and execution.” 05:30 - JV’s Valuable Free Action (VFA): “I want to give you my formula for creating wealth. And it's conscious-focused action. So, you got to get conscious of let's have one outcome 30 days from now. What is that number one priority outcome and why are you choosing that number one priority over everything else you could?” 06:38 - JV’s Valuable Free Resource (VFR): Check out JV’s Empowerment Audio: consciousmillionaire.com/makemillions 08:29 - Q: Why did you start Conscious Millionaire? A: It was because I had made millions and did it the empty way and was not happy and wasn't fulfilled. So, I want to help people make millions, but by doing something that's on purpose that fulfills them and makes a difference.

Tweetable Takeaways from this Episode:

“You can't build a bigger business 'till you build a bigger identity of who you are and what's possible for you.” -JV Crum IIIClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and a very warm welcome to another edition of Marketing The Invisible. I'm Tom Poland beaming out to you from little Castaways Beach in Queensland, Australia, joined today by the highly esteemed JV Crum III. JV, good day, buddy! Where are you beaming in from?

JV Crum III 00:26 Tom,

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Find out why your behavior matters on the brink of success Learn more how understanding what you want first is the starting point to success Understand why working too hard isn’t always the best approach

Resources/Links:

Wanting to Achieve Quantum Leaps in Your Wealth, Health and Happiness? Learn more on How to Unlock the Power of Your Mind and Achieving Your Dreams: codybutler.com/quantumleap

Summary

Are you tired of working hard but not just getting the results you want?

Do you always find yourself worrying about the “what-ifs” in life?

Are you ready to let go of your internal blockage and finally allow yourself to find fulfilment in your success?

Cody Butler is the #1 Best Selling Author of Got Attitude and The 90 Day Marketing Plan. Cody is widely accepted as one of the world’s leading experts on small business marketing and business growth.

In this episode, Cody shares how you actually have the capacity to be greater in business and in life. He also talks about his insights on what is stopping you from truly fulfilling your success.

Check out these episode highlights:

01:25 - Cody’s ideal client: “My ideal client is a business owner or a coach or a consultant that knows kind of what they want. They're very hard-working, and they're just not getting the results they want too quick enough.” 01:51 - Problem Cody helps solve: “So the biggest problem is not- getting results is not about getting more information, it's about aggressively seeking out new behavior. People think that the results are going to change by getting access to new information.” 02:52 - Typical symptoms that clients do before reaching out to Cody: “Well, are you frustrated? Do you know that you have the capacity to experience more in life? Do you know you have the capacity to have a bigger business to hold more, to carry more, to appreciate more?” 03:53 - Common mistakes that people make before they find Cody’s solution: “So the biggest problem they're going to make is they're going to work on the business harder than they work on themselves. The solution is not working on your business.” 05:10 - Cody’s Valuable Free Action (VFA): “Peel the onion. I call it peeling the onion. Figure out the emotion that's driving what you want, not what you want.” 06:12 - Cody’s Valuable Free Resource (VFR): Check out Cody’s 4 Part Video Series: codybutler.com/quantumleap 06:59 - Q: If I could go back and give some advice to a 20-year-old me what would it be? A: Enjoy the journey.

Tweetable Takeaways from this Episode:

“What you focus on, you get more of. And if you're focused on tasks, guess what you're going to get more of?” -Cody ButlerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a warm welcome to another edition of Marketing The Invisible. My name is Tom Poland joined today by Cody Butler. Cody, good day, sir. Where are you hanging out?

Cody Butler 00:19 I'm in Sydney, Australia.

Tom Poland 00:20 Sydney, Australia. So, yeah, not too far from me for this particular interview, but I sense you might have flown in from somewhere else prior to that. Where's your country of origin?

Cody Butler 00:31 I'm originally from England, spent 10 years in America, went back to the UK, and then off to Australia. So hence, the England accent.

Tom Poland 00:37 Mr. Everywhere, man. For those of you who haven't heard Cody, you've been living in a cave because he is the number one bestselling author of Got Attitude and The 90 Day Marketing Plan. Cody is one of these rare birds that have a foot in both worlds of business development, a successful track record with that, and personal development.

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Discover how to step up your coaching game and give your clients the best Find out the value of accountability in coaching Learn more on why graphing goals are so important

Resources/Links:

Wanting to Make Coaching Easy, More Effective, and More Profitable? Learn more on How to Make the Most Out of Your Coaching and Give Only the Best to Your Clients: ClientFol.io

Summary

Have you been struggling to increase the value of your coaching to your clients?

Are you wasting most of your time collecting notes to email your clients instead of actually working with them?

Do you want to step up your coaching game and give the best to your clients?

Mitch Russo started a software company in his garage, sold it for 8 figures, and then went on to work directly with Tony Robbins and Chet Holmes to build a $25M+ business together.

In this episode, Mitch will be showcasing his newest SaaS platform for coaches. He will also be talking about the power of being efficient and valuable when it comes to coaching your clients.

Check out these episode highlights:

01:43 - Mitch’s ideal client: “Coaches.” 01:50 - Problem Mitch helps solve: “I solve two problems. The first problem is admin time. It takes about 30 minutes, after a session is over, to collect all the notes and create a credible message email for clients along with your homework and recordings and all the things.” 03:31 - Typical symptoms that clients do before reaching out to Mitch: “So the typical problem is that we, as coaches, are taking our peak cognitive time during the day while we should be working with clients, and wasting it on collecting notes from five different applications to sort those out and put them into an email.” 04:45 - Common mistakes that people make before they find Mitch’s solution: “Well, what they'll do is they'll do probably what I did when I started which is to cobble together a couple of generic apps to try and keep track of all of these spreadsheets and Evernote for notes and all these different tools.” 05:39 - Mitch’s Valuable Free Action (VFA): “So I can guarantee you that every coach listening to this show will increase their clients’ results by taking two simple actions. One is asking them every week the accountability questions that you will hold them to and make them accountable.” 07:15 - Mitch’s Valuable Free Resource (VFR): Check out Mitch’s Website: ClientFol.io 07:41- Q: Why do I live in Florida and not back in the Northeast? A: I want to be like Tom Poland. I want to live on the beach.

Tweetable Takeaways from this Episode:

“You want to set up a set of statistics, or parameters, or goals, that you check in with them every week. Graph those goals and show them their progress so they'll appreciate just what a great coach you are.” -Mitch RussoClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone, and another very warm welcome to yet another edition of Marketing The Invisible. My name is Tom Poland beaming out to you, as always, on the white sand next to the blue ocean at Little Castaways Beach in Queensland, Australia today, joined by Mitch Russo, the globally well-known, almost- I would say famous Mitch. Certainly, I've heard of you so many times before we actually had the privilege of meeting all those years ago. Mitch, warm welcome. Sir, where are you hanging out?

Mitch Russo 00:38 I'm hanging out here on Pompano Beach by the warm sand in the ocean, just like you, Tom.

Tom Poland 00:43 Hands across the water. There's that little palm between us. That's called the Pacific Ocean. But other than that, we're pretty much the neighbors. For those of you who haven't heard of Mitch,

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Discover why your spirituality is important in achieving entrepreneurial success Find out your worth through the spirituality that you carry into your business Learn how you can know your individual style and genius

Resources/Links:

Wanting to Know How Your Spiritual Self Can Help You Become a Better Leader? Learn More on How You Can Awaken the Spiritual Leader in You: www.theartofspiritualleadership.com

Summary

Have you ever wondered how can you lead and touch people’s lives in a different and more meaningful way?

Do you want to know the secrets of how you can change the world as a business leader?

Are you ready to unravel and dive deeper into your spiritual self in order to unlock entrepreneurial success?

Daniel Aaron is a number one best-selling author, entrepreneur, coach, investor, yogi, and father. He empowers Spiritual Entrepreneurs to radically up their impact and income while living their best life, guaranteed.

In this episode, Daniel shares his insights on how powerful your spirit can be when it comes to determining your success in life and business. He also talks about how you can dive deeper into your spirituality to bring the most in your work and life.

Check out these episode highlights:

01:47 - Daniel’s ideal client: “The ideal client is what I described as a spiritual entrepreneur. And you know, that means somebody who's awoken to the spirit in some way, who's got spiritual beliefs, a heart-centered way of living in the world, and they want their work or their business to reflect that for there to be congruence between those two.” 02:46 - Problem Daniel helps solve: “Well, really simply the biggest problem with spiritual entrepreneurs and I'm with you, you can change the title however you want, is they've got big visions. They've got big hearts. They've got a big purpose.” 03:36 - Typical symptoms that clients do before reaching out to Daniel: “They're sick and tired of inconsistency in their business, inconsistency of leads. You know, same in a sense with what you help people with. They don't know where their next client is going to come from, or they're charging a teeny bit for big services, or they're doing it for free.” 04:21 - Common mistakes that people make before they find Daniel’s solution: “I guess one of the biggest ones is charging by the hour and, of course, giving away their services for free coaching other people.” 05:21 - Daniel’s Valuable Free Resource (VFR): Check out Daniel’s Spiritual Entrepreneur Survey: www.theartofspiritualleadership.com 06:49 - Q: Why does any of this matter, right? Who cares about spiritual entrepreneurship? A: And you know, well, it's a term that may be new to people. And my book is called, The Art of Spiritual Leadership, also a bit of a new term. And we're in a tough situation in the world in many ways.

Tweetable Takeaways from this Episode:

“To not just have the sharks in the business world, swimming and eating, but to have the dolphins, the fun, the people that are doing good in the world.” -Daniel AaronClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. I'm Tom Poland beaming out to you as ever from on the sand, next to the waves at Little Castaways Beach in Queensland, Australia, joined today by Daniel Aaron who has a fascinating soul. Daniel, good day. Sir, where are you hanging out?

Daniel Aaron 00:28 Hey, Tom! Good to be with you. I am here on the island of Maui in Hawaii.

Tom Poland 00:33 Gorgeous! From Castaways Beach to Maui. Hands across the water, all that sort of stuff. So those of you who don't know Daniel, he is- the way I describe Daniel is this fascinat...

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Discover the new way on how to make your business card cool, more functional, and efficient Learn more on how organizing your business cards is a big must when it comes to following up, following through, and following back Find out why the first impression through business cards is a big deal

Resources/Links:

Wanting to Spice Up Your Business Card with a Smart, Efficient and Organized Look? Learn more about Mobilo, The Smart Business Card: https://mobilocard.com/

Summary

Have you been struggling with trying to organize all the business cards you’ve collected from the people you’ve met?

Are you struggling with following up, following through, and following back to all of them?

Do you want to know how you can spice up your business card that can guarantee a fresh new look, efficient organization, and new clients?

Pieter Limburg is the Founder and CEO of Mobilo, the company that is making the business card cool again.

In this episode, Pieter shares the value of having an organized category of collected business cards that is accessible within just one tap. He also talks about how business cards organization can help you gain more leads, sales, and even new clients!

Check out these episode highlights:

01:18 - Pieter’s ideal client: “Our ideal client is small, medium-sized businesses, 50 to 500 employees, do lots of handshake deals, so they're still out there meeting people. Think about lawyers on the financial side, maybe insurance companies.”

02:15 - Problem Pieter helps solve: “So the problem usually is, you know, imagine yourself if you would have access to all the people that you met, and you knew where you met them. If you would have all of their contact details, their phone number, their email address nicely sitting inside your CRM.”

02:56 - Typical symptoms that clients do before reaching out to Pieter: “So it's usually this, you look around your desk, and somewhere in a corner, or in a drawer, there's this huge stack of business cards. And you said to yourself, "Someday, I'm going to type them all out, put them in my computer, and follow up with these people that I've never followed up with."

03:56 - Common mistakes that people make before they find Pieter’s solution: “They say, "Well, I'm very good at this. I don't need a system. I don't need an Excel sheet. I don't need a CRM." "Yeah, exactly. I'll trust, you know, I'll trust a follow-up. I know you're important. I just met you. I almost forgot your name for a second" Right, but you know, and then still, we trust ourselves.”

04:45 - Pieter’s Valuable Free Action (VFA): “So figure out what your system is like. How are you meeting potential new customers? Is that online? Is that in real life? And figure out, what does a funnel look like for me? How many people do I need to meet before they fit your solution, your product?”

06:04 - Pieter’s Valuable Free Resource (VFR): Check out Pieter’s Website: https://mobilocard.com/

07:13 - Q: Is it the end of clammy handshakes? A: Well, you're certainly be able to, you know- I think I see a lot of fist bumps. I see a lot of people high fiving but with Mobilo card you can exchange contact details without contact.

Tweetable Takeaways from this Episode:

“Start with the intention to help somebody, not to sell.” - Pieter LimburgClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone. Welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you, as always, from the white sand of Little Castaways Beach in Queensland, Australia, joined today by Pieter Limburg. Pieter, good day. A very warm welcome, sir. Where are you hanging out?

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Discover why asking is the first step in getting your ideal life Learn why you need ask more than just keeping quiet Find more about how your answers aren’t found outside but instead inside of you

Resources/Links:

Wanting to Know More About Asking and the Power Behind it? Join Crystal and Mark’s Book Club Community: askthebookclub.com

Summary

Have you always wanted to ask but constantly find yourself getting anxious or scared?

Are you always tired of not being able to ask when you know that you really want it?

Do you want to know how to ask for your ideal life?

Mark Victor Hansen is the best-selling author of Chicken Soup for the Soul and other innumerable bestsellers including, One Minute Millionaire. And, Crystal Dwyer Hansen is also a best-selling author, international speaker, and clinical hypnotherapist.

In this episode, Mark and Crystal share their tips and insights for how to ask when you don’t know how to ask at all. They share also their experiences on how valuable and important asking is even if you may think it scary.

Check out these episode highlights:

01:09 - Crystal and Mark’s ideal client: “Our ideal client is anyone who is a voluminous reader that wants to make their life infinitely better by learning the technology of asking because you don't get what you deserve, you get what you ask for.” 01:47 - Problem Crystal and Mark help solve: “So the problem we solve is getting you out of doubt, uncertainty, and unworthiness into the manifestation of your greatest destiny through asking because most people are scared to death to ask.” 02:41 - Typical symptoms that clients do before reaching out to Crystal and Mark: “I love the question because what we said that there are seven detours to asking-- the sense of unworthiness, naivete, doubt, fear, excuses, pattern paralysis, and then the big, big one that's hit us now because of screen time, as far as I'm concerned, is disconnection.” 03:39 - Common mistakes that people make before they find Crystal and Mark’s solution: “So the common mistake most people make is that they look for their answers outside of themselves. And we say and teach in the book, you will never find your answers outside of yourself.” 04:51 - Crystal and Mark’s Valuable Free Action (VFA): “Well, Crystal said you got to ask yourself, others, and God. I want to do just the "Ask God". When jack and I came up with Chicken Soup, we thought the soul of America is in trouble, what we discovered the soul the world was in trouble. And we didn't have the right title!” 06:40 - Crystal and Mark’s Valuable Free Resource (VFR): Check out Crystal and Mark’s FREE Webinar: askthebookclub.com 07:18 - Q: How do we get out of the COVID confinement cocoon? A: God gave you an eye, as human beings, only two powers. Nobody else has got our superpowers, learning how to ask and what we're teaching is the science, the philosophy, the techniques, and the technology.

Tweetable Takeaways from this Episode:

“Once you ask, you have illumination. You have insight. You have wisdom.” -Mark HansenClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Welcome, everyone, and a warm welcome to Marketing The Invisible, joined today by Crystal and Mark Hansen. Crystal and Mark, good day! A warm welcome from down under. How are you doing?

Mark Hansen 00:20 Good day to you. We're excited to be with you, Tom.

Crystal Hansen 00:23 It's great to meet you, Tom.

Tom Poland 00:25 A pleasure to host two luminaries such as yourselves! For those of you who have been, I don't know living in a cave or hiding under the rock for the last 40 years, Mark Victor Hansen is a best-selling author of Chicken Soup for the Soul,

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Discover the difference between higher performance and high performance Find out why you should set yourself and your mindset on the right track Learn more on how going out of your comfort zone could help you and your business achieve growth

Resources/Links:

Wanting to Know More About Yourself for Your Business and Personal Life? Learn More About the Epiphany Process: www.erikluhrs.com/epiphany

Summary

Have you been feeling overwhelmed with hustling and expectations?

Do you feel like you could do and be more than who you are right now?

Are you ready to overcome that high performance and achieve a better and HIGHER performance?

Erik Luhrs is a higher performance coach and helps executives and entrepreneurs become who they desire to be and achieve what they desire to achieve by aligning what is beyond their brain with what is in their business.

In this episode, Erik shares the difference between high performance and higher performance, and why your brain and mentality play a big role in this. He also talks about his own epiphany process that can also help you and your business grow and may even shift your mindset for the best!

Check out these episode highlights:

01:34 - Erik’s ideal client: “I mostly work with executives and entrepreneurs who are "successful" on paper or whatever. But at the same time, they know and they also feel in their gut that they're not living life and or experiencing their business to the highest possible level for themselves as a human being at this moment.” 02:06 - Problem Erik helps solve: “My solution has cascading solutions, or what I do has solved multiple problems. Everything from increasing sales, to physical health, etc.” 02:54 - Typical symptoms that clients do before reaching out to Erik: “So they'd be feeling stuck. That'd be a general feeling. They're stuck in multiple areas. So financially in their business, the revenue would seem to have- they couldn't move the needle no matter what they tried, or, you know, months or years or whatever.” 03:45 - Common mistakes that people make before they find Erik’s solution: “Well, as you said, they're smart people. So as soon as they- the first thing they do is they diagnose. They say, "Well, I think this is my problem." And then they will go and they will say, "Well, I want more leads." So, they'll try marketing stuff or sales, and they'll try marketing tactics or sales tactics alone.” 04:54 - Erik’s Valuable Free Action (VFA): “So what they're looking to do is they're looking to expand themselves as a human being. So, what I say is, you know, find a list of those things that you truly desire.” 06:22 - Erik’s Valuable Free Resource (VFR): Check out Erik’s Epiphany Process: www.erikluhrs.com/epiphany 07:47 - Q: What's the difference between high performance and higher performance? A: High performance is really what I call, like, “hyper-performance,". Looking at one area of your life and really focusing, "Oh my god!" and so intense on that. Higher performance means that you want to come from your higher self when you align with that everything else works perfectly.

Tweetable Takeaways from this Episode:

“Higher performance means that you want to come from your higher self. When you align with that, everything else works perfectly.” -Erik LuhrsClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach in Queensland, Australia, joined today by my long-term colleague and friend, Erik Luhrs. Erik, good day. Sir, for the audience, let them know where you're hanging out.

Erik Luhrs 00:26

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Discover why you should participate in a joint venture Find out how to grow out and scale your business through a joint venture Learn more about the secrets on how your business can create a big impact on the world

Resources/Links:

Wanting to Know How to Achieve a Complete Business Transformation to Set Your Business Up for Exponential Growth: businessauthorities.com/new-training

Summary

Have you always wanted to join a joint venture but not sure how?

Do you want to know how you can earn millions from it?

Are you ready to know more about the secret ways of joint ventures?

Johann Nogueira has built, grown, and sold businesses over the last two decades and the secret to their rapid growth has been joint ventures.

In this episode, Johann shares why you should start joining a joint venture and how you can earn millions of dollars from it.

Check out these episode highlights:

01:09 - Johann‘s ideal client: “People who've got a great database who would like to sell more products to their clients and make a really nice clip on it.” 04:19 - Johann’s Valuable Free Resource (VFR): Check out Johann’s Four-part video training series: businessauthorities.com/new-training 05:00 - Q: What do I love to do? A: I love to show people how to build, grow and scale their company so that they can create more impact in the world. I believe, in my core, that business owners change the world, not governments.

Tweetable Takeaways from this Episode:

“I believe, at my core, that business owners change the world, not governments.” -Johann NogueiraClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach from Queensland, Australia, joined today by Johann Nogueira. Johann, good day! Where are you hanging out, sir?

Johann Nogueira 00:23 Hey, how's it going? I'm over in sunny Melbourne today!

Tom Poland 00:26 Sunny Melbourne! I've got you on the right day then, but it's always sunny down there. So do for names of Australia. For those of you who don't know Johann, he's built, grown, and sold businesses over the last two decades. My goodness, to see that look young- what did you start when your four or something? You're looking young, that's what I'm saying, so-

Johann Nogueira 00:44 Thank you, sir.

Tom Poland 00:44 Building, growing, and, very importantly, sold businesses over the last two decades. And the secret to the rapid growth has been joint ventures. If you're ready to learn his methods, you're in the right place, because the title of our little interview today is, "How to Craft a Million Dollar Joint Venture". And Johann is going to show us how to do that in seven minutes or less. Johann, our seven minutes starts now. Question number one, sir, who is your ideal client?

Johann Nogueira 01:09 Great question. I'm going to tell you a story to answer that question. I want you to picture a person who has just lost everything. No list, no product. How do they make money? So, this person goes and sees that they- there's a local gym. This gym is spending money on advertising. You can have a look on Google and see all the ads. They go to the gym and go, "Hey, I think your advertising a little- is a little bit ineffective. How about if I do some advertising for you? This is how I'm going to do it." They go to the local print office. Print out some- get a quote on some brochures. They take that to the gym and say, "Hey, this is what I'm going to print. I need $10,000 for this marketing. I know that you're spending 50,000. Give me 10,000, this is what I'm going to do. I'm going to do all the legwork.

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Discover why taking and doing it all alone isn’t going to do you any good Learn more about the mistakes you should avoid when it comes to maximizing your confidence, commitment, and capability Find out why you should start learning and practicing self-coaching for you and your co-workers

Resources/Links:

Wanting to Know the Benefits of Self Coaching and How You Can Apply It in Your Business and Workplace? Learn more about the Power of Self-Coaching: sarahebrown.com

Summary

Have you been feeling anxious, overwhelmed, or doubtful when it comes to your career or business?

Do you find yourself and others being limited physically or mentally from achieving your goals?

Do you want to know how self-coaching could help guarantee you to be a better business leader for you and others in your workplace?

Dr. Sarah E. Brown, after 30 years of corporate work and most recently as Managing Director of Accenture, retired to devote herself to teaching women in companies to self-coach-- increasing their commitment, confidence, and capability to achieve big career goals.

In this episode, Sarah shares how you, as a business leader, can help your peers become at their maximum potential, commitment, and capability while at the same time becoming a better business leader. She also talks about the undeniable and powerful value of self-coaching for you and others.

Check out these episode highlights:

01:31 - Sarah‘s ideal client: “A senior female executive. She is often the highest-ranking woman in her business or division. And for that reason, she's called, "an only or a lonely" because she has few female peers.” 01:56 - Problem Sarah helps solve: “She wants to get more females in her organization into leadership roles. But because she's all by herself, she's got limited bandwidth to really work on all of the issues of mentoring and coaching the women in her organization, much less addressing the cultural barriers.” 02:45 - Typical symptoms that clients do before reaching out to Sarah: “My clients are feeling guilt, and a tremendous amount of overwhelm. They want desperately to help the women in their organization.” 03:46 - Common mistakes that people make before they find Sarah’s solution: “The number one mistake that I see them making is trying to do it all, all by themselves anyway. And they do it at the expense of performing their own job well or even tending to their own self-care.” 04:24 - Sarah’s Valuable Free Action (VFA): “My tip is to go talk to your team. Talk to some of the women in maybe the second, third line of leadership in your organization, and start them down the path of coaching themselves. And you can do that by helping them to help each other to clarify goals.” 05:44 - Sarah’s Valuable Free Resource (VFR): Check out Sarah’s FREE Book: sarahebrown.com 07:14 - Q: What is self-coaching? A: And by that, I mean teaching women at the first, second, maybe even third line of leadership, how they can get clarity on goals, take smart action, overcome barriers and build the support they need, and more importantly, how to make an efficient mentoring request so that when they do come to you, and they really do need help, they're very clear, and it's a very doable request.

Tweetable Takeaways from this Episode:

“When women have clarity and confidence and the capability in their own goals, everybody starts working on making that happen. And nobody gets burned out in the process.” -Dr. Sarah E. BrownClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Hello, everyone, and a very warm welcome. This is another edition of Marketing The Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach in Queensland, Australia,

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Find out why understanding your natural decision-making style is important See how decision-making isn't just one-man's job Learn why conflict is a crucial aspect of decision-making

Resources/Links:

Wanting to Make the Best Decisions for You, Your Team, and Your Business? Learn more about What Your Natural Decision Style Is and Understand Where You Are Right Now: https://www.truthwarriors.ca/assessment

Summary

Have you always felt tired and consumed by the different decisions you need to make in your business?

Do you feel stuck and overwhelmed by this? Do you want to know how to make the best decisions that can guarantee you and your team to move forward?

Are you ready to know how you can make great decisions faster, confidently, and with clarity?

Christi Scarrow writes, speaks, coaches, trains, and guides. She empowers leaders to find their voice and listen to the voices of others. She helps individuals, teams, and organizations make decisions that count.

In this episode, Christi shares why the decision-making process is critical for you, your team, and your business. She also shares her ideas and techniques on how you can make decisions that would help and welcome your team and build your business.

Check out these episode highlights:

01:35 - Christi’s ideal client: “My ideal client is really- I've worked with entrepreneurs, small businesses who are trying to really find new ways to grow their business, and as you said, sort of be confident in the fact that they're making choices that are going to be right for them, and right for their business as well as for the teams and people they partner with.” 01:56 - Problem Christi helps solve: “I find as people are trying to go through that stage of going from maybe solopreneurs, and bringing in new people and thinking about new ways to grow their business, it really is a challenge to know, what direction do I need to take? And how do I do the right things to enable the people around me?” 03:07 - Typical symptoms that clients do before reaching out to Christi: “A lot of times, I find that they're feeling kind of stuck or overwhelmed, right? It's just like, you know, entrepreneurs and small businesses, they're idea people, right? They're empowered. They're passionate about what they do.” 04:31 - Common mistakes that people make before they find Christi’s solution: “I think one of the things that, and I've been caught in this myself, is that they try to do it themselves, right? They try to lean into it and figure out how to do it. In fact, at that point, when you're in that pivotal point of growing your business, that is the time to think about the resources that you need.” 05:39 - Christi’s Valuable Free Resource (VFR): Check out Christi’s Website: https://www.truthwarriors.ca/assessment 07:33 - Q: Why is conflict actually important to decision-making? A: It's important that leaders recognize the need for more conflict actually means I'm going to lead into difficult conversations, and I'm going to create positive tension in my teams. And I'm going to seek out different perspectives, which actually feels uncomfortable.

Tweetable Takeaways from this Episode:

“If you have a better understanding of the way you think, then you can be open to ways of actually strategically thinking differently and acting in a different way.” -Christi ScarrowClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a warm welcome to another edition of Marketing The Invisible. My name is Tom Poland, as always beaming out to you from, on the sand, in the sunshine, Little Castaways Beach here in Queensland, Australia, joined today by Christi Scarrow. Christi, good day! A warm welcome from down under.

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Discover ways on how you can grow sustainably instead of being stuck on the revenue plateau Find out why looking at the marketplace perspective is better than the seller’s perspective Learn about tips that can guarantee to help you on how you can make your products and business more unique

Resources/Links:

Wanting to know how to be unique and not like your competitors? Are you ready to shift and overcome that revenue plateau? Learn more about Jose’s different tips and tactics on how to get that revenue growth you’ve been wanting: valueprop.com/guides

Summary

Have you been feeling stuck on that revenue plateau that’s seemingly stagnant or going nowhere?

Are you worried that people might not buy your product because of your other competitors?

Do you want to know the secrets that could help you change your game play and guarantee you new revenue growth and authenticity in the marketplace?

Jose Palomino started Value Prop Interactive to integrate B2B strategy, marketing, and sales. He wrote the book, “Value Prop” and holds his MBA from Villanova University where he teaches Entrepreneurial Marketing.

In this episode, Jose shares why you should be looking at your products and business from a marketplace perspective. He also gives tips on what you should do and avoid when trying to avoid or overcome the revenue plateau.

Check out these episode highlights:

01:44 - Jose‘s ideal client: “Ideal client's a B2B business, usually in an industrial category between let's say, two and $20 million in revenue. Could be a little bit above, a little bit below that, but it's a business with infrastructure, personnel, and so on.” 02:16 - Problem Jose helps solve: “It's when revenue growth gets stuck. They hit a plateau. They grew from five to 10 to 12. And then they hit 12 for two years, three years in a row. And they can't just move off that because they're busy supplying the requests at that level, and their eyes off the ball on marketing.” 03:29 - Typical symptoms that clients do before reaching out to Jose: “I think one of the key things is margin erosion. You're supplying somebody loyally for years, and yet every year, they're asking for three points, five points, whatever they can get from you. And you never quite feel like you're special to- they're specialty you, but you're not that special to them.” 04:53 - Common mistakes that people make before they find Jose’s solution: “the most common is they try to attack- they realize the problem and they attack it in the most obvious way possible. Like, "Oh, we need to do a new website" or "We need to hire a web firm", or "We need a new salesperson" or "We need sales training". So they look for a point solution for something that is systemic.” 06:12 - Jose’s Valuable Free Action (VFA): “10 things that you think are reasons that customers buy from you. Write them out that things. Do it, ideally, with your team, if you can, together. Just think 10- brainstorm 10 things.” 07:14 - Jose’s Valuable Free Resource (VFR): Check out Jose’s FREE Guides: valueprop.com/guides 07:59 - Q: What's the key to sustainable growth? A: Realize that your business is a system. It's not just parts, it’s parts working together. You want to look at your car, just tires on the steering wheel. There's a whole system that makes it work.

Tweetable Takeaways from this Episode:

“Realize that your business is a system. It's not just parts, it’s parts working together.” -Jose PalominoClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings, everyone! Welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from Little Castaways Beach in Queensland, Australia, joined today,

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Discover the big differences brought by the pandemic when it comes to events and presentations Find out how you can turn up your presentations without much cost to make you and your message memorable and captivating Learn more on why engagement matters especially in virtual presentations and how you can get more of it

Resources/Links:

Wanting to Know How to Keep Your Audience Engaged with Your Captivating Virtual Presentations Without Wasting Time and Money? Learn more about the Speaker Springboard System: speakerspringboard.com/demonstration

Summary

Are you spending most of your time worrying if your audience is still listening to you and your presentations behind the screen?

Do you struggle when it comes to presenting virtually than on-stage?

Have you been spending money and wasting time more but not getting the results you wanted?

Do you want to know how to make awesome presentations that will surely promise you more engagements without your money and time going to waste?

Alfred Poor is a professional speaker and writer with audiences around the world, both onstage and virtual. He is a graduate of Harvard College and is the author of 15 books.

In this episode, Alfred shares his insights on what makes a speaker and presentation captivating and memorable. He also talks about the change brought by the pandemic in on-site events and how to make your virtual presentations more engaging for your audience.

Check out these episode highlights:

01:28 - Alfred’s ideal client: “The ideal client are people who need to speak as part of their job. Now, obviously, this includes professional speakers, but it also includes corporate executives, who need to address both internal and external audiences.” 01:48 - Problem Alfred helps solve: “So as people love to say the pandemic has changed everything, and it's true, we're now beginning to return to on-site events and conferences. But the fact is, virtual meetings have been shown to have such great advantages.” 02:57 - Typical symptoms that clients do before reaching out to Alfred: “Well, the bottom line is engagement. And the fact is, you know if your audience can't see or hear you, they're going to tune out, and you're going to lose the engagement.” 04:11 - Common mistakes that people make before they find Alfred’s solution: “One of the biggest is that they don't acknowledge the problem. A lot of them, I think, just figure, "I'm a good speaker. Everybody loves to hear me speak. I'm just going to pull my way through." And that doesn't work.” 05:09 - Alfred’s Valuable Free Action (VFA): “My advice is, pick one thing and make it better. Just one. So maybe a different microphone, maybe change the way your lighting is done, maybe change how you dress for the camera, or maybe just stand up instead of sitting down.” 05:50 - Alfred’s Valuable Free Resource (VFR): Check out Alfred’s FREE online demonstration: speakerspringboard.com/demonstration 07:06 - Q: How did you get so smart about virtual presentations? A: The answer is I have a long background in technology. My secret superpower is that I can explain complex things to people in ways that they can put to immediate use.

Tweetable Takeaways from this Episode:

“Pick one thing, make that better, and then pick another thing and make that better.” -Alfred PoorClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a very warm welcome to Marketing the Invisible. My name is Tom Poland, beaming up to you from Little Castaways beach in Queensland, Australia, where the sun is shining, the birds are singing and the waves are crashing, joined today by Alfred Poor. Alfred, good day. Sir, very warm welcome. Where are you hanging out?

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Learn how to generate leads and enquiries in 2021 using LinkedIn Discover what content you should avoid and what matters to gain traction for your LinkedIn Find out why you should choose to elevate your own influenceon Linkedin for your business

Resources/Links:

Wanting to Know the Promising and Guaranteed Secrets on How to be HIGHLY Influential in your Industry? Read more on how to influence and become the go-to person in any industry? adamhoulahan.com/influencerbook

Summary

Are you struggling with traction to your LinkedIn and your business?

Do you want to know about the promising LinkedIn strategies that can guarantee you to become more influential in your industry?

Adam Houlahan is an International Keynote Speaker specializing in LinkedIn strategies for entrepreneurs, and the CEO of the highly successful LinkedIn agency, Prominence Global. He hosts arguably the world’s largest free online LinkedIn training event with thousands of people registering 5 times each year and is considered to be one of the world’s leading experts in harnessing the power of LinkedIn for business. Adam is also the author of three Amazon best-selling books-- Social Media Secret Sauce, The LinkedIn Playbook, and Influencer.

In this episode, Adam shares his techniques and strategies on what can bring traction to your LinkedIn and business. He also talks about the common mistakes you should avoid that could lessen your inquiries and LinkedIn traction.

Check out these episode highlights:

01:27 - Adam’s ideal client: “It would be somebody that serves the B2B marketplace, and that the people they serve would spend at least $10,000 with them over the course of 12 months.” 01:47 - Problem Adam helps solve: “The key thing that we solve for them is that we make them the "Trusted Site" as we like to call it in the marketplace. And we implement a strategy for them so they're getting consistent inbound inquiries about what it is they do.” 02:33 - Typical symptoms that clients do before reaching out to Adam: “They're pretty much invisible on LinkedIn. So, nobody knows that they're there. Well, certainly nobody's engaging with them. They're also lacking in the ability to put together a consistent predictable marketing methodology that's attracting those people.” 03:45 - Common mistakes that people make before they find Adam’s solution: “you know, the 80-20 rule, the biggest problem is one, they're either not creating any content, or if they are creating content, it's the wrong type of content. The right type of content, what they really need to do, is kind of what we call, "Know-How with Know-How" 04:41 - Adam’s Valuable Free Action (VFA): “when you're creating your content, the biggest way to start that ball rolling of getting the engagement you need simply makes every piece of content end in a question.” 05:33 - Adam’s Valuable Free Resource (VFR): Check out Adam’s Book: adamhoulahan.com/influencerbook 06:09 - Q: Why is it that some people seem to get massive traction on LinkedIn, and I see someone else kind of doing the same thing, and they don't get any traction? A: Those people that are getting that really good traction, have what we call, "algorithm intelligence". And what that means is that they actually understand that the real way to get results on LinkedIn is you have to serve LinkedIn's needs first, before you serve your own.

Tweetable Takeaways from this Episode:

“The real way to get results on LinkedIn is, you have to serve LinkedIn's needs first before you serve your own.” -Adam HoulahanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland,

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Discover how branding helps you to stand out from all the other startups that struggle to gain attention on a crowded market Discover what the essence of your company is and how it relates to your branding Find out how branding can make your startup a 'sticky' one, building affinity and familiarity with your audience

Resources/Links:

Want to know more about how to survive and build a successful startup? Grab a copy of Steven’s Book NOW: www.foundersspace.com/promo

Summary

Have you been struggling with your branding?

Do you want to know more about the secrets of branding that will surely put you on the right track?

Branding is at the core of any great business.

All you have to do is look around you to see it. Dyson, Virgin, and even Coca-Cola made an impact more than just by creating great products.

Effective companies present their goods and services in the right manner to the right audience at the right time.

Steven S. Hoffman is the CEO of Founders Space. He is a venture investor, serial entrepreneur, and author of several award-winning books. These include Make Elephants Fly (published by Hachette) and Surviving a Startup (published by HarperCollins).

In this episode, Steven talks about his insights on what makes a brand meaningful and memorable. Aside from that, he reveals the secrets of branding and the ways to create a brand that everyone will love!

Check out these episode highlights:

01:31 - Steven’s ideal client: “My ideal clients are startup founders. Anybody running a small business. Any entrepreneur.” 01:45 - Problem Steven helps solve: “The big problem I solve is that a lot of entrepreneurs are good at their business, but they know nothing about branding. They know nothing about messaging. So, I come in there with my team, and we give them everything they need to know to really get on the right track.” 02:44 - Typical symptoms that clients do before reaching out to Steven: “Well, there are a lot of entrepreneurs out there who have a really solid business, you know, good business plan. They have all the pieces in place, but they really haven't figured out who they are. What is the essence of their company?” 05:00 - Common mistakes that people make before they find Steven’s solution: “A big mistake people make is they want to be all things to all people. They want to speak to, you know, the whole world. They want the whole world as their customer.” 06:15 - Steven’s Valuable Free Action (VFA): “So finding your brand isn't like waking up one morning and having an epiphany, "Oh, my God!" You know, "This is my brand!" You know, we all want that to happen. And if it does, and it works out perfectly, but what you really need to do, and even if you have that epiphany, you need to test it on your customers.” 07:09 - Steven’s Valuable Free (VFR): Check out Steven’s Website: www.foundersspace.com/promo 07:46 - Q: What stops founders from really successfully branding their companies and themselves? A: The answer is that founders have preconceived notions about what their company should be, without looking at what it really is.

Tweetable Takeaways from this Episode:

“In branding your company, you have to think about what is the value you give these people.” -Steven S. HoffmanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Welcome, everyone, and another warm welcome to Marketing the Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach here in Queensland, Australia, joined today by Steven S. Hoffman who's doing a roadshow right across North America. Steven, good day! A very warm welcome, sir. Where are you at right now? Which part of the journey are you on?

Steven S. Hoffman 00:28 So,

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Discover the advantages and power of going online Find out how to handle your business online with ease without the fear of technical stuff Learn more about the secrets that can assure growth and sales for your business online

Resources/Links:

Wanting to put your business online but scared of the techy stuff? Learn more about how to use technology to your advantage: www.tamingthetechmonster.com

Summary

Have you ever thought about taking your coaching or training business online but were afraid of the technology?

Do you feel overwhelmed by it?

Want to learn the ways and secrets to growing your business online without the tech struggles?

Anke Herrmann is a tech mentor and business coach who was originally from Germany but now is based in Spain. She helps professional coaches, educators, and other service-based business owners grow their business online, without the tech struggles.

In this episode, Anke talks about how to grow your business online and overcome the tech monster. She also shares her insights and the secrets to use the online setting to your business’s advantage.

Check out these episode highlights:

01:50 - Anke’s ideal client: “My ideal client is someone who's been wanting a one-woman, like a one-woman show or one solo business, and has done well on offering one-on-one and group services, but really feels like I've come to a point doing it all, that I'm spending so many plates. There's just so much- there's only so many hours in the day.” 02:29 - Problem Anke helps solve: “Well, the problem that comes is that when they get to the point, they realize, "Oh my god. I need to use technology effectively to build a business that actually can scale and it can grow without me spinning my wheels like a crazy woman." And then they look at tech, and then there's overwhelming setting and it's like, "Oh my god, this is quicksand." 03:34 - Typical symptoms that clients do before reaching out to Anke: “The symptoms usually are they look at their day and find, "I do so much stuff and all the stuff- I'm doing too many things that I shouldn't really be doing that take me away from the core of the work I actually want to offer." 04:40 - Common mistakes that people make before they find Anke’s solution: “The classic mistake is to run to the tools, to immerse themselves into researching tools way too soon. I find myself, like my favourite phrase is, "Wait, wait, wait." Like, "Wait." Like, "Don't skip steps. Don't run ahead." 06:34 - Anke’s Valuable Free Action (VFA): “Slow down and I'd say literally take a piece of paper or document and map out your client journey. Literally, write it down. Because it's easy to, "Yeah, I know." Well, no, you don't. Like, write it down. Like literally step by step what is it that you want them to experience?” 06:56 - Anke’s Valuable Free Resource (VFR): Check out Anke’s Website: www.tamingthetechmonster.com 07:37 - Q: What is it that makes tech difficult? A: There are basically two parts to it. One part is what people think about it. "Oh, it's difficult. I'm a woman. I'm too old.” And the other part of it is, well, yeah, there is a lot to learn. People think they need to know it all.”

Tweetable Takeaways from this Episode:

“Before you question your capabilities, question your beliefs.” -Anke HerrmannClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach here in Queensland, Australia, joined today by Anke Herrmann. Anke, good day. A very warm welcome. Where are you hanging out? Which part of the world are you in?

Anke Herrmann 00:24

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Why TRUST has become the new currency and why you don’t need a pre-existing relationship to create trust How to stop “chasing” potential clients and start getting callbacks from those who are ready to come on board with you New ways to create deep trust in your sales process, so you don’t have to sell, persuade or “close” anymore

Resources/Links:

Want to learn the secrets of trust-based selling? Check out Ari’s Webinar: unlockthegame.com/webinar

Summary

Have you always struggled when it comes to selling?

Want to discover the magic of trust-based languaging and why slowing down your sales process (not speeding it up) is the key to unlimited sales opportunities?

In a day and age where technology rules the selling world, for many growth-oriented business owners and sales consultants, authenticity and trust have taken a “back seat” to the sales process.

Ari Galper is the world’s number one authority on trust-based selling and has been featured in CEO Magazine, Forbes, INC Magazine, SkyNews, and the Australian Financial Review.

In this episode, Ari talks about the importance of trust in sales and how it is a magnet for success! He also shares the secrets of language in sales and its promising increase in sales.

Check out these episode highlights:

02:01 - Ari’s ideal client: “Ideal client is someone who basically isn't what I call a low volume, high price point, high margin model, using the visor, an entrepreneur, someone who has a large transaction long sale cycle, but trust is the core component, for them to make the sale actually happen.” 03:00 - Problem Ari helps solve: “The core problem that we solve is to help people learn how to stop chasing the deal. Stop closing the deal and stop chasing what I call "ghosts". Ghost people who say things like, "Sounds good. Send me information. I'm definitely interested." And they end up chasing them in a dehumanizing process that really is so dysfunctional.” 03:37 - Typical symptoms that clients do before reaching out to Ari: “Here's a core scenario. They're on a call with a potential client. A first conversation. And they asked the person on the phone, "So tell me about your business and what your problems are." And they describe their problems, and the minute you hear the problems your whole body and chemistry goes, "Oh, I can solve that for them." 04:42 - Common mistakes that people make before they find Ari’s solution: “I'm going to ask your listeners who are watching this right now to remove one key phrase vocabulary as of today forever in their world, and here it is. Never again use the phrase, "Follow up" ever again in your business life! What's the only industry in the world to use "Follow up"? Sales!” 05:44 - Ari’s Valuable Free Action (VFA): “Let's do a scenario right now. It may give somebody a really good idea. So, let's say in our first call with somebody. First sales conversation. The call is going well. They're qualified. Looks like it could be a good fit. Towards the end of the call, it comes to a close. Normally, we're taught to say things like, "Hey, how can we move forward? Let's have a cup of coffee. Let's do a demo. Let's go forward." 07:37 - Ari’s Valuable Free Resource (VFR): Check out Ari’s Webinar: unlockthegame.com/webinar 08:09 - Q: What has driven me on this mission for 20 years to help people get out of this dysfunctional situation? A: My son Toby, when he was born, we were told he had Down Syndrome. Well, I realized what a gift of heaven on my hands when I had this beautiful boy. I wrote a book about him called, Lessons from Toby. If you know Down Syndrome, they're beautiful, they're transparent.

Tweetable Takeaways from this Episode:

“Stop giving value. Instead, provide clarity on their problem!” -Ari GalperClick To Tweet

Transcript (Note,

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Discover the importance of the ERICA Framework and why you should be applying it Find out how to address the SEO’s toughest challenges Learn more on why consistency is the key to making the most out of SEO

Resources/Links:

Want to know more about the ERICA Framework and how to apply it to your brand and content? Learn more about the ERICA Framework-- The Answer to the Toughest SEO Challenges: https://seoleverage.com/book

Summary

Do you want your brand to be discovered at the right moment? Are you struggling to get traffic to your website? Are you tired of trying to make new content that isn’t getting much attention? Are you sick of not getting the most out of your website? Do you want to know the secrets of the ERICA Framework that can guarantee you consistent SEO results?

Gert Mellak is the Founder of SEOLeverage.com where he helps e-commerce and other online businesses to achieve consistent SEO results.

In this episode, Gert talks about the power of consistency when it comes to SEO. He also shares about the ERICA Framework that can help you get the most out of SEO and can guarantee you promising results!

Check out these episode highlights:

01:14 - Gert’s ideal client: “We very often work with coaches, course creators, Shopify sites, e-commerce sites in order to help them drive traffic to their website and essentially get leads and sales.”

01:53 - Problem Gert helps solve: “The problem we solve is to make sure that people can discover your brand at the right moment. So when people go to search engines, they're in a certain mindset to have set aside some time, not like on social media, whether it's just disruptive marketing, but intuitively, they're really good to go with because they have now a couple of minutes to search for something and find an answer, find a solution.”

02:41 - Typical symptoms that clients do before reaching out to Gert: “Definitely a loss in rankings. People tell us all the time that they used to rank for something, and they don't rank for it anymore. And it's just really based on growing competition, COVID changing every single day.”

03:35 - Common mistakes that people make before they find Gert’s solution: “I think there are multiple things. So first of all, they focus on the wrong things. I'm just having that right now, an audit with a client who has been creating content really every week. They created, like, a couple of articles over many years. They now have 600 articles they can throw away.”

05:31 - Gert’s Valuable Free Action (VFA): “Definitely key tip is the "E" in ERICA stands for Evolution. You want to know where you are. And you can sign up for free to Google Search Console, which gives you access to data only Google has about your searches.”

06:28 - Gert’s Valuable Free Resource (VFR): Check out Gert’s FREE Book: seoleverage.com/book

07:04 - Q: Why don't I get consistent SEO results? A: Because they do SEO on and off. They don't have guidance, just like me going to the gym four times a year and not getting results. Probably not because I'm not doing it consistently.

Tweetable Takeaways from this Episode:

“Consistency is key in SEO as it is in the gym.” - @Gert MellakClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach in Queensland, Australia, where the sun is shining and the birds are singing, and the surf is up, joined today by Gert Mellak. Gert, good day, sir. A warm welcome from down under. Where are you hanging out?

Gert Mellak 00:27 I'm based in Madrid. Thanks for having me on the show.

Tom Poland 00:29

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Discover how to make endless profits without constant reinvestment Find out the importance of learning the language of money and your cash flow Learn more on how to manufacture financial freedom so that you can enjoy the life and time that you and your family deserve

Resources/Links:

Check out Jackson’s 40-point performance scorecard: https://bit.ly/AureusScorecard

Summary

Have you been struggling and doubting your cash flow? Do you feel like you’ve been investing more money in your business more than getting profits from it? Are you sure you’ve been maximizing you have been managing your money well, personally and in business?

Jackson Millan, the Wealth Mentor, has spent the last 14 years helping service businesses understand the language of money and manufacture financial freedom for themselves and their families.

In this episode, Jackson talks about the importance of knowing your money and cash flow. He also shares how to lessen your constant reinvestment into your business and maximize your profit so that you can enjoy your time and life!

Check out these episode highlights:

01:30 - Jackson’s ideal client: “We work with service-based business owners, coaches, consultants, advisors, agency owners, health and wellness trade businesses, and we help them remove cashflow bottlenecks, maximize their profits, and build personal wealth systematically.” 01:48 - Problem Jackson helps solve: “The big problem here is that most people don't use their businesses as a vehicle. It's basically become the destination because it's the "be all and end all" of their existence.” 02:43 - Typical symptoms that clients do before reaching out to Jackson: “We find the vast majority of our clients have a proven business model. They're making money. They're doing multi-six figures, even seven figures. But the big problem and the big symptom here is that their businesses are a cash-eating monster.” 04:06 - Common mistakes that people make before they find Jackson’s solution: “The common mistake is that people reinvest constantly back into their business. Like how many business owners have you spoken to that's "I'm reinvesting. I'm scaling. I'm scaling up. I'm reinvesting back into growth." But that, I've often found, is an excuse for money mismanagement.” 05:33 - Jackson’s Valuable Free Action (VFA): “Parkinson's Law for personal and business finances. So, Parkinson's Law is a behavioral principle that states that as human beings we use the means we have. Like, think back to your first job. You probably earn cheap money, right? You were making a few bucks an hour and you survived.” 06:38 - Jackson’s Valuable Free Resource (VFR): Check out Jackson’s 40-point performance scorecard: https://bit.ly/AureusScorecard 07:40 - Q: What does financial freedom really mean? A: it means two things. Owning your home and paying it off in full and creating enough passive income where you've got the freedom to choose what you do with your time.

Tweetable Takeaways from this Episode:

“Make sure you get on the right path of financial freedom.” -Jackson MillanClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, joined today by Jackson Millan. Jackson, good day mate. I can say that because you're an ocker Aussie. And a very warm welcome! Now, this is going to be interesting, folks. You know, I always ask folks where they're hanging out. Jackson, where are you hanging out?

Jackson Millan 0:27 I'm currently in a state park in a place called Coopernook, which is on the mid-north coast of New South Wales. And we are three weeks into a year-long trip traveling around A...

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Discover the importance of learning and using CRM as a team and as a business Find out why discussing as a team and collaborating is crucial in handling CRM Learn more on why guideline and training are important for team collaboration and development

Resources/Links:

Check out Jeroen’s Website: www.salesflare.com

Summary

Is your team struggling with CRM? Are you struggling to achieve the level of collaboration needed when handling CRM? Do you want to know the steps on how to maximize the use of your CRM? Do you want to know the secrets that can guarantee you better team cooperation in sales?

Jeroen Courthout is the Co-Founder and CEO of Salesflare, an intelligent CRM built for small and medium businesses (SMBs) selling B2Bs, mostly popular with agencies and SaaS companies.

In this episode, Jeroen shares his ideas on how to simplify and make CRM easier for you and your team to handle. He also talks about how you can get your sales team to work and cooperate for better collaboration and maximize the use of CRM.

Check out these episode highlights:

01:19 - Jeroen’s ideal client: “It's small and medium-sized businesses selling B2B, mainly agencies and tech companies. It's a bit broader than SAS companies only, but it's a lot of agencies and quite some tech start-ups and tech companies.” 01:36 - Problem Jeroen helps solve: “Most of these companies have a CRM or they have a spreadsheet or they have something but they don't really use it, and that's because the software usually comes with outsized expectations of how they're going to fill out the software to make it work.” 02:23 - Typical symptoms that clients do before reaching out to Jeroen: “The symptoms are mostly symptoms of them not using the CRM. Its leads slipping through the cracks. It's, for me, number one, that's why most people start using a CRM.” 03:34 - Common mistakes that people make before they find Jeroen’s solution: “The main mistake is probably they look for a solution, which is good, but they don't look for a solution that will solve their problem. They just figured they need a system.” 05:04 - Jeroen’s Valuable Free Action (VFA): “find something they want to use. Secondly, make sure they understand what it does that's obvious. So training is usually aimed at making sure that the team knows how to use the system, like what functionality is there.” 06:06 - Jeroen’s Valuable Free Resource (VRF): Check out Jeroen’s Website: www.salesflare.com 07:21 - Q: How does our software solve the problem of people not using CRM? A: We made it very easy to use, which is obvious. Then the second thing is we automate most of the data input that you normally have to do in a CRM by pulling the data from all the places where it already is.

Tweetable Takeaways from this Episode:

“It's really important to find something that your salespeople want to use, so go with them on the lookout. Don't do it alone. Don't find something and then enforce it on them.” -Jeroen CourthoutClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland beaming out to you from Little Castaways Beach in Queensland, Australia, joined today by Jeroen Courthout. Jeroen, very good morning, I believe, it would be for you. Welcome.

Jeroen Courthout 00:23 Yeah! It's morning here in Antwerp, Belgium.

Tom Poland 00:25 Antwerp, Belgium. Perfect. Our hands around the world. You're on top. I'm underneath. Let's get rock and rolling! So, for those of you who haven't heard of Jeroen, he's the Co-Founder and CEO of Salesflare, which is a very, very cool, and very intelligent CRM built for small and medium...

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Discover why it’s important to strategically plan your videos for a successful outcome Find out what’s wrong with your marketing videos Learn more on how you can avoid making a “corporate” video

Resources/Links:

Check out Guy’s Free Guide: umault.com/theinvisible

Summary

Are you struggling to make a marketing video that everyone would want to watch?

Have you found yourself being bound to the “corporate” video template?

Do you want to know how you could make creative videos that could bring out the best in your business and promise you more views and clients?

Guy Bauer is the Founder and Creative Director of Umault, an agency that makes wildly creative B2B video marketing campaigns people actually want to watch.

In this episode, Guy shares the best and promising ways to make creative marketing videos that can guarantee more views and sales. He also talks about how you can avoid the typical and plain “corporate” video that everyone dreads to watch.

Check out these episode highlights:

01:20 - Guy’s ideal client: “Our ideal clients are marketers who work for B2B brands, and usually, these B2B brands sell complicated or hard-to-explain things like Cloud, AI, digital transformation, complicated financial products.” 01:50 - Problem Guy helps solve: “Our clients are B2B marketers, and they have increasing pressure to make a splash with their brand, especially as you know, competition proliferates. And there are big brands, you know, big behemoths like Google, Amazon, Microsoft, and every day they expand into more and more B2B services.” 03:08 - Typical symptoms that clients do before reaching out to Guy: “Our ideal clients are marketers who have that feeling that the stuff they're making isn't cutting the mustard, right? It's work that just feels corporate. It just doesn't feel exciting. They're not seeing the excitement in their prospects.” 04:32 - Common mistakes that people make before they find Guy’s solution: “The biggest one is that they're rushing into making the video, rather than stepping back and thinking about a strategy and a message and an idea. They think of all that stuff on the way to the production, on the way to the shoot.” 05:19 - Guy’s Valuable Free Action (VFA): “Stop rushing to make a video, which is so counterintuitive. If you want to make a video don't make a video yet.” 06:04 - Guy’s Valuable Free Resource (VFR): Check out Guy’s Free Guide: umault.com/theinvisible 06:51 - Q: What is video strategy? A: Video strategy is this, here's my metaphor, is that video is a delivery mechanism, just like how a missile works. So, a missile without a warhead, if you just lobbed a missile over to a target without a warhead, it would just hit the ground and do nothing. The missile is worthless without a warhead. The strategy is the warhead; the video is the missile.

Tweetable Takeaways from this Episode:

“The strategy is the warhead; the video is the missile. Don't go rushing into making an empty missile that just hits with a thud. You need to build the warhead.” -Guy BauerClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone, and a warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from Little Castaways Beach here in Queensland, Australia, joined today by Guy Bauer. Guy, good day, sir. A very warm welcome. Where are you based?

Guy Bauer 0:22 I am in a little suburb of Chicago, Illinois called Elmhurst.

Tom Poland 0:27 Elmhurst. Well, welcome! Folks, if you don't know Guy, he is the Founder and Creative Director of-

Guy Bauer 0:34 Umault.

Tom Poland 0:35 Umault. Thank you! U-M-A-U-L-T. Now,

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Discover the secret power of podcasting as a marketing tool Learn more on the importance of loving and treating marketing as a hobby Find out how to overcome those limiting beliefs and get the most out of your marketing

Resources/Links:

Check out Tim’s Website: smallbusinessbigmarketing.com

Summary

Have you always had a grudge when it comes to marketing? Does hearing the word “market” or “marketing” instill fear in you? Do you feel limited when it comes to marketing your product or business?

Well, fear not. Podcasting is the answer to that! Get the stress out of marketing and let your business grow beautifully and your profit greatly!

Tim Reid is the Host of Australia’s #1 award-winning, 12-year-old Small Business Big Marketing Podcast. He is one of the true early pioneers of podcasting.

In this episode, Tim shares his insights on the beautiful hidden secrets of podcasting that can guarantee you less stress and fear when it comes to marketing, while more profit and promising customers for you!

Check out these episode highlights:

02:09 - Tim’s ideal client: “I love talking to business owners with turnovers of less than $5 million who have respect for marketing, but at the same time are incredibly frustrated by marketing.” 02:31 - Problem Tim helps solve: “I'm really big on mindset. There's plenty of things that all these small business owners can do, but unless they got their head straight around marketing, and my dream is that I take them from a mindset of frustration to making marketing a hobby. Because when something's a hobby, you'll find time, you'll find the resources, you'll find the energy, you'll put it in your diary, and you can't wait to do it next time.” 03:30 - Typical symptoms that clients do before reaching out to Tim: “These symptoms, I call them limiting beliefs, and when it comes to marketing, or podcasting, which is you know, a component part of marketing, three limiting beliefs stop them from cranking out great marketing or a great podcast.” 04:39 - Common mistakes that people make before they find Tim’s solution: “They try to do everything themselves. And I kind of get that. I mean, particularly as business owners, we're control freaks, and we don't like letting things go because our business is our baby. We gave birth to it. We want to nurture it through.” 06:02 - Tim’s Valuable Free Action (VFA): “Embrace helpful marketing. I wrote about helpful marketing in my book, The Boomerang Effect. It's a very simple concept and it's around- it's literally being helpful. It's actually not pushing people away through sales messages. It's pulling people towards you by being incredibly helpful and being helpful in your marketing returns you more customers and makes you more money.” 07:21 - Tim’s Valuable Free Resource (VFR): Check out Tim’s Website: smallbusinessbigmarketing.com 08:20 - Q: What are you really curious about? A: The well-being of middle-aged men.

Tweetable Takeaways from this Episode:

“Do a little pivot and try again because sure enough at some point you'll crack the magic code. Make time for your marketing!” -Tim ReidClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and another very warm welcome to yet another edition of Marketing the Invisible. My name is Tom Poland, beaming out to you from Little Castaways Beach in Queensland, Australia joined today by Tim Reid. Tim, good day, mate! Where are you hanging out?

Tim Reid 0:23 Good day, Tom. I am in the downtown Parisian beach which I think I could probably hit a decent one ward into your backyard.

Tom Poland 0:30 Normally, I'm interviewing people on the other side of the world,

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Discover how to make the most out of your marketplace and platform to get more sales and get your message across Learn more about the right strategies that guarantees you sales and the “Best Selling” title Find out why you shouldn’t rely too much on Amazon when starting off

Resources/Links:

Check out Susan’s FREE Playbook: The Author to Authority Playbook: How to Get Recognized as an Expert in Your Industry

Summary

Are you struggling with getting the “Best Seller” title on your book? Have you ever dreamt of selling thousands of copies of your book across the world? Do you want to ensure that your book’s message and value will be welcomed by readers? Do you want to know the secrets of marketing your book in a way that guarantees sales?

Susan Friedmann is on a mission to wipe out sameness and add vitality and differentiation to your marketing. She helps struggling non-fiction authors get known and paid for their expertise.

In this episode, Susan shares her insights on what makes a book unique and best-selling. She shares what readers want and look for in a book. She also talks about the right strategies and techniques on how you should be selling your book and get that “Best Selling” title real quick!

Check out these episode highlights:

01:19 - Susan’s ideal client: “My ideal clients are nonfiction authors who are serious about the message and the value that they bring to the marketplace. So, people who have expertise who really want to get recognized as being an expert in their industry.” 01:51 - Problem Susan helps solve: “The problem is, literally, as you said in the introduction, that they're struggling to get known and paid for their expertise. They're not getting the recognition and the income that they deserve, and they are just- they don't know what to do.” 02:52 - Typical symptoms that clients do before reaching out to Susan: “Yes, the books are not selling. And they're not selling because they think they are- it's all about selling books, rather than selling the message and the value. And they often don't realize that so their concentration is just on selling books.” 03:51 - Common mistakes that people make before they find Susan’s solution: “first of all, realizing that their message isn't for everyone. They come to me and the first thing I say to them is, you know, "What do you want your book to do for you?" And it's like, "Get it out to everyone." And I'm like, "Hey, that's really difficult, not even the greatest Procter and Gambles of this world can do that." 05:51 - Susan’s Valuable Free Action (VFA): “Well, the step in the right direction is identifying the niche market, their real target. Who needs what they have to offer? And yes, it may be for everybody, but you can't sell to everybody.” 06:47 - Susan’s Valuable Free Resource (VFR): Check out Susan’s FREE Playbook: The Author to Authority Playbook: How to Get Recognized as an Expert in Your Industry 07:28 - Q: Why do I do what I do? A: Because it really upsets me to see authors who have something really valuable to add and not being able to share their message, drowning in the tsunami of books, titles, and authors, and their book dies and it shouldn't have to. So, I don't want that to happen.

Tweetable Takeaways from this Episode:

“Let's throw the pebble in the pond, let the ripples flow out, and target a smaller group that is easy to get to. Then go from there.” -Susan FriedmannClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone! A very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you from a Little Castaways Beach here in sunny Australia, joined today by Susan Friedmann. Susan, good day.

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Discover what makes a brand referable and memorable Find out what to do when you fall into the “echo chamber of the enlightened” Know more about how to make your brand influential and get the most out of it

Resources/Links:

Check out Michael’s Referability Rater: myreferabilityrater.com

Summary

Are you struggling with getting sales? Don’t want to spend more money on advertisements or marketing, but want to make sure your brand’s message will still be able to reach people? Do you want to know the secrets to spread your brand’s message and identity for free through referrals? Do you want to know how to make your brand referable and unforgettable?

Michael Roderick is the CEO of Small Pond Enterprises which helps thoughtful givers become thought leaders by making their brands referable, their messaging memorable, and their ideas unforgettable.

In this episode, Michael shares his ideas and techniques on how to make one of the best marketing strategies, known as referrals, work for you and your business. He also shares his insights on what to avoid and do in your business that can guarantee you more referrals and interaction from other people.

Check out these episode highlights:

01:36 - Michael’s ideal client: “The entrepreneur who has been de-prioritizing packaging their intellectual property. They're really brilliant. They know what they're doing, but they don't know how to explain it to other people.” 01:58 - Problem Michael helps solve: “Most of the time, the challenge they have is that people don't know how to talk about them when they're not there. So, I look at their business like a Broadway show, and I help them reframe it so that people would want to buy a ticket.” 02:43 - Typical symptoms that clients do before reaching out to Michael: “Yeah, so most common is people say, ‘Well, what do you do again? Can you explain that to me again? Can you sort of break that down for me again?’ Or, ‘Wow, you're so brilliant, and you're so amazing, but I just can't figure out how to explain you to my friends.’” 03:33 - Common mistakes that people make before they find Michael’s solution: “Most common is they try to just keep producing more content, coming up with more ideas and more things. It's just an overload, as opposed to looking at what they already have, and saying, 'How do I refine this?'" 04:09 - Michael’s Valuable Free Action (VFA): “The absolute best thing if you're falling into what I call the "echo chamber of the enlightened", where everybody in your industry gets you, but nobody else does, is to go to somebody outside of your industry, say whatever your pitch is, give them your breakdown, and then ask them to tell you in their own words, what you just said.” 05:18 - Michael’s Valuable Free Resource (VFR): Check out Michael’s Referability Rater: myreferabilityrater.com 05:53 - Q: What do most people get wrong about influence? A: Most people think influence is about persuasion, and true influence is when people do things without you asking them to. So, the best way to do that is to actually create something that makes them look good when they share it.

Tweetable Takeaways from this Episode:

“We spent a lot of time focusing on telling the story, not enough time focusing on teaching people how to retell the story.” -Michael RoderickClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone and welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out to you as always from Little Castaways Beach in sunny Queensland, Australia, joined today by Michael Roderick. Michael, good day. A very warm welcome from down under. Where are you hanging out, sir?

Michael Roderick 0:24

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Discover how to double your revenue without sacrificing your personal life Find out what’s the right sales system and strategy for you Learn more on the importance of working on the form, fit, and function of your sales system

Resources/Links:

Want to work on the form, fit, and function of your sales system? Check out Simon’s FREE Tool: Strategysprints.com/equalizer

Summary

Are you stuck in the revenue plateau and just don’t know how to go out of it? Do you want to still be able to get the income you deserve without sacrificing too much of your personal time? Do you want to make the most out of your sales system and redefine it in a way that can guarantee you better revenue?

Simon Severino is the CEO of Strategy Sprints GmbH. He teaches growth, strategy, and innovation at select MBA courses across Europe. He is also the host of the Strategy Show. His value proposition is to double your revenue in 90 days and he backs that with a money-back guarantee!

In this episode, Simon shares his insights on why it is important to cut down your project and focus your time and attention on the core competencies and what you’re currently working on. He also shares his experiences of starting small and working his way up, and the do’s and don’ts on finding the right sales system and strategies for you and your business.

Check out these episode highlights:

01:27 - Simon’s ideal client: “We work with SAS and service businesses who have less than 10 people. So, they have something between two and five staff and five contractors, vendors, freelancers that they work with.” 02:25 - Problem Simon helps solve: “Their life is miserable. So, I was- in my first year- yeah, I was there. My first year of my own business, I started strategy sprints. We crushed it in the first year. We had some good traction from the market, good resonance because I was doing this for 17 years already, so we knew what we do.” 03:31 - Typical symptoms that clients do before reaching out to Simon: “This is the moment where the vicious cycle starts in sales because right now you are so much in the business that you don't have time to work on the business. You deliver your good work for your clients, and you're solving their problems” 05:38 - Common mistakes that people make before they find Simon’s solution: “Yes, too complicated business. Too many things going on. Right now, they are jumping on the next shiny thing that is the clubhouse, and starting rooms on the clubhouse. This is the main common mistake is ‘shiny object syndrome’.” 05:57 - Simon’s Valuable Free Action (VFA): “The solution is to reduce the amount of projects that you have right now. You will only need four traction channels and you probably have already seven of them. So, you just need four of them, and this is where my invaluable free action comes in.” 06:44 - Simon’s Valuable Free Resource (VFR): Check out Simon’s FREE Tool: Strategysprints.com/equalizer 07:36 - Q: What can you do in the pandemic right now? A: I would say in the pandemic resist the urge to start too many things. Really focus on your core competencies. What's currently working.

Tweetable Takeaways from this Episode:

“Simplify your business. Four endpoints. One main product for one client at one price and then you think about one upsell. This is your main business.” -Simon SeverinoClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone a very warm welcome to another edition of Marketing the Invisible. I'm Tom Poland in Little Castaways Beach, Australia, joined today by Simon Severino. Simon, good day. Sir, a very warm welcome from down under. Whereabouts are you hanging out?

Simon Severino 0:23 Hey, it's so cool to be here.

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Learn about the ways on how you can be a hometown hero yourself Find out the common mistakes people do when marketing their business Discover a training ground where you can be helped on becoming aware of the ways you can market a business

Resources/Links:

Do you want to know more about what Tom Gaddis does and be trained with stuffs related to how he helps people in becoming a hometown hero? Learn more through clicking this link: https://www.offlinesharks.com/resource/

Summary

Are you one of those people who have always dreamt of becoming an entrepreneur but have no idea how to go out into the public’s world?

Have you ever thought of being a ‘hometown hero’ in your local position?

Just like you, Tom Gaddis has always wanted to be self-employed and free from the butt-smooching of the corporate world. He started from zero but he wanted success bad enough.

This led him to struck the entrepreneur dream – positioning himself as a local ‘hometown hero’ – that has now resulted to a successful local marketing consulting business he manages. Now, he teaches others to do the same.

Check out these episode highlights:

1:55 – Tom’s ideal client: “So, my ideal clients are agency owners, freelancers, people looking to build a business in their local area, helping other local business owners either with their marketing or getting more exposure to what they're doing.” 2:28 – The nature of the problem Tom helps to solve: “So, specifically we help, like the agency owners, the freelancers bring in more qualified prospects.” 3:11 – Typical symptoms clients do: “Well, one obviously, inconsistency of cash flow, right? The kind of up and down inconsistency. But I think another thing is maybe just feeling stuck like they are not really sure where to turn, where to start, and they're kind of forcing sales on potential prospects.” 4:05 – The common mistakes people make before reaching out to Tom: “Typically they're doing a lot of outreach themselves, like they have to physically go chase their prospects, instead of attracting them to what I like to call their sphere of influence.” 4:44 – Tom’s Valuable Free Action (VFA): “So I think the first step is realizing that you don't have to go big right out of the game.” 5:37 – Tom’s Valuable Free Resource: https://www.offlinesharks.com/resource/ 6:37 – Q: What does it mean becoming an entrepreneur? A: “The big turning point was just starting to develop the habits and the actions that successful people take, right? Developing the morning routines, the showing up for appointments on time, showing up prepared.”

Tweetable Takeaways from this Episode:

“I didn't need to go big to be successful.” -Tom GaddisClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings, everyone! Another very warm welcome to yet another episode of Marketing the Invisible. My name is Tom Poland, beaming out here from a little castaways beach in the exotic Queensland, Australia, joined today by Tom Gaddis. Tom, good day. So, welcome from down under. Where are you hanging out?

Tom Gaddis 0:24 Aloha. I am on Maui in Hawaii.

Tom Poland 0:28 Another beautiful part of the world. Why doesn't everyone live where we live? I don't know. Go figure.

Tom Gaddis 0:32 It's a rough life, but somebody's got to live it.

Tom Poland 0:34 Somebody’s got to live it, right? Folks, I had a look at Tom's website and I kind of stalked him a little bit around the internet, and he has just one of the best thought-out value propositions that I've seen. And I know he's been remarkably successful at what he's doing, and he's going to share with us a lot of really helpful insights, but let me give you that,

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Learn about the legal aspects of business and be briefed on how the business’ legal world works Discover the problems entrepreneurs usually encounter and the ways on how to deal with such Find out why it is important to seek legal advice even before a problem appears at your front

Resources/Links:

Learn more about the Law and its relation to Business through this link: www.jeremystreten.com/mti

Summary

Are you a business owner that is stuck with an event that needs legal assistance?

Have you been an entrepreneur for a long period of time but is still stagnant with the state of your business?

Do you manage your business on your own and you’re bothered by the countless possibilities of conflicts you’re not sure how to resolve?

Jeremy Streten is a successful entrepreneur and lawyer applying his passion and experience to help entrepreneurs succeed in their business so that they can live the life that they want to live.

He collaborates with lawyers from different countries – especially the US, UK, and Australia – as he works and writes books to help lawyers and business owners in dealing with the legal aspect of their businesses.

In this episode, Jeremy talks about the legal aspect of people’s businesses and the common mischief entrepreneurs experience as they manage work. Here, he shares his ideas on how to prevent a problem within your business and how helpful a legal advice would be in terms of knowing the legal aspect of what you do.

Check out these episode highlights:

1:18 – Jeremy’s ideal client: “My ideal clients for The Business Legal Lifecycle are actually other lawyers, because they can help their clients.” 2:18 – The nature of the problem Jeremy helps to solve: “So for the lawyer, we help find the blind spots that their clients don't know that they're missing, and that's what we do for the business owner client as well. We find the problems that would otherwise arise if they didn't get that advice.” 3:10 – Typical symptoms that clients do before reaching out to Jeremy: “So, for the lawyer, what we find is the lack of work, and they're constantly finding new clients. For the business owner, it's really just a lack of knowledge. It’s a lack of not knowing what's going to happen.” 4:23 – Jeremy’s Valuable Free Action (VFA): “So for the lawyer, I've got a very specific action they can take and that is to pick their top 10 clients. Who are the top 10 clients by revenue that they like working with? Pick up the phone and have a chat to them. If you're a business owner listening to this, pick up the phone and call your lawyer and have a chat to them about what's going on at your business and find out what other opportunities there might be for them to help you.” 5:51 – Jeremy’s Valuable Free Resource: Check out Jeremy’s website: www.jeremystreten.com/mti 7:16 – Q: What's the block that most lawyers have in getting that repeat work? A: "It's really because they're focused on doing the work. Most lawyers are great technicians – they're great at getting in there and doing the work. Their block is that they don't even spend time getting the work in, and they think ‘sales’ is a bad word – they think that they don't want to do that, but really, it’s necessary for their business."

Tweetable Takeaways from this Episode:

“Law is too reactive, we react to problems. And we want to change that to make it proactive so we can actually find the problems before they arrive.” -Jeremy StretenClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Hello everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland, beaming out here from little castaways beach in Queensland, joined today by Jeremy Streten. Jeremy,

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Discover how knowing your “why” should be the foundation of your business Learn more about why analyzing your key performance is essential to business growth Find out how you can make an effective financial strategic plan that can increase your financial well-being and grow your business

Resources/Links:

Check out Susie’s Website: live.susiecarder.com/path-to-profits1

Summary

Do you want to learn how to increase your financial well-being and grow your business more? Do you want to know how to make an effective financial strategic plan?

Susie Carder has created $10 million dollar businesses and her genius is the ability to simplify complicated issues by creating simple proven systems that create dramatic growth. She’s helped over 100,000 entrepreneurs increase revenues by anywhere from 25% to over 3,000%.

In this episode, Susie shares how to quit running your business blind because you do not have the ROADMAP that will tell you exactly what you need to do to reach your revenue goals.

Check out these episode highlights:

01:54 - Susie’s ideal client: “My ideal client is an entrepreneur that loves to grow, that's gotten themselves to a certain spot and now they're ready to leverage it. They're out of answers themselves.” 02:07 - Problem Susie helps solve: “I'm the money honey. So what I know 88% of small businesses are not profitable, only 1.7% hit that million-dollar mark. So I make math fun, I make the money fun.” 03:01 - Typical symptoms that clients do before reaching out to Susie: “So what I find is business is a lot like this combination lock. Remember these from school, one little kick-off, and it won't open. And so you can have your sales, your marketing, your operations, your finance, but if it's not done in the right order, if it's not done in the right process, if we're not evaluating and analyzing what are the key performance indicators, you can have the right combination in the wrong order, and it's not going to open.” 04:04 - Common mistakes that people make before they find Susie’s solution: “Again, it goes back to the finances of the foundation. You're right. We build it on cement not sinking sand. With the clients that I've worked with, that's what I always start with. And what I realize is people either overspending, they're not following budgets, they get caught up in the excitement of "I made a million dollars", but they spent 1,000,005. Right?” 05:25 - Susie’s Valuable Free Action (VFA): “So the quickest way to cash, like everybody wants that, the quickest way to cash, is finding the right strategic partner. So I grew this brand with strategic partners, instead of me building clients one time, one at a time, one at a time, let me go find those partners that have my ideal client that I'm in complement with, not a competition with.” 06:10 - Susie’s Valuable Free Resource (VFR): Check out Susie’s Website: live.susiecarder.com/path-to-profits1 07:30 - Q: Why? A: Like if you don't have your “why” clear, money is not the answer. So many entrepreneurs chase the money. It's not the money. It's what's the "why" for you in the world.

Tweetable Takeaways from this Episode:

“If you don't have your 'Why' clear, money is not the answer. So many entrepreneurs chase the money. It's not the money, it's what's the 'Why' for you in the world.” -Susie CarderClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Greetings everyone, and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland joined today by the illustrious, the bodacious, and the most beloved Susie Carder. Good day, Susie, how are you doing? Where are you hanging out?

Susie Carder 0:23

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Discover how planning your marketing strategies and brand is important Find out why investing in a high-quality and world-class brand logo, and web design is better than under-investing Learn how first impressions matter in a business brand

Resources/Links:

Check out Ross’ Blog on How to Build a Strong Brand Identity: crowdspring.com/blog/brand-identity

Summary

Are you struggling with how to build your own brand? Are you planning on using an online logo generator for your brand?

Don’t settle with the generic instead go with something mesmeric. Be authentic with your brand and settle with something high-quality and world-class while paying less! First impressions matter, so grab their attention with your authenticity and the rest will follow.

Ross Kimbarovsky is the Founder and CEO of Crowdspring where 220,000+ creatives help businesses, startups, agencies, and non-profits with high-quality custom logos, web and graphic design, product design, and business names.

In this episode, Ross shares how thinking about your brand identity and investing in it is very crucial, especially for small businesses. He also shares his insights on what to do and what to avoid when building your own brand.

Check out these episode highlights:

01:28 - Ross’ ideal client: “Ideal client is a solopreneur or small business, one-to-nine employees looking for ways to level the playing field against bigger competitors.” 01:50 - Problem Ross helps solve: “Small businesses, entrepreneurs, startups have a tough time finding affordable high-quality design and finding people that can execute, do high-quality design. And so, Crowdspring helps entrepreneurs, those businesses, small agencies with everything from custom logo design, to website design and marketing materials design for every stage of their growing business.” 03:11 - Typical symptoms that clients do before reaching out to Brad: “Well, there are a number of things. First of all, marketing campaigns. Good marketing needs two things. Well, three things. Strategy, good copywriting, and good visual design. Marketing campaigns fail without any of those three things.” 05:08 - Common mistakes that people make before they find Ross’ solution: “I was going to say that this is a problem. When you under-invest in design in the beginning, it creates a poor foundation. So, everything you do later, you're making poor first impressions. Your marketing campaign suffers.” 06:02 - Ross’ Valuable Free Action (VFA): “Do a SWOT analysis. So, SWOT stands for strengths, weaknesses, opportunities, and threats used by big businesses, great for small businesses. It's a way to evaluate what your strengths as a company and brand are, what your weaknesses are, and foremost, it will be about visual design and the way you message and communicate about your products.” 06:43 - Ross’ Valuable Free Resource (VFR): Check out Ross’ Blog on How to Build a Strong Brand Identity: crowdspring.com/blog/brand-identity 07:20 - Q: Why can't they wait a year, six months, a year and a half, to invest in design after they've launched and have a bit more money? A: You make first impressions when you're initially launching. And when you've been in business for a year, whether you like it or not, you've developed a brand. You've developed a visual brand identity. And if it's poor, if the foundation is poor, it's really difficult to turn around after a year. And now the cost is significant because you have an identity.

Tweetable Takeaways from this Episode:

“Cheap, and free design is never cheap or free. It costs you a lot more in the long term.” -Ross KimbarovskyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:09 Hello everyone and a very warm welcome to another ed...

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Discover how hiring the next generation could be one of your best investments yet Learn more on how to recruit next generations as interns Find out why hiring next generations is important in growing your business

Resources/Links:

Check out Jordan’s Website: capsource.io

Summary

Is your business slowly lacking connection with all the new changes brought by time? Do you want to know how you can engage more and increase your audience even with the change?

Welcoming the next generation of smart, young, and fresh talent is one of the greatest investments you can give to your business. With this change, you may be able to get a bigger audience, more connections, and a booming profit. Don’t be the boomer in the business industry and stay updated and fresh with the new-gen!

Jordan Levy is a serial education technology entrepreneur. He has started two EdTech companies that help higher-ed programs bridge the skills gap for their students through experiential learning.

In this episode, Jordan shares his insights on how you can avoid business fluctuation by recruiting the next generation, giving both an opportunity for your business to connect more given these changes, and the next generation for experiences and opportunities. He also adds the best way of recruiting.

Check out these episode highlights:

01:31 - Jordan’s ideal client: “We love working with companies that want to connect with that next generation and stay relevant forever. And typically, the folks that we work with are hiring managers, business unit leaders that want to recruit young talent, keep their interests coming in, and their new ideas coming in that will really benefit the future of that particular area of the organization.” 02:22 - Problem Jordan helps solve: “Most of the Fortune 500 companies from just 50 years ago are no longer Fortune 500 companies and the reason why is because they're not able to connect meaningfully. And it seems like it's very complicated to build programs that engage young professionals, or the employees or the interns. It's complicated.” 03:46 - Typical symptoms that clients do before reaching out to Jordan: “The symptoms are that they're growing and need to tap into the entry-level talent market, or that they're experiencing some turnover with some of the entry-level talents. The average is about every two and a half years, someone between the age of 16 and 34 is going to leave your organization. It's even less at the bottom of that out in that bracket.” 04:41 - Common mistakes people make before they find Jordan’s solution: “I think the most wasteful thing to do is just not do an internship program because you don't want to spend the effort on assembling one and making it a good experience. And so that's typically the case with most companies.” 05:42 - Jordan’s Valuable Free Action (VFA): “I think one thing that could take you in the right direction is if you don't want to work directly with us, just reach out to your local university and just say, "Hey, I have a business in the area. How can I support you and your students?" 06:29 - Jordan’s Valuable Free Resource (VFR): Check out Jordan’s Website: capsource.io 06:59 - Q: Why? A: Like, one of my favorites, Simon Sinek started with why. And so, you know, my experience as a student, going to a top tier institution, I went to Lehigh. I only had one internship when I graduated, and that internship was the single-handed, most important factor in defining my career because I did not like it.

Tweetable Takeaways from this Episode:

“Most of the Fortune 500 companies from just 50 years ago are no longer Fortune 500 companies, and the reason why is because they're not able to connect meaningfully.” -Jordan LevyClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect...

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Find out what you need to fill your website with and how to make it navigable for people to know that they are in the right place Learn how not to be chasing all the shiny objects you see and instead find the clarity to know who you're working with, what their problem is, and how you solve it Find out how to make your marketing a money magnet

Resources/Links:

Get your Seven Client-Getting Strategies that you can use on your website. Click here: https://csicorporation.com/7-strategies

Summary

Are you someone who loves chasing shiny objects and never ever gets to decide which way to go and focus on?

Do you love following people who seem to have the solution you are looking for, but nothing is tried, tested and true with them?

Is your website navigable and filled with essential elements people truly look for?

How do you turn your marketing into something that actually works and bring in money for you?

Carol J. Dunlop, The Online WOW! Strategist and 3X Amazon Best-selling author teaches brilliant creators to convert marketing into money using their WOW! website as their hub.

In this episode, Carol shares how she teaches people how to do the things that are authentic to them in the way that they need to do it so that it actually works and brings them money.

Check out these episode highlights:

02:00 - Carol's ideal client: "My ideal clients are brilliant creators, coaches, service providers and business owners who love shiny object syndrome, but don't know which way to go. I help them get on that straight road." 02:29 - The problem Carol helps solve: "I teach them how to convert their marketing into money." 02:55 - The symptoms clients face before they consult Carol: "They don't know which marketing strategy to use. The money is kind of getting away from them. They're doing the marketing, but it's not bringing in the money." 03:47 - The common mistakes people make before they reach out to Carol: "They try what they think is the hottest thing out there. If they see a lot of people going toward a specific marketing strategy or playing, like, doing more Facebook lives, or maybe getting more Facebook ads, or maybe just going to Google and trying to see what Google is doing. Nothing is tried and true with them." 05:19 - Carol's Valuable Free Action (VFA): "What I need to do is make sure that their website is filled with pain. And when I talk about pain, I mean, the pain of the people who are coming to the website, if they come to your site, and they say, 'Oh, they solve this problem', 'Oh, they talk about this problem', then they know that they're in the right place." 06:30 - Carol's Valuable Free Resource: Get your Seven Client-Getting strategies that you can use on your website. Click here: https://csicorporation.com/7-strategies 07:45 - Q: How does your website kill your business? A: The main way that your website kills your business is having a lack of clarity. Because when those people come there, they need that pain. They need to know who you're working with, what their problem is, and how you solve it. Right away.

Tweetable Takeaways from this Episode:

“What they need to do is make sure that their website is filled with pain. And when I talk about pain, I mean, the pain of the people who are coming to the website, so, then they know that they're in the right place.” -Carol DunlopClick To Tweet

Transcript (Note, this was transcribed using a transcription software and may not reflect the exact words used in the podcast)

Tom Poland 00:10 Greetings everyone and a very warm welcome to another edition of Marketing the Invisible. My name is Tom Poland beaming out at Little Castaways Beach, COVID-free, Queensland, Australia. Joined today by Carol J. Dunlop. Carol, get a very warm welcome to the show. Thanks for being here. Where are you living?

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Find out the secrets to let you stand out in the market How to name your price as an established authority and not charging based on what the market perceives Find out why even if your work could speak for itself, no one would hear it, and why the need for you to be proactive

Resources/Links:

Get a full report on what you need to focus on to turn your business into a high 7 figure business in 2021. Click here:https://paulhigginsmentoring.com/assessment