The Unstoppable CEO Podcast: Recent Episodes

Steve Gordon

The Unstoppable CEO Podcast reveals the strategies, mindsets, and habits of real-life successful professional service firm CEOs. Discover what makes your peers “unstoppable” in the face of the challenges of growing a firm and find out which growth strategies worked best.

“Nothing in this world can take the place of persistence. Talent will not; nothing is more common than unsuccessful men with talent. Genius will not; unrewarded genius is almost a proverb. Education will not; the world is full of educated derelicts. Persistence and determination alone are omnipotent.” ― Calvin Coolidge, 30th President of the United States

Ok…two weeks ago, we covered the main reasons why you might not be getting all the referrals you should. Last week, we covered how to leverage your best ideas to 10-x your referrals right away.

Today, you’re going to see how to exponentially grow your referral network, and the number of referrals you receive each month.

Now, you might be thinking…”Exponential, I’d be happy with 10 more referrals a month if they were consistent.” And that’s great. But the single biggest barrier to raising your prices, to bigger profits, and to sleeping soundly at night is a lack of lead flow/opportunity.

The process you’ll get in today’s episode will show you how to create a continually expanding network of enthusiastic referral partners, so that you always have more referrals than you need.

Part 3 is live now…

This is Part 2 of a 3-part series of building your “by-referral-only” client flow this year. If you missed Part 1 you can find it here.

Last week, we looked at why the old model of referrals doesn’t work consistently. Today, we’re diving into the mechanics of the new, easier model.

In this episode, you’ll discover how to use your best ideas to multiply your referrals…

How to create a “mission” bigger than you that your clients can buy into (and why it’s essential to growing referrals)...

Why you need to move down the buyer-readiness pyramid if you want to smooth out the feast-or-famine cycle of business development.

Part 2 is now live…

It's time to get refocused on the basics…block and tackling. In business development, that means referrals.

Why?

Referral prospects are 400 times more likely to do business with you than prospects from cold media or cold outreach. FOUR. HUNDRED. TIMES. MORE.

When surveyed, 64% of business owners say they get the majority of their business from referral.

Yet, 80% say they have no system or process for generating referrals.

So…

Starting this week on the podcast, I’m doing a 3-part series to help you build your “by-referral-only” pipeline of new clients.

Part 1 is live now…

The failure rate for small businesses is high—but it doesn’t have to be.

My guest Geoffrey Kent believes the formula for success is out there…and in this episode, we’ll explore the 5 pillars of successful entrepreneurship.

Geoffrey is a wealth of wisdom: a serial entrepreneur who has launched, scaled, and exited 20+ businesses in the last five decades. Now, he mentors entrepreneurs through the same process.

In this episode, he’ll share the key lessons he’s learned over the years about running a business.

He’ll also share why he believes entrepreneurship can solve the world’s problems and how entrepreneurs can create much-needed opportunities in struggling communities.

Every week, two or three business owners tell me they want to speak to get clients.

They want to know how to unlock bigger and better stages…TED Talks or high-profile paid keynote opportunities.

With thousands of people competing for the same speaking opportunities, what’s the key to getting in the door?

A book.

The National Speakers Association Hall of Fame has inducted 54 speakers since 2012…all but one has written a book.

When you’ve written a book, stages, podcasts, even high-paid speaking opportunities open up for you.

In this episode, I’ll unpack why writing a book attracts speaking opportunities and share the 3 major benefits of having a book as a speaker.

It takes determination to scale a business…

This episode’s guest, John Vagueiro, knows this too well—and he’s here to share his inspiring story.

John started his business at 17 to help his struggling family. After 3 months of going door to door selling digital marketing services, he got his first “yes.”

Now, his business, Adapting Social, serves clients in over 20 countries including Bentley, Ferrari, Columbia University, Compass and RE/MAX.

In this episode, John will cover what he’s learned, including:

How to overcome limiting beliefs
The sacrifices of scaling
Why leaders need to stop people-pleasing
The importance of cutting expenses
And more

What’s the future of the law firm model?

With the transition to hybrid work and the rise of AI, like most industries, the law industry is being forced to adapt…

In this episode, my guest Gary Mitchell will cover how attorneys building their practice can be nimble to overcome challenges.

Gary is a top business coach for lawyers and law firms in North America, and he recently launched the Law Practice Builder App.

He’ll share how lawyers can beat perfectionism, develop soft skills, and master their strengths to grow a successful practice.

Is financial freedom a trap?

My guest Ali Katz believes we need to reframe it as “financial liberation…”

And create an entirely new paradigm for legal, insurance, financial, and other professionals to find fulfillment in their careers.

In this episode, she’ll share why the old business model is broken and how professionals can shift to a new model.

Ali will cover:

The fallacy that success = happiness
Why a scarcity mindset corrupts the client relationship
How to “share the wealth”
Why we think about retirement wrong
And more…

How do you incentivize your team to create more profit in the business?

(And the answer is not “with a Christmas bonus…”)

Alex Freytag is the author of “Profit Works” and an EOS implementer who helps entrepreneurs and leadership teams simplify and clarify their incentive plans.

Alex believes in getting employees to think like an owner…

When an owner is transparent and a team is financially literate, everyone is motivated to perform at a high level.

In this episode, Alex will share his wisdom on incentive plans—and why fun drives financial performance.

What tools do lawyers (and other professionals) need to stop feeling stressed and overwhelmed and start enjoying the success and fulfillment they’ve always wanted?

My guest Gary Miles has been practicing law for four decades, and now he works with lawyers to help them align their career with their values.

Gary believes the billable hour is a flawed model—and he’s here to share how attorneys can shift to value-based pricing.

Gary will also cover how imposter syndrome affects the legal industry and what you can do to move from self-doubt to self-confidence.

What is the art of the $100,000 signature talk?

If you’ve ever considered speaking as a way to land clients, today’s guest has some wisdom for you…

Steve Lowell is on a mission to train people to craft their signature talk, scale their influence, and create more business through speaking.

In this episode, he’ll share how you can get started with speaking, including:

3 types of stories to share with an audience
How to monetize your message
A pay-to-play earning strategy
Why your talk isn’t about you—it’s about your audience
And more

If you’ve ever wondered if there’s a better way to build your service practice, this episode is for you…

My guest Anton Anderson believes the referral model is inefficient…

He’s devised a model to grow your business by building relationships with allied professionals.

Instead of viewing these professionals as competitors, Anton wants professionals to view each other as allies who can collaborate and exchange expertise to create more value for their shared client.

In this episode, Anton will break down why this strategy leads to massive wins for both clients and professionals—and how you can start implementing this game changing approach.

Have you ever felt like money is leaking out of your business?

You’re pursuing lead-gen in a few directions, but the revenue doesn’t come…

I’ll go out on a limb and say…you have a follow-up problem.

So many business owners skip the simple step of following up with leads…

They’re losing so much money and they don’t even know it…

Mostafa Hosseini is on the podcast today to show you how to make follow-up part of your strategy—without having to make those phone calls you dread.

He’ll also share:

The top 3 places businesses lose money
The best time to ask for a referral
Why phone calls don’t “bother” clients
And even more…

What if you could plan your entire year on one sheet of paper…

As we prepare for 2023, it’s easy to get lost in the countless planning methods out there.

But in this episode, we’re going to discuss a tool that actually gets results—and it couldn’t be simpler.

It even has a roadmap that tells you exactly what projects you need to do at each stage of your business…

Laura Posey, the Simple Planning Strategist, is here to break down her Simple Strategic Plan, which has been used by over 3000 companies to plan incredible years of growth.

Laura will share the best way to plan a year that’s in perfect alignment with your goals…

PLUS…how to stick to your plan beyond January.

If you’re a high-ticket course creator, it can be hard to hit the 7 figure mark…

You want to scale, but you’re not sure what’s in your way…

What if you could have a personalized conversation with every customer?

You could stop guessing what stops people from buying…

(And even change their minds before they leave your funnel)...

But how can you give every potential buyer the 1-on-1 attention needed to close a sale?

Paul Ace is here to break down conversational commerce–a technique that combines AI and human customer service to give each customer an individualized sales experience.

Paul will show you how to use human psychology to win more high-ticket sales and rapidly scale your business.

Today we’re celebrating an important milestone—it’s the 300th episode of the podcast!

🎉🎉🎉

When I started the podcast 5 years ago, I committed to it for a decade.

Now, we’re halfway through that decade.

I thought it would be a great time to zoom out and reflect on the most important lessons I’ve learned.

In this episode, I’m going to share my top insights from 12 years of running the business and 5 years of hosting the podcast.

So, tune in and you’ll get my #1 insight for…

Growth
Sales
Economics of your business
Marketing
Team

It might just be the best 20-minutes you invest this month.

Today we’re celebrating an important milestone—it’s the 300th episode of the podcast!

🎉🎉🎉

When I started the podcast 5 years ago, I committed to it for a decade.

Now, we’re halfway through that decade.

I thought it would be a great time to zoom out and reflect on the most important lessons I’ve learned.

In this episode, I’m going to share my top insights from 12 years of running the business and 5 years of hosting the podcast.

So, tune in and you’ll get my #1 insight for…

Growth
Sales
Economics of your business
Marketing
Team

It might just be the best 20-minutes you invest this month.

What if I told you it was possible to create perpetual wealth for yourself and your family?

Many people are never taught about the product that makes this possible…

Some financial planners (unless they’re top-tier) won’t even share this with you…

But my guest Kim Butler has seen countless families build sustainable wealth using a specific strategy known by the wealthy, and accessible to everyone.

She believes that any family can do it with the right education and strategies.

Kim is here to break down what you need to know about building perpetual wealth and share how you can leave your family a meaningful legacy that aligns with your purpose and values.

A new study of consultants has discovered proven ways to avoid burnout and maximize creative energy for consultants and professionals…

And these behaviors correlate to higher revenue, too…

The key finding is that you’re more successful when you build your business around your personal life…

But what does that really look like?

And how can you stop sacrificing your life for work—without feeling like you’re hurting your business?

Max Traylor is here to break down the Psychology of Consultants study and reveal the mindset changes that have a tangible impact on your business.

He’ll also cover:

The 4 consultant personality types (& how to find yours)
How to tailor your work habits to your personality
Reversing the sacrifice mindset
Why taking on bad clients is never a good idea
And more…

A new study of consultants has discovered proven ways to avoid burnout and maximize creative energy for consultants and professionals…

And these behaviors correlate to higher revenue, too…

The key finding is that you’re more successful when you build your business around your personal life…

But what does that really look like?

And how can you stop sacrificing your life for work—without feeling like you’re hurting your business?

Max Traylor is here to break down the Psychology of Consultants study and reveal the mindset changes that have a tangible impact on your business.

He’ll also cover:

The 4 consultant personality types (& how to find yours)
How to tailor your work habits to your personality
Reversing the sacrifice mindset
Why taking on bad clients is never a good idea
And more…

Want exponential, hardcore business growth?

You need to grow your business like a weed…

Weeds scale faster than any business…

They’re everywhere—and it’s hard to get rid of them…

Imagine what would happen if your business grew like that…

Stu Heinecke is here to share 8 strategies for unstoppable growth from his new book How to Grow Your Business Like a Weed.

(I have a feeling this book will be a classic…)

Stu willalso break down his first book How to Get a Meeting With Anyone.

He’ll show you how to leverage your unique skills to get through any door—and scale your business through contact marketing.

In just 25 minutes, you can find your true purpose…

When you know your purpose, you can align it with your mission…

And accelerate progress in your business and personal life.

Mitch Russo is here to give a demo of a 25-minute exercise from his new book Coach Elevation.

This exercise can help you find your purpose, but it can also be a powerful tool to help your clients connect their business to who they are.

Mitch also shares his wisdom on accountability and goal tracking—and why he created ClientFol.io, his software for coaches.

In just 25 minutes, you can find your true purpose…

When you know your purpose, you can align it with your mission…

And accelerate progress in your business and personal life.

Mitch Russo is here to give a demo of a 25-minute exercise from his new book Coach Elevation.

This exercise can help you find your purpose, but it can also be a powerful tool to help your clients connect their business to who they are.

Mitch also shares his wisdom on accountability and goal tracking—and why he created ClientFol.io, his software for coaches.

You’ve been doing amazing work for your clients—and, if you’re like most business owners…

Nobody knows about it!

Today, I’m talking with the inventor of “video case stories”--Ian Garlic on the very best way to capture all the client wins you’re creating.

These are NOT testimonials (old-school testimonials can actually drive clients away)…

If you do amazing work for your clients, but struggle to get them to share you with others, this is a secret weapon that will help you clone your very best clients.

Ian’s captured over 10,000 video case stories and breaks down the 3 elements of a successful video case story, and tell you why he hates the word “testimonial.”

It’s time to stop robbing the world of your gifts…

And finally become the “higher self” you’ve always wanted to be…

Do you feel you’ve not reached your full potential?

Do you want to innovate and disrupt the status quo, but something is holding you back…

My friend and colleague Trevor Turnbull overcame this challenge. Recently, he founded The Source Collective to help change makers and visionaries amplify their impact and unleash the full potential of their “higher self.”

In this episode, Trevor shares…

How he overcame self-doubt to start a new chapter
Why credentials don’t matter like they used to
Predictions for the future of innovation
Wisdom for unlocking your “higher self”
And more…

It’s time to stop robbing the world of your gifts…

And finally become the “higher self” you’ve always wanted to be…

Do you feel you’ve not reached your full potential?

Do you want to innovate and disrupt the status quo, but something is holding you back…

My friend and colleague Trevor Turnbull overcame this challenge. Recently, he founded The Source Collective to help change makers and visionaries amplify their impact and unleash the full potential of their “higher self.”

In this episode, Trevor shares…

How he overcame self-doubt to start a new chapter
Why credentials don’t matter like they used to
Predictions for the future of innovation
Wisdom for unlocking your “higher self”
And more…

This is the number one source of business opportunity…

And a secret weapon for any new entrepreneur…

Relationships.

When you form a community with other business owners, scaling comes naturally…

You don’t have to seek opportunities--people come to you.

But how do you form a community when you’re a new entrepreneur fresh from the corporate world?

My guest David Shriner-Cahn founded the Smashing the Plateau Community to help new entrepreneurs do what they love and get paid what they’re worth.

In this episode, he’ll share how to build lasting human relationships with other entrepreneurs so you don’t have to grow your business alone.

LinkedIn is an untapped goldmine for getting clients…

Did you know that less than 5% of LinkedIn users post content weekly?

95% of people use LinkedIn only to consume content…

That's an opportunity…

Create compelling content that showcases your personal brand and you’ll have an instant audience…

With a few simple strategies, you can convert these connections into high-ticket customers.

My guest Salina Yeung, CEO of theinacademy, is a former LinkedIn employee, LinkedIn expert and coach.

In this episode, she’ll share her proven framework to secure clients on LinkedIn in 2022.

This is the most difficult problem that every entrepreneur faces…

And after the pandemic, the landscape has shifted so much…

I’m talking about building a team.

When people show up to the same office every day, building a team comes naturally.

But now, your team may not even be working in the same time zone.

There are enormous benefits to hiring remote workers…

With digital delegation, you can get the best talent for the best prices…

But to reap these rewards, you need to create that team atmosphere in the virtual world.

My guest today is Noel Andrews, CEO of JobRack. He’s helped businesses all over the world hire over 1,000 remote team members, and he’s here to share his insights with you.

If you’re a parent and entrepreneur, this episode is for you.

Homeschooling has skyrocketed in the last few years…

If your kids are struggling or if you’re just not happy with the school system, it might be the answer you’re looking for…

And you don’t have to sideline your career to do it.

You can grow your business, and give your kids a personalized, hands-on education.

My guest Mary Resenbeck developed The Resenbeck Maverick Learning Method after watching her dyslexic son and daughter struggle in a traditional school environment.

Now, she is a consultant for homeschooling families (especially entrepreneur families) and develops individualized learning plans that help kids realize their full potential—while making the process easy for working parents.

In this episode, Mary will share how you can give your kids the education they deserve without time and money holding you back.

If you want to be a speaker…

Whether as a lead-generation strategy or as your complete business…

You’re probably wondering where to start.

You have the expertise, you have a message to share…

But how do you get booked to speak in front of people?

Grant Baldwin is here to show you how to launch your speaking career. Grant is the founder and CEO of The Speaker Lab.

In this episode, he’ll break down everything from finding your target audience to pitching yourself to event planners—and more.

Is your business growing slower than you’d like?

You might be making some common marketing mistakes…

Or maybe you’re not taking full advantage of opportunities to reach buyers…

The good news is that you can revamp your lead generation process and see exponential growth—and in this episode, we’ll show you how.

My guest today is David Valentine, CEO and founder of Avadel. David is going to walk you through his top strategies for reaching buyers and scaling your business.

Listen to learn:

How to win buyers by making guarantees
Why some websites don’t generate leads
How to craft a cold email that actually works
And more…

You know that podcast appearances are a door to new clients…

A way to instantly boost your authority…

And a powerful networking tool…

But how do you get on a podcast in the first place?

Maybe you’ve sent pitch emails that went ignored…

Or maybe you don’t know where to find shows relevant to your expertise…

My guest Tony Guarnaccia has tools and strategies to help you get started.

Tony has grown over 10,000 small businesses and a dozen Fortune 500 companies, and he’s here to give you the first steps toward growing your business through podcast appearances.

It’s time to repair the absolute foundation of your business…

You.

You might not even realize how much your physical and mental health habits are holding you back.

You might have less energy, less focus, and less confidence than you’re capable of.

You might think you don’t have time to build a healthier lifestyle on top of working 80+ hours a week growing your business.

My guest Olly Wood is the owner and head coach at The Meta Project, where he helps people elevate their energy, body, and mind.

Olly is here to break down why fixing your health is the most important thing you can do for your business—and show you some small steps to begin your journey.

What does quantum physics have to do with growing your business?

It has to do with energy…

When your mindset is right, you can get exponential results while doing less than you’re doing right now.

Less doing… bigger results.

My guest, Erik Luhrs, has used these principles to grow businesses by 600% and more.

Erik is the world’s only PsychiCognitive Peak Performance Coach.

In this episode, he’ll show you how to achieve exponential growth without any extra effort.

The Million Dollar Book is live!

I wrote The Million Dollar Book to give you a 30-day roadmap to creating your own lead-generating book that will produce 7-figures of revenue for your business.

I’ve found that a book is the single best way to generate pre-sold clients for a high-ticket service…

It works better than webinars, online ads, and direct mail…

It supercharges referrals, creates better, more prepared clients, who place a higher value on what you do.

It gives you instant credibility that attracts clients today and for years to come…

The problem is that most people believe writing a book is a huge project that requires many months (or years) to complete. It doesn’t have to. Do it right and it is easy and fast.

In today’s episode, I’m giving you a preview of The Million Dollar Book.

Listen to find out:

If a book is the right next move for your business
Why you should avoid bestseller-in-a-box services
Why books are your best lead-generating asset
How you can write your book in just 30 days and have it published and working for you in 90 days
And more…

My new book is coming next week…

So today on the podcast, I’m breaking down how we launch books–The Inverted Viral Launch Method™.

This is a simple formula that gets you almost immediate ROI for your book…

And, sets you up for decades of results.

The good news: you don’t have to get millions of readers or make The New York Times bestseller list to see a big impact from your book launch.

Listen to find out how you can leverage your existing network to turn your book into clients…

And visit themilliondollarbook.org to get a free copy of The Million Dollar Book.

Your network is a powerful asset…

But it’s worth nothing if you don’t use it.

Luckily, there’s a tool for this…

With this tool, you’ll never forget details about people…

And with just five minutes a day, you can keep up with your contacts…

So you don’t miss opportunities by falling out of touch.

This tool is called Contact Mapping, and in this episode, I talk to its creator, Adrian Chenault.

Adrian has developed a painless method for staying in touch with your network, and he’s here to break it down for you.

He’ll discuss:

How to maintain relationships without wasting a ton of time
The best way to have productive conversations
How to put the human back in networking
And more…

What if you could manage your business in just one hour a day?

In that hour, you would only do work you enjoy…

And leave knowing that your business will run itself…

Without stealing your valuable time.

In this episode, I talk to someone who lives that reality.

How? He’s harnessed the power of remote work forces.

My guest, Manuel Pistner, founder and CEO of Flash Hub, is here to tell you how to transform and scale your business using virtual teams.

AI can save your business millions of hours.

It can take over the mundane tasks you hate doing…

Freeing you to do exciting, creative work…

And you might not realize that you’ve already been using it.

AI isn’t just for people with a computer science degree…

In this episode, Evan Ryan, founder of Teammate AI, will show you some simple AI programs you can implement today. And save 4+ hours this week.

Ryan has helped hundreds of business owners scale using AI automation—and he’s here to tell you how to leverage AI so you can spend more time growing your business.

One of the top causes of business death?

Growing too fast.

But there’s a way to scale your business without making a fatal mistake.

You need a plan in place to increase your business capacity…

And in today’s episode, Zac Stucki will break that down for you.

Zac helps business owners navigate the ups and downs of scaling so they can grow profitably. He’s generated plans for businesses that added $1.2 million to the bottom line and beat growth projections by 60%.

Zac will show you how…

…to duplicate your top performers

….to energize your team around a vision

…to profitably scale your business using 3 key ingredients

You wrote a book—now what?

You wrote a book to highlight your expertise…

To attract new clients and become a thought leader…

Now, it’s time to leverage your online presence to get the book in the hands of your ideal clients...

But where do you start?

Are you using the right platforms?

In today’s episode, content marketing strategist Melanie Herschorn answers these questions and breaks down the online book promotion tactics that work now.

Want $10k+ per month in recurring revenue?

There’s a revenue stream you probably haven’t thought of yet.

It bolts onto your existing business…

It’s not high-ticket…

Doesn’t need a complicated funnel, or advertising to make it work.

Can add stability to your revenue, without living on the content hamster wheel.

My guest today, Joe Soto, developed his first Mentorship program to give potential clients for his more expensive offers a way to experience working with him, without all the risk of a big price tag. Since then, he’s helped dozens of clients hit that $10k/mo mark (and much more) within weeks of launching their mentorship program.

Today, he joins the podcast to show you how to do the same.

Ever feel like LinkedIn is a waste of time?

Wonder why more people don’t connect or reach out to you?

Today on the podcast we’re going to fix that…

My guest, Judi Hays, is an absolute LinkedIn expert.

She’s made a career of turning underperforming profiles into prospect-attracting powerhouses…

And has developed a proven strategy to convert LinkedIn connections into targeted buyers.

Judi’s strategies go beyond the usual time-wasting LinkedIn hacks.

They’re timeless, human principles that build lasting relationships and lead to revenue opportunities.

Judi will show you why…

… blasting dozens of prospects a day never works
… showing up as a human is the killer strategy
… her 3-part Elevate-Expand-Engage strategy wins more clients

I’m stunned at the number of business owners who go without this…

In my first company, I had two.

My most successful client says he’ll never have less than two.

I’m talking about a key assistant. Someone who can support you, and free you up to work in your zone of genius.

There’s never been an easier and more affordable time to work with an assistant…

But finding the right one is hard.

In today’s interview, Jen Lehner of Front Row CEO shows you how to simplify the hiring process and find that perfect assistant who will free you up for growth.

Earned media is a game changer…

It says to your future clients that you’re an expert and the media agrees.

Today there are more opportunities for earned media than at any point in history.

Traditional media—TV, radio, print—and their online outlets…

Podcasts…

Big YouTube channels…

Live streams…

All have the impact of earned media.

In this interview with PR star Esther Kiss, we dive into how to land earned media appearances and how to leverage them into new client opportunities.

What do businesses that win raving fans do that others don’t?

Why go to the trouble of creating raving fans anyway?

I cover that and more in today’s interview with the bestselling author of The Zero-In Formula: The Definitive Guide to Building a Disruptive and Sustainable Business through Customer-Centric Innovation—Dennis Geelan.

Plus we cover how Dennis has built a unique “hybrid” business model for his consulting practice that gives him the team experience of working inside a company, and the freedom of building his own practice.

Today, I welcome back Bill Bloom. Bill is a financial advisor by day and a tech startup founder in his free time.

Bill’s new company and app, Diane Money (dianemoney.com), uses the power of AI to recommend the right financial decisions based on your goals.

This is a fascinating conversation that shows how everyday entrepreneurs are rapidly creating new tech and entire businesses through collaboration.

Bill is building this new company without all of the usual stuff…

No big team
No need for deep pockets
No complex infrastructure

If you have business ideas that you know will be great, Bill’s story reveals a path to make those ideas a reality…and fast!

In this episode, I sit with “Mr. Connected” Justin Breen to unpack how he conceived of and launched his second company BrEpic Network in under a year without doing any additional work.

This is a deep dive for the visionary entrepreneurs in the method for bringing a new idea into reality using Who Not How thinking.

Inside you’ll discover:

The genesis of the BrEpic Network idea–he calls it LinkedIn without the noise.
How Justin found the perfect “Who” to turn his idea into reality.
Key criteria for any high-level collaboration.
How to short-cut years of pain and struggle.
The four levels of entrepreneurial mindset.

Today, on the Unstoppable CEO Podcast, we are revisiting a popular interview for you. We talk about selling in the new world of sales where trust really is the name of the game.

We talk to Ari Galper, who is the World’s #1 Authority on Trust-Based Selling. He has been featured in CEO and Forbes. He has a unique approach to sales that I think will resonate.

We talk about:

Myths in sales
Why the beginning of the sales process is the most important part
Using language and tone to diffuse pressure and trigger trust
Breaking out of antiquated sales habits
The One Call Sale®
And more

Big show today…

If you’ve ever felt like being authentic, vulnerable, and transparent was the key to modern success, you’ll want to listen to this episode.

Michael Wenderoth is going to show you why authenticity is overrated…

Michael is our newest Magnetic Author™. His new book Get Promoted: What You’re Really Missing at Work That’s Holding You Back is available today.

Michael, brings mountains of evidence to prove that power and politics still drive business.

If you don’t feel like a “power player” but still want to get ahead, Michael will show you how to ethically use power and politics to get ahead in any organization.

If you have a team (even a team of 2) you have politics. If you’re in sales, you’ll see how to map the power relationships inside target companies. If you’re dealing with other humans…you guessed it–power and politics are always in play.

Listen now for some practical advice you can use today.

And, grab Michael’s book on Kindle–it’s just $2.99 today for the launch, and Michael is throwing in a bunch of bonuses to help you map the power relationships in any organization.

Get it here.

Perfection is your biggest enemy, says our guest this week, Michael Zipursky of ConsultingSuccess.com. Michael says it’s an issue holding back many of the consultants and professional service providers he’s worked with over the years.

Michael sees tremendous value in what he calls “Imperfect Action.” Don’t spend all your time fine-tuning your offer, value proposition, product, or service. Just put it out there… then learn how to make it better based on what the marketplace tells you.

That’s how to make consistent progress and grow your business. Patience, focus, and a willingness to make mistakes are key too.

And that’s just the start. Tune in now to hear Michael explain…

What matters more than tactics, strategy, and technology
The dangers of Shiny Object Syndrome
Ways to achieve meaningful success that counts
The myth of the Magic Bullet for your business
How to create proposals that are easy for your clients to say yes to

Listen now… Timeline

00:11 Today Steve speaks with Michael Zipursky, an entrepreneur, a coach to elite consultants and the CEO of ConsultingSuccess.com

01:23 Michael gives us a quick rundown of his career, starting with the creating a consulting business in college with his cousin

04:15 Michael talks about how he deals with challenges and how important it is to stay focused on your plan.

07:42 Michael explains that the really good, long-standing companies out there are masters of subtraction rather than attraction.

12:19 Michael tells us about his book, The Elite Consulting Mind, and how your mindset really is the most important thing in business.

16:46Michael and Steve go in depth about the issue if delaying your progress until everything is perfect instead of “imperfect action”.

24:43 Michael explains how to level up if you're a small business and gives an in-depth explanation of how to put a proposal together.

31:48 Michael tells us how best to get your hands on his book. Mentioned in the show

The Elite Consulting Mind
Scope Creep
http://consultingsuccess.com
http://consultingsuccess.com/mindsetbook

The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income, and Achieve Meaningful Success

If you’ve ever wanted to stop trading time for money and find a way to “productize” your services, this is the podcast for you…

My guest today is Max Traylor and he turns service businesses into productized, scalable, profitable firms. Max explains the key elements of the productization process, including:

The 3 levels to productize any service
Defining the MOST valuable service you provide
How to sell your packaged service
What you can do right now with your current service proposal
And so much more...

If you’ve been looking for more leverage, tune in to Max.

Today on the podcast we’re revisiting a past episode where we talked about the big breakthroughs that come when you publish a book for your business.

If you’ve ever wanted to write a book to support your business but just didn’t know how to start, or find the thought of sitting down and writing a book overwhelming, this episode is for you.

I sit down with my friend and client John Curry who just went through our Referable Book process with his second book and we cover…

The big impact a book can make.
Why entrepreneurs get stuck trying to write a book and how to avoid it.
My simple method for outlining your book on a single page.
How to use your book to get clients.
And a whole lot more…

This is an excerpt from my new book The Magnetic Author Method.We’ll be selling the book when it’s officially released in April, but as a bonus for subscribers like you, it’s available for free starting today…until March 21st.

Click here to get your copy

From Chapter 2: The Unbelievable Impact of a Book

My First “Celebrity” ExperienceI’d been invited to speak at the Inbound conference in Boston—one of the largest marketing conferences in the world, hosted by HubSpot. I was all set to speak to a room of several hundred marketing agency owners on my unique approach to referrals. As I waited for the session to start, an attendee approached me…

With a copy of my Unstoppable Referrals book in his hand, he said that he loved my work. He said that it had totally changed how he did business development.

Then he handed me the book and a sharpie and asked if I would sign his copy.

I’ll admit, I was a little embarrassed.

I’m a pretty regular guy. Mom raised me to stay humble, and this was all new and unexpected.

In this guy’s mind, I had celebrity status… at least at some level.

I’ve observed the same dynamic with our clients when we help them write and publish their book. They often report that they experience an instant boost in celebrity and authority status with their clients, with competitors, family members, and potential clients.

They’re the same exact person. They just invested the time and effort into having something to say and writing it down.

And that’s just the beginning of the story…

Get the full scoop in today’s episode of the podcast.

Confession time…

I don’t like to “sell.” Over the years, I’ve learned to do it, but there are so many other things I’d rather be doing.

Understanding this about myself, I began finding ways to virtually eliminate the need to sell.

Along the way I discovered that there are three key decisions that each new client makes before they write the check.

I also discovered that I could get them to make those decisions in my favor before we ever met each other. That meant that I was only ever “selling” to a pre-sold prospect.

As far as they were concerned, I was already their “guy.”

Today’s episode breaks down how you can do the same, so that you’re only talking with pre-sold prospects who already know they want YOU.

Listen now

It used to be that most anyone in “professional services” made bank…

Have you noticed that’s changed?

Everything from law, to medicine (the traditional professions)... to accounting, engineering, architecture, consulting, and all the others are now seeing intense commoditization.

And that’s creating two “classes” of professionals:

Pair-of-hands experts
Transformational leader experts

And only one group is going to be paid well in the future.

In today’s episode, you’ll see how the Great Sorting is happening, and what you can (and should) do now to get yourself into the right group.

Everything you need to know about WHAT it takes to run a successful business is already out there in a book or a seminar or on YouTube. It’s an entirely different matter to understand HOW to grow and lead a successful business. That’s why I’m excited to bring you this conversation with agency coach Tim Kilroy.

Tim brings a perspective to growing your business that we haven’t covered here before. It’s a perspective that is really important for business leaders in service and expertise companies, or any company trying to scale up and avoid the struggles that can come with that.

I talk with Tim about a number of important topics, including:

How to shift from being a business builder to a business leader
What causes businesses to struggle to scale up
Why it’s important to know what validates you in your business
And much more

We detail several key actions you can take to begin building a team now to serve your clients and free you up to spend time on the things that validate you. Don’t miss this one. Listen now!

As entrepreneurs, we are experts at launching ideas and marketing them to clients. We have the business model and the fire to implement them successfully. But we run into problems when we scale the business to a level where we can no longer be the Chief Everything Officer.

Every entrepreneur faces this challenge at some point, the “what got you here won’t get you there” moment. The ones who insist on continuing to do things the same way no matter what will burn out and lose their vision for the business. The smart ones will do what my guest, Richard Shaull did.

Richard is the founder of Unleashed CEO. His company helps entrepreneurs scale and create Time Freedom by building a self-managing leadership team. Richard and I discuss the process he has developed, including:

Which position should be first on your Leadership Team
What to look for when hiring self-managing leaders
How to weaponize your business vision to attract the best team
And more…

Free up hours of your time every week with a few simple steps, and watch your business thrive. Listen now and be sure to check out the free resources on Richard’s website.

Ok…two weeks ago, we covered the main reasons why you might not be getting all the referrals you should. Last week, we covered how to leverage your best ideas to 10-x your referrals right away.

Today, you’re going to see how to exponentially grow your referral network, and the number of referrals you receive each month.

Now, you might be thinking…”Exponential, I’d be happy with 10 more referrals a month if they were consistent.” And that’s great. But the single biggest barrier to raising your prices, to bigger profits, and to sleeping soundly at night is a lack of lead flow/opportunity.

The process you’ll get in today’s episode will show you how to create a continually expanding network of enthusiastic referral partners, so that you always have more referrals than you need.

Part 3 is live now…

This is Part 2 of a 3-part series of building your “by-referral-only” client flow this year. If you missed Part 1 you can find it here.

Last week, we looked at why the old model of referrals doesn’t work consistently. Today, we’re diving into the mechanics of the new, easier model.

In this episode, you’ll discover how to use your best ideas to multiply your referrals…

How to create a “mission” bigger than you that your clients can buy into (and why it’s essential to growing referrals)...

Why you need to move down the buyer-readiness pyramid if you want to smooth out the feast-or-famine cycle of business development.

Part 2 is now live…

It’s the new year, and time to get refocused on the basics…block and tackling. In business development, that means referrals.

Why?

Referral prospects are 400 times more likely to do business with you than prospects from cold media or cold outreach. FOUR. HUNDRED. TIMES. MORE.

When surveyed, 64% of business owners say they get the majority of their business from referral.

Yet, 80% say they have no system or process for generating referrals.

So…

Starting this week on the podcast, I’m doing a 3-part series to help you build your “by-referral-only” pipeline of new clients.

Part 1 is live now…

We’re here at the start of the year, and I’m recommitting to working less (while making more).

I started the journey last summer, and here’s what I found when I created the structures that allowed me to increase my free time (only working 4-days a week) …

We almost immediately experienced rapid growth.

So much, that within short order, that growth surpassed the capacity of those new structures and I was back to the grind.

So…I’m going into the new year with further enhanced structures and team capabilities designed to manage the growth. And, I’m recommitting to freeing up a day a week.

In this episode I cover what I’ve learned over the last six months and how I’ll be applying those lessons going forward.

Any business can grow and scale in good times.

Can your business thrive and survive through tough times?

John Jantsch has 5 steps for consistent growth that any company can utilize in any business climate. The author of The Ultimate Marketing Engine and Founder of Duct Tape Marketing returns to the show this week to talk about his new book, “hourglass marketing”, and how you can rev your marketing engine by making your business more meaningful to your customers.

John trains and licenses consultants all over the world in his unique approach to marketing. In our conversation, he lays out that approach with a ton of actionable items for listeners, including:

The 7 steps of the customer journey
How to set up a Customer Success Track for your ideal clients
Creating a “member mindset” in your customers that will boost business and referrals
And more

Modern marketing isn’t about tactics anymore, it’s about transformation over transaction. Learn how to create happier customers by helping them transform, and then watch as those customers drive your referral engine to new heights. Don’t miss out!

What if I told you that most of the marketing tactics you’re doing are a waste of time?

What if you could stop doing 80% of what you’re doing now, AND get even better results?

Interested?

In today’s episode of the podcast, I give you 3 principles to create maximum impact with minimum effort and complication. It’s the ultimate 80/20 for growing any company, and it took me most of the last 25 years to discover it. On the podcast we’ll cover...
Why “who” your clients are matters more than most everything else (and how to improve the quality of your clients)
The one thing that is more important than great copywriting, but overlooked by 90+% of entrepreneurs
How to think about client acquisition like an accountant
And more...

Today I'm pulling one of our most popular episodes out of the archives that discusses intense setbacks. Our guest, Joshua Long, looks back almost fondly at those times because he knows it shaped who he is today and allows him to see solutions when his clients can’t. Joshua is a consultant specializing in helping B2B companies overcome revenue plateaus, reduce risk, and experience rapid growth. To achieve those types of breakthroughs he looks at company culture, the mindset of owners and managers, and marketing strategy – specifically how you are positioned differently than your competitors.

Joshua has found that some business owners are actually sabotaging growth… without even knowing it.

Tune in and discover…

The Bottleneck Breakthrough method for boosting growth quickly
Why your support network – in business and at home – is key for entrepreneurs
The mindset you need to overcome hurdles life and business throw your way
How to “reprogram” yourself to get rid of toxic beliefs and create a new reality
Ways to be a more effective manager – without more bureaucracy

Many moons ago at the age of 28 I was tapped to be the CEO of the small consulting firm I was working for at the time. Great opportunity, and BIG problem…

It was a great business, but all of our growth came from random acts of referral.

One month we’d get a bunch of referrals, the next, little to none. But, we had long-term recurring relationships so we didn’t feel the inconsistency in our business development.

But it scared the heck out of me…

I wanted to know that we had new clients lined up wanting to work with us.

This is very early days of the Internet so we still had these quaint little places called bookstores. So I browsed the local B&N and picked up the book that I thought would help us finally learn how to market the business…

It was like reading greek. But, it started my journey of trying to crack the code on how to position yourself to get clients who come to you, want what you have, and value it so much that they’ll pay a premium for it.

A little more than two decades after buying that book, I now know it’s all really simple. There are only 3 moving parts to attracting clients.

In this episode, we’re breaking them down.

Inside we cover…

The three phases of attention in selling
Why marketing assets eat marketing tactics for breakfast
How to reverse engineer a simple, reliable system for getting clients (without chasing the “gimmick of the month club” as one of our clients likes to say)

Over the years I’ve worked with business owners at nearly every level, from those just over the 6-figure mark, to businesses doing into 8-figures.

Some grow really fast, almost effortlessly. Others take what can be a painfully slow road.

I’ve been trying to figure out what makes the difference.

A famous old Wall Street Journal ad claimed that the difference was a subscription to the Journal, but I don’t think that’s it ;-) …

The true difference?

Confidence.

The successful, fast growing entrepreneurs have it in spades. And they manufacture more and more of it every day, allowing them to grow faster and faster. To take on bigger projects and unknowns.

The unsuccessful…they have some. But they’re often riddled with doubt. And they look outside to build their confidence (and are often disappointed).

Confidence is the “killer app” for entrepreneurs…

And what’s most interesting is how the highly successful manufacture their own confidence.

It’s all inside today’s episode of The Unstoppable CEO™ Podcast–The Ultimate Guide to Entrepreneurial Confidence.

The #1 threat to your business in 2022 isn't the supply chain or inflation...

You biggest threat is obscurity. The clients you can help don't know you exist. For most small businesses this is the ever-present, seldom recognized existential threat.

So, going into next year, what's your plan to escape from being the best-kept secret in your market?

Today, I'm pulling an episode out of the archives that will give you a process and a plan for being "famous to the family" as Seth Godin likes to say. If you want to grow and serve more people in 2022, this episode will help.

1,767 days…

That’s how long we’ve published The Unstoppable CEO™ Podcast.

And today we publish Episode 250!

When I started the podcast I committed to myself that I would publish weekly for 10 years. We’ve still got a long way to go, but as we approach the halfway point (just two months away) I stopped to reflect on what I’ve learned so far, and on the biggest benefits to publishing for 250 weeks in a row.

Here’s what you’ll find when you tune in today…

The magic ingredient that trumps every hack, tactic, and shortcut ever discovered
The little secret I use to keep motivated that you can use and copy today
The one thing that’s lead to the very best episodes of the last (almost) five years

Have you ever stopped to think “why should anyone care” about you, your business, the thing you’re selling?

The truth is no one does...until you give them a reason to.

That reason is what I call your opinionated worldview.

Today on the podcast you’ll discover…

What an opinionated worldview is (and how to create yours)
Why you need one
How your worldview acts to bring you better clients (and premium fees)
The #1 ingredient your worldview must include to work
And more…

If you’re getting caught in price competition, this is the way out.

If you’ve ever wanted to stop trading time for money and find a way to “productize” your services, this is the podcast for you…

My guest today is Max Traylor and he turns service businesses into productized, scalable, profitable firms. Max explains the key elements of the productization process, including:

The 3 levels to productize any service
Defining the MOST valuable service you provide
How to sell your packaged service
What you can do right now with your current service proposal
And so much more...

If you’ve been looking for more leverage, tune in to Max.

Replacing a lost client is 6-times more expensive than retaining that same client… and replacing a key team member costs 1.5 to 2 times that person’s annual salary.

One of the fastest, easiest ways to put more money on the bottom line is to focus on retention.

My conversation with Lynn Thomas will show you how to take some simple steps that will have a big impact on employee and client satisfaction and loyalty, including:

How to conduct “stay interviews” to avoid “exit interviews”
How to identify clients and employees in danger of leaving
One small act that is worth the equivalent of 30% of a person’s compensation
And much more

Retaining people--both clients and team members is more important right now than ever. This interview with Lynn Thomas will help you do both…

Listen Now...

Have you ever been frustrated by a prospect that just seems to string you along, never really making a decision?

Ever wonder how to get more of the people in your database to take a next step...now, not later?

In this episode of the podcast I walk you through my favorite technique for forcing prospects to make a choice. It’s easy and can be implemented by any business...today. And will have immediate payoffs.

Listen now...

In this episode, I sit down with my friend and long-time client John Curry...he’s experienced one heck of a “life ambush.”

He’s just hit a huge positive milestone...one many people in his situation might not have the strength to make happen.

We go deep on overcoming adversity, building a strong mindset, and making progress in the face of serious and very real challenges.

I learned a lot from John throughout this entire experience. Today, we unpack the lessons for you. This transcends business, and is extremely relevant to every entrepreneur.

I promise you’ll find at least one thought that will improve your resolve, determination, and mindset.

New tactics are just flying by, and you want to keep up…

You’re grabbing one tactic after another, but never making any headway.

In today’s episode, I’ll show you how to get off the “new tactic” train and use a simple, 3-part framework to determine where you should invest your business development time.

Ready?

Listen now…

It’s not the most technically competent professional who is successful, it is the professional who makes their competency the most visible.

My guest this week is Charlie Moon. He is an expert in helping professionals develop their businesses by becoming more visible to prospective clients. His techniques allow accountants, engineers, bankers, architects, and others to become more confident and effective in their sales strategies. In our conversation, Charlie walks listeners through several processes he uses with clients, including:

How to increase your sales by working “left of hello”
Why getting some of the professionals in your office to sell is like pushing water uphill (and how to help them get better results)
Plus...Charlie's EMBRACE method for business development

Listen now!

How can you get more out of your service business without investing more time?

It can be difficult to do, but I’m going to show you 3 simple ways you can install leverage into your service business to free up more of your time.

Whether you are looking to use these leverage techniques to create time to invest back into your business, or you are looking to enjoy more time away from work, the steps in this episode will get you there, including:

Top tips for packaging your ideas to passively produce sales
How to deliver your services so more people can take advantage of them
How to productize your service
And more...

Listen now.

Everyone likes to talk about revenue, but profit is all that really matters.

Profit is what decides your lifestyle.

Profit is what dictates your family’s financial future...

And, profit is what keeps your business growing.

Do you want to start keeping more?

In this episode we’re going to think about profit differently. I’m going to detail for you 3 ways you can begin to create more of it (without having to invest more of your time in work).

How to think about adding leverage to have a greater impact (and make more) in the same number of hours
The fastest way to put money in your pocket that has nothing to do with marketing or sales
Why you can charge more (without losing clients) and how to do it

Try one of these profit boosters this week and let me know how it goes. And don’t miss out on our October Author Accelerator program.

What if I told you that most of the marketing tactics you’re doing are a waste of time?

What if you could stop doing 80% of what you’re doing now, AND get even better results?

Interested?

In today’s episode of the podcast, I give you 3 principles to create maximum impact with minimum effort and complication. It’s the ultimate 80/20 for growing any company, and it took me most of the last 25 years to discover it. On the podcast we’ll cover...

Why “who” your clients are matters more than most everything else (and how to improve the quality of your clients)
The one thing that is more important than great copywriting, but overlooked by 90+% of entrepreneurs
How to think about client acquisition like an accountant
And more...

Listen now!

Any business can grow and scale in good times.

Can your business thrive and survive through tough times?

John Jantsch has 5 steps for consistent growth that any company can utilize in any business climate. The author of The Ultimate Marketing Engine and Founder of Duct Tape Marketing returns to the show this week to talk about his new book, “hourglass marketing”, and how you can rev your marketing engine by making your business more meaningful to your customers.

John trains and licenses consultants all over the world in his unique approach to marketing. In our conversation, he lays out that approach with a ton of actionable items for listeners, including:

The 7 steps of the customer journey
How to set up a Customer Success Track for your ideal clients
Creating a “member mindset” in your customers that will boost business and referrals
And more

Modern marketing isn’t about tactics anymore, it’s about transformation over transaction. Learn how to create happier customers by helping them transform, and then watch as those customers drive your referral engine to new heights. Don’t miss out!

I often ask our clients… “Who do you want to be a hero to?” But today, my friend and podcast guest, Dan Rogers, says that’s the wrong question.

Dan says it’s better to be a sidekick than a superhero. He’s used that approach to build a highly successful 8-figure firm without a single salesperson.

Today we’re going to unpack Dan’s unique “unsales” approach to selling...one I think you’ll want to install in your business.

If you’d rather do great work than spend all your time selling, you’ll want to listen to this episode now…

Ever wonder how a highly successful serial entrepreneur builds companies that are almost guaranteed to succeed?

Today, I interview Mitch Russo who has launched ClientFol.io--a client management tool for coaches. ClientFol.io is Mitch’s fourth company. He sold his first software business for 8-figures. Then partnered with Tony Robbins and Chet Holms to build one of the largest business coaching firms in the world.

After leaving that firm, he started his current high-end coaching practice, and now a new software firm.

Mitch has a method for starting and growing companies. We dive into that today, and we dig into his latest venture ClientFol.io. Listen to discover...

How to build your own solutions (and profit)
How to develop a failed idea into incredible success
How to use your customers to develop your product
And even more...

No venture capital, no business plan, or market research. Mitch just put his idea out there and let his clients drive its development. Sometimes the easy way works the best.

Listen now…

Jeff Badu has gone from immigrant to entrepreneur before the age of 30. His ventures include financial services, real estate development, and asset management. He joins the podcast this week to talk about his journey from Ghana to Chicago and how you too can create abundance in your business.

As a CPA with clients across the country and around the globe, Jeff has gained important insights into how business owners create and protect their wealth streams. He shares with us:

Why you’re probably overpaying on your taxes
How to get control of your business’s finances
How to become a wealth multiplier
How to use your entrepreneurial skills to create community impact
And more...

Don’t miss this one!

Who are your best clients?

Who do you enjoy working with the most?

What if I told you that you can start replicating those clients with one easy email?

These are exactly the questions my guest this week, Brian Ouellette, is here to answer. Brian is a former financial advisor (while a FA he was the daily TV market commentator for FOX News This Morning in Seattle) and Founder of AskMyAdvisor.co, a Q&A referral app you can have up and running in 15 minutes... and generating referrals from day one.

Don’t wait for referrals to happen by chance. Move beyond passive marketing and be proactive in attracting the right new clients. Invest your time listening to this episode and you will come away knowing:

How to retain your clientele by creating exclusivity
How to identify your clients’ #1 problem and top questions
The simple strategy to jump-start your referral business
The “secret weapon” you can add to your emails TODAY
And more...

This is not general marketing; Brian’s strategies are laser focused on leveraging the connections of just your top clients to generate valuable business referrals.

If you are a trusted advisor for your clients, you NEED to listen in now. Brian’s simple strategies will IMMEDIATELY help you expand your connections and reach more of the clients you want to work with. Don’t miss this opportunity.

We all think we’re invincible…

But just for a moment imagine what would happen to your business if the worst case happened…

If you couldn’t go to work, not tomorrow, or next week, or for weeks or months…

Got the picture? What would your business look like? Would it still be there when you got back?

In the last two episodes, I’ve interviewed my client John Curry who has just lived this out. Except, I’ll bet his picture coming back to his business after almost 5 months out is a little different than yours.

He returned to a business that was still running at full-tilt...even grew without him.

In my third and final conversation with John, I wanted to know how he built such a resilient, self-multiplying business.

Whether you are planning to protect your business from unforeseen emergencies, or you are looking to step back and gain more free time from work, this episode is a must listen.

John and I talk through his process for assembling his business team, how they came through for him while he was away recovering from his amputation, and lessons he’s learned that will help any business leader build a “crisis-proof” team, including:

The fallacy of rugged individualism
How to automatically attract the right team around you
Leveraging your team in times of need
And much more

If you’ve missed the first two conversations in this series, be sure to go back and check them out. John has been through more in the past six months than most of us ever will and his insights and advice, both professionally and personally, are invaluable – whether you ever find yourself in a similar position or not.

Part two of our conversation with John Curry.

When John lost his leg four months ago, he translated his mindset tools from business success to his physical rehabilitation.

He also drew upon his talents to become more productive with one leg than most of us could be with two.

How? That is what we are talking about on this episode.

John shares with us how he kept his business growing and personal life on track while literally getting back on his feet. His insights include:

A “real life” look into how a life-threatening crisis became a catalyst for productivity
How to never again get stuck in a dip on the path to your goals (and when walking away will make things better)
A “blueprint” for creating a crisis-proof business
And much, much more…

If you missed the first part of my conversation with John, be sure to go back and check it out. His life-changing story will change yours (and how you run your business).

No one ever thinks THIS will happen to them…

And neither did my client…

Until he found himself in the hospital facing gruesome surgery…

He was worried about his health, even his life, and what would happen to his business.

Have you ever laid awake wondering what would happen if you couldn’t go to work for a week, or a month, or, like my client, for four months?

In this episode of the podcast, I interview my friend and client John Curry, the very first interview he’s done since returning to work after a shocking health crisis.

This may just be the most impactful podcast you ever listen to. In the episode you’ll hear...

Why your ability to make quick decisions under pressure is vital (and how to be at peace with even the toughest life or death decisions)
How to approach a crisis situation, and why and how to build your crisis recovery team
John’s WIRM technique to remain positive when most people would fold like a cheap suit
And so much more…

This week, I’m bringing back one of my favorite conversations from the podcast…

...my conversation with Steve Sims, author of the bestselling book Bluefishing: The Art of Making Things Happen.

Of all of the interviews I’ve done over the last four years, Steve Sims stands out as THE guy who gets big, hairy, impossible things done.

Here’s what you’ll discover in this special “rewind” episode of the podcast…

A way to ask questions that are impossible to say “no” to (and make people happy to help you fulfill your vision)
How to demystify big, “scary” tasks or goals
Why you need to fire the “vampires” in your personal and professional circle right now (and how to do it)
Practical ways to nurture the most productive relationships in your life
How pruning so-so or “bad” clients makes room for better ones

Way back at Episode 65 of the podcast I interviewed Dan Sullivan, creator of The Strategic Coach Program. It’s one of my favorite interviews…

We talk about what it means to set your sights on 100x growth in your business.

I’d thought 10x before the conversation, but I’d never thought 100x and it will bend your mind.

It’s one of the most impactful thinking exercises you can ever do in business.

So, today, we’re rewinding the podcast and bringing this valuable conversation into the present.

Tune in now and discover…

How to create your 100x bigger/better future vision
Why the secret of 100x growth lies in “Who Not How”
How 100x thinking allows you to escape from all competition and commoditization
The game-changer strategy for achieving 100x
And even more…

I could tell he was ready to fire his SEO/website consultant…

My client (we’re wrapping up writing his book) was asking what else we could do for him and his frustration with the performance of his website was clear as day.

He wanted to hire us to take over his website and “fix it”...

Knowing what I know about his business, there isn’t a fix. Does he need a website...sure. Will it ever produce big results...nope.

In this episode of the podcast, I share with you the advice I gave my client. If you’ve been frustrated with your website’s poor performance, this episode may just hold your answer.

You’ve heard it before…

“There’s riches in niches…”

This week on the podcast you’re I’ve got a case study in how to pivot into a profitable niche.

I’m talking with my friend and client Davina Frederick, Founder of Wealthy Woman Lawyer and author of the new book The Wealth Woman Lawyer’s Guide to Law Firm Marketing in the Virtual Age.

You’re going to see how Davina made the pivot to her profitable niche with huge success (she doubled her revenue in a year), plus…Why she made the decision to focus on a niche
How to filter out clients you don’t want to work with
Why serving a niche market is more advantageous than you might think
How to avoid indecision when analyzing your marketing options
And much more...

If you’ve ever thought about writing your own book to attract clients and grow your business, now is the time to do it and I’m here to explain how.

I’ve received lots of questions about the process of writing a lead-generating book. So, in this episode, I’m going to answer them and help you see what a successful book looks like.

How long should your book be?
How much should you give away?
Is there a specific structure to a successful book?
How long does it take?
And, the one question I hate to hear…

If you have experience solving problems for your clients or a unique method that gets results, and you’re ready to be seen as a leader in your market or industry, this podcast is for you.

Check it out and I look forward to seeing your book on a shelf.

The two biggest levers you can use when it comes to growth and marketing aren’t what most people think they are.

I’m going to share with you how to juice your growth by focusing on your offer and the economics of acquiring clients. Without these, any marketing tactic you employ will be ineffective.

Successful businesses are the ones that can align what they offer with what their clients actually want. Successful businesses are ones that truly understand the investment needed to deploy the marketing campaign necessary to acquire clients.

I’ve put together this episode to give you the answers to some of the following questions successful businesses have figured out:

How can I communicate my offer to clients in a really compelling way?
What are the economics I need to understand so that I can invest confidently in client acquisition?
When do I shift from referrals to paid media for greater client acquisition (and do I even need to)?
What are the marketing pitfalls I need to avoid?
And much more…

This is the episode you need to listen to if you are just starting up a marketing campaign, if you are ready to scale up client acquisition, or if your business has run out of organic growth. Money expands, time doesn’t.

Until next time, stay unstoppable.

Without business development, there is no business.

Obvious, right…?

So, why do so many people struggle with biz dev?

Most are focusing on the wrong thing...and ignoring what really moves the needle.

Today on the podcast, we talk about…

Where to focus your attention (there are only 3 things to zero-in on)
Why you need to build “marketing assets”
Which three marketing assets are “must haves”
The vital missing ingredient that’s easy to add (and easy to overlook)
And even more…

Oh, and I’ll give you an update on my freedom project: “The Less I Do The More I Make.” I had a big win recently, and if you’re on a similar journey to free yourself up, you’ll want to listen to this…

I’m often asked what’s the best kind of book to write to attract clients.

Today on the podcast I’m going to give my answer.

When deciding to write a book, I believe you first need to determine your goal for the finished product. Do you want to share your knowledge, educate, or transform someone’s thinking?

In this episode, I share some ideas on how to craft a book that will attract clients, build trust, and give you a position of preeminence in your market.

I delve into the four different types of books and the outcome of each from a client acquisition standpoint.

I even share with you exactly how long your book needs to be...

Go listen now!

Today we continue the series I’m doing called The Less I Do The More I Make.

This week is a bit of a twist. I’m talking about personal productivity multipliers. I started this process with the goal of a four-day workweek and I have been revamping my process to take me closer to that goal.

On today’s episode, I’ll tell you what I am doing to transform my schedule, make better use of my time, and get more done, including:

The tool I use to weed out my “irritating” time stealers
My time management tool picks
My 7 buckets for time organization
And more

Listen now…

P.S. There are five prior episodes and I recommend if you haven’t listened to them yet, you go back and check them out.

Part 1 - Mindset
Part 2 - Biz Dev Leverage
Part 3 - Systems
Part 4 - People
Part 5 - Breakthrough Solutions To Setbacks

Setbacks on the journey to freeing up your time can actually lead to more clarity.

This week I continue with our series The Less I Do The More I Make. This one is a little uncomfortable. I’m going to talk about some recent roadblocks I hit with my plan to free up my time. I think the first thing to know is setbacks happen. There are times things don’t go as planned and you end up working more than you want to.

Setbacks can be discouraging—but don’t quit.

In this episode, I share what stumbling blocks I’ve faced in my plan, and how it led to more communication with my team, which led to more clarity…

… and a surprising result.

I walk you through it on this episode in the series, The Less I Do The More I Make.

Today, on the Unstoppable CEO Podcast, we have a dynamite interview for you. We’re going to talk about selling in the new world of sales where trust really is the name of the game.

We talk to Ari Galper, who is the World’s #1 Authority on Trust-Based Selling. He has been featured in CEO and Forbes. He has a unique approach to sales that I think will resonate.

We talk about:

Myths in sales
Why the beginning of the sales process is the most important part
Using language and tone to diffuse pressure and trigger trust
Breaking out of antiquated sales habits
The One Call Sale®
And more

Your #1 job is to find and acquire talent…

Client “talent” (pays the bills), and team “talent” (delivers the value).

How do you attract team talent...and get them to do what you need done and execute at a high level?

I know every business owner struggles with this. It’s a huge barrier to freeing up your time.

So in this episode, I share how I’ve simplified what I have to do to build the team. I can tell you it’s already working…

...and the approach will surprise you.

Many thanks to everyone who has written in telling me how much this series is impacting you. If you’re getting benefit, please share this episode with a business owner who wants more freedom.

Want to know how to use a $5 book to land a $5,000 client? Check out my latest 15-min video that shows you our simple, zero-complication, "no-funnel" marketing system.
https://unstoppableceo.net/magneticauthor/

Ok, this week, we’re dealing with the dirty “D” word…

Delegation!

Man, I’ve had a love-hate relationship with that word over the years. Love the idea of it, but the implementation can be challenging.

If I’m honest, I’m good at figuring out the high-level processes, and...the details drive me a little nuts.

Maybe you can relate?

I think the challenges are magnified in a professional service setting. Sure, the science of what you do is easy to break into steps. It’s mechanical.

The hard part is how to turn the art of what you do into a system--the strategy, the critical thinking, problem-solving, and application of your vast store of specialized knowledge to a specific client’s problem today.

My thinking on how to do this has changed over the last couple of months, and (I think) my approach has improved and simplified. I walk you through it on today’s episode.

Listen now…

-Steve

Want to know how to use a $5 book to land a $5,000 client? Check out my latest 15-min video that shows you our simple, zero-complication, "no-funnel" marketing system.
https://unstoppableceo.net/magneticauthor/

This is Episode 2 in a new series I’m doing called “The Less I Do The More I Make.” In last week’s episode I introduced my new operating mantra--the less I do the more I make--by talking about the mindset shift required to pull it off.

This week, we’re getting practical. If you’re going to start freeing yourself up, you need to start somewhere. I think the first place to start is with your business development.

So, today, we’re looking at how to build leverage into how you do business development. Using the strategies I share I’ve freed up almost 10 hours a week and we’ve attracted more and better clients.

Want to know how to use a $5 book to land a $5,000 client? Check out my latest 15-min video that shows you our simple, zero-complication, "no-funnel" marketing system.
https://unstoppableceo.net/magneticauthor/

How to Radically Free Your Time and Improve Your Business

In January I began a process to radically free up my time and increase our business.

It all started with 8 little words that I wrote on a sticky note and attached to my computer monitor…

”The Less I Do…The More I Make”

An awful lot of “gurus” will tell you that you need to delegate, trim your to-do list, create time freedom…and…and..and…

And…they never really explain how to go about it.

So, instead of telling you you should do it, I’m showing you how I’m doing it, right now, in real-time. The good, the bad, and the ugly.

This is the first in a series of episodes and articles where I’ll show you how I’m transforming my schedule from a business that had grown in 2020 to consume me 7-days a week by the end of the year, to one where I take 164 days off in a year…AND GROW THE BUSINESS FASTER THAN BEFORE.

I recorded this episode several weeks ago, then after reflecting on it, decided to write a 1500 word article distilling the insights further.

I hope it opens some new thinking for you.

Read the article

On this week’s episode of the Unstoppable CEO Podcast, we speak with Alistair McBride, Director of Al McBride Coaching & Development. Al is a coach, facilitator, and trainer who has started numerous small businesses and is a regular guest lecturer and facilitator at multiple universities in Ireland, talking about cognitive behavioral coaching, entrepreneurship, and innovation. He coaches executives and business owners across many industries, focusing on the topic of the psychological edge in negotiation. He is also the host of the Dealing With Goliath Podcast, which focuses on sharpening the psychological edge for business leaders.

We chat with Al about his innovative methodologies, as well as:

A peek into the world of art dealership
Overcoming AI commodification concerns
The critical questions to ask to determine value
How to cultivate long-lasting, trusted relationships during negotiations
Tailoring your approach for clients and transactions to be effective every single time
And more

On this week’s episode of the Unstoppable CEO Podcast, we speak with Kate DiLeo, the Chief Brand Architect with brand strategy firm, Ennobble. Kate believes that an effective brand is the path of least resistance to revenue and she's passionate about helping organizations create really compelling common ground with their customers.

“Really, my whole approach is about helping free up business leaders and entrepreneurs to deliver a brand pitch that actually enables them to win more work,” says Kate.

We chat about methods and actionable strategies for branding, as well as:

The importance of nailing down the messaging before creating visuals
The one-sided nature of storytelling and how to engage customers in conversation
The three specific points that you need to be in every conversation
The metrics used to measure the success of a rebrand
And more

Our special guest on this week’s episode of the Unstoppable CEO podcast is Tobin Slaven, Co-Founder of BookofExperts.com. He leads the referral network which showcases and spotlights the world of expert entrepreneurs, including coaches, consultants, authors, speakers, influencers, and agency owners, and continues to build a referral circle of strategic partners by building meaningful relationships. He is also the author of Experts Never Chase.

We chat about establishing and maintaining your authority of expertise, as well as:

Exiting from playing the digital marketing game
Making an impact through one-to-one conversational sales
Building stronger relationships
Exploring the Four Gears of Marketing
How to make more meaningful connections with genuine interest
And More

Our special guest on this week’s episode of the Unstoppable CEO podcast is Adam King. Adam is the host of The B2B Growth Think Tank Podcast and leads the growth consultancy, Think Like a Fish, as the Business Growth Accelerator. He focuses on helping established B2B and professional service firms generate £500k of additional revenue in 12 months.

Adam says, “So there's always something in your process, something that you do, that you can really bring out— either you do it slightly differently or not everybody in your market really celebrates or talks about. If that’s brought out, suddenly, you are very, very different.”

We chat with Adam about bridging the gap between where you are and where you want to be with regards to business development, as well as:

What your company needs to own and control to effectively delegate for execution
The benefits of developing a results generator visual model
Bringing focus to the steps along the path that create outcomes for your clients
How to bring to life the intangible value that you offer
And more

Our guest on this week’s episode of the Unstoppable CEO Podcast is Manuel Astruc. Manuel is a Board Certified Psychiatrist with over 20 years of experience running a private practice in the addictions field and serving as the medical director of Saratoga County Alcohol and Substance Abuse Services. He also coaches entrepreneurs who are facing burnout, or who have realized that something has to change in their business, helping them to break cycles of self-sabotage and underperformance to shift toward growth and success. His ultimate goal is to integrate his coaching and mental health treatments to replace limiting beliefs with long-lasting paradigm shifts.

We chat with Manuel about overcoming his own battles with alcoholism and depression, as well as:

The big impact of his twin sister’s optimism, despite her own illness
The four pillars to practice to bring more happiness into your life
Ways we numb ourselves and the excuses we use to keep ourselves in the cycle
The three things to remember when you or someone you love is going through hard times
And more

On this week’s episode of the Unstoppable CEO Podcast, we speak with Chris Ross. He's one of the world's leading experts on high-performance sales teams, the host of the Win-Win Effect Podcast, and the Founder of the broadcasting media network, Winject Studios. He has also created two nationally accredited sales and business programs operated by over sixty trade schools and is currently building a podcasting powerhouse, teaching others how to grow their leadership.

“You have to make the proper adjustments and be alone in your own thoughts to understand what you need to do in certain moments and if you’re aligned with your own core values and what you really want. If you're not, you're going to fail in entrepreneurship,” says Chris.

We chat with Chris about creating a career in educational sales, as well as:

Developing emotional intelligence
How to ask better questions and create better podcast conversations
How to change your life by changing your thoughts
Making an impact and taking it to the next level
And more

My guest is Perry Marshall, best-selling author of seven books, including The Ultimate Guide to Google Adwords, The Ultimate Guide to Facebook Ads, 80/20 Sales and Marketing.

But today, Perry and I are diving into his latest book—Evolution 2.0. Perry’s a brilliant marketer and a disciplined engineer.

This is a fun, deep, and very different interview, that will expand your thinking.

And, there are unusual, seldom understood, parallels between Evolution 2.0 and your business (yes, really). You’ll have to listen to find out.

I hope you enjoy listening as much as I enjoyed being in this conversation with Perry. TimeLine

00:11 Today Steve speaks with our 50th guest, Perry Marshall. One of the most respected business consultants and entrepreneurs in the world.

01:53 Perry got laid off when his wife was 3 months pregnant. He details his incredible journey from that point to where he is now.

06:18 Perry takes one of the major life questions that has confounded mankind since history began...just where did our arms come from?.

17:32 Perry breaks down some of the main points from his book Evolution 2.0 including an in-depth discussion on evolution.

26:28 Perry talks the work of biologist Barbara McClintock.

35:25 Steve takes Perry’s point on gaps in evolution and shows how it's happening in business today.

37:11 Perry explains how he used his own theories from Evolution 2.0 and applied it to his business. A method called the Swiss Army Knife.

40:12 Perry talks about MS-DOS and a scientific experiment using antibiotics.

45:37 Perry explains his bacteria theory further.

47:38 Steve picks up on the fact the evolution is fractal.

52:55 Perry explains what The Evolution 2.0 Prize is.

55:24 Perry tells us how best to get in contact with him Mentioned in the show

Evolution 2.0
80/20 Sales and Marketing
The Ultimate Guide to Google Adwords
The Ultimate Guide to Facebook Advertising
https://naturalcode.org
https://perrymarshall.com
https://cosmicfingerprints.com
Enjoy this podcast? Leave us a review on iTunes.

80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More

Ultimate Guide to Facebook Advertising: How to Access 1 Billion Potential Customers in 10 Minutes (Ultimate Series)

Ultimate Guide to Google AdWords: How to Access 100 Million People in 10 Minutes (Ultimate Series)

Evolution 2.0: Breaking the Deadlock Between Darwin and Design

Alinka Rutkowska is the best selling author of How I Sold 80,000 Books. Our guest is now devoted to working with business leaders to write, publish, and promote their own best selling books. She used her marketing strategies to launch Leaders Press and has a 100% success rate with creating and launching bestsellers for entrepreneurs across the spectrum.

In this episode, we discuss how to enlist others to help write your book, as well as:

How writing a book gives you authority over your business niche
Working with a team to write and publish your book
Common excuses preventing business owners from publishing their book
Foundations of promoting to ensure a successful launch
Incentivizing book purchases
And more

Today on the podcast, we’re talking about out-of-the-box (yet very effective) marketing strategies. Why?

Because there’s way too much “me too” marketing being pumped out by your competitors. If you want to stand out, you need to stand apart.

So...today, we’re taking you through some obvious, but seldom used strategies, and a few that you’ve probably never thought of.

Grab a cup of coffee and a notebook...you’ll want to make some notes and put these ideas to work in your business.

Listen now...

On this week’s Unstoppable CEO Podcast, we speak with special guest, Danielle Grant. Danielle is a no bullsh*t mindset mentor, entrepreneur, and motivational speaker. She's the founder of Your Mindset Mentor and host of the Mind Vibe Podcast, providing entrepreneurs deep wisdom on their own mindsets to heal and awaken to their consciousness.

“When I can move someone out of ego thinking and ego behaviors, and align them with very conscious thinking and conscious behaviors, the actions become a lot easier. The money aligns a lot better, you don't feel as flustered, and you're not scrambling all the time because you're very conscious; all of your actions are conscious, you're trusting, and you're aligning,” says Danielle.

We chat with Danielle about subconscious attachments and how they turn into patterns in our lives, as well as:

Questions to ask yourself to move past limiting beliefs
The Three-Step Mindset Framework
Why many people quit before they’ve begun
Evidence that limiting beliefs are being overcome
And more

A few years ago I was gifted a little book called Wanting What You Want, by Dan Sullivan. Before reading that book, I’d often attach a justification at the end of any statement that started with “I want to…”

There was always a “because” that followed.

Today on the podcast we explore the importance (and difficulty) in knowing what you really want--in life and in business.
I believe it’s the most important of all questions for you and I as entrepreneurs. You know the old saying… “Be careful what you wish for, you might get it.”

As we ramp up for a new year and fresh start after 2020 I think this topic is more important than ever.

Here’s what you’ll find when you listen…

The vital difference between knowing what you want and knowing what you don’t want.
The only justification for anything you want.
An approach for getting clear on what you really want.
And a lot more…

Go listen now!

Today on the podcast we’re talking about the big breakthroughs that come when you publish a book for your business.

If you’ve ever wanted to write a book to support your business but just didn’t know how to start, or find the thought of sitting down and writing a book overwhelming, this episode is for you.

I sit down with my friend and client John Curry who just went through our Referable Book process with his second book and we cover…

The big impact a book can make.
Why entrepreneurs get stuck trying to write a book and how to avoid it.
My simple method for outlining your book on a single page.
How to use your book to get clients.
And a whole lot more…

Listen now…

-Steve

Mentioned in this episode:

Podcast Prospecting
Unstoppable Referrals
Steve’s other books

Unstoppable Referrals: 10x Referrals Half the Effort

David Munter has lived nine lives professionally as a visionary entrepreneur, writer, and musician. From a personal trainer, to project manager, to ghostwriter and singing drummer, he is now the founder and CEO of Renaissance Messaging, a boutique copywriting company.

David says, “To write great copy, you actually have to know yourself, inside and out; you have to understand your company and your products so that the brand is super clear. You also have to know your audience, inside and out, know what makes them tick, what makes them excited, even understand how they speak. Then, you have to create the perfect bridge.”

We discuss how David began writing as well as:

The formula for the most effective and impactful copywriting
How to pinpoint powerful messaging
How to find out what you really do best
Solving a problem for your audience
And more

On this week’s episode of The Unstoppable CEO Podcast, we speak with Matt Deutschman. Matt is the Owner and President of Doubletake Promotional Marketing, a company that specializes in custom branded promotional products for colleges and universities, and professional service firms in the finance industry. He founded Doubletake in 2010, and is the fourth generation in his family in the promotional marketing industry after his great-grandfather and grandfather began the Paulmay Co. in 1935.

Matt says, “It's all about understanding our client— best understanding their marketing strategy, what their brand is all about, who their target market is, and how best to reach them.”

We chat about adapting for longevity, as well as:

The role of delegation in business growth
Best practices during hiring for building a trustworthy team
Pivoting during the pandemic
Nurturing client relationships
And more

Our special guest on this episode of The Unstoppable CEO podcast is Duncan Littlefield. He's the Founder and CEO of Littlefield, a holding company that has companies such as The Littlefield Company and Sidecar, where they tell under-told stories, by delivering scalable content for purpose driven companies. He's on a mission to support everyone who wants to become obsessed with their own unique life.

Duncan says, “We're having a blast. The work that the team is putting out is exceptional, but the way they hold themselves and the way they treat our partners is even better. So I'm one of the luckiest guys you get to meet because I've technically had three dream jobs. And I love every bit of what I'm doing and I'm having a blast.”

Our special guest on this episode of the Unstoppable CEO Podcast is Lee Richter. She is the Founder and CEO at Richter Communications, and the Chief Visionary Officer, Speaker and Global Leader at Go Ask Lee. She’s also a member of the Forbes Business Council, CEO of the Event Planners Association, and the Founder and Executive Director of the Pet and Wildlife Fund. Lee is a master of launching successful businesses and assembling teams to accomplish visionary goals.

“The world needs the black and white story. The world needs the all colors included story. And that's what I bring as a multiplier. I bring all the different versions, the different perspectives, I bring different views together. And it tells a different tapestry of stories that way,” says Lee.

Lee shares her formula for developing a successful team, as well as:

Collaboration between simplifiers and multipliers
Cultivating a team to care for aspects of business outside your wheelhouse
Task management for allowing your team to thrive
ELF mentality
And more

We did it! This week we hit Episode #200 of The Unstoppable CEO™ Podcast.

In this week’s episode, I share what I’ve learned after doing 200 episodes of the podcast. There are lessons here for anyone wanting to start a podcast or anyone who has one, and there are lessons you can take and apply to your business development if you never host a podcast.

I am absolutely grateful for YOU. The fact that you’re here and you listen each week is awesome, and I hope the ideas we share serve you well.

Here’s what you’ll find when you listen…

The major impact the podcast has had on my network.
How we doubled revenue.
The advantage we gained when COVID hit.
My biggest surprise result from 200 episodes and nearly four years of the podcast.
And a lot more.

In Episode 187, my friend and client John Curry and I did a deep dive into fear, mindset and how fear can cripple your entrepreneurial drive. In this episode, we revisit the topic and discuss how to “flip from fear to confidence”.

Plus, we cover the importance of focusing on your own “personal economy” and bypassing what’s happening in the world. The path to get there is what John and I call “radical independence.”

If you’re feeling fearful about your circumstances right now, this will help, and if you’re feeling a sense of optimism and independence this will give you the fuel to take it to another level.

Tune in as we discuss...

Dealing with negative influences and handling mistakes
Creating your personal economy
The Fear-Confidence Continuum
And more

On this week’s Unstoppable CEO Podcast, we speak with Bill Bloom, RICP. Bill is a lifetime income provider, husband, father, sailor, and abundant thinker. He focuses his time on making others’ lives better through the Retire as You Desire process.

Bill says, “I’m passionate about helping people create lifetime income streams from the resources and monies that they've saved from their businesses and figuring out ways to give people purpose in their life so that they can actually Retire as You Desire and enjoy their lives.”

We chat about Bill’s new book, Money Habits for Success, as well as:

Abundance mindset
Investing with purpose
Retiring as you desire
And more

Justin Breen, CEO of PR firm BrEpic Communications and author of the best-selling book, Epic Business, is a big believer in leveraging your unique strengths to achieve success in your business and personal life.

You can’t assume what you’re good at but should actually take a “scientific” approach to measuring your strengths and identifying weaknesses. The trick to making it all work is what you do with that knowledge, says Justin.

We also talk about how he came up with his business model, which he says is based on something that annoyed him for 20 years… that he finally solved.

Tune in to find out…

The clients Justin always says “no” to
4 serious setbacks every entrepreneur should be prepared for
The difference between relationships and transactions
How to recognize and overcome your most dangerous weaknesses
And more

So much business used to be done face-to-face, notes Ethan Beute, handshake deals and all that. The rise of digital technology and automation streamlined everything, but that human connection was lost.

Ethan, chief evangelist with video messaging service BombBomb and author of Rehumanize Your Business, is on a mission to change that and inject human contact back into the equation, which he says means more qualified leads and higher value sales… not to mention better onboarding, ongoing communication, and more.

Technology is part of the process, of course, but simply as a tool to make communication easier.

In this episode, we talk about this “rehumanizing” of your messaging, as well as…

The power of getting “personal” with your best prospects
5+ types of videos to use in your lead generation and marketing efforts
The only way of getting better at videos (or any other skill)
How adding this element to your emails increases clicks and conversions
And more

Zander Fryer of High Impact Coaching shares a hard truth. If you want to build a six- or seven-figure business, and you’re not there yet… it’s because you’re not good enough. If you were, you’d already be there.

But, adds, Zander you can become good enough by picking up the right skills, mindsets, habits, and knowledge you need. By growing as a person, you can grow your business.

One of his techniques involves, every day, thinking of the one thing that scares you the most… and doing it. Zander gets into detail on that, as well as…

The biggest difference between successful people and those that are perpetually stuck
Why you must always challenge yourself – and how to do it even when you’re “successful”
If you’re not doing this… nothing else matters
The dangers of a trying to create “perfect” product or service
And more

Bob Howard, founder and president of Contact Science, has built software that focuses on making prospecting for new business more efficient and effective – not to mention easy. It’s automation that doesn’t forget the human touch that is vital for successful sales.

If you don’t have outbound prospecting as part of your business development… Bob shares reasons why you might want to add it to your process. If you do but aren’t finding much success, he shares ways to set more qualified appointments to build your business.

He stresses that his solution is not a typical CRM – and outbound prospecting is actually much more straightforward than you probably think. We take a deep dive into that, as well as…

Key metrics to watch out for to spot parts of your outbound prospecting process in need of improvement
The first step if you’re starting an outbound program from scratch, including where to get a list… if you don’t have a list
How your outbound prospecting approach changes based on the type of business you have
The importance of messaging and how to use it to gain “mindshare” in three different channels
And more

When you make strategic changes, don’t forget to make sure your team is onboard, stress Leeza McKeown and Dan King of Fireside Strategic. If you don’t have that buy-in… there’s no execution and no improvement.

That’s why this dynamic duo stress the people component of any strategic plan. We talk about how to engage your team and make them enthusiastic participants in change, from the CEO down.

It all starts with an honest assessment of where you are now… and where you actually need to be. We dig deep into that, as well as…

The bottleneck every company has – and how to break through it
What role the leadership skills and management style of the CEO plays in the process
The #1 first step you must take before investing in any major changes in your business
How your customers can help you determine your next strategy shift
And more

Bart Mroz, CEO of SUMO Heavy Industries, has a problem. This boutique digital commerce consulting company is focused on “heavy” development work on the backend systems for ecommerce clients. But they still get a lot of inquiries seeking help with marketing, SEO, design, and similar work… which they don’t do.

Bart wants to reposition the business in the marketplace so they can start attracting more of the right prospects, especially bigger companies with in-depth needs.

If you’re facing a similar problem in your business – a gap between what you do (or want to do) and what people think you do – it’s well worth a listen.

We talk about…

How to identify your true buyer and their triggers
Why you might need a lot fewer new clients than you think
A strategy for laser-focusing your lead list – and how to start the right conversations with the decision-makers
An effective way to establish yourself as a thought leader and innovator in your niche
And more

The biggest obstacle to business development for consultants and professional service providers – and salespeople in general, says Charlie Moon, is the fear of sales.

It’s that emotional turmoil that as one of his clients put it, causes “sweaty palms” when speaking on the phone with a prospect.

Right now, Charlie is trying a new marketing method to reach potential new clients who need help with sales.

We talk about why he chose this channel, the advantages, how he’s going to “package” his message to ensure he reaches those prospects most predisposed to say yes… and why many of his clients could actually use the same channel too.

Tune in to find out…

How he’s finding his target audience(s) and speaking to them
The bad habits your mentors may have taught you about out sales – and how to overcome them
A way to get your current clients to “help” you write marketing to reach new prospects
Why podcasting is not what you think
And more

At consulting firm Sterling Woods Group, CEO Rob Ristagno and his team help middle market companies use data to create sales, marketing, and other strategies to accelerate revenue growth.

Best of all, says Rob, it’s data that is already there. It’s just that owners and executives don’t know how to analyze it – or come up with insights that can impact the business.

It’s a vital service, yet Rob admits that the value of his company’s service isn’t always apparent and often seen as a “luxury.” It can be a struggle to get hired.

We take a deep dive into how to change that perception. Starting with identifying his ideal client and their pain points and going from there. If you’re facing a challenge in strategic growth and haven’t pinpointed your obstacles, this conversation is a must-listen.

Tune in for details on…

A strategy for leveraging your current list of prospects
How to use podcasts to get your foot in the door with potential clients
The 3+ biggest obstacles to getting hired as a consultant or professional service provider – and how to overcome it
A strategy for identifying not just ideal clients… but when it’s the right time to talk to them
And more

There are a lot of misconceptions about LinkedIn out there, says Trevor Turnbull. It’s not Facebook for business people. It’s not an online business card and resume. It’s not a place to spam hundreds of people hoping to find leads.

But when used correctly this social media platform can pull in a steady stream of qualified prospects, says Trevor. And he should know. He’s The LinkedIn Guy, with more than 26,000 people having gone through his training programs.

In this episode, he talks about an effective client acquisition system he’s created, the LinkedIn Linchpin Method, that leverages the true value of LinkedIn, as well as…

How to avoid being perceived as a spammer
A content creation strategy that actually works, including a format you wouldn’t expect
Why you must start a conversation with a prospect before you ever talk to them – and how to do it
The reason you must act like a “human” on LinkedIn
And more

If you went on a vacation for a week… would your business grind to a halt? That means you have an owner-centric business, says David Jenyns. And you need to change the way things are run so you can work on the business – and not so much in it.

David, founder of systemHUB and creator of the SYSTEMology methodology, says putting the right systems in place and empowering your team will free you up to be more strategic, spur growth, and increase the business’s value.

Best of all, your business can run profitably without you… giving you the true freedom to do whatever you want, whenever you want.

And yes, you can even implement systems if you offer professional services.

We get into the details of how to actually implement David’s methodology, including…

Warning signs of an owner-centric business
The biggest limitation to business growth – and how to overcome it
How to determine what to systemize first (and why you need less systems than you think)
The 3 steps to creating effective systems – and how your team fits into the process
And more

In the past several months, we’ve all experienced traumatic upheaval in healthcare, society, culture, politics, the economy… This isn’t the first time in history something like this has happened. And people face their own personal crises – large and small – all the time.

But we can’t let fear rule our lives in a time of change and turmoil.

How we react to change – not the change itself – is what creates the outcome. What we must do is refocus and make a plan to move forward.

It might seem easier said than done, but there are ways to face fear head on, lessen its impact, and move past it. Tune in for details on the mindset you must adopt to overcome fear, as well as…

Why other people are key to overcoming fear
A 30-minute writing exercise that can help you solve any problem
The best way to deal with negativity
The 3 Cs of turning fear into opportunity
And more

Now, more than ever, says Matt Heinz, you need to be crystal clear about who you’re selling to and why… and build your message around that. Only then can you stand out from the crowd and reach the fewer prospects who are buying (and are buying less, by the way).

He says the first step is to set your sales goals – and that informs your target market. Next, setting up a “sales funnel.”

But in complex selling, which requires multiple “touches” to get the deal, a new type of funnel is needed, says Matt. He outlines a sales process that incorporates all parts of your organization working together.

As part of that, Matt talks about getting very specific about your target audience – much more detailed than you might think. We talk about that, as well as…

A strategy for scaling up revenue goals – without increasing your marketing budget
How to get sales and marketing teams to actually work together
Why the wrong types of goals can sabotage your marketing
When a lead isn’t a really a lead
And more

Hugh Liddle has a simple philosophy when it comes to sales: people don’t buy what they need, they buy what they want.

He says only when you apply that principle to your interactions with prospects will you get the sale. And it’s even essential for products and services you don’t think people would ever “want”… like tax prep help or legal services.

Hugh explains that in those cases, you must understand the difference between the service you provide and the result you deliver as you put together your sales process. Essentially, he says, prospects only care about one thing – and you have to address that when you talk to them.

We discuss that in-depth, including…

The biggest mistake service providers make in their sales and marketing
The worst type of question you can ask when talking to prospects
How to make a sales script… not sound like a script – and why everybody needs one
The power of You Statements and Value Statements – and how to use them
And more

For consultants and coaches, working with clients one-on-one is just not sustainable, says Jane Sagalovich, CFA, and actually limits how big the business can grow and the revenue you bring in.

After all, there is only one of you and just so many hours in the day. And raising your prices can only get you so far.

By growing the business beyond you and “packaging” your expertise, you can still provide value to clients and help them get results… while you work less and make more money, says Jane. With this model, you can build a business that helps you get what you want out of life.

We get into detail on that transition, including…

The absolute first step to scaling up your business – and it doesn’t have anything to do with your business
Why online “education” appeals to every target market and demographic today
How to put together an effective online course people will actually join – and stay in
Marketing strategies for people who hate marketing
And more

Podcasts are one of the best ways to reach more prospective clients for your business. Not just from the audience but from the person you’re interviewing – or who is interviewing you, not to mention the referrals they can send your way.

Podcasts are a great way to “speed up” a potential business relationship. You get to know your potential client or partner – and can quickly see how you can provide them value… perhaps even to people they know.

But what works best:

Hosting your own podcast and inviting guests?
Being a guest on other peoples’ podcasts?

We’ve tested this proposition and have come up with a definitive result for the method that gets the most – and best – leads that might surprise you. Tune in to get the answer and find out how that should impact your own podcast marketing efforts, including…

Why audience size doesn’t impact how effective a podcast can be
How podcasting works as the ultimate networking tool… that actually gets results
The must-have giveaway when guesting on podcasts
What you should include in your podcast to boost referrals
And more

If you want to pursue the dream of entrepreneurship but are leery of starting from scratch with a new venture, franchising can be a compelling alternative.

As franchise owner and expert Giuseppe Grammatico puts it when he first got into this business model: “I didn’t want the burden of having to figure everything out.”

In many ways, franchising is a “business in a box,” giving you an established product, marketing strategy, and brand recognition… not to mention support from the franchisor.

Of course, that doesn’t mean you won’t be working hard when you invest in a franchise, says Giuseppe, especially in the beginning.

We talk about the specific advantages of franchising, as well as…

The thousands of franchise opportunities – it’s way more than just fast food
Details on the franchisor/franchisee relationships you should know
How to pick the right franchise for you (passion doesn’t always mean profit)
The level of investment you should expect and unexpected funding sources to look out for
And more

Access to capital in the startup phase – and to propel further growth – is a must-have for small businesses. But it’s not easy to get those much-needed funds, especially if you go through traditional channels.

Lendio, led by founder and CEO Brock Blake, is a lending marketplace that has facilitated $1.7 billion in small business loans to more than 73,000 businesses. These aren’t the next Ubers or Facebooks but rather small retailers, restaurants, and the like – businesses Brock calls the backbone of entrepreneurship in this country.

Lendio makes it easy to get funding and the process is transparent, and Brock goes into the how, but more importantly, the why, as well as...

The most important criteria for securing a loan (it’s not what you think)
How to face down a “near death” experience in your business
Why persistence isn’t enough by itself
Ways to balance business with family life (how you set up your day is key)
And more

When it comes to coaches and consultants, it’s the “gurus” that get all the attention… at least on the surface. But, says Dov Gordon, you don’t have to be a guru to build a successful business. In fact, he says that most people don’t have the right personality to be an effective figurehead like that.

Another thing: trying to land prospects through social media, paid ads, or the like doesn’t really work in the long term.

So, if you’re not going to be a guru, and you’re throwing out typical digital marketing tactics… what do you do to bring in new clients?

Dov walks us through a more effective model based on building profitable relationships.

Tune in to find out…

What technology can and can’t do to get you quality leads
How to form an “Alchemy Network” – and who should be in it to create a steady stream of clients
Why too many leads is a bad thing
Turning complexity into simplicity in your business – it’s easier and harder than you think
And more

What you learned about business development for your professional services firm… is probably dead wrong. Networking – at least in the traditional sense – doesn’t work.

That’s a bold statement. But in this episode, I unpack exactly what this means for you and your business… and what you should be doing instead to cultivate contacts with the right people that turn into long-term and lucrative business relationships.

Not only that, they become raving “fans” who bring new clients to you… almost automatically.

We get into detail on that strategy, which was inspired by one of the world’s most popular TV hosts, as well as…

Leveraging an existing audience – that’s not yours
How you can get a steady stream of “pre-sold” leads
Creating a massive referral event
The real reason you should be podcasting – and why it doesn’t matter how many listeners you have
And more

Robert Glazer, founder and CEO of Acceleration Partners, has a recipe for business success: invest in your people. Help them grow… and watch your business grow.

Part of that process is creating a company culture that supports this process… and finding people who fit in that culture.

But Robert says creating culture doesn’t mean putting in a foosball table in the breakroom, and it’s not a mission statement sent around in a memo or on a poster. It’s a set of guiding principles that inform everything you and your employees do.

We talk about the hard work that should go into this process, as well as…

The most dangerous myths about company culture
Tips for hiring best-fit employees (and having those that don’t fit “self-select” out)
How company culture fits into your management style
The biggest mistakes in setting core values
And more

As a business owner, one of your primary roles is to land new clients. And one of the most important parts of that process is to know which clients to pursue now, which to “catch and release,” and which aren’t worth talking to again.

It’s a strategy that takes patience and persistence… but definitely pays off in the long run as you end up working with more of your ideal clients – and people who truly value your work.

This mindset throws high-pressure sales techniques out the window. In fact, the trick is to sell without selling.

Listen now to get more details on that, as well as…

The #1 job of an effective salesperson
How to tell if you’re “scaring away” potential clients
Why having fewer leads can be a good thing
The public commitment technique for getting stuff done
And more

As a business owner, your taxes shouldn’t be an afterthought, something you only think about when you’re getting ready to file. Jamie O’Kane is a CPA who gets proactive when it comes to creating custom tax planning and preparation strategies that can lead to business growth.

Jamie uses her podcast, (Abundant Beans) to help promote her accounting firm. But that’s just the start of her online marketing efforts.

We get into detail on the channels she uses and, along the way, workshop a lead generation strategy that any professional services provider can use.

Tune in to find out…

Why she narrowed her target market – and the benefits it’s brought to her business
An unexpected lead generation and conversion tool
How she uses her podcast to support her CPA firm
The key social network she uses to contact potential clients
And more

If you’ve ever taken a so-called personality test and been dismayed by the results… you’re not alone. Dr. Benjamin Hardy, organizational psychologist, best-selling author, and entrepreneur, says those tests are far from scientific or the definitive truth about who you are.

He says personality is not hardwired, as many think. And this limiting belief prevents most people from getting what they want out of life. His new book, Personality Isn’t Permanent, is an exploration of that concept… and we get a sneak peek.

Dr. Hardy shares some strategies for changing your way of thinking and environment which can impact personal change. It may be an uncomfortable process… but you’ll reap the benefits in your business, relationships, and beyond.

Tune in to find out…

Why selective attention can be dangerous
A strategy to uncover the new you
How to recruit your “future self” to help you in the present day
The dangers of your comfort zone
And more

As a small business, don’t let yourself become a commodity – you’ll get lost in a crowded market. Instead, to compete effectively, says Patti Mara, you must position yourself as a trusted resource and provider of not products and services – but solutions.

Patti, a business consultant and author of the new book UpSolutions, says there are key things a business must do to reach that goal. It all starts with the customer – and how you interact with them.

She says too many businesses give prospects a reason to default to the competition with the lowest perceived price instead.

We talk about what the ideal customer experience looks like (including during the ongoing pandemic), how to help your customers make “better” decisions, and more, including…

Why you should never compete on price
3 things you must do to make your team more effective
How to listen to what your customers are saying beyond the words
Why putting profit as a secondary consideration in your business… will lead to faster growth
And more

“Thought leader” is a big buzzword these days. But Samantha Riley goes beyond the hype and gives her coaching clients actionable steps they can take to expand their influence in their niche and make themselves more valuable… which means more income.

Becoming a thought leader means you’re no longer the best-kept secret… you’re the go-to for potential clients seeking the services you offer because you stand out from the crowd. And it’s not enough to simply be good at what you do, says Samantha. You have to make sure the right people know it.

If “tooting your own horn” makes you uncomfortable, Samantha has a remedy.

We take a deep dive into that topic, the other things you must do to become a thought leader, and more, including…

How to figure what you want your life to look like – and how to make it happen
3 parts of effective positioning to build your brand
The KEEP Method for determining what makes you unique
Creating a roadmap for business success – and where you must start
And more

In this special bonus episode, I interview my friend and client Jeremy Macliver of Guaranteed Traction. We discuss what it's going to take to restart your business and find the new opportunities as "The Great Reopening" begins.

Jeremy is hosting a training session on June 3rd to help you "get a grip" on your business so you're positioned to restart and get your business growing again. You can register for this session at https://bluecollarculture.com/get-a-grip.

And, be sure to connect with Jeremy at https://bluecollarculture.com/ or at https://guaranteedtraction.com/.

You do great work for your clients… you love what you do. But “selling” yourself and your services has been a challenge, even though you know it’s essential to the growth of your business.

Christine Schlonski says it’s time to have more impact on more people… while making more money. You have to switch your mindset; you have to change the negative view you have of sales.

That’s when you can have the sales breakthrough your business needs.

The good news: sales is a learnable skill, says Christine. She gets you started on your journey to sales success and also talks about…

Creating an always-full pipeline of leads
Your first step in eliminating negative feelings about sales
Why the right relationships can have an exponential impact
A trick for overcoming “overwhelming” obstacles
How empathy can transform your sales approach and dramatically increase your sale ratio

John Jantsch, author of best-seller Duct Tape Marketing and the new The Self-Reliant Entrepreneur, is passionate about helping small businesses market smarter and more effectively through a proven system based on strategies that get more leads and customers.

But in many ways, he starts with the basics.

First, creating a solid foundation for success by adopting a mindset of curiosity, resilience, gratitude, and desire to give value.

One of the most important elements, says John, is being able to trust yourself. Without that, you’ll never be able to achieve the success you’re capable of… and deserve.

We go into depth on that, as well as…

Why being self-reliant doesn’t mean being on your own
A quiet morning ritual you should start tomorrow
What you can learn – and apply today – from 19th-century authors
How – and why – to learn to trust yourself
And more

If there is one constant in digital marketing… it’s that what works is always changing. Lacy Boggs, content strategist and Director of The Content Direction Agency, says that sophisticated consumers, who quickly recognize marketing campaigns “in the wild” and make them less effective, have accelerated that trend.

That means lower conversion rates for traditional sales funnels, free webinars, and the like. But, says Lacy, there is a solution. It’s all about customizing your marketing campaigns to your business and target market – not following the cookie-cutter approaches out there.

She calls it “leadership marketing,” and we take a deep dive into what it means and how to make it work on a practical level, including the best platforms, what to say to get attention, and more.

The great thing is, if you do it right, you won’t spend any more money on your marketing… maybe even less.

We go into that in detail, including…

How to balance organic and paid traffic
Finding the most effective channels for your business
An alternative to “traditional” webinar funnels
The three pieces you need in every marketing plan
And more

Ever feel like you don’t have enough time for follow up on the leads you generate? You’re not alone. Perhaps 70% of business owners feel the same way.

It’s understandable – you feel “stuck” in day to day operations, i.e. putting out fires.

But if you ever hope to grow your business beyond where it is now… you need to follow up… follow up relentlessly. This doesn’t mean bothering people… or annoying them.

You can turn a “maybe” into a “yes” when you make sure all your messages do this one thing. It also helps to use a system for follow up – and that doesn’t mean it won’t sound genuine.

We get into detail on that, as well as…

The best channels for follow up (including one you’d never think of) – and what to say
A strategy for follow up for busy entrepreneurs that takes two hours per month
The biggest missteps in building business relationships
How to have a one-on-one conversation with thousands of prospects
And more

Most business owners spend about 20% of their time generating leads to grow the business. It’s a fraction of what you need.

As a business owner, it’s easy to get bogged down in the day-to-day. Administrative tasks and the like. It keeps you busy, and you feel like you’ve accomplished something at the end of the day. But to propel real growth, you have to focus more on business development, specifically generating a steady stream of good quality leads.

Marketing is the answer. But it’s easy to go wrong there too, using channels that aren’t appropriate for your business or target market. You’re reaching people with your message… but it’s the wrong people.

Let’s explore a more systematic approach, one that works for your business. Tune in to discover…

The layered approach to marketing
A hidden danger to your business’s longevity
The importance of follow-up – and how to keep new leads “warm”
A one-two punch approach to lead generation
And more

You probably don’t need as many clients as you think to have a steadily growing business. You just need the right clients.

There is opportunity out there, even in this time of crisis. You just need to get a little creative in how you promote yourself and run your business. And focusing on the right subset of your target marketing and serving the people you really want to serve… that makes your prospecting and marketing easier.

Learn how to switch your mindset to spot new opportunities and much more, including…

How to avoid becoming a commodity
1 thing you can do to set yourself apart from the competition
Finding – and landing – “hidden” clients
Why you shouldn’t compete on price – and what to do instead
A great way to build relationships with people before you even meet them

This is an invitation for you to take a close look at your business: where you are now, where you want to go, and… how you’re going to get there.

Growth is rarely a straight line going up.

But you can give yourself a clearer path to success and sustainable profitability if you fine tune what you’re offering to your target market, who exactly that audience is – it’s much smaller than you think, and how you convince them you are the right choice in a crowded marketplace.

It’s all about being unique, which is a much different concept than you may believe.

We explore that concept in depth, as well as…

How much of your expertise you should give away for free
A way to use your marketing to pre-qualify your prospects
The best way to differentiate yourself from your competitors (and you are different)
Effective ways to “package” your ideas that brings in the right leads
And more

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

Collaborating with other businesspeople is a key to success as an entrepreneur. But if you’ve tried and failed to foster mutually beneficial relationships or started a partnership that you felt was too one-sided, you might be skeptical that collaboration can actually work.

But you just need a different approach. Traditional networking doesn’t always work. But there is a relatively new medium that allows you to land important contacts with the heavy hitters in your niche and get access to their audience – maybe even get a direct endorsement.

If you want to grow your business – this is a must-have. Stop waiting for opportunities to come to you – go out and grab them. I go over ways to kick things off, as well as…

The power of “interviewing” to turn heavy hitters in your niche into partners
How to get an “influencer” to promote you and your business
Growing your business through a smarter lead generation system
The right way to measure the “success” of your business relationships
Potential opportunities to explore once rapport has been established

One of the most effective ways to get more and better leads that you can turn into high-paying clients, says David Newman, founder of Do It! Marketing, is to talk to them. Well… it’s a bit more than that.

David is an expert in using public speaking to help consultants, professional service providers, and coaches build a more profitable business. It’s a way to showcase your expertise, spread your influence, raise awareness about you and your brand, and expand your thought leadership to where it matters most.

David shares his strategies for landing the speaking engagements that will make the most difference… how to package your message… and, vitally, how to turn your speaking into a marketing machine for your business.

We dig deep into that topic, including…

How to hone in on your most profitable target market and the events they attend
Creating an effective “client magnet” speech (and what you must leave out)
The one thing you must have to make sound decisions
Why you have to build your personal – not company – brand
And more

Well, here we are… Week 2 of the pandemic crisis (here in the U.S.).

The question I’ve heard a lot this week is how do we market right now, in this strange environment.

The answer… thoughtfully and carefully.

And yes, you should keep marketing and selling, but it demands a different approach.

I outline the three-step approach you should be taking right now in today’s episode.

Listen now…

-Steve

P.S. You may be having to rethink your entire approach to marketing, now that networking events, conferences, and speaking engagements are gone.

Our process--podcast + book + strategic referrals en masse--works better than ever. We’d love to do it all for you and have a team standing by, but we also know that hiring our team (or any team) might not be accessible to you right now. We’re working on a program that will guide you in using our approach to get clients, so you can move fast, avoid mistakes, and rapidly get a podcast up and going, create a great version 1.0 of your book, and put it to use to get referrals and clients. It’ll be a fraction of what working with us 1-on-1 would cost.

We’re launching a small case-study group next week. Would you like to join us?

Email me at steve@unstoppableceo.net with “case-study group” in the subject and I’ll get you all the details.

What a difference a week makes…

The world has changed dramatically in a very short time. Like you, I’m working to understand it, adapt, and find the way forward.

At the end of the day, that’s all there really is--a way forward.

Today’s episode of the podcast is a little bit different. I’m joined by my friend and client Rick Hadrava, host of The Over 50 Entrepreneur podcast to discuss what we’re doing right now to keep moving forward, and what we’re advising our clients to do.

In challenging times you learn a lot about yourself and about other people. Character is revealed, for better or worse.

Things will be different, but that’s not something to fear, it’s something to embrace. Change brings opportunity. It’s up to each of us to find it and adapt.

Today, Rick and I discuss where to focus your thinking and actions so you find the new opportunities.

I’d love to hear what you’re doing to move forward, in spite of the circumstances of the day.

Email me at steve@unstoppableceo.net.

-Steve

Many business owners – perhaps you – are blissfully unaware that their marketing is confusing their best potential customers.

In the worst-case scenario, prospects aren’t sure what you actually do, what you can offer them, and how you’re different from your competition.

The solution isn’t to embrace the latest marketing “trick” or spend a bunch of money on ads. Those are just tools. Unless you have one foundational element in place, it’ll just be a waste of money.

You need to show prospects clear value in your website, every ad campaign, every message that you send out so they pick you over other companies.

The reason doing great work for customers is just part of the equation
The 3 things every potential client is looking for in you
Why you actually don’t have any “competition”
The #1 marketing mistake most entrepreneurs make
And more

According to studies, viewers retain 95% of a message after seeing it in a video compared to 10% retention for text. Including a video on a landing page can increase conversions by up to 80%.

It’s no surprise that Rick Cesari is big on video marketing. And he has the background…

He’s seen this tactic work first-hand during his work helping companies like George Foreman Grill, Sonicare toothbrushes, and more make millions. But he has a passion for helping small businesses leverage video to achieve more sales and breakthrough growth.

He talks about how you should start video marketing for your business, where you should use your videos online, and more, including…

How he helped GoPro go from 0 to $1 billion in eight years
The vital element of any successful video
A strategy for landing the best testimonials for your business
The 3 best types of videos for your business and how to create them (it’s easier than you think)
Video marketing tactics for service-based as well as product-based business models

Too many business owners look for the “next big thing” in marketing and sales, thinking that’s what they need to accelerate the growth of their business and take it to the next level.

The thing is… if you don’t have a solid foundation, the “next big thing” is not going to get the results you hope for. First you need to know your ideal prospect… and it’s not just anybody with a wallet.

Then you have to realize that there are two types of prospects out there. You have to reach both groups to grow… but each requires a different approach to marketing and closing a deal.

Tune in to find out who your perfect prospect is and how to get through to them, as well as…

Why your next client might be “next door”
Figuring out the mindset of your ideal client
How to find the marketing channel that works – and what to do next
The biggest marketing mistake entrepreneurs make
And more

After 20 years as an entrepreneur, Thor Conklin has seen a lot. In his work with clients, this profitability consultant not only shares what you should be doing… but just as important, if not more so, is what you shouldn’t be doing.

A lot of what he teaches is based on mistakes he’s made and gleaned invaluable experience from. He’s on a mission to help companies avoid being one of the 96% that fail within 10 years.

Thor says there is only one reason it happens, and he has a blueprint for avoiding that fate. He says there is a system that will help any business, in any industry, grow sustainably and stay profitable in the long term. All you need are two things, says Thor.

He shares his two-part secret, as well as…

Why profits aren’t the best measure of true success
Setting up a “scoreboard” for your business (and metrics it should include)
Ways to create accountability on your team to drive continuous improvement
Tough leadership lessons you must learn
How you can change your identity to excel at practically any role

Happy Valentine’s Day! I got you a little something…

I know, I know, but I couldn’t resist. I really hope you like it ;-)

Last week, I interviewed one of the legends of marketing, and we got into a deep discussion about:

How to make your marketing work (and what’s missing most of the time).
Why the big tech companies are making it harder for small firms to market online.
How to hedge your bets, while still getting all you can from whatever online marketing you do...and a whole bunch more.

My guest is Rich Schefren and he’s got a lot to say about the obstacles that are being put in front of small, entrepreneurial businesses like ours by Big Tech. And, he’s got advice on what to do to avoid the obstacles.

It was a great conversation and I hope you enjoy this special bonus episode of the podcast.

I know it will spark some new thinking for you.

-Steve

When you narrow your target market – and we’re talking narrow – you’ll find that business growth is almost inevitable.

There’s an old saying: “Jack of all trades, master of none.” And it certainly applies when you pick your business’ niche.

If you’re worried that by focusing on your ideal clients you’ll be missing out on a lot of work potential work… realize that you can make more money serving fewer well-qualified clients that you love working with.

It’s not just a recipe for growth but a path to creating a business that supports your lifestyle and not the other way around.

Tune in to discover…

A logical process for picking your ideal target market
4 steps to weed out existing clients you don’t need anymore
How to build the “machine” every growing business needs
Where to find your customer avatar
And more

Joseph Warren has been through a lot in his life. Extreme ups and downs were commonplace throughout his journey.

Many people give up when faced with tough times. Joseph chose not to. In fact, he turned the tables and used them to radically change his life… and then the lives of others… as he rediscovered his faith in God.

This spiritual coach helps people facing issues in their relationships, businesses, personal lives, and more.

He contends you don’t have to sacrifice time with family or your own happiness to grow a profitable business. He maintains money doesn’t make you happy. Yet, he says that once you realize those things… you’ll be more successful than ever in the ways that really count.

We chat about finding spiritual and personal fulfillment as an entrepreneur, as well as…

The dangers of comparing your “inside” to someone else’s “outside”
The #1 missing element in most businesses – even successful ones
Why you should never be “comfortable” in your business
Daily habits you should adopt starting tomorrow
The transformative power of rediscovering and maintaining your true self.

In the popular imagination, the entrepreneur is a risk-taker… ready to change directions on a whim.

But the key to growing a business that will be sustainable in the long-term depends on a deep understanding who your ideal prospects are – the more specific the better – and then creating a system to reach them.

For most business owners, the number of new clients they need each year is much lower than they think. This actually requires a whole different marketing mindset than you’re used to. Referrals, networking, online marketing… it can all play a role. Just not the way you think.

We get into details on that, including…

Why traditional Internet marketing doesn’t work for professional service providers
How to identify your top 100 prospects (and you only need 100)
Ways to effectively communicate the true value you bring to the table
The secret of relentless follow-up
Adopting a mindset of abundance rather than scarcity

When he lost his telecom job in the Dot-Com crash, Mike McKim was inspired to get in early in one of today’s hottest business trends: gourmet coffee.

When he started, coffee was coffee to most people. But now he roasts high quality beans sourced from the best plantations on the planet and sells them all over the country.

But being a pioneer wasn’t easy… far from it. What kept him going? Maybe it’s like his dad told him: “You’re too stubborn to quit and too lazy to start over.”

There’s more to it, of course. And Mike gets into all the details, including…

The attitude that kept him going after his first startup failure – and those that came later
How he changed his business model early on – and why it made him stronger than ever
The innovative product he invented that revolutionized the industry
Why he’s happy to be competing with Starbucks
How thinking like the consumer transformed his entire approach to business

You have your ideal client clearly identified – and you know how to reach them.

Now what?

Unless you have your company set up the right way, you can never take advantage of that knowledge to bring in enough new business. And that means slow or no growth.

A steady flow of sales opportunities to bring in steady – and growing revenue – will take your business to the next level… and it’s all around you.

You just need to know where to look…

We’ll cover that, as well as…

The number of clients you really need – it’s less than you think
Key ways that marketing professional services is very different
How to create a never-ending flow of fresh leads
Why you can never wait for a client to come to you (and how to make sure you don’t)
And more

Before his current success, Ted Thomas had some very tough times as an entrepreneur and investor. As in, he lost it all almost overnight.

Ted says he wouldn’t trade it because it showed him the dangers of being over-leveraged and tamed his tolerance for high-risk investments.

We talk about how he got into a real estate-focused business with very low-risk that has resulted in steady returns since 1989… who he says is to blame for any failures in your life… and why he says paying other people’s taxes can make you a lot of money.

We dig deep into those topics, as well as…

The importance of surrounding yourself with people who’ll tell you like it is
A unique real estate investment with “guaranteed” 18% returns – or more
Where to buy tax lien certificates… and places to avoid
Why you should buy low and sell low
What happens to your lien when a person defaults on their tax payments… and how to take advantage of it

What if landing your next 10, or 50, or 100 clients was inevitable?

I just love that word… it’s as if achieving the goal has already happened.

And that’s precisely the idea I talk about on today’s podcast.

The idea of making your growth goals inevitable.

See, I’ve been thinking about how to create a “system of inevitability” that would guarantee that you would have all the leads you need and that all of those leads turn into all the clients you want to reach the amount of revenue you want in 2020.

In today’s episode, I cover…

The four key elements for creating inevitable growth
The #1 most important decision you must make now
How to choose the best marketing methods
The two key elements you need to build a marketing system that frees you up
A simple 10-minute assessment to help you prioritize what to do first to build your own “inevitable growth system”

Listen now...

What makes a potential customer choose your product or service? Your marketing efforts tell your prospects you exist and you have solutions they’re looking for.

But many business owners focus on the wrong thing in their initial marketing because they don’t understand the mindset of a buyer. In fact, they go after too broad a group… instead of focusing on those who will actually pull out their wallets.

I reveal how to identify that select group and how to reach them. I also go into…

How to tell if you’re “unique” enough in the marketplace
A strategy for compelling potential customers to choose you over the competition
The primary goal of your “first touch” marketing to prospects
4+ ways to establish yourself as the authority in your niche – and how it pays off
And more

It’s easy to get caught up in the day-to-day running of your business. But, says Gregory Gray, if you don’t think about the future and work towards it… all your efforts will be for nothing.

Because real sustainable growth can only happen if you’re clear on what you want and make an actual plan to get there… a plan that guides what you do on a daily basis.

Of course, that’s just part of the equation. To be successful, part of that plan must be for you, as the business owner, to “remove” yourself from the business to a certain extent, otherwise it will never grow beyond you.

We talk about how to do that, as well as…

How to shift to a strategic rather than tactical – and why you should
The essential leadership skills for small business owners
What you can learn from good and bad mentors
Why working long, hard hours does more harm than good
And more

Many times, whether it’s at work, in your personal relationships, or in your business, you feel powerless. Things are going wrong—sometimes very wrong—and you can’t seem to do anything about it.

Not so, says Bryan Falchuk. He shares some simple techniques that will help you recognize your influence and get back the power you actually do have.

Listen in to get the details on that, as well as...

What everyone really wants out of business and life – and how to get it
Hanlon’s Razor and how it should your every interaction with people
Why true power isn’t about dominating someone
The better way to think about other people, especially those who’ve done you wrong
And more

You’re ready to grow your business—and that means more clients. But if you just go out into the world and are willing to take on anyone with money who will hire you… you’re going about it all wrong.

Sure, you might make some money in the short-term, but you won’t have sustainable growth.

Instead, you should be very clear on who your ideal client is and then find specific people who fit the profile. Might sound daunting, but...

There are some very effective ways to use that strategy— which should inform your marketing, your sales conversations, and everything else— that are actually not too difficult to implement. We get into detail on how to do that, including…

How to showcase your true value in your marketing messages
The factor that is more powerful than referrals when identifying potential clients
Ways to leverage common ground you have with your sales prospects
Using technology in unexpected ways to make your prospecting even more effective
And more

It’s a mantra you’ve heard before: Work on your business, not in it. Easier said than done, right?

But, says Mandi Ellefson, it can be achieved… you can scale up your professional services strategically… by finding the right team to run your day-to-day operations, which frees you up to do the work you enjoy most while growing your business – and profits.

As an expert consultant or professional services provider, your business must depend – often completely – on your personal skills, experience, and contacts… at least that’s what you might think.

Mandi shares a different mindset and business model, including the clients you work with, that can radically change your business for the better.

Tune in to get all the details on that, as well as…

Why and how to make a Big Bold Offers and guarantee the results
How to identify the true value drivers of your business
The curse of the “Charismatic CEO” and the cure
What you should expect from your clients – and how to know when it’s time to let some go
And more

You might think a sale is just about a customer or client paying you. But that’s just one part of the whole customer experience.

It starts with your first contact, how you create credibility, and everything else you do to make it more likely they’ll not just take your offer, but alsostay with you long-term.

It’s a concept called sales choreography, and I’ll be exploring that topic in depth. One of the most important elements is your positioning, and how it can set the tone for your entire relationship.

I’ll go into depth on that, including…

How to set yourself apart from nearly identical competition
The only two ways to position yourself as a salesperson
What people are really buying when they hire you or buy a product – and how to make them realize it
Why you should only create win-win situations with clients
The leverageable information a bit of observation can achieve

Small business owners have a lot on their plate: marketing, product development, sales, hiring, expenses… that’s a recipe for overwhelm, says Adam Lean. And, all too often, what takes a backseat are the financials– the numbers that gauge the true health of your business.

Are you living with the attitude of “if I make more money, my finances will take care of themselves,” or “besides, that’s why I have an accountant/bookkeeper, anyways…”?

That’s the entirely wrong attitude to have. Adam says if you don’t monitor the right numbers, you’ll make bad decisions and potentially endanger your business. And, that’s something that someone who does your taxes can’t help you with.

Adam shares the three metrics you should focus on first, as well as…

When – and why – more sales doesn’t equal more profits
How to tell if you’re just “buying yourself a job” or truly running a business
Creating the customized financial “scoreboard” you need to make decisions
Overcoming the #1 thing all business owners struggle with
And more

When you charge clients by the hour or project for your consulting or professional services, you end up trading your time for money, says business building and marketing expert Frank Bria. And you, as one person (or even if you have a small team), can only do so much. In fact, you probably do too much for some clients “off the clock.”

That means your profit potential is limited.

But you can increase your revenue – and profit margins – if you change your business model, leveraging your skills and experience in order to create something once and get paid and paid again. Plus, the business doesn’t depend on your presence at all times.

Frank shares how you can radically change your business and finally experience the ultimate freedom of being an entrepreneur. Tune in to find out…

The right way (for you and your clients) to do group coaching
How to make sure you know your clients’ end goals – and how to address them
A strategy for delivering your services in a scalable way
The biggest mistake consultants make when working with clients
And more

Skip Weisman specializes in helping small businesses radically transform their work environment, making for a more positive and productive company culture – which boosts profits.

Skip draws from his own journey as he advises clients as they make this type of shift. After 20 years working in pro baseball, serving as CEO for five different franchises, he needed a change. He turned the page to the “second chapter” of his life with a new career as a speaker and business consultant.

One of the pillars of his strategy is employee engagement. He takes a controversial approach in which the boss shares information with the rest of the team that most entrepreneurs keep secret.

We go in-depth on that point and also talk about…

The challenge – and relief – of getting into the second chapter of your life
How to create team that reduces your stress and increases profits
The two support systems every entrepreneur needs, especially when times are tough
Escaping the business owner’s isolation chamber
And more

Every business needs marketing to bring in potential new clients. But there is no one “right” way to market your services… no one-size-fits-all solution to get new leads… not even for very similar businesses in the same industry or niche.

What marketing strategy will work for you? To figure it out, you have to take stock of your business objectives, then you tailor your marketing to achieve those goals. It’s a little more involved than that, of course.

But put in the effort to create a personalized strategy now, and it will pay off in a steady stream of quality leads coming to you in the long term.

Tune in to find out more, including…

Why you need to get realistic about what the latest Internet marketing strategy can and can’t do
Creating a marketing strategy that attracts your ideal client
The key ways marketing products is different than marketing services
The two types of prospects every business has
And more

Do you have to be cutthroat to be successful in business? No, says Jonathan Keyser, not even in the most competitive industries.

He knows from personal experience. For a long time, he was ruthless as he built his commercial real estate career. But he was also miserable and knew there had to be another way.

When he started helping others… being of service… he was more successful than others. He shares how he formed this philosophy and how it works in the real world, as well as…

The three parts of transforming your business with selfless service
How he’s transforming the commercial real estate industry
Where to find your “community” – and how to help them
The best way to get the most valuable referrals
And more

Can you guess the #1 source of new customers and clients for businesses? It’s not marketing or advertising. It’s actually still referrals and word-of-mouth.

There’s nothing that creates trust faster than a personal recommendation. That’s all well and good, you might be saying, but it’s so hard to get even very satisfied clients to take the time and effort to refer you to their network. They’re hesitant… scared even to put themselves out there because it seems like “selling.”

That’s why you take the referral process out of their hands and do it yourself. I share the process for doing that. It’s a system that brings in a steady stream of quality referrals.

I’ve never shared this with anyone, anywhere. Get all the details on that and much more, including...

What to do once you’ve made first contact with a potential new client
Leveraging human nature to get better – more – referrals
Yet another reason you should write a book
Why you should never “ask” for referrals directly
Widely neglected methods for effectively landing and building rapport with valued long-term clients

“If you run your business based on generally accepted accounting principles, you'll probably go broke.”

That’s a pretty strong statement from a CPA. But when wearing his hat as a serial multi-million dollar entrepreneur (among his companies was Ashworth Golf clothing), Jeff Prager discovered that business success didn’t depend on typical financial metrics that your accountant is probably dutifully reporting.

Instead, he looked to seven key numbers, including one for which many organizations get a failing grade… and don’t even know it… and certainly don’t know how severely it’s impacting their bottom-line.

We get in-depth on those key indicators, as well as…

Why, as an owner, you should be a visionary… not a firefighter
The simple spreadsheet that can run your business
The only financial advisor you can trust
Why focusing on profit is the worst thing to do
And more

As a business owner, you have any number of ways to market your services. But forget all the fancy online marketing tricks or expensive ad campaigns.

At the heart of your marketing is a technique that costs little, if anything, in dollars… and brings your business to the attention of the highest value prospects – who are essentially pre-qualified.

But before you get there you have to be really clear on a fundamental part of your business and how you serve customers. I show you how to craft your messaging to account for that so prospects always “get it” quickly.

Tune in for all the details on that, as well as…

A reason to have a podcast you never probably considered
The only marketing channel you need for your service-based business
The 3 components of the Attention-Getting Ladder
Tips for creating a clear marketing message
And more

Many people are reluctant to make cold calls. In fact, they’ve convinced themselves it doesn’t work… or that it makes them look desperate. But, says Wendy Weiss, those folks just aren’t doing it the right way.

Cold calling can be incredibly effective if you do two things before you ever pick up the phone. Cold calling that brings in leads and sales is not about volume, says Wendy, it’s about value. And even professional service providers and other “authorities” in their niche can benefit.

We unpack exactly what that means and also discuss other nuances of a winning cold call strategy, as well as…

How to target the right people for cold calls
How to spot a successful salesperson early on
Why prospects are selfish – and how to take advantage of that
The importance of simply “showing up”
And more

Marketing funnels are all the rage these days. They can be a way to turn prospects into customers on autopilot. But… there is a caveat.

Funnels don’t work for certain businesses. If you’re a professional services provider or offer a “complex” product or service, it’s definitely not a good fit.

You need a different approach to your marketing. One that shows potential clients your expertise and experience. There is a marketing channel that accomplishes this that’s actually quite easy to do and readily available. All you have to do is talk…

I go in-depth on that channel and also talk about…

The 3 purchases that every client makes
Harnessing the power of the human voice in your marketing
Creating content that grabs attention
How to pre-sell your prospects
And more

Your most powerful tool for improving your business is… between your ears, says Jonathan Levi of Superhuman Academy. Jonathan says most people don’t even realize what their mind is capable of and don’t use it anywhere near its full potential.

But, with proper training, you can make better, faster decisions… see opportunities where others don’t… and find the quickest way around obstacles.

Jonathan shares the brain-boosting strategies he’s developed to tap into this resource. It’s a style of learning that offers a revolutionary way of taking in and processing new, valuable information so you better understand and retain it.

Tune in to find out…

The most important element in effective learning
Speed reading techniques that work and memory tricks you can master
The top 3+ most powerful accelerated learning methods
Entrepreneurship versus the greater good
And more

If you’re a small business owner or professional service provider – you need a podcast. It’s a powerful tool to reach your target audience and let them get to know you. But that’s just one of the many ways – most of which you probably haven’t considered – podcasts can help you grow your business.

It’s time to reconsider your view on marketing with podcasts. One of the biggest misconceptions? The larger your audience, the more money you make. I’m going to talk about ways to monetize your podcast even with a tiny audience and create a high ticket sales opportunity with every guest you have on.

Tune in to discover…

Why the podcast sponsorship model doesn’t work
The three types of people you should interview
How to turn podcasting into the ultimate networking tool
The biggest myths about monetizing podcasts
And more

Years ago, Jon Schumacher saw the writing on the wall. One of his most effective marketing channels was going away. So he had to pivot to continue to talk with his audience, and he found that through webinars he was able to reach thousands at a time.

We talk about the nuts and bolts and mindset behind making big shifts like this. He shares his tricks for hosting a well-attended webinar that compels the audience to take action, as well as how the attitude you adopt influences how you adapt to any big changes in your business.

Jon says an intrinsic motivation to succeed is what keeps him going, even when things get tough. It’s a mindset he says you can learn and will see you through even the biggest failures.

Be sure to tune in to find out…

The difference between selling a product or a service via webinar
How to get big audiences full of prospects ready to take action for your webinar
The 3 main elements you need for an effective client acquisition strategy
When the size of your webinar audience doesn’t matter
And more

What do you do when you have new ideas to improve your business?

Unfortunately, too many entrepreneurs prefer to perfect the concept first or let the idea percolate just a bit more. In most cases, that new idea, which could be a breakthrough, is never implemented and is soon forgotten.

There are ways to make sure you keep the momentum of your ideas… to find out sooner rather than later if they’ll work or how to improve them. And when you do that, you can see a radical change in your business.

Tune in to discover…

Why you should avoid perfection at all costs
The dangers of over-planning – and how to avoid them
Walt Disney’s most valuable business advice
The first step you can take to act on any new idea
And more

You’ve built a successful business. Things are running smoothly with you at the helm. But what happens if you get sick… you want to retire… or, god forbid, you die unexpectedly.

What happens to the business? What happens to your legacy? To your family?

Too many entrepreneurs are too focused on the here and now, says Kathy Boyle of Chapin Hill Advisors, and don’t plan for the future. Turns out without them in charge, there is no viable business.

Most business owners don’t like to think of their own mortality, but that’s where Kathy comes in to ask the tough questions. We talk about…

What you should be doing now to prepare your business to be sold
The systems you need for a successful transition financially and emotionally
Why you must make yourself “unessential” to your company
Ways to legally protect your legacy from the IRS
And more

When you hear “influencer marketing,” you might picture some photoshopped celebrity on Instagram, flaunting a new lip gloss on a tropical beach to a fawning teenage audience.

But that’s just a cliche, says Shane Barker. This specialized type of marketing actually works in hundreds of niches with hundreds of different types of audiences. But it’s not just a matter of giving an influencer a product to show off – that boat sailed away years ago.

Real influencer marketing, in which you can see return on investment, requires a strategy. And it’s not just for big brands, says Shane. Small businesses can get in on the action.

We talk about the influencer marketing strategies working today, as well as…

Why the number of followers doesn’t matter
The right metrics to watch to measure influencer marketing success
How Facebook, Instagram, and other platforms can ruin your business overnight (and how to prevent it)
What “engagement” really means and how to make sure it’s authentic
The rise of the micro-influencers
And more

The only constant in business – in life too, for that matter – is change. It’s how you confront change that matters.

For Lori Michele Leavitt, the “Pivot Catalyst,” that means careful and considered decision-making. Your next step could be bold… you might even make a complete 180 degree turn.

But, says Lori, you don’t have anything to fear if you’re in the right “environment.”

We unpack all that, as well as…

The 6 indicators that tell you if your business is moving forward
The group every entrepreneur needs to learn from and “lean on”
Discovering the people you don’t need in your life (and they could be very close to you)
The key difference between consulting and coaching
And more

Adam Lean is really all about working on our business, not in our business. Easier said than done when you’re already so busy. But to keep the lights on… and to have a company that lasts with a bright future, it’s essential.

Adam, founder of Strategy Scout, shares his strategies for being able to figure out what moves the needle most and how to concentrate your efforts there for maximum impact. He also mentions a way that many business owners look at their money that misleads them horribly about their financial situation.

We take a deep dive into that, as well as…

The 3-step business turnaround plan – and the red flags to watch for on the way
The Amazon ad Google strategy for growth any company can follow
Creating a “stage appropriate” marketing strategy
The cashflow strategy most entrepreneurs miss
And more

Susan Lassiter-Lyons, founder and publisher of TheIncomeInvestors.com, was all about real estate, even after the 2008 crash. But then she came to a realization that she had all her eggs in one basket.

So, she decided to diversify and seek out new opportunities to ensure the money she was making was effectively working for her.

Along the way, she discovered that reinvesting all her money back into her business was by far not the best model. And she could find much better returns… and still grow her company. Even better she’s found a way to create passive income that means she doesn’t have to work if she doesn’t want to.

We take a deep dive into that, as well as…

The absolute best trait of any entrepreneur
Why your next step doesn’t ever have to be a giant leap
The 80-15-5 Bucket Investment Strategy
How to build an “Anti-Fragile” Portfolio
And more

Many entrepreneurs don’t realize the true potential of LinkedIn to boost their online presence, be recognized as experts in their field, and, in the process, increase their ability to attract leads and sales.

LinkedIn specialist Sarah Santacroce aims to change that. And it’s not about using high tech tools or third-party apps to bring in thousands of leads.

She uses a more personal – and much more effective – approach to connect with potential clients and customers. We talk about that, as well as…

Why automated lead generation doesn’t work
The right way to build genuine relationships on LinkedIn
What you’re doing wrong with your LinkedIn profile
How introverts can thrive on LinkedIn
And more

A successful coffee shop must have great coffee. That’s a given, says Tom Vincent, founder of the Texas Coffee School.

But, says Tom, a coffee shop has to offer so much more to bring in customers… and we’re not talking scones and biscotti or comfy couches.

Tom outlines how to differentiate one coffee shop from all the others in today’s crowded marketplace. Those lessons apply to startups in any industry. The first one: your product is not what you’re really selling.

Tune in to find out…

Why your business shouldn’t be like a Chinese restaurant
The eco-system of success
A simple secret for making the decision for your future customer
Having the best product in the industry doesn’t matter if you don’t do this
And more

You build a business quickly… and then hit a wall. No more growth. You flatline. Paul Rush, Founder and CEO of Substantial, is a veteran entrepreneur who’s faced that problem more than once.

He shares how he pushed through. And it turns out that there are three key strategies to overcoming those obstacles and pushing on to the next level. One thing to realize is that failure isn’t failure – it’s actually opportunity.

We also talk about…

How to find your REAL purpose – and act on it (it’s not always obvious)
Techniques to make real connections when technology separates us
Why you must create a vision and mission – and how to do it
The 3 key things he’s doing when creating his next business
And more

As a financial advisor, Nicole Middendorf of Prosperwell Financial often feels more like a psychologist. She finds she has to change her clients’ mindset about money… and even gets involved in a sort of couples counseling.

We talk about that, as well as the roundabout career path that got her to where she is today, why she wouldn’t trade it, and what she learned along the way that she still uses in her current business. Plus, we talk about her refreshing take on the traditional “bucket list.”

Tune in to find out…

The first employee you should hire
What should be the ultimate goal for every business owner – that has nothing to with money
How your spouse should be involved in your business
Why driving a race car in Las Vegas had a huge impact on her business
And more

SEO is the big buzzword in Internet marketing these days. But the majority of the apps, plugins, and “tricks” you hear about are just smoke and mirrors, says Brendan Hufford, SEO Director at Clique Studios.

To get that high Google ranking and the resulting traffic to your website you need a more methodical, thoughtful approach… and it’s actually easier to do. Plus, SEO isn’t the only element you need to succeed.

We unpack that strategy, which requires no expert knowledge or hired experts. He also tells us about one of the biggest life lessons he learned from one of his mentors that propelled his business forward: focus on what actually matters – and it’s not money.

Tune in to discover…

How to create a marketing funnel that understands your audience
The cluster content model
The danger of forgetting about self-care – and the impact on your life and business
Why failure is not always a learning experience
And more

Before you can be an effective leader, there’s one member of the team you have to get “buy-in” from first, says Deb Calvert, founder of People First Productivity Solutions. Hint: It’s not a top manager or key employee.

We also talk about what many business owners perceive as a “necessary evil”: sales. But that’s exactly the wrong way to think about it, says Deb. We talk about the attitude you need instead if you want to propel business growth and preserve your core values.

We also cover how you should think of buyers – and how to talk to them without being “sales-y.” It’s easier than you think.

Listen in to discover…

The “detours” that put you on the right road to success
Careful decision-making strategies without analysis paralysis
The questions that build trust with buyers
How incentives for your salespeople can sabotage sales goals
And more

We’re having conversations with ourselves all the time. Unfortunately, says Bert Martinez, often that self-talk is negative… and impacting your ability to achieve goals and build your business.

Bert, who consults with Fortune 500 companies, as well as small businesses, shares his simple technique for achieving a positive mindset that helps you solve problems and push past obstacles.

He also talks about the type of marketing small businesses should avoid and the one that actually makes them money – and it’s affordable, too.

Listen in to find out…

How to recognize when your ego is getting in the way – even sabotaging your success
Strategies for delivering real value to customers (which you probably aren’t doing now)
What really motivates people to buy – and how to harness it
A step-by-step process for creating life-changing affirmations
And more

Doug Hall believes in entrepreneurship… he believes in entrepreneurs. And with his business, Resources for CEOs, he strives to help them overcome the challenges that are holding them back from getting everything they want out of their business.

It’s not just money. But the freedom to live their life.

We talk about how to get there, including a unique “operating system” for companies that has nothing to do with software… but is so necessary when a business gets more complex as it grows.

Listen in to discover…

The value of looking back to where you started
The only real reason you’ll actually make significant change
The self-imposed limits in processes and mindset you don’t realize you have
Creating a shared language for your team
And more

Many business owners, especially professional service providers, downright fear selling… or they think of it as a necessary evil.

Liz J. Simpson, founder of B2B sales consultancy Stimulyst, helps them embrace sales - and make it easy and fun.

First, with techniques for changing their attitude. Second, with tools and techniques that anybody can use to boost their business development efforts and land high paying clients… even if you think you’re “bad” at selling.

We also chat about…

Overcoming the #1 barrier to selling
How to truly get to know yourself – and how it changes your business
The unexpected benefits of meditation
Controlling the Buyer’s Journey
And much more...

As they build a business, most entrepreneurs don’t understand just how much that process can impact their marriage, say doctors Ellyn Bader and Peter Pearson, co-founders of Silicon Valley’s The Couples Institute and married couple for 36 years.

The good news is that the strategies to make for a successful relationship at home… also work in the business world. We talk about setting priorities, the importance of acknowledgement and appreciation, and taking ownership, as well as…

The 5 Fs of a successful marriage
The right type of “date night”
The only way to create lasting trust
When one-sided decisions are a good thing
How much you should tell a spouse about business problems
And more

In 2014, Tracy Enos fired all her digital marketing clients to focus on LinkedIn consulting… and has been unstoppable ever since.

But she’s no ordinary LinkedIn expert. She’s not a big fan of the “shiny” tools that bring in views, likes, and comments – and help your posts “go viral.”

She focuses on things that actually turn into dollars for her clients’ businesses. We discuss the foundation of a solid LinkedIn strategy for marketing your business – which might mean totally revamping what you’re doing now.

Tune in to find out…

How to “channel” – then attract – your ideal client
LinkedIn tools to use… and those to throw out
Why a smaller list of prospects can be more profitable
The only way to create value – and start real conversations – with your LinkedIn marketing
And more

Healthcare and insurance is on everybody’s mind these days, for both employees and employers.

There don’t seem to be any easy answers in this great national debate. Allison De Paoli is making a difference among her clients by making health coverage affordable and effective.

She’s making it more efficient and cutting unnecessary costs without sacrificing quality coverage that makes you a competitive company in the marketplace and employer people love to work for.

Get your health coverage sorted out, says Allison, and you can radically grow your business and thrive. She talks about strategies that have become available in recent years to make that possible, and also…

The real reason for the stagnation of wages in the U.S.
How healthcare is set to change again in the coming years – and who the big players will be
Strategies to take advantage of the radically shifting health insurance market
The legal issues employers must watch out for with pharmacy and healthcare plans
And more

It’s something every professional service provider or entrepreneur learns very quickly after they start their business, says Andy Paul:

They have the education, the experience, the expertise… they’re good at what they do.

But they don’t know how to sell their services… maybe they’re even afraid or ashamed to sell. But this founder of The Sales House has the antidote.

He says method, training, and process has its place in sales excellence… But he also advocates another secret ingredient.

We talk about what that is, as well as…
Where true mastery of any subject comes from
Why luck doesn’t exist but being lucky does
How self-development trumps formal training
The B.A.L.D. Formula for sales excellence
And more

Most people only seek out legal help as a last resort, when the proverbial “house is on fire.” Big mistake, says Scott Reib, because most matters could be handled simply and inexpensively.

Scott tells us about one key change he’s made when charging for his services that attracts more clients – and keeps them happy enough that they come back again and again.

It’s a business model that many professional service providers could adopt to work less and make more money.

We also talk about…

The skills your lawyer should have beyond legal expertise
Serious legal issues many small businesses unknowingly neglect
What you must do before signing any contract (and hopefully you’re using contracts!)
How a lawyer can help you grow your business
And more

If you’re a parent, especially if you have a kid in college, you can’t miss this episode. Same with any companies that might be hiring now or in the future.

Beth Hendler-Grunt, of Next Great Step, is a career coach specializing in helping recent college grads land that all important first job… which can set the stage for their whole career.

She shares what students should be doing right now to prepare, even if graduation is years away. Just having a great degree is not enough anymore. That won’t set you apart from other applicants, says Beth. At the same time, she explains why employers shouldn’t be so afraid to hire right out of college.

As an entrepreneur, Beth also highlights how to make sure your business idea has a ready market and you have the right resources – and people around you – to grow.

Tune in to find out…

Where 80% of jobs can be found
The student and employer mindset mismatch
How social media can sabotage the job search
One of the biggest fears young people must face to get ahead
And more

Back in my engineering days pricing drove me nuts. There was this thing known as a “market rate”—the sort of standard within the industry for what you should charge.

But I didn’t like the standard. It didn’t leave much profit, and it was driven by the firm that was willing to sell their time for less.

And, there’s always someone who will choose to sell for less.

For a long time that really......pissed me off.

What was wrong with them?!!! 😖

It took some time, but I finally realized that the market rate had no bearing on what we choose to charge our clients.

In the process, I stumbled upon some well known, yet seldom used principles that lead to better fees.

In this episode, we’ll tackle them.

The mindset that leads to higher fees.
Why clients complain you’re too expensive and how to respond.
How to avoid discounting when clients ask, “Is that the best you can do?”
The best way to present your fees.
Why bonuses are useful, even in service businesses.

In this week’s episode of the podcast, I tackle a question that has come up several times lately…

“How can I connect with potential clients, without spamming them with cold emails, calls, or LinkedIn requests…and actually get them to reply?”

Great question.

In this episode, I’m going to show you how I reach out to prospects, and not only get replies but get excited, enthusiastic replies…they want to talk with me!!

And it’s based on one, simple business truth—you need a relationship before you ask for money.

Most of the stuff you see out there has it the other way ‘round.

Don’t fall into that trap.

Listen to the podcast now…

-Steve

The very best professional athletes are famous for their focus. In business, focus is a key to success but not the way you’d assume, says Thane Marcus Ringler.

One element is take what our mentors and teachers have taught us and take it to the next level. Thane shares how you can make that leap and propel forward progress by being… simplistic.

He says the key is a way of thinking – a mental model – too many people neglect, especially in our always-connected world.

We explore that in-depth, as well as…

How a Plan B can sabotage your success
The one thing that will teach you the most about your business
What unlocks true creativity
3 Steps to mastery – and what mastery really is
And more

Yesterday, I was on a webinar and my friend Jim Padilla shared a picture of a cute little bear cub. It was standing on it’s hind legs in a beautiful mountain stream. You could see the cool water splashing around the cub. And, inches away, in mid-air was a mountain lion, on the attack….

The mountain lion was completely focused on the bear cub, which, it turns out is a problem. In the background of the photo is the big, mean, and angry mother bear, charging towards the mountain lion.

The point of all this is that sometimes, we get distracted by small things, and miss the more important thing right in front of us.

Today’s podcast episode is a follow-up from Saturday’s article on The Myth of Large Markets. Today we’re talking about how to follow-up and communicate with your Target 100 list of future clients. AND, do it without feeling like you’re bugging people.

If you haven’t read the article, don’t worry, this episode will still make sense (but do go read it soon).

Entrepreneur and author Paul Jarvis has an ideal customer type: people who are paying attention. He explains what that means and how it’s connected to staying well away from social media marketing.

In a world obsessed with explosive business growth, Paul also has a more cautious take that still makes for a profitable business. The key element: the relationship you have with your customers.

Along the way he discovered something that’s more useful in business than education, training, or experience.

We unpack that and also discuss…

Scaling up your business without growth
Being your true self to your customers
How to avoid “selling” but be more profitable
The sometimes-awkward transition from services to products
And more

How do you go from the lowest of low points to reaching your most important goals? One decision at a time, says Adam Schaeuble, a.k.a. the PHD (Previously Heavy Dude).

Adam shares how he achieved a remarkable physical and business transformation by doing at least one thing every day. And you don’t have to be in dire straits to make it work.

His strategies work when your business has plateaued, goals seem out of reach, and you can’t seem to motivate yourself to make it happen.

He shows you how to move the needle consistently and sustainably. And we also talk about…

The power of the Lifestyle Rehabilitation Statement
The right way to use affirmations
Why you shouldn’t have “days off”
The challenge every entrepreneur should take on
And more

The true freedom of freelancing can seem out of reach at times, especially at the beginning. Jason Resnick knows all too well that you have to remember you’re building a business as a foundation for the lifestyle.

A big part of that – and securing long term clients and reliable income - is setting yourself apart from the competition. Jason also shares how he is able to form mutually beneficial relationships with clients.

We talk about…

Avoiding the feast-or-famine cycle
The clients you must say “no” to
Picking a profitable niche
The personalized client experience
Why the money is in the follow up
And more

Referrals are one of the most lucrative sources of new business. But, says referral expert Michael Roderick, you won’t get referrals if your business and your marketing isn’t set up the right way.

Michael shares his secrets for making your brand memorable… and referable. A lot of it has to do with the language you use when talking about your business.

Michael has tips for finding and capturing the audience that will help you build your business with solid referrals. You’ll have to do some work on your mindset and your messaging.

Tune in to find out…

The 3 basic elements of a referable brand
What you must do when faced with tough times
How memory impacts marketing
Why simplicity always wins
And more

In general, salespeople don’t like when technology is applied to the sales process, says Adam Honig. It cramps their style.

But, as founder and CEO of Spiro Technologies, Adam has found a way to inject the latest tech in order to move prospects through the pipeline faster and easier… in a way that sales teams embrace.

One way is to give each salesperson a very specialized type of assistant – that’s not even human.

We find out how it works and how you can get started, as well as discuss…

CRM taken to the next level, and then the level beyond that
How to make sure your goals aren’t abstract (and unachievable)
A method for qualifying top prospects automatically
The best way to find out what’s wrong – and what’s right – with your sales process
And more

Jason Blumer, of Blumer CPAs, specializes in helping creative, service-based companies go beyond the founder by putting together a team, one that must grow for the business to grow.

But you can’t hire just anyone. And you can’t manage and lead 20 people like you did five.

Jason has solid strategies for making that transition, creating a strategy for consistent growth…and having the patience to let the process work.

We unpack that in detail and also talk about how Jason has leveraged podcasting to take his own businesses to the next level…

Tune in to learn about…

Busting through your growth ceiling
Why you should only work with “unfriendly” business coaches
The ultimate accountability partner
The #1 rule for a successful podcast (how many people listen doesn’t really matter)
And more

We just hit 100 episodes!! Thank you for being a part of the journey.

In this episode, I share the big lessons I’ve learned after 100 episodes on how to use a podcast to get clients.

Here’s what I cover…

The role of a podcast in your marketing (it’s not what most people think).
How to judge success.
Why a podcast is the best “door opener” in your toolkit.
How to stay interesting and relevant to prospects (without creating a bunch of content yourself).
And so much more…

Jim Padilla, business coach, sales expert, and founder of Gain the Edge, says most people are going about sales all wrong.

For one, they buy into a myth about how a business is supposed to grow that actually stalls growth – and causes unnecessary stress and worry.

If you’re uncomfortable with sales… if you feel you must follow a rigid sales system to be successful… you need to hear the alternatives Jim advocates. They’re more effective – and easier to do too.

Listen in to find out…

How to ride the Sales Waterfall
5 things you must understand about your prospect
Ways to overcome the fear of rejection in sales (that you don’t know you have)
The 4 stages of the sales process – and the stage to always skip
And more

When you talk to people, it’s not just the words that matter, says Arthur Joseph. How you say something is just as important - if not more. Arthur teaches this Vocal Awareness through his Institute of the same name.

Communication is part of everyone’s business – and life. So you’ll want to pay attention to what Arthur has to say about how to create belief, trust, engagement, and more just by changing the way you speak.

This works one-on-one in-person, during webinars and podcasts, over the phone, in speeches, and beyond. We talk about how to implement Arthur’s techniques; he even shares vocal warm-ups and exercises you can use right now.

Tune in to find out…

The only two decisions in life that matter
How to become a Pragmatic Visionary
The “Underlining Technique” for putting presence in your voice
Ways to eliminate white noise from your conversations
And more

What makes for a successful business? Coach, author, and speaker Jennifer Dawn says too many entrepreneurs need to change their idea of what success really means, as well as the mindset and practical strategies they’ll use to achieve it.

Jennifer has built two multimillion-dollar companies (with a third on the way) and even had tremendous success in a corporate position (although the experience still soured her from ever going back to that world).

Her passion is helping entrepreneurs find the same level of success without sacrificing what’s most important. One essential element is something Jennifer says 80% of entrepreneurs don’t do. We take a deep dive into that, as well as…

How to use bad experiences to bounce back
Making your own rules as an entrepreneur
Why you can’t hold yourself truly accountable – and who to turn to
The wrong way to set goals (that you think is right)
And more

With 400 employees spread across dozens of locations, Robert Hartline has spent a lot of time thinking about how to communicate his vision to his team… and have them communicate effectively with each other.

Robert, a serial entrepreneur who splits his time between Nashville and Costa Rica, has ditched email for the most part… he hates phone calls. And now company-wide they’re using an app that allows them to stay focused, minimizes interruptions, and ensures they just plain get things done.

We also talk about how he deals with employees who aren’t engaged with their work - no, he doesn’t fire them – and much more.

Listen in to find out:

Strategies for solving problems, not situations
A “scientific” approach to solving business problems
How to use data to find out which employees haven’t “bought in”
Why the best leaders are like drug dealers
And more

Jay Lucas’s positivity is infectious. It’s no surprise, he says that the root of success is how you view the world. We explore ways to stay optimistic even when faced with even the most difficult situations.

Jay has used his philosophy to excel in government and business, including his work today with the Lucas Group, which works with private equity investors to grow companies.

But advising and building businesses isn’t his only passion. He’s also involved in a creative community revitalization project that’s very close to his heart.

There are lessons there that struggling small towns across the country could learn from.

Tune in to discover…

How – and why – to turn thoughts into things
Unlocking potential you don’t know you have
Winning the genetic lottery - and how to invest the proceeds
The advantages of “distributed” work
And more

These days it’s common for businesses to have “virtual” teams spread across the country… even the world.

But when Tina Forsyth coined the term online business manager back in 2008 and wrote her first book on the topic, she was a pioneer in the outsourcing space.

She continues to innovate, helping business owners find the right people they need to run and grow their business.

We talk about how to find those key people, as well as…

Creating a business that doesn’t need you around
Where to find (and how to recognize) employees better than you
The two mindsets of outsourced employees (one you must avoid)
When delegating goes bad
And more...

Mike McDerment didn’t know much about accounting – the nitty-gritty stuff, at least – when he started FreshBooks out of his parents’ basement.

He feels that his “inexperience” was an asset as he grew the business. It also inspired his strong views about how professional service providers should be billing for their work.

Too many, says Mike, take an approach that leaves clients unhappy and the provider losing money. He has come up with a simple – yet controversial – alternative.

We also talk about a resource he leaned on heavily when obstacles popped up as he grew his business, as well as…

Why billing hours can kill your business
The unexpected danger of having one big client (especially if they’re really big)
How to get paid the same for doing less work
Why expertise can sometimes sabotage your problem solving
And more

Jesse Cole’s motto is “Normal gets normal results.” As the owner of a minor league baseball team, he does what he has to to get butts in the seats for games… leading to record-setting attendance (and revenues) that has garnered national media attention.

And, along the way, he’s discovered a way to create amazing experiences that turn customers into raving fans… and evangelists that become your best marketing team. He packs it all in his philosophy for his company, Fans First Entertainment.

We talk about…

How to get buy-in from employees for your “abnormal” policies
Why you should put on a “show” for your customers – and how to do it
Strategies for drafting the right team for your company
Avoiding the “Comparison Trap” when growing your business
And more

Word of mouth can be responsible, at least in part, for 50% to 91% of your sales, depending on your industry. But, says Jay Baer, are you under the mistaken impression that word of mouth is something that just happens?

Jay, digital marketing pioneer and co-author of the new book Talk Triggers, shares techniques for ensuring that word of mouth happens “on purpose” and has a measurable and major impact on your sales.

It’s all about grabbing your prospects’ attention and wowing them, without gimmicks.

Tune in now to find out…

Why customers are your best marketing department
When marketing “tricks” go too far
How to really think like a consumer
The conversations that turn prospects into customers

You don’t have to sacrifice money to be fulfilled and make a positive impact in the world, says JV Crum, III, bestselling author, podcaster, and founder of Conscious Millionaire.

JV specializes in helping business owners go from six figures to seven figures. It’s not about working more… or taking on more clients. It takes a personal transformation and also requires a whole new way of providing your services.

We explore what that means and how to do it. It’s well worth the effort when you can work less but make more money… and even have a business you can sell for top dollar.

Listen in to discover…

The profit potential of the world of “one to many”
How to build an asset, not a business
Something you can create once… but sell again and again
What many entrepreneurs have forgotten about themselves
And more

Kim Butler, co-founder of the Economics Prosperity Movement, is passionate about helping people keep their finances as efficient as possible and spot opportunities to grow their wealth.

Often that means taking an unorthodox approach to investing and financial planning…and going against what mainstream financial advisors will tell you to do with your money.

So if you take your money out of the stock market and your 401(k), where should you put it?

Kim shares strategies using little-known investment vehicles, as well as unconventional ways to use traditional investments for better returns.

Tune in to find out…

Why you shouldn’t pre-pay your mortgage
The morning ritual that will put your whole day on track
A little-known danger in your kids’ school
The biggest but easily avoidable risk in alternative investments
And more

You became an entrepreneur to achieve financial freedom. But, says CPA and financial advisor Maddie Brown, too many business people have a mindset about money that ensures that will never happen.

If you neglect your financial records.

If you’re not sure how – or how much – money flows from customers to your pocket.

If you blame the economy or other “outside forces” for problems.

If you’re always on the lookout for IRS letters.

If you’re afraid of looking at or even thinking about your finances.

Then you need Maddie’s advice…now. (It’s a judgment-free zone.)

In the interview, we discuss…

The E+R=O equation for achieving your biggest goals
How to know if you need a new CPA (many businesses do)
The only way to overcome setbacks
Using “proactive” accounting to boost revenue
The question you must ask yourself about your business now
And more

When you’re struggling in business, whether you’re having trouble getting started or you’ve plateaued, the tendency is to blame yourself. But that way of thinking could be the root of the problem, says business transformation expert Nina Cooke.

Until she adopted the right mindset, Nina struggled in her corporate career and as an entrepreneur – even though outwardly she had “made it.”

She reveals the switch she made that allowed her business to thrive and for her to be much happier on a personal level… and how you can take steps to experience the same transformation.

We also talk about…

Why everybody isn’t going to like you – and that’s okay
Avoiding the fake beliefs that hold you back
How to listen to yourself to discover what you really want
A simple technique for eliminating self-doubt
And more

You start a business… you run it successfully for decades. But, asks Molly Grubb, what’s your exit strategy?

The nightmare scenario – you get to the end and don’t have a sellable business or one you can pass on to the next generation.

Molly helps people avoid that situation.

Try this exercise: If you took a two-week vacation with no contact with your business… what would happen?

If the prospect has you running scared… you won’t be able to sell. But Molly has some solid tips for creating an exit plan, which you should be working on right now.

We talk about…

How to minimize your tax obligation when selling your business
Avoiding tasks that waste time and suck energy
Solving the two problems business owners struggle with most
A painless process for delegating
And more

Listen now…

You have goals for your business (hopefully). A good first step.

Let’s kick it up a notch, says Scott Beebe, and create your vision. It’s the only way to get what you really want out of your business and your life.

Scott, founder of My Business on Purpose, outlines seven things that you must consider when putting together your vision. All these elements work together to create a plan for you to follow and give you the motivation to get it done.

You already have your vision, Scott says. You just need help pulling it out of your head.

To that end, Scott offers up a free Vision Tutorial during this episode.

Tune in to find out…

How to be realistic but ambitious with financial goals
The North Star you need when things get tough
What you should be asking yourself before work each day
The unexpected value of outside perspective
And more

It’s clear that if you’re marketing products or services online (and who isn’t these days), video has to be part of your strategy, says Jason Hsiao, co-founder of Animoto, an intuitive video creation platform. And here’s why…

Market watcher Tubular Insights has found that 64% of consumers make a purchase after watching a branded video. And 51% of marketers surveyed by Insivia say video is the content with the best ROI.

Video boosts leads and sales for every type of business.

Sure, it can be intimidating. But Jason has some simple tips to create professional looking videos with content you already have. He also shares some great free resources - so stick around until the end.

We also talk about…

How to stand out in social media with your videos
The 5+ most effective video formats
The 2 most intimidating things about video – and how to conquer them
Taking advantage of the “humanizing” effect of video
And more

In all of our work with clients, there’s a theme…

And I believe it extends to virtually all businesses…

The theme? That you’re sitting on, and ignoring a valuable asset in your business.

Your existing database of prospects.

The story of leads generated, then forgotten is an epic tale of missed opportunity and lost profit in business.

Why?

Because it’s damn hard to follow-up consistently.

In fact, three big barriers tend to freeze most people before they ever get started…

Writer’s Block - As the kid’s say…The struggle is real! Trying to figure out what to say in a newsletter, a simple follow-up email, a LinkedIn message, or even a voicemail keeps many professionals from ever following up.
Being Boring - Boring follow-up is almost the same as not following up at all… ‘cause your boring follow up won’t be read. :-(
Being a Pest - We all know that it’s hard to annoy a prospect into become a paying client. And you run the risk of being mightily pest-like if you show-up with self-centered, ill-conceived, or salesy follow-up.

So, most business owners just punt and do nothing.

Yet, they’ll work tirelessly to fill the pipeline with new leads. (The single most difficult and expensive activity in business.)

Today, in Part 3 of our podcast “mini-series” on escaping the curse of being “the best kept secret in your market” we bring it all together…

Today, I’ll show you how to take what we covered in Part 1 and Part 2, to create “forever follow-up” that does the most important thing you need to have before a sale is made…to create trust.

And I’ll explain how to do it without ever putting quill pen to parchment or even mousing-over the Microsoft Word button on your laptop.

P.S. After you listen to this episode, take a deeper dive into this topic so you can get it working in your business over at our new mini-site: sellingprofessionalservices.com

This is Part 2 of our podcast series on escaping obscurity. Today, I share the 3 secrets to creating momentum in business development.

Most people look around and see the “overnight” successes that are popular in the business press and on the web, and think that’s normal.

The truth is that there is no such thing as an overnight enduring success.

All enduring successes in business have a foundation under them, built up over years.

The foundation acts like a flywheel and creates momentum that becomes unstoppable…

The trick is creating the momentum.

In today’s episode I share how to do that (and the one key ingredient that’s hiding under your nose).

Listen here…

And, if you’ve not gone there yet, you’ll want to visit sellingprofessionalservices.com—a new site where we’ve collected our best thinking on, well…selling professional services. We cover more than what I could share on today’s podcast.

-Steve Gordon

P.S. If you missed Part 1 of this series get it here.

P.P.S. Stay tuned next week…I’m going to show you how to package up everything from the first two episodes and use it in your firm.

Why “obscurity” is the real enemy in business An old friend once told me there are two types of prospects…

The ones you know, and…

The ones you don’t know.

While that’s trite and true, I think it’s better said this way…

There are prospects that know you, what you do, and when to call you…

And ones that don’t know you exist.

The fundamental problem in business is figuring out how to move people from “don’t know you exist” to “know when to call.”

That’s the escape from obscurity.

And, if we’re honest, very few businesses make it out of obscurity.

They don’t die. They stay in business (often for decades), but never reach their potential.

They stay “the best-kept secret” in their market.

Today’s episode begins a 2-part deep dive into creating your own escape plan from obscurity.

Listen now...

-Steve Gordon

P.S. We’ve created a new mini-site where we’ve published our blueprint for escaping obscurity. Check it out at sellingprofessionalservices.com

Whether you’re in startup mode or trying to get to the next level, personal and business finance expert Jordan Goodman has some solid advice what to do and what never to do with your money.

There are some funding sources out there that would have been unheard of just a few years ago, including some that you must stay away from.

It might surprise you to learn you can also contact creditors, ask them to reduce your debt, and… they’ll do it happily. A perfect solution when you’re going through a rough patch.

Tune in to find out…

The best place to put your cash for an 8% return – it’s definitely not the bank
The unique way crowdfunding works for small businesses
An easy process to make debt “disappear”
Why you might qualify for Storybook Lending
And more

Too many professional service providers feel uncomfortable selling, says Brian Greenberg. But you can be a trusted advisor and do right by your clients – and still market yourself effectively.

For Brian, that means selling without selling. We unpack what exactly that means and how to do it so you land more new customers and make more money while marketing more efficiently (that means you get to focus on what you love to do).

Stick around until the end – Brian gives away a free audio version of his book… and there’s a contest (closely linked to this episode’s topic) to win another great freebie.

Check out the interview to find out…

How to do business ethically and transparently – and leverage it
The question you must ask yourself when making any decision
The single best way to secure the right reviews for your business
The power of “barnacle SEO” and the best way to implement it
And more

You might love your business, says Todd Palmer, but it doesn’t always love you back. Todd, an entrepreneur and business coach, says that it’s what you do when faced with tough times that counts.

First, you have to come to grips with a mental block most entrepreneurs have. Second, you can’t be afraid to get help (from the right people and in the right way).

Todd almost lost his business about 10 years ago… and went on to have the six-time Inc. 5000 business he has today thanks to completing those two actions.

We talk about how you can apply what he learned to your own venture, as well as…

How to get clarity when faced with challenges you don’t understand
The responsibilities you didn’t know you signed up for as an entrepreneur
The power of the Fail Forward Mentality
Two sources of help to get through the toughest business problems
And more

For many professional service providers the decision to “specialize” brings fear of shutting out potential clients. It’s actually the opposite, says author and positioning expert Philip Morgan.

When you narrow your focus previously hidden profitable opportunities seem to come out nowhere. Of course, how you go about specializing and the niche you pick have a lot to do with it.

Philip highlights some proven strategies to make sure you do it the right way. We also talk about…

The Whale Client problem and how to avoid it
The “X Factor” that accelerates your success
The 5 ways to specialize – and how to pick the right method for you
The power of constant communication with potential clients
And more…

Sixty to 80 hour workweeks… no freedom… scrambling for every dollar. Like many business owners, Paul Maskill found himself working too hard for too little return, financial or personal.

Then he made key changes in how he ran his business so he could reduce his workload, boost profits, and live the true dream of an entrepreneur.

These days, Paul coaches other entrepreneurs to escape the grind by making the most efficient use of their time.

Check out our interview to find out…

The systems you need so that your business can survive without you
The easy way to start delegating
Tips for escaping the “this is how I’ve always done it” mindset
How to figure out your definition of freedom – and what you need to achieve it
And more

You have a potential product… service… or tool. Or even just an idea. Gavin Zuchlinski, founder of Acuity Scheduling, says that you shouldn’t try to develop it on your own. He knows you have a resource right under your nose that’ll help you create a winning – and profitable – concept.

The lessons Gavin learned when creating his scheduling software apply to every industry, in every niche. He also has tips for how to optimize your schedule to maximize the value your customer gets – and the money you make.

By the way, Gavin offers a 45-day free trial of his scheduling software at the end of the call, so stick around until the end.

Listen in to find out…

The #1 rule to make any tool or service you create successful
How to get in the mind of your customers… when you’re not your ideal customer
Why intention can be right but implementation can fall short if don’t take this step
The power of continuous improvement
And more

As an entrepreneur, you can feel pretty lonely. But you don’t have to face your business challenges alone, says strategic consultant Pam Wasley. She highlights a specific type of networking you can use to identify the real issues you’re facing and figure out how to overcome them.

Pam also talks about a little-known sector of the gig economy that can help struggling companies boost profits and stay competitive. This is a huge opportunity for consultants and professional service providers.

Be sure to listen to the end, when Pam offers a copy of her book and several more freebies.

You’ll find out…

Why “talking to yourself” can help you solve your biggest problems
The right way to fire somebody – it’s a positive for you and them
How to try before you buy with new employees
Questions you can use to make sure consultants actually know their stuff
And more

One of the most painful things any expert or consultant can do is… say no to opportunity. But it must be done. Author and advisor David C. Baker, who’s been featured in the Wall Street Journal, Forbes, and more, explains how doing so will actually make your business more successful (and ensure you enjoy your work even more, too).

Building a business based on your expertise requires a unique approach. And David highlights some of the best practices for making sure potential clients recognize what you bring to the table – and pay accordingly.

In this episode, you’ll learn…

The 4 common mistakes of entrepreneurs – and how to avoid them
One of the best ways to organize your thoughts and formulate new ideas
The dangers of over-delivering to a client
2 ways to gain expertise none of your competitors have
How to ensure you can charge a premium for your services
And more

Working on projects you love, with people you love working with. That’s the dream of an entrepreneur. But if you don’t market yourself and your services the right way, that goal could be out of reach, says Cindy Schulson.

Cindy specializes in helping coaches and consultants use “heart-centered” marketing to stand out from a crowd of competitors with a compelling message.

She offers practical, actionable strategies to help you appeal to the logical and emotional sides of your ideal prospects.

Tune in to discover…

The 4 layers of every effective marketing message
How to stop being a “commodity” with your business
The power of speaking your truth
Why most business fail within 5 years – and how to avoid that fate
And more

Here’s a hard truth from my guest, Blair Enns of Win Without Pitching:

You’ve probably been undercharging for your services for a very long time. Let’s change that right now.

Blair, a sales trainer and pricing expert specializing in helping creative professionals, is revolutionizing the way they – and professional service providers, too – sell their services.

He has techniques for taking back the power in your relationships with clients that will maximize your growth and profits.

He’ll also share…

A systemized way to set prices for any project or any client
The “Meet in the Middle” technique for getting the fee you want
Why taking any project that comes your way loses you money
How to sell your value instead of your time
The right way to set up retainer agreements
And more

Podcasts are the ideal way to get more leads and customers for your business, says Tom Schwab. Tom, author of Podcast Guest Profits, reveals how to make sure you get in front of the right audience when podcasting… and how to get them to know, like, and trust you.

It’s all about getting in on the conversation with your ideal customers, whether it’s on your own podcast or being a guest on somebody else’s show.

Your audience is out there but increasingly difficult to reach with traditional marketing, explains Tom. But with podcasting you can exponentially increase your reach quite easily.

Listen in to find out…

A step-by-step plan for using podcasts as a lead generation tool
The 10-minute prep ritual for a podcast guest spot
The 3 “M’s” you must have in place before podcast marketing
Why running into business barriers can be a good thing
How to leverage podcasts to boost other marketing efforts
And more

If you’re an independent professional service provider this is a must-listen, especially if you’re still stuck in the hourly billing trap. Yes, it’s a trap, says my guest Jonathan Stark. One that robs you of time and money.

Jonathan, a former software developer, advocates a value-based pricing model, which leads to better quality work and better client relationships. But getting paid this way requires a whole different approach to marketing your services and how you talk to potential clients.

Tune in to find out…

A simple way to “productize” your service
The easy way to eliminate worry about scope creep
Why you don’t have to profit in the traditional sense with hourly billing
How to make sure you don’t work “too much” on a fixed-bid project
And more

As a business owner are you… stressed out? Feel like you don’t have enough time to get things done? Are you not making enough money… and your business’s growth has stalled? Business transformation expert Josh Fonger, who uses the Work the System method, wants to help.

What he suggests isn’t glamorous. The tips he reveals in this interview are actually quite simple… but very effective.

And they allow you to step away from the day-to-day and make your business more profitable than ever.

Check out the interview now to discover…

How to avoid the traps a typical business owner falls into
When doing “less” can actually make you more money
The dangers of the Hero Complex
The simple “mechanics” of your business you must work on now
And more

If you’re a consultant or other professional service provider, you have to listen to what Joe Kashurba has to say in this interview. If you want to create a thriving business that brings in 2X, 5X, or 10X what you’re making now, this web designer turned business consultant lays out the road map.

Joe says to find breakthrough growth you need to do two things: take on employees (but not in the traditional sense) and… get rid of some of your customers. He explains how that works, as well as …

Why you shouldn’t charge hourly fees
The two-part process for charging premium prices for your services
The who, what, and why you need to know before you do any marketing
5+ benefits of a virtual office… and the dangers of a “real” office
The step you must take to make your business scalable
And more

Beware the “Kumbaya” School of workplace and leadership success, says my guest this week, Michael Wenderoth. This executive coach with an international client base offers effective, practical strategies for getting ahead at work or in your own business.

Michael says you can do it without being cutthroat and without sacrificing your integrity.

These are tactics you definitely haven’t heard before. And they’re ideal for CEOs, owners, executives, and entrepreneurs trying to navigate an increasingly complicated workplace environment, office politics, and more.

Check out the interview to find out…

Why nice guys or gals don’t have to finish last – if they do this…
The reason simply working hard is never enough
The “North Star” you need to keep you on track in the toughest times
4+ primary habits of the most successful people
And more...

Too many entrepreneurs find themselves stuck for two reasons, says Dan Sullivan of Strategic Coach:

They don’t trust employees to do meaningful work in their business.
They don’t understand how collaborating with “competitors” can be a real game changer.

But, says Dan, to grow your business 5 times, 10 times, or even 100 times where it is today, you can’t go it alone. No amount of hard work will get you there. You need other people.

Dan unpacks that concept in this episode and a whole lot more. Tune in to find out…

How you can get other people to help you develop new product ideas
Your critical – but surprising – role as the founder of a business
The power of multi-generational friendships
The worst thing you can do when setting prices
And more…

Listen now…

Starting a business from scratch and turning a profit can be challenging enough. Joe Fier, along with business partner Matt Wolfe, go that extra mile. With their online company, Evergreen Profits, they constantly shift their business model – even if they’ve been profitable and successful.

The idea is to morph the business to reach a larger audience and bigger, more predictable profits. Discover how they've done it and what you can apply to your business.

Joe reveals how they make these big transitions work, as well as…

Why you should build momentum instead of swing for the fences
The best way to find out what your customers want
How a weekly “audit” can reveal what your business is missing
Why you should always start the conversation with your prospects
A solid strategy for turning cold traffic into reliable revenue (this is very different than what most people are doing right now)
And even more...

The dream of most entrepreneurs is to one day sell their business and then sail off into retirement or another venture with a tidy sum.

But unlike financial planner John Chichester, who recently sold his business to a major player in his industry, many face a rude awakening when they put it on the market. They’re unable to get their asking price… sometimes they can’t find a buyer at all.

It doesn’t have to be that way. And in this episode we discuss what you should be doing right now to ensure your business is sellable, especially if you’re a professional services provider.

You’ll discover…

Strategies for building equity (and how to tell if you don’t have any right now)
Why “win-win” is the best way to approach negotiations
The importance of candor and openness for both buyer and seller
Navigating the emotional impact of selling your business
And more

Entrepreneurs get into business to make money, at least at first. But, says Shaun Buck, as your business grows that usually stops being a motivating factor.

Shaun, owner of The Newsletter Pro, shares how he discovered his new “reason why” and how it radically transformed his business. He also outlines how he uses a unique and powerful referral marketing strategy to land his best clients.

Be sure to listen until the end – Shaun has an awesome gift for you.

Check out the interview and discover…

How incremental improvements can drive rapid growth
Where to focus when the going gets tough
Why your “reason why” should evolve over time
Ways to land your most profitable clients with referrals
A strategy for doubling profits in four months
And more

The fastest growing workforce these days is a virtual one. And my guests Shannon and Bryan Miles were instrumental in that sea change in the world of work.

Employees working from home. Freelancers around the world being hired to collaborate on projects. Entrepreneurs starting “kitchen table” businesses and then hiring folks to work online as needed.

With their company, BELAY, Shannon and Bryan have pioneered many of the best practices in virtual work over the last eight years. Along the way, they’ve figured out how to grow their business without it controlling their lives.

Check out the conversation and discover…

The difference between running and owning a business
How to figure out the best ROI from an investment of your time
The 3 things you must do to empower others on your team
What should be the central theme of your company culture
Why mistakes aren’t a big deal – and how to handle them

Marketing automation is a buzzword these days. But, says AWeber founder and CEO Tom Kulzer, a lot of companies are going about it all wrong.

He should know. Aweber has been a pioneer in this field, along with email marketing, for its 20-year history. Its 120,000+ customers send out 4.5 billion emails every month.

Tom shares some best practices, as well as how he overcame the challenges that come with going from one-man shop to 120 employees. One of his biggest tips for CEOs: be in charge but don’t be in control.

During our conversation, he explains what that means and goes into…

Why you should never be the smartest person in the room
How ego can sabotage your company and its growth
The alternative to “trial and error” for solving problems
The #1 thing companies get wrong about marketing automation
A simple trick for writing more engaging emails that get opens and clicks
And more…

Your business is growing steadily. But you’re stressed because you can’t handle the workload… and you’re hesitant to hire someone. My guest this week, Freeeup.com founder Nathan Hirsch, specializes in helping entrepreneurs find the right team to take their company to the next level. Nathan is also the founder of Ecombalance.com which is a monthly bookkeeping service for Ecommerce Sellers/agencies and OutsourceSchool.com where he teaches his hiring processes.

On this episode you’ll learn where to find the diamonds in the rough and avoid the horror stories that scared you away from hiring in the past. And, by the way, we’re not talking about full-time, in-office employees. This is outsourcing – but not like you’ve ever seen.

It’s time to get your hours back and focus on the parts of the business you love. Listen to our conversation to find out how to…

Hire people who are more talented than you
Turn the weaknesses of your business into strengths
Avoid the #1 reason freelancers fail
Form productive working relationships with an outsourced team
Follow the 3 pillars of working effectively with remote workers
And more

Many people think they know what good networking looks like. But Jordan Harbinger maintains that most approach this vital business tool all wrong, don’t do it enough, and don’t have the right goals in mind.

Jordan, host of The Jordan Harbinger Show, is an expert in social influence. Over the years, he’s discovered how to form effective business relationships that lead to a financial payoff – often in a way you never expect.

If you’ve always shied away from networking or felt it didn’t work, you need to listen to this interview. Jordan has proven strategies for anybody in any industry to build “social capital” you can call on to grow your business.

You’ll also discover…

Why you’re never “ready” to start networking – so do it now
The reasons you shouldn’t keep score when you’re networking
The key to overcoming the awkwardness of networking
Ways to turn your network into your business development army
The power of the double opt-in introduction
The ABG Rule for building business relationships
And so much more...

If you’ve ever been concerned that your home life suffers because of your business – and who hasn’t – you’ll want to listen in to what Bradley Callow has to say.

With his Rich Legacy organization, Bradley specializes in empowering families to not just have better relationships but also ensure that kids avoid the pitfalls of adolescence in today’s world.

Bradley’s own troubled past inspired him to take on this mission. And you’ll be surprised how he sees many parents today actually unknowingly sabotaging their children’s future. He’s got plenty of strategies for avoiding that fate too.

He even offered his personal cell number – you can text him to schedule a free coaching call.

You’ll have to listen to the end for that. Along the way, you’ll discover…

Work/Life Balance is impossible – and what to do instead
How to be “intentional” with your family time
Why hardship and failure are vital for personal growth
Ways to “plan” your family like you do your business
Tips for changing kids’ behaviors now so it doesn’t become a lifelong issue
And even more...

Timeline 00:11 Today Steve speaks with Bradley Callow, the creator of Rich Legacy, a programme that helps affluent families connect with their children.

01:16 Bradley rejects the term “Work-life balance”, he prefers “work-life integration”.

02:24 On the outside Bradley seemed to have the ideal childhood, in reality, he was on drugs at 11 years of age.

08:52 Steve talks about how pain can be a good teacher.

10:17 Bradley talks about “helicopter parents” and even “bubble parents”. He describes the problems with both.

12:15 From his own experiences Steve talks about kids not being given the chance to fail.

14:01 Bradley explains his parenting approach to helping parents connect with their kids.

19:58 Bradley speaks on intentionality and how prevention is so much better than cure.

23:35 Bradley does something no other Unstoppable CEO Podcast interviewee has done…given out his personal cell number for you to contact him.

25:24 Bradley give us some articles on his site to check out.

26:41 Bradley sets out a personal challenge to all of us with families.

Mentioned in the show * https://richlegacy.com * https://myfathersonretreat.richlegacy.com * https://betterdads.richlegacy.com * Enjoyed this episode? Rate this podcast on iTunes >>

You can learn. You can study. But only when you take one specific step in your personal development will you see a significant ROI for your efforts. My guest this week, Benjamin Hardy, took that one step and catapulted his business to more than $1 million in revenue – a 10X jump – in just three years.

Benjamin, author the new book Willpower Doesn’t Work: Discover the Hidden Keys to Success, is a writer (the #1 author on Medium.com), PhD student, and keen observer of human psychology.

He’s always been pretty ambitious. But it took a pivotal moment a few years back to channel that ambition in the right way.

He shares his approach in this episode, along with…

The Forcing Function Strategy for getting real results fast
Ways to benefit the most from your mentors (yes, you need more than one)
The best place to come up with your best ideas – it’s not the office
How to use “escalation of commitment” to achieve your goals
Avoiding the danger of ignoring your environment
And more

Listen now…

Timeline 00:11 Today Steve speaks with the founder of Benjamin Hardy, the No.1 writer on Medium.com and someone who went from making $12K a year in 2015 to over $1MM in 2017.

01:03 Ben tells us how he got to where he is and how fostering 3 kids pushed him to start writing.

04:15 Ben tells us why he felt pressure to succeed.

6:42 Ben’s PHD is about the difference between wannabe entrepreneurs and real entrepreneurs. He explains to us his findings.

11:53 Ben explains how he went from $12k a year as a grad student in 2015 to over $1MM in 2017.

17:13 Ben tells us that quantity is the path to quality and that it's better to be prolific than perfect.

23:05 Ben tells us exactly why he wrote his book and how you are a product of your environment.

26:07 Ben explains the two environments we find ourselves in, High Stress and High Recovery.

29:03 Ben talks about why you should take 150 “free days” a year.

32:57 Ben gives us a special link for his book.

Mentioned in the show * https://www.willpowerdoesntwork.com/book-bonus-giveaway * Ben Hardy on Medium.com * Willpower Doesn’t Work on Amazon * Dr. David Hawkins Power vs Force, Letting Go * The Millionaire Next Door * Enjoyed this episode? Rate this podcast on iTunes >>

Power vs. Force

Letting Go: The Pathway of Surrender

None

Willpower Doesn't Work: Discover the Hidden Keys to Success

In this episode, you'll discover the three biggest digital marketing trends impacting service businesses. I just returned from Traffic and Conversion Summit, where the entire conference was focused on these three shifts.

I've distilled it down to principles you need to apply to your business and explained why they're important. In just 10 minutes, you'll have a high-level game plan for marketing your firm in 2018 and beyond.

3 Digital Marketing Insights from Traffic and Conversion Summit Here's what's inside this episode...

The critical role of content in your marketing (and the unique advantage it gives you if you do it right).
How to connect with the influencers and key prospects in your niche in a new and powerful way (this is especially useful if you do tradeshow or conference marketing).
A new way of creating more human experiences on your website that high-ticket prospects prefer, and will shorten your sales cycle.

In this episode, I’m excited to announce the release of my new book, The Exponential Network Strategy!

If you’ve ever been frustrated by the amount of time and energy required to “network” and disappointed by the results, this episode (and the book) will help.

You’ll discover a new way to create real business relationships that lead to referral opportunities.

And, in the episode, I share how to become “The Success Journalist” in your niche...a technique for getting access to you most important prospects.

To get your copy of the book (free), go to:

http://unstoppableceo.net/exponentialnetwork

What motivates you? What do you really want out of your business… and life? And how are you going to get it? You might think you’ve answered those questions long ago. But Tony Grebmeier knows you can dig deeper and find the real truth.

Everybody has trials and tribulations in their career… and at home. Tony, a partner in ShipOffers, an eight-figure supplement business, certainly had his share. But you’ll be inspired by how he dealt with his issues to find your own truth. When Tony found him, he was able to take on anything that came at him.

You’ll find out how he did it in this interview. We also get into…

The role of “play” in building a thriving business
How to take goals from fantasy to reality
The Curse of Me Too
Implementing the G.R.O.W.T.H. Mindset at work… and at home
Two dangerous words entrepreneurs should avoid
And more

Listen now…

TimeLine 00:11 Today Steve speaks with the founder of Tony Grebmeier, an online business entrepreneur and co-creator of Shipoffers.

01:26 Tony tells us how he and his two friends built their online empire and what High5 does for his clients..

05:44 Tony takes us through his tough times, including the night he tried to end it all.

9:47 Steve picks up upon Tony’s notion of “want”.

11:39 Tony talks about changing his mindset from being a quitter because somebody laid out a roadmap for him to change.

14:56 Tony elaborates on the roadmap and how to change your fantasies to reality by bridging the gap from one step to another.

21:03 Tony explains how we all have the power to “choose” to be happy..

23:36 Tony talks about “getting back into the line”, instead of jumping on the next ride.

26:32 Tony tells us what Shipoffers does, a company that had 1.5m shipments last year. He also explains what “Drainers and Drivers” are.

Mentioned in the show * http://ShipOffers.com * Doug Roberts * Gill Gerstein * High5 * Tom Brady * Kevin Cohen * http://drainersanddrivers.com * Enjoyed this episode? Rate this podcast on iTunes >>

Think about what your obituary would say if you died today. For Russ Perry, that exercise was the motivation he needed to make major changes.

Russ, founder of Design Pickle and author of new book The Sober Entrepreneur, had addiction issues that threatened to unravel his life. But the way he overcame them - and went on to create breakthrough success - can be a great model for any entrepreneur, especially those in start-up mode.

For one, Russ has channeled the “power” of addiction (everybody is addicted to something, he says) into positive energy. And he found that the best way to serve your family, your business, and yourself…is to be selfish. He’ll explain how that works during this interview, as well as…

Why you should double or triple your fees right now
The “work out” for your brain that can interrupt destructive thoughts
A strategy for ensuring you're always enjoying your business
How to solve a profit problem in one step
Tips for handling the everyday stresses entrepreneurs face
And more

Listen now…

TimeLine 00:11 Today Steve speaks with the founder of Design Pickle and the author of The Sober Entrepreneur, Russ Perry.

01:25 Russ credits his creativity as his driving force for his success.

03:13 Russ talks about the ATM of Happiness and how it didn’t work for him.

7:00 Russ tells us not to undervalue ourselves when starting off in business. Charge more!

10:11 Steve talks about the hardest part of his day, clearing his mind for 10 mins. They both discuss the gains you get from repeated meditation.

13:51 Russ talks about his mother and how her creating a family tree led him to restart his own by writing his book.

18:03 Russ talks about his addiction and how other successful people could still be addicted but not know it.

21:03 Russ credits a program called “Wake up Warrior” that forces you to simply speak the truth.

23:59 Russ tells us how to get a free chapter of his book.

24:46 Design Pickle allows you to ”rent” a designer for a month.

Mentioned in the show * The Sober Entrepreneur * www.https://designpickle.com * Enjoyed this episode? Rate this podcast on iTunes >>

Brad Costanzo is a unique entrepreneur in that rather than starting new businesses…he prefers to help existing businesses be better than they are.

Along the way, Brad, host of the Bacon Wrapped Business podcast, has taken his role as a consultant to a whole new level - something that his clients appreciate and has helped him personally leverage some lucrative deals.

It all starts with being curious and asking questions. He recommends every professional service provider and consultant do that with a new client.

Check out the conversation to discover…

Why mistakes are not failures
What you can tell yourself to get over fear and anxiety
The first question you should ask every client
How to recognize opportunity in your day-to-day
The Getting Your Hooks in Technique for landing more business
And more

Listen now…

TimeLine 00:11 Today Steve speaks with Brad Costanzo, an entrepreneur, strategic advisor and host of the Bacon Wrapped Business Podcast.

01:16 Brad talks about his career, beginning in sales, to starting businesses and consulting.

05:25 Brad is more motivated by fear than gain. He talks about how he views mistakes as “mis-takes”

07:45 Brad talks about the importance of momentum when starting a new venture.

11:00 Brad talks about what he’s excited about in business including purchasing an ECommerce company and working with a Billionaire and a UFC champion.

14:24 Brad tells us what he looks for in a business he wants to work with or takeover.

16:41 Brad tells us to find out as much as we can about our own clients….just in case they might want to sell.

22:15 Brad tells us how to get in contact with him.

Mentioned in the show * Cost Segregation * Norman Schwarzkopf * Steve Sims * Enjoyed this episode? Rate this podcast on iTunes >>

Welcome to EPISODE 50!!!!!

This is Episode 50 of The Unstoppable CEO™ Podcast, and it’s a biggie…

My guest is Perry Marshall, best selling author of seven books, including The Ultimate Guide to Google Adwords, The Ultimate Guide to Facebook Ads, 80/20 Sales and Marketing.

But today, Perry and I are diving into his latest book—Evolution 2.0. Perry’s a brilliant marketer and a disciplined engineer.

This is a fun, deep, and very different interview, that will expand your thinking.

And, there are unusual, seldom understood, parallels between Evolution 2.0 and your business (yes, really). You’ll have to listen to find out.

I hope you enjoy listening as much as I enjoyed being in this conversation with Perry.

TimeLine

00:11 Today Steve speaks with our 50th guest, Perry Marshall. One of the most respected business consultants and entrepreneurs in the world.

01:53 Perry got laid off when his wife was 3 months pregnant. He details his incredible journey from that point to where he is now.

06:18 Perry takes one of the major life questions that has confounded mankind since history began...just where did our arms come from?.

17:32 Perry breaks down some of the main points from his book Evolution 2.0 including an in-depth discussion on evolution.

26:28 Perry talks the work of biologist Barbara McClintock.

35:25 Steve takes Perry’s point on gaps in evolution and shows how it's happening in business today.

37:11 Perry explains how he used his own theories from Evolution 2.0 and applied it to his business. A method called the Swiss Army Knife.

40:12 Perry talks about MS-DOS and a scientific experiment using antibiotics.

45:37 Perry explains his bacteria theory further.

47:38 Steve picks up on the fact the evolution is fractal.

52:55 Perry explains what The Evolution 2.0 Prize is.

55:24 Perry tells us how best to get in contact with him Mentioned in the show

Evolution 2.0
80/20 Sales and Marketing
The Ultimate Guide to Google Adwords
The Ultimate Guide to Facebook Advertising
https://naturalcode.org
https://perrymarshall.com
https://cosmicfingerprints.com
Enjoy this podcast? Leave us a review on iTunes.

80/20 Sales and Marketing: The Definitive Guide to Working Less and Making More

Ultimate Guide to Facebook Advertising: How to Access 1 Billion Potential Customers in 10 Minutes (Ultimate Series)

Ultimate Guide to Google AdWords: How to Access 100 Million People in 10 Minutes (Ultimate Series)

Evolution 2.0: Breaking the Deadlock Between Darwin and Design

The online education space may seem saturated… the opportunity long past. Not so, says my guest Jonathan Cronstedt, president of Kajabi.

He maintains that thanks to two recent trends, there is a ready-to-buy audience in just about every niche.

A growing market, plus today’s technology, means it’s never been easier for anybody, from any background, to profit from what they know.

“JCron” also explains how to form a productive relationship between a company and a consultant.

Sometimes there can be friction when an outsider comes in. But he has strategies for collaboration that produces amazing outcomes.

You’ll also learn…

Ways to leverage “hyper-individualism” to break into new markets
The key differences between start-up and scale-up
Why simple information isn’t enough when “selling” knowledge
Tips for avoiding the paralysis of micro-management
The answer to every entrepreneur’s hardest question
And more

Listen now…

TimeLine 00:11 Today Steve speaks with Jonathan Cronstedt, better know as “jcron”. A dangerously dedicated executive strategist and president of Kajabi.

01:31 Jonathan explains how he ended up in Digital Marketing when he first started out in mortgage financing before the crash.

04:40 Jonathan talks about how, why and when to seek help when moving from startup to scale in your business.

08:14 Jonathan explains the different types of situations he faces when he is brought in to help a business

12:25 When Jonathan is brought in to a company, he is not looking for center stage.

16:10 Jcron talks about the future, how the information age failed us and how the knowledge will save us.

19:25 Jcron address the issue of information saturation in the market.

23:03 Jcron explains how you shouldn’t believe it when somewhen tells you a certain trendline is finished

27:05 Jcron talks about the innovative things he’s seeing in video learning.

30:34 Jcron talks about the different types of people who have information that could be released online.

34:42 Jcron tells us how best to get in contact with him.

Mentioned in the show * Kajabi * Glazer Kennedy “Insider’s Circle” * Karl Marx * Revenge of the Analogue * Enjoyed this episode? Rate this podcast on iTunes >>

When you have a business, it’s tempting to be all things to all people. But when your target market is too big, says Josh Turner, you don’t reach anybody effectively.

This B2B marketing expert recommends ways to laser focus your marketing so you can generate as many leads as you can handle.

Josh is a big fan of one social network in particular. He shares how he’s learned to use it to turn more prospects into lifelong clients and customers.

You’ll also get details on…

The forgotten impact of your physical health on mindset
Ways to generate leads on social media without “spamming”
How to get referrals on autopilot by building your reputation online
The 15-Minute Rule for overcoming negativity and getting back to work
The people you need in your business so you can focus on “needle movers”
And more…

Listen now…

TimeLine 00:11 Today Steve speaks with Josh Turner, the WSJ bestselling author of Connect and Booked and the founder of Linkedin Selling.

01:25 Josh tells us how he realized how Linkedin could be used in a very powerful way early on.

06:19 Josh, like all of us, had a tough road in growing his business. He started off with just $5000 and a couple of credit cards.

11:02 Josh talks about the importance of working out and keeping healthy.

13:25 Josh talks about why he has refocused and reduced the number of potential drivers to push forward his company this year.

15:51 Josh talks about the changes he’s had to make as his company grew so quickly.

18:56 Steve and Josh talk at length about “Done for your services”.

23:06 Josh gives superb advice in trying and succeeding in gaining the clients you want from Linkedin.

26:48 Josh talks about how not to come across as just another person wanting to sell services on Linkedin. He gives a real-time example of helping a client with this.

32:20 Josh gives us a link to his in-depth Linkedin master class which gives a beginner to advanced guide to how best to gain clients through the platform.

Mentioned in the show * LinkedUniversity * LinkedSelling * LinkedIn * Enjoyed this episode? Rate this podcast on iTunes >>

For many of us, self-promotion is tough. We were raised not to brag. Laura Posey, Chief Instigator at Simple Success Plans, faced that early on in her consulting career.

But when she realized one key fact about herself (you have it too), she never hesitated to promote her services proudly… and brings in a steady stream of appreciative clients as a result.

In this episode, Laura also shares a shortcut to help you make any business decision. If the answer is “no” - you let it go without guilt. Yes - you take action. It’s also a handy way to avoid “shiny object syndrome.”

Listen now to discover…

How to eliminate “fuzzy” goals from your business planning
The “boring” parts of your business you have to master before you innovate
What it takes to reach your biggest goals - it’s not fast, but you get there
Ways to train your brain to ignore the distractions that plague entrepreneurs
The key to envisioning the “Big Picture” that gives you confidence, purpose, and perspective

Listen now…

TimeLine 00:11 Today Steve speaks with Laura Posey. Laura is an internationally recognized speaker, a consultant in sales and marketing and creator of the Simple Success Plans website.

01:19 Laura tells us how she started off in business. From pizza to car sales to insurance to the point where she realized she wasn't cut out for the corporate world.

04:39 In order to overcome obstacles and refocus, Laura goes back to her old emails from clients telling her how much she has helped to change their lives.

06:50 Laura does have days where she wishes she had a normal job but knows she’d get bored in 20mins!

09:28 Did you YOU sell Cutco Knives?

10:24 Laura talks about the shift from selling stuff to selling yourself and how she got over the self-doubt.

14:30 Laura talks about people who read lots of books and go to conferences but asks why they never implemented what they read or heard?.

15:49 Laura’s index card trick.

18:47 Steve reveals the big secret about conferences.

20:33 Laura talks about how important planning is for your business and how you're not going to double the size of your business by working twice as hard.

27:07 “The average person makes 35,000 decisions a day”

29:21 Steve talks about doing his first strategic plan and Laura explains how to boil it down using the 80/20 rule.

36:07 Laura tells us how to get in contact with her and how her daily success checklist can help you immediately.

Mentioned in the show * https://simplesuccessplans.com/daily * Cutco Knives * Brian Treacy * Enjoyed this episode? Rate this podcast on iTunes >>

The popular image of an entrepreneur is going solo… being independent. But my guest this week, copywriter and joint venture expert Bob Serling, advocates a different approach that allows you to leverage the expertise and contacts of others.

You can use his strategies if you’re selling a product or seeking clients for your professional services… even trying to find work on a new career path.

Your business will move forward exponentially, says Bob, when you leave behind a winner-take-all attitude and instead help others be successful first.

That’s just one of the counterintuitive concepts Bob shares. And they’re proven to work - it’s how he created a best-selling toy with the world’s top skateboarder, despite starting with zero experience in the industry.

Tune in to discover…

The secret ingredient to a successful business most entrepreneurs don’t understand
Where to find the game-changers for your business - they’re closer than you think
Why you should avoid traditional networking… and what to do instead
The one thing you must do before creating a product or trying to sell it
How to quickly make yourself credible to those who can help you the most

Listen now…

TimeLine 00:11 Today Steve speaks with Bob Serling. Bob has over 30 years experience in marketing, he is the founder of Profit Alchemy and a guru for joint ventures.

01:34 Bob is interested in people with unique ideas has that's the way he himself is wired. This has led him to work with a wide variety of different sectors.

03:33 Bob discusses the school system and how it categorizes you into predetermined “buckets”.

05:26 Bob recognizes that in order to be different you have to do different things that other people aren't doing. Bob goes in depth in how he did this throughout his career.

15:46 Bob explains the power of just sending out a simple email.

18:19 Bob explains how not being greedy leads to much more money.

19:50 Bob tells us why only 2% of potential products get to market.

15:49 Laura’s index card trick.

22:08 Bob explains what the key is to making joint ventures work because as many as 70% fail. He goes in depth on how to build great relationships.

30:28 Bob talks about trying to get people to do interviews for him and about his 15 min email academy.

35:41 Steve explains what the “Hamster wheel of Death” is.

36:57 If you an introvert, emailing is for you.

38:18 Steve and Bob give great examples of using email lists.

41:01 Bob gives further examples of his work with a client in a joint venture.

43:59 Bob tells us how to get in contact with him

Mentioned in the show * Tony Hawk * Profit Alchemy, Inc * How to write a good advertisement -Victor Schwab * How to get rich in mail order - Melvin Powers * Adweek * Ted Nicholas * Gary Haliburton * http://www.15minuteemail.com * Enjoyed this episode? Rate this podcast on iTunes >>

How To Write A Good Advertisement: A Short Course In Copywriting

How to Get Rich in Mail Order

If you’re transitioning from being a freelancer to building your own company - and you’re struggling (who isn’t?), you don’t want to miss this talk with Laura Roeder.

She was a freelance designer and is now CEO of a 30-employee company that offers the popular social media automation tool, Edgar.

As the owner/founder, you’re often the bottleneck slowing your company’s progress. Laura has solid tips for recognizing and overcoming your self-inflicted obstacles to growth.

She also shares strategies for avoiding social media burnout and using this marketing channel effectively.

Check out this episode now to find out…

Ways to avoid “Money in the Middle” Syndrome
How to make sure you’re actually delegating
Which type of people you need to take your business to the next level
A social media strategy that gets results - and takes less work
The two types of social posts getting the most traction now

And that’s just a small taste…

Listen now…

TimeLine 00:11 Today Steve speaks with Laura Roeder. Laura is the founder of Edgar, a social media app designed to prevent status updates from ever going to waste.

00:54 Laura gives us a quick recap of where she's at.

02:23 When trying to overcome problems, Laura had found that staying present has been one of her greatest assets and how the comparison is the thief of joy.

06:18 Laura talks about being a new CEO and how having to delegate work and not be the “monkey in the middle”.

09:11 Laura talks about hiring people to do jobs that she can’t do.

11:20 Laura talks about being pregnant when launching Edgar and how it actually helped her.

13:59 Laura talks about the steps that led her to build Edgar.

16:45 Steve and Laura talk about Edgar and how to repeat blog posts are not an issue.

20:52 Laura explains that simply posting more often can be the best way of reaching more people.

26:08 Laura discusses how video is fast becoming the new best marketing trend and why you should narrow your social media platforms.

33:29Laura tells us how best to get in contact with her.

Mentioned in the show * https://meetedgar.com/ * @LKR * FB * Instagram * Linkedin * Dan Sullivan * Enjoyed this episode? Rate this podcast on iTunes >>

Have you ever fallen into the trap of comparing yourself to others? Their success… their achievements… actually, have nothing to do with you, says my guest this week Dov Gordon.

Dov helps people in the corporate world transition into becoming six-figure consultants and coaches. But anyone who’s struggling to grow a new business can benefit from his strategies.

In this episode, he shares techniques for clearing away “mental blocks” so you can tackle - and achieve - your biggest, boldest goals. And he’ll highlight the only three things you need to create the business success you deserve.

Listen in now to discover…

When you should listen to your gut - even if your brain is yelling at you to stop
How to find the right answers… by asking better questions
The dangers of long-term thinking
Why “outside” feedback can give you the clarity - and kick in the butt - you need
Everybody feels self-doubt - here’s how to get over it ASAP
And more

Listen now…

Timeline 00:11 Today Steve speaks with Dov Gordon. Dov is a consultant who helps all types of professionals find their ideal clients.

01:02 Dov clears up that he and Steve aren’t actually brothers.

02:34 Dov tells us how he started off in consulting, without any knowledge of consulting at just 22.

05:45 Things never go to plan like all the books say they will. Dov had some particularly tough times. He tells us how his “inner knowing” that it will all work out drove him through his problems.

10:07 Dov comes across as very confident. However Dov says that nobody would swap each other's problems and how the money always comes up not when you want it, but when you need it.

15:50 Steve explains why it's so hard to figure out what you really want.

17:21 Dov Tells us how he believes that we all have a purpose and tells us the only 3 things you’ll ever need to know in life.

23:57Steve talks about when he first asked Dov for help and how he paused over the fee.

27:36 When it comes to investment, Steve usually says yes.

29:36 Dove goes in depth in explaining how people with the same goals always end up meeting each other and “you can’t be a pigeon consultant and attract regal clients”.

40:02 Dov tells us what he is getting excited about in business today.

41:59 Dov has a VERY special gift exclusively for Unstoppable CEO listeners!.

Mentioned in the show * Dov Gordon * Bill Gates * Tony Robbins * http://dovgordon.net/unstoppable * Enjoyed this episode? Rate this podcast on iTunes >>

If you teach businesses how to boost their social media profile, create webinars, or similar… check out a new approach to working with clients from Hugh Culver of Stand Out Social.

There’s an alternative to teaching that will ensure they follow through and see results. And when your clients succeed in this way… you succeed because they hire you again and again - automatically. This is how Hugh grew his latest business to six figures in just 10 months.

Hugh also shares what happened when he finally stopped trying to be the hardest worker in his business. And that’s just the start.

Check out the episode to find out…

How to get the most out of your mastermind group - if they don’t “scare” you, you’re wasting your time
The weekly ritual with your team that can change everything in your business
Ways to pre-qualify clients so you only work with those that will be successful
Where to find the right employees so you can escape the day-to-day - and focus on growing the business
Details on a profitable alternative to teaching and consulting - your clients are dying for this right now
And more

Listen now…

Timeline 00:11 Today Steve speaks with Hugh Culver. Hugh is the CEO of SOS and the author of Give me a break: The art of making time work for you.

01:12Hugh tells us how he started in the business, white water rafting with his brother.

02:53 Hugh tells us how he sold his business and what he learned from it was that equating being busy as success was wrong.

06:30Hugh explains how putting in long hours constantly is a bad idea.

09:07 Hugh explains how writing his book 5 years ago changed everything.

13:17 “You do not want to be the smartest person in the room”.

15:12 Hugh talks about his done for you service and goes in-depth giving examples of other great service providers.

23:24 In order to free up more time Hugh decided to get help but chooses to hire locally rather than the cheaper option from abroad.

27:36 When it comes to investment, Steve usually says yes.

28:29Hugh tells us exactly what SOS does and breaks down their process on how they drive more traffic to your website.

35:00To find out what you should change in your business Hugh tells us you first have to look at your own pain.

Mentioned in the show * Dov Gordon * Trevor Turnbull * LinkedIn * HelloAlfred * http://Getsos.net/ * http://hughculver.com * Enjoyed this episode? Rate this podcast on iTunes >>

Having an ambitious goal is all well and good, says my guest this week Craig Ballantyne, author of The Perfect Day Formula and creator of related business coaching programs and workshops. But, cautions Craig, a goal without a plan will get you nowhere.

It’s all about preparation and consciously putting the right elements in place so you have a clear of what you must do… a support system to keep you motivated… a source of professional advice in case you get stuck… and the right “push: to compel you to get to work now.

He calls them the 5 Pillars of Success. And in this episode, Craig explains how to use these simple but effective strategies to achieve breakthroughs in your business and personal life.

Listen in to learn…

Why normal planning isn’t enough… and how to take it to the next level
How to create tangible action steps to achieve your “big picture” goals
Where to find the “paid pain the ass” who will keep you on track
Two types of accountability that ensure you don’t slack off
Ways to transform your values into goals that will change your life

Listen now…

TimeLine 00:11 Today Steve speaks with Craig Ballantyne, the author of “The Perfect Day Formula”, Men's Health and coach to high level entrepreneurs.

01:23 Craig tells us how he started off in business coaching entrepreneurs.

03:02 Craig explains his 5 Pillars Of Success which can help anyone overcome difficulties.

04:11 Pillar #1: Better Planning And Preparation Than Ever Before.

05:36 Craig breaks down his 90-day plan.

08:21 Pillar #2: Professional Accountability.

09:33Craig explains why it's important to have someone who will hold you accountable.

10:44 Pillar #3: Positive Social Support.

12:20 Pillar #4: Incentive

15:18 Pillar #5: The Big Deadline

18:36 Craig talks about his Coaching Life Workshops and The Perfect Life Retreat and the benefit of taking yourself out of your regular work environment.

21:51 Craig explains why he tries to be a “polite and courteous British gentleman”.

23:00 Craig talks about the rules for his life.

Mentioned in the show * Henry Ford * Thomas Edison * Edison * Newton * Steve Sims * Harvard * https://freeperfectdaybook.com * https://earlytorise.com * Enjoyed this episode? Rate this podcast on iTunes >>

A successful salesperson is slick and manipulative, right? No deal, says my guest this week, financial advisor and master salesman John Curry. During his 40 years in the field, John has refined the real foundation of sales.

It’s quite simple: identify what you client needs, then help them get it… even if that sometimes means sending them to a competitor.

Your role should be more like a trusted advisor than a smooth operator. Give your prospect enough information to make an educated decision. Take an open and honest approach. Be firm - even indifferent - when you need to be.

Adopt this philosophy and the money will follow, says John.

Listen in to find out…

An easy technique for taking pressure off a customer
What you’re really selling - it’s not your product or service
The Surgeon’s Posture Secret for boosting your sales numbers
Why giving your prospect permission to say “no” often leads to “yes”
A technique for being at peace with rejection - it boosts your confidence too

Listen now…

TimeLine 00:11 Today Steve speaks with long time friend John Curry. John has been working at the pinnacle of retirement planning for over 30 years and is considered one of the best salespeople in the country.

03:11 John tells us about “Purity of Intent” and why you should “Focus on the mission, not the commission”.

06:19 John tells us that we are all liars!

08:17 John tells us how he wasn’t always a master salesman. He explains how rhino skin and allowing people the option to say to to him made him a master of the art.

16:53 Steve explains the his “Surgeons Posture” and how he uses it with every potential client.

20:54 Steve and John discuss how the “ABC” of sales is wrong. John gives us some examples from his own life from heart issues to suicide.

26:43 Steve talks about how John approach to selling has led him to sell life insurance to people who were completely against it.

36:00 Steve is a geomatic engineer. Who knew? He explains to us how he ended up in marketing

Mentioned in the show * Henry Ford * Thomas Edison

Even in the Internet era, an in-person sales presentation can be a very effective way for certain businesses to market their products or services. This week’s guest, Joel Erway, Chief Strategist for the Webinar Agency, has found a way to blend these direct sales methods with digital marketing strategies to create a blockbuster selling tool.

He does it with webinars - but unlike any you’ve seen before. In the process he’s helped his clients increase revenues in a big way. One went from one sale a week to 14 - a 1,300% boost!

In this episode, Joel reveals what makes his “next generation” webinars - and entire marketing strategy - different… and so powerful. If you’re a professional service provider, this is worth a listen.

Tune in now and you’ll learn…

Where most online sales presentations fail… and what to do about it
Techniques for appealing to the most skeptical buyers
A strategy to bridge the gap between digital marketing and live sales
Ways to avoid getting tripped up on metrics that don’t matter
How to draw on past skills to fuel success now

Listen now…

TimeLine 00:11 Today Steve speaks with Joel Erway, the chief strategist of The Webinar Agency and webinar guru.

01:08 Joel realized as many of us do that his first job out of college wasn’t for him. He tells the story of how he went from engineering to marketing to digital entrepreneurship.

07:10 Steve and Joel talk about why so many engineers end up in digital marketing

09:49 Joel tells us his story of leaving his 6 figure job and dealing with the tough problems that arose and the path he took.

20:12 Joel talks about his early mistakes from FB ads to automation before forming his unique “mini webinar” idea.

26:18Steve breaks down why you should shift your marketing from 1-1 to 1 to many.

28:39 Joel “ People focus on details that don’t make them money”

31:00 Steve explains why we should all keep things nice and simple.

32:23 Joel’s moto for 2017 “Make the F¢#king offer!”

34:56 Steve goes back to the 60s.

36:17 Joel talks about the marketing pyramid and how building a $5,000 ticket will make you a million a year.

38:13 Joel tells us the best ways of getting his content and getting in contact with him.

Mentioned in the show * The Webinar Agency * Tim Ferris * Final Engineering Exams * BreakThrough Marketing * http://soldwithwebinars.com/live * Sold With Webinars Podcast * Tell us what you think: Leave a review of podcast

Perfection is your biggest enemy, says our guest this week, Michael Zipursky of ConsultingSuccess.com. Michael says it’s an issue holding back many of the consultants and professional service providers he’s worked with over the years.

Michael sees tremendous value in what he calls “Imperfect Action.” Don’t spend all your time fine-tuning your offer, value proposition, product, or service. Just put it out there… then learn how to make it better based on what the marketplace tells you.

That’s how to make consistent progress and grow your business. Patience, focus, and a willingness to make mistakes are key too.

And that’s just the start. Tune in now to hear Michael explain…

What matters more than tactics, strategy, and technology
The dangers of Shiny Object Syndrome
Ways to achieve meaningful success that counts
The myth of the Magic Bullet for your business
How to create proposals that are easy for your clients to say yes to

Listen now…

Timeline 00:11 Today Steve speaks with Michael Zipursky, an entrepreneur, a coach to elite consultants and the CEO of ConsultingSuccess.com

01:23 Michael gives us a quick rundown of his career, starting with the creating a consulting business in college with his cousin

04:15 Michael talks about how he deals with challenges and how important it is to stay focused on your plan.

07:42 Michael explains that the really good, long-standing companies out there are masters of subtraction rather than attraction.

12:19 Michael tells us about his book, The Elite Consulting Mind, and how your mindset really is the most important thing in business.

16:46Michael and Steve go in depth about the issue if delaying your progress until everything is perfect instead of “imperfect action”.

24:43 Michael explains how to level up if you're a small business and gives an in-depth explanation of how to put a proposal together.

31:48 Michael tells us how best to get your hands on his book.

Mentioned in the show * The Elite Consulting Mind * Scope Creep * http://consultingsuccess.com * http://consultingsuccess.com/mindsetbook

The Elite Consulting Mind: 16 Proven Mindsets to Attract More Clients, Increase Your Income, and Achieve Meaningful Success

My guest this week weathered intense setbacks early in his career. But Joshua Long actually looks back almost fondly on those times because he knows it shaped who he is today and allows him to see solutions when his clients can’t.

Joshua is a consultant specializing in helping B2B companies overcome revenue plateaus, reduce risk, and experience rapid growth. To achieve those types of breakthroughs he looks at company culture, the mindset of owners and managers, and marketing strategy - specifically how you are positioned differently than your competitors.

Joshua has found that some business owners are actually sabotaging growth… without even knowing it.

Tune in and discover…

The Bottleneck Breakthrough method for boosting growth quickly
Why your support network - in business and at home - is key for entrepreneurs
The mindset you need to overcome hurdles life and business throw your way
How to “reprogram” yourself to get rid of toxic beliefs and create a new reality
Ways to be a more effective manager - without more bureaucracy

Listen now…

TimeLine 00:11 Today Steve speaks with Josh Long, an entrepreneur, marketing consultant and creator of the “Bottleneck Break Through Method”

01:15 Josh tells us how he started off in business, working with the likes of Chet Holmes and Tony Robbins, looking for “quick wins”

04:05 Bankrupt at 29, Josh tells us how he dealt with all the bumps and bruises (literally)

05:45 Steve and Josh both agree that amazingly, the economic crisis was good for them in the end.

10:25 Steve and Josh talk about the importance of reprogramming and refining your brain.

11:52Both Steve and Josh talk about how the role of the entrepreneur has shifted from the artisan community to just about anybody.

14:09Josh explains the reasons why you should disconnect yourself from your thoughts.

17:51 “what are you worried about? They aren’t going to eat you”

20:01 Josh tells us about writing his book and the hacks he’s created to help people in business.

26:36Josh explains the “Frustration Fix Framework”

32:05Josh tells us how to get his book and how to get in contact with him.

Mentioned in the show * Michael Singer The Untethered Soul * http://bottleneckbreakthrough.com * Bottleneck Breakthrough book on Amazon * Tell us what you think: Leave a review of podcast

The Untethered Soul: The Journey Beyond Yourself

How to Make Money from an Audience with Dorie Clark “Build it and they will come.” -said no successful business owner ever

If you’ve turned on the Internet lately, you’ve heard the whole “build an audience” deal. While that’s great advice, there are usually two critical things missing…

How do you build it?
How do you turn the audience into paying clients?

After all, not everyone’s going to sell an online course and make millions in their underwear.

What I love about Dorie Clark’s new book—Entrepreneurial You—is that Dorie answers both of those questions. But it’s the way she answers them that’s useful…

She did RESEARCH!

It’s not just her story (although you’ll hear it and it’s a good one), and it’s not just her opinion.

She researched top performing businesses that have followed the audience model. Not all approaches are the same and not all approaches fit every business,.

In Entrepreneurial You, Dorie gives you enough different perspectives and successful methods for building an audience and turning it into paying clients that you’ll find a path that fits your situation.

Get the book…

And get Dorie’s free Entrepreneurial You workbook that will help you get going (or improve) your audience building…

TimeLine 00:11 This week we get to meet up again with Dorie Clark

01:35 Dorie talks about writing her first 3 books, “Re-Inviting You’, “ Stand Out” & “Entrepreneurial you”.

03:54 Dorie tells us that it was in part response in “seekers” as a reason for writing her books.

07:09 Dorie talks about a specific business technique in how you test your product/service our small scale before taking it to market.

10:38 Dorie talks about the basic steps in building a business, starting with trust building.

15:44 Dorie explains the difference between 1000’s of social media likes and just 100 quality likes.

17:29Steve expands on Dorie’s point using a real time example of when he tried to get is AC fixed.

21:02 Steve and Dorie muse on the year of ‘94, the year before they got internet.

24:34 Dorie talks about monetization and selling.

27:28Steve talks about the early stigma being a “seller” had.

31:31 Dorie tells us how to get access to her free eWorkBook.

Mentioned in the show * Download the free Entrepreneurial You Workbook * Entrepreneurial You * Stand Out * Reinventing You * DorieClark.com * Rate this podcast

Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It

Reinventing You: Define Your Brand, Imagine Your Future

Entrepreneurial You: Monetize Your Expertise, Create Multiple Income Streams, and Thrive

Attitude and confidence - sometimes against all odds - have been the keys to the success of my guest this week. Steve Sims worked his way up from very humble beginnings to become an expert marketer in the luxury space and the founder of Blue Fish, a high-end personal concierge firm.

Steve says there’s no such thing as failure - just lessons about what not to do next time and inspiration to move forward. Words any entrepreneur should live by.

He’s also come up with a way to make just about anything happen - even a wedding at the Vatican - by kicking difficult projects off their “pedestal” so he can see the steps necessary to make it work.

Listen to the conversation to find out…

A way to ask questions that are impossible to say “no” to (and make people happy to help you fulfill your vision)
How to demystify big, “scary” tasks or goals
Why you need to fire the “vampires” in your personal and professional circle right now
Practical ways to nurture the most productive relationships in your life
How pruning so-so or “bad” clients makes room for better ones

Listen now…

Timeline 00:11 Steve introduces Steve Sims, the founder of Blue Fish, a top concierge service provider. He’s a man who knows how to get things!

01:51 Steve Sims starts by telling us about his rise from a bricklayer in England, to Hong Kong to being an A-list fixer.

06:36 Steve Sims explains how he became Unstoppable partly down to his father's view that there is no such thing as failure, it’s just feedback on what not to do.

08:50 Steve Gordon talks about how being an entrepreneur is like always living on the edge.

10:24 Steve Sims explains his thought process on how to pull off a wedding in the Vatican- he simply starts with a phone call.

18:50Steve Sims tells us about what he’s most excited about, including his other company and upcoming book.

22:19 Steve Sims tells us how to improve the people in your network. Get rid of them!

25:12 Steve Sims explains why and how best to rid bad people from your network.

26:48 Steve Gordon talks about having to “prune” his own clients and even friends.

29:08 Both Steve's explain how telling clients that you have released other clients improves their relationship with you.

31:31 Steve Sims tells us how best to get in contact with him.

Mentioned in the show * http://BlueFish.com * Blue Fishing: The Art Of Making Things Happen * http://tasteofblue.com * Amazon * Barnes & Noble * http://Unstoppableceo.net

Bluefishing: The Art of Making Things Happen

What would you do if faced with an unfulfilling job, a tragedy at home, or a negative self-image that had been holding you back from true success your whole life? Bryan Falchuk tackled all three head on and in the process transformed his career and life - and worked off nearly 100 pounds at the same time.

This coach, best-selling author, and founder of Newbodi.es did it by going to the underlying causes behind his issues.

And the techniques he used provide valuable lessons for overcoming your struggles at work and at home and achieving the personal and professional goals that matter to you - especially if they seem out of reach.

In this breakthrough interview, you’ll discover...

How to uncover the opportunities hiding in plain sight
Why self-compassion is the key to dreaming big and lasting change
Tools for recognizing all the good in your life - no more dwelling on the negative
The importance of letting go of the past to focus on what you can achieve today
Ways to find the motivation you need to do the hard work necessary for success

Listen now...

[player]

Timeline 00:11 Steve introduces Bryan Falchuk, a coach who has transformed not only other people's lives but so many aspects of his life from his health to his wealth.

01:56 Bryan talks about his transitions in life with the first triggered by his wife's illness.

08:21 Steve expands on Bryan’s point that life should be viewed as a journey and not stop at 18!

09:12 Bryan talks about being a “fixer” and how in a way we are all “fixers”.

11:41 Bryan explains how his weight loss was always about framing himself in a different light rather than the usual health or vanity reasons.

16:17 Bryan tells us that through his coaching he preaches people to practice self-love- that there is nothing wrong with you.

22:35 Bryan tells us about his book, “Do a Day”.

29:35 Steve expands on Bryan’s point on how we label ourselves in life and how it doesn’t really work.

32:12 Bryan tells us how to get in contact with him and provides an exclusive discount link

For his book.

Mentioned in the show * Ink Magazine * TedTalk * www.doadaybook.com/unstoppableceodiscount.com * Confucius * Tell us what you think: Leave a review of podcast

When you’re in start-up mode with a new business, especially one your boot-strapping yourself or with a few partners, it’s tempting to go all out: long hours, no time off, just work.

But, shares Demio Co-Founder David Abrams, that’s actually a recipe for disaster. By slowing down, you can focus on your business and find the clarity to solve problems… and fine-tune your long-term strategy for growth and profitability.

Slowing down and simplifying their product and process is how David and his partner created their game-changing webinar platform. Demio makes setting up and running webinars easy… where it was once hard. That’s a lesson for any product or service you offer and for any start-up.

Check out the episode now to discover…

The key difference between macro patience and micro hustle
An easy way to avoid burnout in a start-up business
Why taking time off can actually help you turn a profit sooner
The power of simple as a unique selling proposition
When it’s best to start all over rather than keep going

Listen now...

Timeline 00:12 Steve introduces David Abrams, the co-founder of web-based platform service Demio.

01:25 David tells us his background and how he ended with Demio and the major struggles he had on the way.

08:50 David talks about having to hit the reset button on his business and start over again from the beginning.

10:48 David tell us how he wanted Demio to be a model of simplicity.

14:59 David talks about using customer validation and why the platform doesn’t have every feature available and why webinars are not dead.

19:00 Steve makes the case for webinars.

22.22 David talks about resolving and removing the pain customers have with a product in order to improve it.

26:13 David tells us how best to get in contact with him.

Mentioned in this episode: * www.Demio.com * Clarity FM * Tell us what you think: Leave a review of the podcast

You probably use social media in your business. It’s the thing to do these days, right? But you might also be frustrated because you don’t know if it’s actually bringing money in the door. There is a way to measure your ROI from Facebook, says today’s guest, Kim Walsh-Phillips, CEO of Elite Digital Group. Kim explains how you can see direct results in leads, sales, and your bottom-line – by using direct response principles in social media. It’s very low-cost. She also goes over the social media strategy she’s fine-tuned over the years and offers practical ways to implement them in your business at a very low cost. You’ll also hear how Kim turned her business around – and started making real money – when she took back the power from her clients. Check out the interview now to discover… * The trick to turning social media from “vanity project” to cash machine * A strategy for becoming super-confident when dealing with clients * Why publishing a book can raise your profile and transform your business * How many of your prospects are on Facebook right now – and how to reach them * Ways to create a profitable social media “funnel” on a low budget

Listen now... Timeline 00:12 Steve introduces Kim Walsh Phillips, the CEO of Elite Digital Group and the person responsible for creating over a billion dollars of revenue for her clients. 02:05 Kim starts off by telling us how she started off in business where she didn't charge enough in the beginning. 08:25 Kim explains some very helpful points that she learnt from turning her business around. 11:31 Kim tells us about her first book Awareness Campaigns Are Stupid. She also explains why having your own book is so important. 14:23 Kim tells us what she is most excited about in her business. 16:11 Kim tells us what she is most excited about in business. 20:20 Kim and Steve discuss the common misconception of how long it takes to get a return on your investment in marketing. 23:26 Steve tells us how he applied Kim’s FB strategy and ended up with thousands more followers in just 3 days. 26:51 Kim gives us a fantastic FB work plan strategy link exclusively for The Unstoppable CEO listeners at www.unstoppableceo.net/10kfans 30:20 Kim explains that you should only concentrate on FB and LinkedIn for your business needs. 32:11 Kim tells us how best to get in contact with her. Mentioned in this episode: * Elite Digital Group * No BS Direct Response * Dan Kennedy * Facebook * LinkedIn

No B.S. Guide to Direct Response Social Media Marketing: The Ultimate No Holds Barred Guide to Producing Measurable, Monetizable Results with Social Media Marketing

As a freelancer or professional service provider, you live and die by your clients. Problem is, you could be so immersed in the day-to-day work – and the rush to land new clients – that you aren’t really building a long-term, sustainable business. And you don’t have the chance to create a real plan for growth. The solution: make the effort to step back from some of the time-consuming tasks associated with marketing your services. Brennan Dunn, of Double Your Freelancing and RightMessage, has just what you need. His marketing automation and on-site personalization tools will help you reach – and land – more prospects… without more effort. You’ll focus on targeted audiences and demographics – that’s marketing smarter. Check out this episode now to find out… * How to step back and see the “Big Picture” of your freelance business * Ways to get out of the daily grind – so you’re more business owner than cog in a machine * Why thinking about the future is just as important as completing client projects * The “Amazon Method” for laser-targeting prospects and sending marketing they respond to * How personalization can boost sales by 70% or more

Listen now... Timeline 00:11 Steve introduces Brennan Dunn, the founder of Double Your Freelancing and co-founder of Right Message. 01:13 Brennan tells us how he started off in business, from his dorm room because it beat flipping burgers. 04:56 Steve explains how using Right Message’s services are benefiting his own business. 06:38 Brennan explains how Data Collection helps him keep his focus when things get tough. 09:32 Brennan explains the difference between urgent and important. 12:05 Steve explains the exact point when he will step back from one of his businesses. 13:55 Brennan talk about the endless loop cycle of freelancing. 18:02 Brennan explains how the automation services he provides helps you find out more about your potential client for a more personalized experience. Thank Amazon! 21:59 Brennan explains more in-depth about how he can help all freelancers no matter what service they provide. 25:20 Brennan talks about using his own code for individual companies before creating his user-friendly front-end website that caters for all. 31:30 Brennan talks about one particular client that wasn’t sure if he could help her. 35:25 Brennan tells us how best to get in contact with him. Mentioned in this episode: * www.RightMessage.io * Double Your Freelancing * Amazon

Something’s been really bothering me lately and until just a few weeks ago I couldn’t put my finger on it…

I work with a wide range of business owners. Some with businesses in the multi-tens of millions of dollars in revenue.

Others just starting and over the $100,000 mark.

Some grow really fast, almost effortlessly.

Others take what can be a painfully slow road.

And that bugs me.

I’ve been trying to figure out what makes the difference.

A famous old Wall Street Journal ad claimed that the difference was a subscription to the Journal, but I’m skeptical…

So I dug deeper.

And I did find it.

The difference?

Confidence.

The successful ones have it in spades. And they manufacture more and more of it every day, allowing them to grow faster and faster.

The unsuccessful…they have some. But they’re often riddled with doubt. And they look outside to build their confidence (and are often disappointed).

Confidence is the “killer app” for entrepreneurs…

Fascinating.

And what’s most interesting…the really simple way the highly successful manufacture their own confidence.

It's all inside today's episode of The Unstoppable CEO Podcast. Listen now...

As a professional service provider – graphic designer, consultant, accountant, doctor, etc. – if you’re not one-on-one with a client or client project…you’re not making money, right?

It doesn’t have to be that way, says my guest this week, Dr. Jeremy Weisz. He wants to help you stop trading time for dollars and multiply your revenues as a result.

His method for doing could be a big mindset shift for you. But Jeremy specializes in helping folks save time, money, and energy, as they work less but make more money. So it’s worth hearing him out.

Listen to the episode to discover…

How to implement a “one to many” lead generation system
The best way to leverage your email list – and how you could sabotaging it right now
Ways to segment your day for maximum productivity
Why trying to be perfect shouldn’t stop you from doing something good…. and building on it
How to get clarity on your vision – and follow through
Where to find the innovation you need for your business – it’s probably outside your industry

Listen now...

Timeline 00:12 This week Steve interviews Jeremy Weisz, the co-founder of www.rise25.com and The Inspirer Inside podcast.

01:40 Jeremy begins by telling us it was due to his father’s neck pain that he became a chiropractor.

12:09 Jeremy talks about the importance of just getting started working rather than procrastinate to try and make it perfect.

14:10 Jeremy tells us how he manages to balance life working for multiple companies and having a young family. Segmenting his day and no sleep!

18:12 Jeremy uses Enounce to get this information faster.

22:18 Steve explains that he doesn’t believe that you can’t achieve 100% balance in one's life.

25:37 Jeremy states his business practices including 1-2-1, Email Links and automated Responders and the client who gained $200,000 worth of business in a week.

32:30 Steve explains that you don’t need 1,000 clients to make a lot of money.

35:37 Jeremy talks about reframing negativity and “The big bag of money problem”.

38:26 Jeremy believes that you can’t overeducate people and explains about pricing services.

42:33 Jeremy gives us tips on client relationships in order to gain the information you need.

44:25 Jeremy tells us what he’s reading.

47:19 Steve tells us what he’s reading.

50:09 Jeremy tells us how to get into contact with him.

Mentioned in this episode: * www.rise25.com * Inspired Insider Podcast * Never Split The Difference * Shoe Dog * Sell With A Story * The Art Of Happiness * Think And Grow Rich * Outwitting The Devil * Made To Stick

When the going gets tough, the tough... Get connected... When crisis hits--in business or in your personal life--the tendency is to withdraw. But you should actually be looking to your network to help you overcome setbacks. Succeeding in business is, at its core, all about relationships. If you’ve neglected your network. My guest, John Corcoran, and I will be discussing ways to warm up your business relationships so your network is a useful resource. John, of Smart Business Revolution and Rise25, will also share ways to overcome the constant scramble for new clients and how to set up your business for long-term success – without you in the picture. Listen now to learn… * How to avoid the curse of “fake” connections * The trick to creating relationships that make you stronger – and how to repay the help * The introvert’s guide to networking (they’re actually the best at it) * The worst venues for networking – and where to go instead * Why your business should never be “dependent” on you * How to generate more leads and make more money… doing less work * The Product Ladder that turns prospects into your best customers, step-by-step

Listen now... Timeline 00:13 Steve introduces John Corcoran, whose career has gone from presidential speech writing to helping business develop deep connections. 02:03 John introduces who he is and how it was his wanderlust type childhood that helped shape his career. 03:46 John talks about fear in business. 05:33 John talks about his struggles during the economic downturn. 07:00 Steve talks about the with drawing effect that can happen when you're under pressure. 08:11 John says to try and find who your real friends are and how to keep them. 10:00 Steve talks about being introverted when he was younger and John points out that that doesn’t matter, that it can’t be used as an excuse. 13:10 John tells us how to filter through to the people that matter. 16:44 John talks about what he is most excited about in business today. 19:49 John explains the “Minimum Viable Offering”. 21:32 Steve tells us that it is very important to extract ourselves from the business when we need to. 26:05 John talks about the evolution of jobs, revenue and lead generation. 30:45 John gives us some great tips for dealing with the time you begin to scale up your business. 33:40 John gives us free access to his product ladder to gain information on how to open revenue from your company you didn’t know you had. 36:59 John tells us what he’s reading right now. 41:34 John tells us how to contact him. Mentioned in this episode: * www.rise25.com * Bold & Abundance by Peter Diamandis * Dream Product Ladder Template * Hamilton

Hamilton: The Revolution

Bold: How to Go Big, Create Wealth and Impact the World (Exponential Technology Series)

Abundance: The Future Is Better Than You Think (Exponential Technology Series)

If you have a professional service firm… you can’t miss this one.

Have you ever done a project and ended up making less than you estimated? Maybe even lost money?

The project went off without a hitch. In fact, you over-delivered.

It may be hard to believe… but that’s where you went wrong.

June Jewell of AEC Business Solutions stops by to share the dangers of “culture traps” that allow professional service firms, to flounder financially even while providing great service.

June also shares a business model that gives your business a guaranteed income every month.

Tune in and you’ll get straight talk from June about…

When – and how – to turn down a client request
Ways to guard against the dreaded scope creep
How to make sure “technical” people keep profitability front of mind
The training your team needs now that could save your business
How to guard against the biggest “money drains”
The importance of estimating – do it the right way and you’ll never lose money on a project again
Using the “Amazon” method to position yourself to make long-term recurring revenue

Listen now...

Timeline

00:12 Steve introduces June Jewel, a specialist in the AEC industry. She specializes in finding the leaks in your business to bring it up to the next level.

01:26 June tells us how she started off in business back in 1990 by getting fired.

04:06 June explains that it is impossible to be unstoppable all the time. Instead, try to be it most of the time.

06:36 June tells us how she left a great job to start her business. Steve and June then discuss the importance of recurring revenue and the use of Amazon as an example.

13:41 June talks about her book Find The Lost Dollars. She actually sold her business in order to spend 100% of her time writing it. This then led her to develop an online training platform.

18:12 June tells us how she reviews a business in order to help it level up.

21:05 Steve talks about estimating a job price properly.

23:11 June explains what “Culture Traps” are.

June tells us that her book caters for all service business, not just those in her particular field and how to contact her.

28:54 June tells us what she’s reading right now.

Mentioned in this episode:

Find The Lost Dollars
Win2
Delta
P&G
Jeff Bezos
Amazon
Lean Startup Method
The Owners Startup Manual
aecbusiness.com
Expert Secrets
The Culture Of Opportunity

The Startup Owner's Manual: The Step-By-Step Guide for Building a Great Company

Culture of Opportunity: How to Grow Your Business in an Age of Disruption

Find the Lost Dollars

Expert Secrets: The Underground Playbook for Creating a Mass Movement of People Who Will Pay for Your Advice (1st Edition)

Have you ever seen that wooden wall that Marines must climb as they race through the obstacle course in basic training? It’s 30-feet high, straight up.

In business, we like to construct walls just like that and plant them right between ourselves and our goals. We do it unconsciously…even as a protection…and often we don’t even realize we’ve put up the wall we’re staring at.

My guest on this week’s Unstoppable CEO Podcast is a master at helping entrepreneurs see the walls they’ve built, and cut holes in them (so you can walk through, instead of climb over),

His name is MJ Fitzpatrick, and in this 30-minute interview, he’ll help you discover…

The right way to approach work/life balance – it’s not what you think
Why you shouldn’t try to be “right” – and what to do instead
The power of language to self-sabotage or put you in the mindset for achievement
How to shine a light on the blind spots that are holding you back from success
The importance of leaving comfort behind to experience real growth
How you can find joy in your business – and leave stress out of the equation

Listen now...

Timeline 00:12 Steve introduces M.J Fitzpatrick, a young Australian who teaches people to update the process of their thinking.

01:47 M.J tells us his extraordinary background which led him to where he is now.

05:03 M.J discusses the process behind “think about your thinking” and incentive drove bias.

07:30 Steve and M.J discuss unconscious thinking.

08:57 M.J talks about learning from Napoleon.

12:20 M.J explains how he works with people to find and fix their “blind spots”.

14:32 Steve talks about his mentor Dr. Sukumar and how your life is like a movie.

16:23 M.J talks about facing your fear and not having any excuses.

21:16 M.J explains how he works with people. He makes the distinction between business problems and life problems.

23:26 Steve talks about the work-life balance and how it really isn’t about time, while M.J tells us to fill our work life with things we enjoy doing.

28:21 M.J tells us the importance of what questions we ask ourselves.

29:31 M.J tells us how to get in contact with him and if you do he’ll give you 99% of his content for free!

Mentioned in this episode: * Lawrence Krauss * Napoleon * Dr. Sukumar * Louis C.K * www.mjfitzpatrick.com

Sure, finding new customers is important. But by leveraging your relationship with existing customers and giving them new products and services they want, you can actually increase revenue without spending more on marketing. How do you do it? Listen to them, get in their heads, and understand them at a deep level, says my guest, Jason Friedman, founder, and CEO of CX Formula, who’s worked with Fortune 100 companies and solopreneurs too. During our talk, Jason shares strategies for crafting customer experiences that turn customers into raving fans who buy again and again – and tell the world about you. In the interview you'll learn: * Techniques for overcoming the #1 challenge facing entrepreneurs * The seven questions you must ask to know you customers inside and out * Where to find strategic byproducts - profitable opportunities you don’t plan for * How saying “no” can actually open up more possibilities * Why you should measure progress on your goals by looking “back” not forward * The magic of the “stop doing” list to keep your forward momentum * Jason even shares a free download – Three Hacks to Wow Your Customers - full of 10-minutes strategies that can have a profound impact on your business

Listen now... Timeline 00:12 Steve introduces Jason Friedman, the founder and CEO of CXFormula, a company that can give your business the knowhow on developing the greatest customer experience. 01:40 Jason started out in theater lighting, touring with some of the biggest rock acts in the world such as FleetWood Mac and Rush. His experience from giving the audience a memorable experience led to him forming his own company giving clients the best experience possible. 05:49 Jason was very fortunate to have Dan Sullivan as a mentor how taught him how to set goals and how to measure his own progress. 08:29 Jason met Jim Collins at a conference who made him to a “stop doing “list as well as the importance of being able to say “No”. 11:26 Steve talks about his own goal setting process based on Dan Sullivan's “the gap and the gain”. 13:27 Jason explains Strategic Byproducts and how he treats life like a game. 14:44 Steve talks about how he wrongly used to base his progress against other peoples. 19:41 Jason defines what customer experience really is and explains what “the experience gap” is and “the experience revolution”. 31:29 Jason asks you to put yourself in your customer's shoes and explains his formula A+B+=R. 38:16 Jason explains how focusing on your existing customers and maximizing their customer experience with you is the best way forward. 46:01 What Jason wants to read next. 46:54 click on www.Go.ckformula.com/unstoppable to get your free download exclusive to UnstoppableCEO listeners! Mentioned in this episode: * CXFormula * Fleetwood Mac * Run DMC * Rush * Dan Sullivan by The Strategic Coach * Jim Collins by Good to Great & Built to Last * go.cxformula.com/unstoppable

Built To Last: Successful Habits of Visionary Companies

Good to Great: Why Some Companies Make the Leap and Others Don't

Business seems to breed complexity. In fact, if you feel overwhelm or stress it's likely due to the fact that your business has reached a level of complexity that you can no longer manage it with your current thinking, systems, and resources.

Recently, I sat down with Dan Kuschell. If you don't know Dan, he's the CEO of Genius Network and he's started 11 businesses. In this interview, Dan covered some deep and different thinking on the topic of simplifying business...

Your business.

In the interview you'll discover:

Dan's "3D" framework for getting things off your plate.
The critical question that will give you the power to get dramatically more done with ease.
How to connect with your own "genius network."
The pull method of making progress vs. the push method of struggling forward.
The vital importance of who is not in the room (it'll make sense when you listen to Dan).
This is an interview worth listening to twice (probably more) to pick up the small things Dan shared, that delivers tremendous power.

Listen now...

Timeline 00:11 Steve introduces Dan Kuschell, a serial entrepreneur who amongst other things has built 11 companies.

1:04 Dan tell us how he started off in business, beginning with Direct Mail at the age of 22.

4.40 When dealing with difficult problems Dan likes to use the “Push and Pull” method. Although now he uses “pull” a lot more.

7.20 Steve talks about the benefits he personally got from using one of Dan’s systems for recruiting. Dan knows a thing or two about it since he’s personally done 22,000 interviews!

10:50 The 3 “D”s- “Document it”, “Duplicate it” & “Delegate it”

12:47 Dan explains more about the “pull” aspect of doing business and how all entrepreneurs are rugged individualists.

16:55 Dan tells about the Annual Genuis Event, where the regular community can get access to amazing individuals and information.

20:17 Dan explains what makes the event stand out from the others and breaks down what happens there.

25:31 Dan explains how to gain access to the event.

27:47 Dan tells us what he’s reading right now.

Mentioned in this episode: * Joe Polish * Genius Network * Direct Mail * Oliver Wendell Holmes * Jim Collins * E-Myth by Michael Gerber * Strategic Coach * Dan Sullivan * Tony Robbins * Begin With the End in Mindby Dr. Stephen Covey * Dan@joepolish.com * www.geniusnetworkevents/champion * Never Split the Difference by Chris Voss

The days of needing a physical office, full of employees, to build a highly successful (and profitable business are behind us.

In this Unstoppable CEO interview, I talk with Mitch Russo--author of The Invisible Organization.

Mitch is an expert in building "virtual" organizations.

Organizations with distributed workforces, where the team doesn't meet at the office at 8 am every day.

Mitch isn't your typical expert. He didn't just write a book...he's built two companies.

The first, Timeslips--his the software company he built and sold. The second--Business Breakthroughs International, where Tony Robbins and Chet Holmes brought Mitch in as CEO to build their international consulting firm 100% virtually.

Since leaving BBI, Mitch has helped dozens of firms go all virtual, or partly virtual and reap enormous savings.

In fact, Mitch shares how he helped Tony Robbins put an extra $1 million of profit in his pocket every year by going virtual. Could you use another million?

In this interview, you'll discover the keys to going virtual and making it successful for you, and for your team. Done well, you get a more profitable, more accountable, and happier company.

Listen now...

Timeline 00:13 Steve introduces Mitch Russo. Amongst other things he builds “Virtual Companies”.

01:58 Mitch tells us how he got started in business, following the time-honored tradition of man

Entrepreneurs….he got high and started a rock band in his mother’s basement.

But what he learned there was 1# Discipline 2# Product 3# Focus 4# True Value

5# Testimonials #6 PR

07:14 “We do chicken right” Col Sanders

9:22 Mitch tells us he quit his job to build a product, found out that it was worthless and then the same day found it was worth millions.

12:50 Steve explains how Mitch’s point of never giving up is perhaps the most important part of being unstoppable.

16:42 Mitch contrasts a normal routine of a company person with a virtual company person- showing how much money can be saved.

26:21 Mitch outlines the main fears people have in moving from a standard company to a virtual one.

28:20 Steve outline his own reasons for using a virtual workforce.

30:51 Mitch gives an example of a Meat Packing Company from NY who moved components of their company to virtual ones.

32:05 Mitch tells us what he’s most excited to be working on these days.

35:52 Mitch gives us a secret access to a special section of his website.

Mentioned in this episode: * The Invisible Organization - Mitch Russo * Tony Robbins * Chet Holmes * Timeslips Corporation * Does working from homework? Stanford University * Business Breakthroughs International * www.mitchrusso.com

Are you running your business consciously?

Strange question, but a serious one. Too often I see entrepreneurs running crazy, yet all of the frenetic activity lacks consciousness and intentionality.

The result is usually a business that fails to serve the owner, the employees, and the customers as well as it could.

To the extent you can force yourself to make the "unconscious", "conscious" you find that the right results come faster and easier...

You can cut out the clutter and nonsense.

In this interview, Mark Monchek will yank you into a conscious reality, and he'll give you a roadmap for build a sustainable business...one that lasts.

In this interview you'll discover:

How to build your "Opportunity Team"
How to tap into the skills, wisdom, and network of your Opportunity Team
The key qualities of the people you pick for your Opportunity Team (and one surprising quality)
The secret to scaling your business
What "appropriate scale" is and how to determine the appropriate scale for your business
How to create your own "Resource Map" to identify how to find your next customer

Here's what I'd like you to do...invest just 36 minutes and 50 seconds in listening to what Mark shares in this interview. I guarantee it will make a difference in your business.

Timeline 00:13 Steve introduces Mark Monchek, a man with a mission to empower conscious leaders to build great companies.

1:29 Mark tells us how he started off in business: how it was the psychology of entrepreneurs that first got him interested.

03:30 Mark tells us a personal story on how he got over almost losing his business ...and almost losing his life!

06:53 Mark explains how he cultivates the “Opportunity Mindset” in his clients using 3 simple steps “Gratitude”, “Insight” & “Consultation”.

11:22 Steve asks Mark how he builds an “Opportunity Team” of advisers, internal and external.

13:43 Mark explains what to look for in individuals in building your team.

16:44 Mark explains what “Appropriate Scaling” is and how to use it in scaling your business.

21:59 Mark gives a fantastic personal example of the power of an “Opportunity Team” to give people a platform to share their ideas.

27:03 Steve asks Mark how best to start off being a “Conscious Leader”.

28:45 Mark explains what sustainable growth means to him using the example of the CEO of Interface, Ray Anderson.

Mentioned in this episode: * The Opportunity Lab * The Culture Of Opportunity - Mark Monchek * www.opplab.com * Rate the podcast on iTunes

This week, we’ve got a special episode of The Unstoppable CEO™ Podcast. Normally, I’m the one doing the interviewing, but not this week… My buddy and client John Curry “hijacked” one of our recent Roundtable calls for subscribers to The Unstoppable CEO Confidential, and put ME on the hotseat. I think you’re really going to like this… Inside I share the 7 principles that guide all of our marketing and every piece of marketing we help our clients build. Listen to this and you’ll have a “checklist” for every marketing and sales effort in your business It’s available now…go listen Timeline: 00:11 This week’s episode is with Steve and his friend John Curry discussing the 7 principles of Marketing and Sales just after a conference call Steve just had with his clients.

01:47 Discussing begins.

02:48 John asks Steve to walk through the newsletter starting with the title “Why do we make it so complicated”.

05:10 Steve talks about how mindset is so important in gaining new clients.

08:47 “Everybody is chasing tactics if you follow marketing on the internet”- Steve

11:51 Principle #1: Trust

21:05 Principle #2: Confidence

26:40 Principle #3: Purity of Intent

32:37 Principle #4: Risk Reduction

35:11 Principle #5: Focus

38:13 Principle #6: Compelling Offer

42:56 Principle #7: Persistence

49:25 Steve explains the Growth Mindset Scorecard.

Mentioned In this Episode:

John Curry
Billy Mays
Unbeatable Mind by Mark Divine

Unbeatable Mind: Forge Resiliency and Mental Toughness to Succeed at an Elite Level (Third Edition)

There's a lot of talk these days about getting "freedom" from your business. Typically followed by some photo of a guy with a laptop on a beach.

Is it just me...?

Does sitting on the BEACH, tethered to your laptop look like freedom, or am I crazy?

When you make it beyond The Demand Breakthrough, you suddenly find that the challenge changes. Instead of running around desperate for prospects, you've got the opposite problem...more leads than you can handle.

That's what I call a "high-class problem."

This is Part 2 of our 3-part "mini-series" on The 3 Breakthroughs to Build a Business that Grows Itself. And in this episode, we're going to cover The Market Leader Breakthrough.

What is The Market Leader Breakthrough? As professionals break out of demand scarcity and develop a system for creating new clients, they hit a new challenge.

A steady stream of new clients has created consistent cash flow in the practice, but they quickly hit a capacity wall. They’ve got all the clients they can handle…

A problem to envy, right?

Ask any professional who’s hit the capacity wall. It’s a grueling, pressure-packed vice. You’re happy and fortunate to have clients and cash flow, but you soon realize, you’ve just capped your income, you’re working harder than you ever have to keep up and the only real way to increase your income is to raise your fees.

Why Commoditization is the Biggest Threat to Your Practice The explosion of access to higher education that began immediately following World War II and accelerated into the early part of this century has turned professional services from a “guaranteed path to wealth” to a price competitive, “everybody’s the same” commoditized business where it’s increasingly difficult to attract clients and command premium fees.

This new reality frustrates professionals who have invested significant amounts of time, energy and money to attain professional status—advanced degrees, certifications, or licenses.

The Escape Path: From Commodity to Market Leader Commodity peddlers are forced to settle for low fees, thin margins, inconsistent cash flow cycles, and the constant worry that a competitor will take your clients.

The answer is to become a market leader. Market Leaders shift from focusing on delivering industry best practices, as their measure of quality and value, and become solely focused on developing a unique method to deliver precisely what is valuable to their IDEAL Client.

Breakthrough #1: The Demand Breakthrough™ The #1 complaint of professionals is that the business is like a hamster wheel…and you’re the hamster!

You’re only making money when you’re working—prospecting, meeting with potential clients or delivering on your “work product.”

You are simultaneously the CEO, CFO, and factory line worker.

The challenges you face are unique to professional services and require new ways of thinking and new approaches if you want to breakthrough to real freedom, where you have a business that grows more and more, with less and less effort from you.

Over the last 25 years of operating and growing two professional services firms, I’ve discovered there are three breakthroughs you must achieve to reach true freedom in your business.

What is the Demand Breakthrough? The Demand Breakthrough is the first hurdle in building a Business that Grows Itself. I’ve personally had conversations with hundreds of professionals in the course of our consulting. Common to most all of those conversations is the understanding by each professional that, despite being very good at what they do, they struggle to attract clients.

It sounds like this…

“I’m really good with clients. In fact, my clients love me. And, when I talk to new prospects, they almost always become clients. I just need to see more people…”

This is terrible trap for smart, talented professionals. Your enormous potential for helping clients—and for reaping the financial, lifestyle, and freedom rewards that go with it—are in sight, yet just beyond your grasp.

Why does it trap so many professionals? The reason demand scarcity plagues so many professionals is that selling professional services is dramatically different than selling other products or services.

The sales tactics taught in books and seminars by sales gurus actually work against professionals. The professional sale is an authority sale. You must maintain your authority positioning and leadership status in your relationship with your client.

In fact, your clients are buying your leadership—your professional guidance—more than your “work product.”

“Closing” a client with some sales tactic, forces you to descend down from your position as an authority and leader, to become a sales person. Once you do, it’s virtually impossible to reestablish your position as the leader in the relationship.

So, all of the “conventional advice” for creating demand actually works against you. Most professionals realize that conventional marketing and sales tactics won’t work for them, but they don’t know what to put in its place.

As a result, most “hope” for referrals and settle for a slow-growth practice, with long hours and little profit.

Transforming From Event Mindset to System Mindset What we find with most professionals is that the acquisition of a new client is an “event.” In other words, when a new client comes to them, it is simply something that happened—a unique event.

This makes getting the next client extremely difficult. It’s as if you’re starting all over at zero.

Successful professionals take a different approach by adopting a different mindset or way of thinking about how they acquire clients.

Instead of viewing each new client as a random piece of good fortune, they work to create a system that produces one client…then another…and another…in a predictable way.

Having a system for creating demand gives them two critical freedoms:

The freedoms of clarity and focus: When every new client is a unique and random event, and you never know how or where the next client is coming from, you have to say “yes” to every opportunity that might lead to a new client. So, you attend every networking event, you try every new form of social media, and chase every new tactic in the hopes that something will deliver a client.

When you have a system for generating clients, you have clarity. You no longer need to chase opportunities. You no longer need to be everywhere, just in case…you have a small number of focused actions that are proven to produce results.

How to know if you’re stuck

If you’ve ever felt like you would hit your goals and reach the next level of success “if you could just see more prospects” then you’re stuck in demand scarcity.

To escape, you need to develop a system that delivers new prospects predictably every month, without consuming all of your time.

Mentioned in this episode: * Webinar: How to get clients without spending a dime on advertising * Book: Unstoppable Referrals: 10 Referrals, Half the Effort

How would it change your business if you had a 4-week waiting list of people who wanted to do business with you?

And, you had prospects that called and said, "I'm ready to go, I have the money, I don't want to wait...

Nice problem to create for yourself. And a problem Clayton Morris has created in his firm.

You may know the name Clayton Morris, he's the weekend anchor of the #1 news program in the U.S.--Fox and Friends, on the Fox News Channel.

When he's not on TV, Clayton runs Morris Invest, a real estate investment company. And, in the last year, he's doubled the business, through some very smart marketing.

In this episode of The Unstoppable CEO Podcast, I sit down with Clayton to unpack the secrets to his success (hint...it has little to do with his "celebrity").

This is one of the best looks at simple and effective marketing that you'll find.

Listen and you'll discover...

How Clayton finally got his marketing right...now he and his team have a 4+ week waiting list to schedule a sales call...
Clayton's method for identifying good fit clients (and how to weed out prospects that won't take action)...
How action informs your decision making...
The critical factor of trust in business, and how to build it with your marketing...
The importance of getting your prospects to "speak your language" before you ever try to sell them anything...

And even more. Listen now...

Timeline 01:15 Clayton tells us how his entrepreneurial spirit began after witnessing his father lose his job at an early age.

04:15 Clayton’s ability not to take “no” for an answer was the starting point for the success he’s had in his career.

07:18 You've got to hear Clayton’s analogy of playing NES’s Legend of Zelda for having the courage to step into the unknown!

08:56 Clayton tells Steve that working with his clients is much like having them in therapy because he urges them to “let go”.

14:01 Clayton’s philosophy on marketing is to “give it away & don’t hold back”.

18:47 Clayton tells us what he’s most excited about in the future for his business.

24:08 Clayton explains why he doesn’t use his celebrity status to push forward his business, and it works!

26:05 Clayton is reading a lot about consciousness, including The Surrender Experiment by Michael Singer.

28:39 Clayton tells us how to get in contact with him.

Mentioned in this episode: * http://morrisinvest.com/ * http://morrisinvest.com/podcast/ * Natali Morris * The Surrender Experiment by Michael Singer * Rate this podcast on iTunes

The #1 asset you have is your network of relationships, yet for many people, it's the most neglected asset in your business.

In this interview with Zvi Band--CEO of Contactually--you'll discover how to overcome the #1 barrier to increasing the value of your network...

Following up consistently.

There are really three reasons you might not be following up as well as you should...

Your contact database isn't well organized (you're not alone, don't sweat it).
You don't know what to say when you want to follow-up.
You forget to follow-up with people and go months or years without reaching out.

In this interview, Zvi shares his secrets for handling all three, and how he uses Contactually to keep track of it all.

Plus, he shares how he deals with the emotional highs and lows of founding and growing a startup.

I love his perspective on this, and I guarantee it will help you stay focused on what to do next, no matter where you are on the growth curve.

Listen now...

Timeline 00:13 Steve introduces Zvi Band, founder, and CEO of Contactually, a relationship, and marketing platform.

01:30 Zvi tells us how he started off in business and how he grew out of being introverted.

05:30 Zvi talking about emotions in the workplace and how perseverance is vital in dealing with the highs and lows of business.

07:34 Steve gives us his own perspective on dealing with emotions in his business, which is slightly different to how Zvi does it.

11:00 Zvi explains his employees became more engaged with the company when he was open and shared the issues with them that the company was facing.

12:57 Zvi talks about how fundraising is the toughest part of his business, having been turned down over 300 times!

16:06 Zvi talks about understanding free will and the ability to know that you can walk away from anything.

19:34 Zvi tells us what the core of Contactually is, keeping and building relationships and how they do this.

27:17 Zvi tells us some of the success stories of his clients, how GCI increases by 40% on average using Contactually.

31:35 Zvi talks about the issues of using too much technology- when it removes you too much from your message.

34:18 Zvi tells us how to get in touch with him.

Mentioned in this episode: * www.contactually.com * (Article) Most People Won’t by Brice Roberts * Rate The Unstoppable CEO at iTunes

Fasten your seatbelts, keep your arms inside the car at all times, and hang on! Author, TV personality and retirement guru Tom Hegna, takes us on a fast and wild ride...

Listen as Tom shares his wisdom on...

Why words, language, questions, and stories are the key to selling...
How to use seminar selling to overcome prospects' objections before you're in a sales meeting...
Breaking sales down to the absurdly simple...
How to persevere through the ups and downs in business (and guarantee that you move higher with every cycle)...
The one word that drives Tom's social media success...

Timeline 00:13 Steve introduces Tom Hegna.

00:33 Tom gives us his background in quick-fire bullet points and tells us exactly what he does: advises people how to “Optimally Retire”.

02:40 Tom talks about life and how he gets over the obstacles that that get thrown at him.

04:17 Tom explains how the life insurance business is about “Words, Questions & Stories” and how to make 50K-300K per year.

06:18 Tom tells us why he loves Seminar Selling, Referrals and Social Media all while being authentic.

10:06 Steve agrees with the importance of both Seminar Selling and Authenticity.

11:36 Tom actually doesn’t sell insurance, he creates buyers.

13:56 Tom tells us what he’s got lined up for the future. Teaming up with like-minded people and companies.

15:23 Tom tells us how best to get in touch with him.

Mentioned in this episode: * Book: Paychecks and Playchecks * www.tomhegna.com

We're so good at making things complicated, aren't we...

If you ever feel like you've got too many balls in the air, you'll find this interview with Kevin Kermes, CEO of Career Attraction, refreshing.

Kevin's got a knack for cutting through the B.S. and getting to what's essential.

Listen and you'll discover...

How to identify and focus on the fundamental activities that create results…
How to reduce the key activities in your business to simple math…
Why endless “optimization” is a trap, and when to stop optimizing, and lock-in your system…
The secret simplification Kevin learned from Tony Robbins
Why it's easier now to create real financial security than ever, yet the answer scares most people.
The importance of continually evolving new revenue streams.

This will be the best 24 minutes you invest all week...

Timeline 00:13 Steve introduces Kevin Kermes

00:53 Kevin starts us off by telling us how he started off in business, from the army to where he is now.

02:00 Kevin breaks down what Career Attraction does for people.

04:12 Kevin talks about how he gets to his client's individual strong points which help them achieve their career goals.

06:47 From his time in the army to his “southern education”, Kevin likes to keep it simple.

08:28 Kevin explains how important it is to actually know what your business is about.

10:52 Kevin tells us what he is excited about for the future; the changing workplace and teaching people how to adapt to it.

14:53 Kevin talks about what it really means to have “stability”.

17:31 Steve talks about his own views on stability.

18:25 Kevin explains the importance of having multiple revenue streams.

21:17 Kevin has a great podcast with an equally great name!

24:19 Kevin tells us how to get in touch with him.

Mentioned in this episode: * www.careerattraction.com * www.everyveteranhired.com * U.S. Army * Coffee or Something Stronger. * Tony Robbins

We've all been there...

You know where you want to go, but you're stuck. Everything you try to push past the block isn't working...

In this episode of The Unstoppable CEO Podcast, I interview David Shriner-Cahn, of TEND Strategic Partners, about his process for "smashing the plateau."

David's an expert at helping business owners identify the block and develop strategies for overcoming it.

In this episode, you'll discover...

Why it's essential to develop measures for success, and why one target number is the wrong approach...
The importance of Plan B (and C, D, and E...)
How to define "what it means to win" to you...
The good, better, best planning approach...
How to reverse engineer your long-term objectives...
The importance of preparing for the obstacles that are bound to get in your way and build a support system you can lean on when they do...

You won't want to miss this episode...

Timeline 00:13 Steve introduces David Shriner-Cahn, the host of Smashing the Plateau.

01:15 David starts us off by talking about the little talked about the fact that being a business owner can be a lonely place.

02:42 David started off as an engineer and this is where he developed his analytical approach to business and that there is more than one way to get the job done.

05:23 “Success is not an absolute, it is a scale”

09:08 David talks about the real reason for starting Smashing The Plateau- to help people in existing organizations move to greater success.

11:27 Steve outlines his reasons for starting his podcast and of the importance of staying focused.

13:55 David talks about “Reverse Engineering” your future.

16:17 David explains to us the importance of peer support.

20:35 Steve concurs with David on peer support and how impartial critique is vital.

22:39 David continues further by talking about surrounding yourself with people who have shared values.

27:17 David talks about his “curated” learning events, explains what happens there and the results he’s gotten.

31:46 David tells us how to get in touch with him.

Mentioned in this episode: * Smashing The Plateau * John Lee Dumas- “Entrepreneur on Fire” * www.tendstrategicpartners.com * David's phone number: 212-731-0770

If you've ever felt like you were on a never-ending hamster wheel, you'll want to tune-in to this week's Unstoppable CEO Podcast episode...

Matt Inglot--a successful marketing agency/consulting firm owner and the guy behind freelancetransformation.com--flipped his agencies model from needing lots of clients (and struggling)...

To needing a small number (he calls it the 3-10 rule) to be profitable.

Matt shares his secrets to attracting clients consistently, AND why he turns away 80% of the prospects that contact his firm.

We talk about...

How to engineer small wins in your business (so you're not sucking wind waiting for a home run)...

Why it's harder to sell when you need a client (and how to quickly overcome it)...

How to assume the "surgeon's posture" when you're talking to a prospect...

And a whole lot more.

Listen now...

Timeline 00:13 Steve introduces Matt Inglot

01:11 Matt begins by telling us how he started off in business really young when he realized there was a different way to earn a living.

03:51 Matt talks about how he needed to restructure his business to focus only on worthwhile clients. This focus has led him to the point where he turns down 90% of prospective clients in 3 mins.

8:10 Matt explains the situation that led him to restructure and the cuts he made to revamp the business.

12:52 In order to help other business not to make the same mistakes he did, Matt set up Freelance Transformations.

15:06 Matt explains his 3-10 rule. If you need more than 10 clients then there's probably something wrong with your business model.

17:36 Steve expands on the importance of consistency in business to gaining clients.

23:03 Matt says always stick to your prices, never bargain down.

Mentioned in this episode: * Freelance Transformation (website) * Freelance Transformation Podcast * Start with NO Jim Camp

Start with NO...The Negotiating Tools that the Pros Don't Want You to Know

One of the biggest roadblocks for the businesses we work with is that they don't often understand WHY their clients choose to work with them.

They have an inkling, but they really aren't sure.

It's such an issue that it's actually a big part of our first week with a client. Get it right, and selling becomes infinitely easier.

Plus, you always uncover some new, unserved, opportunity in the process...

That's exactly what Vinnie Fisher did with his firm, Fully Accountable. In a lot of ways, Vinnie's story is the "dream" of many service businesses...to pivot into a product business.

I interview Vinnie on this week's Unstoppable CEO podcast. Listen in and you'll discover...

The importance of creating margin...space to get clarity every day.
How to make the transition from being overscheduled to calm.
Why you should guard your time, and more importantly, HOW to do it (even in a client business).
How Vinnie tapped into a big, painful problem his service-business clients had and turned it into his current product offering. Listening to his thinking process will help you ask the right questions of your clients and prospects.
How he developed a solution to support the three roles that a small business owner, bookkeeper, or CFO has to do to run the "back office."

This is a fast-paced interview that is filled with GOLD.

Timeline 00:13 Steve introduces Vinnie Fisher

01:28 Vinnie tells us how he started out in business and how he moved from his first business, a mental health company to a digital company.

03:20 Vinnie likes to solve problems.

04:46 Vinnie talks about avoiding distraction and his faith has to key factors in making him unstoppable.

07:31 The 80:20 Principle.

08:46 Vinnie tells us how valuing time helped to build structure into his life.

12:30 Vinnie explains how more output doesn’t always lead to more value.

15:04 Vinnie talks about the time he spent in the hospital with his dying father and how he found the core of his business in Your Back Office.

18:07 Vinnie explains how his lightbulb moment came about, he looked inside his business instead of outside.

20:03 Vinnie tells us where his growth in 2018 will come from.

21:41 Vinnie breaks down what Your Back Office can do for you.

26:32 Vinnie tells us how his software can free up time for even the most experienced of CFO’s.

29:40 Go to www.Fullyaccountable.com/unstoppableceo for loads of free goodies just for you!

31:03 Vinnie talks about some of the books he’s reading.

Mentioned in the show: * Fully Accountable * Your Back Office (Software) * The Best Investment, A Better You * The CEO’s Mindset: How To Break Through To The Next Level * Dan Sullivan * Ed O Keefe * QuickBooks * Grief Recovery- John W James * The Return to Love- Marianne Williamson * A Road To Character- David Brooks

Return to Love: Reflections on the Principles of a Course in Miracles

The Best Investment: A Better You

The Road to Character

The CEO's Mindset

The Grief Recovery Handbook, 20th Anniversary Expanded Edition

I've had several friends who sold their businesses over the years.

There was a big shocker for each of them, that until now, I never knew a way around.

The shock...?

That they buyer of your business may offer to pay you $50 million, but you're not walking away from the closing table with $50 million.

The buyer likes and trusts you, but "just in case" there's something you've not told them (honestly or not), they're holding back a big chunk of your money for several YEARS. (The hold-back in escrow can be millions, even tens of millions.)

This happens in transactions of every size.

And it can really cramp your post-sale style. You might not be able to buy that yacht =-\

On today's episode, we solve that problem. Well, my client, Patrick Stroth will solve that problem for you.

This is one of those little bits of knowledge that you might not need right now, maybe not for ten years, but FILE IT AWAY. It will put millions back in your pocket when you sell, and leave your buyer happier.

This is an eye-opening interview, listen to it now...

Timeline 00:13 Steve introduces Patrick Stroth, an insurance broker who can uniquely guide you through the process of selling your business.

02:07 Patrick tells us how he started off in business as an in insurance broker working for others and then for himself.

05:51 Patrick explains how mental toughness is something you must have to overcome obstacles and the to find a way to get introduced.

12:57 Patrick explains why it's ok not to know everything, just know what you need to know. This will help you overcome fear and how referrals are the best form of marketing.

20:13 Patrick takes us through the process of selling a business and how it’s much like selling a house. Patrick shows us how he takes the risk out of selling for both the seller and even the buyer!

30:09 Patrick tells us a story about one of his clients with a $70 million deal.

33:22 Patrick tells us that his unique insurance policies ideas came from how private equity firms handle their business.

36:05 Patrick tells us what he’s reading right now.

38:05 How to get in touch with Patrick.

Mentioned in the show: * www.rubiconma.co * Escrow * Ed O Keefe “Time Collapsing” * Steve Young “My life behind the spiral” * 49ers * Marie Osmon

Want to know how to leap ahead, compress time, and achieve your goals faster...?

This interview with Ed O'Keefe will give you both the mindset and the practical steps to move faster and skip the "pay your dues" slow-lane that most people settle for.

Ed's the author of Time Collapsing! The New Art of Speed, Money, Power & Meaning, and maybe, more importantly, he's not just an author, he's built more than one 7-8 figure business.

Building one business beyond $1 million in annual revenue is an accomplishment.

Do it more than once and you've got a system.

Ed's done that and I'm excited to share this interview with you.

Listen and you'll discover...

• How Ed reached deep to persevere through a mini Navy Seal "Hell Week" experience and how you can apply the lesson to your business this week.

• How to use your mind to turn and struggle into an "enjoyable experience" so that you can push through the difficulty and achieve your true potential.

• Ed's approach to staying present and focused on the positive outcome you want at all times.

• The secret to "collapsing time" and blowing past false limitations.

• Using modeling to jump to the top 3% of performers as fast as humanly possible.

• And so much more...

Grab this interview today, you'll be able to use what Ed shares to speed up your success starting this week...

Click here to listen >>

Timeline 00:12 Steve introduces Ed O Keefe to the show.

01:20 Ed reveals he has 7 kids, all under the age of 12….wow!

02:20 Ed tells us how he started off in business and how he came to realize that you can be whatever you want to be.

08:37 We all hit roadblocks in our lives. Ed explains how he has dealt with this while also telling us about a 2 ½ day Navy Seal course he did that was so grueling that people have died while attempting it.

17:39 Ed tells a great David Goggins story, the guy amongst other things holds the WR for chin-ups in 24 hours.

21:36 Steve loves Ed’s book so much that he bought 10 copies for his workshops. Ed breaks down what Time Collapsing is about and discusses the Leapfrog Theory.

26:53 Ed expands on an important chapter of his book, Modeling, and how it can help you.

31:32 Ed explains how the ultimate leverage point in any business is sales. He explains how his business went from $200k sales per month to $1.7m in only 4 months!

36:04 Ed explains the difference between KnowFoods and health supplements.

40:20 Ed tells us how to get in touch with him.

Mentioned in the show * Time Collapsing: The Art of Speed, Money, Power, and Meaning * Denis Waitley The Psychology of Winning * Earl Knightingale Lead the Field * David Goggins * Lone Survivor * Dan Kennedy * Corey Rudl * Direct Response Marketing * www.knowfoods.com * Mark Divine Unbeatable Mind * Michael Murphy * Robert Ringer Winning through Intimidation * www.Edokeefeshow.com * www.TimeCollapsing.com

Winning through Intimidation: How to Be the Victor, Not the Victim, in Business and in Life

Unbeatable Mind: Forge Resiliency and Mental Toughness to Succeed at an Elite Level (Third Edition)

Time Collapsing-The New Art of Speed, Money, Power & Meaning

Lead the Field

The Psychology of Winning

Everybody dreams of a business that can operate without you, but…

VERY, VERY, VERY few ever reach that goal. In fact, there’s an entire cottage industry built on the promise that you can run your business from the beach.

Today, I’m not going to promise you that, we’re going to deal with something more realistic, that will make your life a whole lot better (and fast).

I recently sat down and interviewed Mandi Ellefson, Founder of The Hands-Off CEO.

Mandi built a business that allowed her to operate it without being a slave to the business and in the process, she’s figured out how to translate her process to others.

In this interview, you’ll hear Mandi share…

How to liberate 40-60 hours a month from your schedule (that you can use for the free time, or growth activity) with one simple exercise, in less than 20-minutes…
What you need to focus on at each of the critical stages of growth…Zero to $250k, $250k-a million, beyond a million in revenue…
Why you should welcome “breakdowns” in your systems, and how to respond to them…
How to get growth going again if you’ve plateaued…
What’s missing from The E-Myth, and how to find it…
The four steps to liberating your time…
How to “off-load” decision-making to your team, and feel confident about doing it...

Timeline 00:13 Steve introduces Mandi Ellefson

01:21 Mandi tells us how she realized she should be in business for herself. She tells us how when she needed to learn how to code, she did it the old-fashioned way, she went to the library.

07:08 Mandi tells us how her business changed, how she models to other people’s success and her use of mentorship.

9:54 Mandi explains what a Hands Off CEO is and what she can do for you.

11:36 Mandi talks about the common changes that occur when a business first hits the 250K per year mark and afterward the 1m mark.

15:04 Mandi outlines the 4 steps to finding more time in business: Eliminate, Consolidate, Automate and Delegate.

18:42 Mandi “if you're not making mistakes you're not moving fast enough”.

20:18 Steve’s view is that an employee’s mistakes are the price you pay for freedom from work.

21:28 Mandi says why you have to create an environment where your employees can make mistakes.

24:56 Mandi shows us how to break down our business in order to improve it to free up more time.

27:06 Mandi gives us an example of a 3m per year company she helped refine their marketing strategy and how she uses ScreenCasts.

30:53 Mandi give us a great 5 point checklist to find the deficiencies in your company.

Mentioned in the show * The Hands Off CEO * Google Docs * www.Handsoffceo.com/roadmap

I have yet to meet a business owner who's not dreamed--with a twinkle in the eye--about the prospect of cashing out and collecting a BIG paycheck.

But when you really look at most businesses, the firms just aren't built to sell.

Whether you're seriously looking for an exit, or you're decades away, today is the day to design the business in a way that will be attractive to a buyer.

There are two important reasons to do this...

First, it will force you to build something that can run without you--freeing you to enjoy life and to really focus on growing the business.

Second, it'll give you OPTIONS...and options are cool. You'll have the option to exit, or not...to stay inside the business or step back to the role of "investor"...to sell internally to someone on your team or to an external buyer...

In this episode, I interview Rick Hadrava of Epic Advisory Group to discover how to engineer your business to make a "wealth creation event" possible...

Listen and you'll discover...

Why most businesses die with the founder (and how you can avoid that fate).
How to extract yourself as the owner of the business, and enjoy the benefits and freedom now, long before you exit the business.
The key to letting go and delegating responsibility to your team--this is the #1 roadblock to building a business that has value without you.
How to step back and build a bigger vision for your business.
Rick's secret for staying unstoppable...
And so much more...

I guarantee this interview will open up your thinking.

Timeline 00:13 Steve introduces Rick Hadrava.

02:00 Rick starts off by telling us how his loves, including his wife, math, and puzzles led him to Dallas.

03:34 Rick sites overcoming his inward corporate thinking to looking outwards in creating value for his clients was one of the biggest hurdles he had to overcome, that and quitting his well-paid job!

08:49 Rick explains to us how his time working in corporate structures made him more resourceful and not depend on costly sources for help.

11:22 Rick tells us how living through certain life experiences (death) with a client re-evaluates everything for him and how a simple thank you means more to him than money.

12:15 Steve says that “money is just a yardstick”.

15:23 Rick talks about a particularly challenging case and how he mapped out their exit strategy for them using this program.

20:51 Steve sites two stories of how an explain went well and how one was a disaster.

22:33 Rick goes into detail on how he helps business owners build a legacy for, not just themselves, but for their employees and everyone connected with the business.

27:20 Rick talks about the effect his work has had on a client's business, the art of delegation and how stepping back from the business can give you fresh ideas.

31:42 Ricks answers the now infamous question of what books he is now reading.

Mentioned in the show * Valerie Oswald * Dean Witter * Epic Advisory Group * Raymond James * Value Builder Score * Exit Planning * The Daily StoicThe E-Myth & Beyond The E-Myth

Be Sure to add links to Rick's websites: http://www.epicsbiz.com/ and http://www.epicwmg.com/

Beyond The E-Myth: The Evolution of an Enterprise: From a Company of One to a Company of 1,000!

The E-Myth: Why Most Businesses Don't Work and What to Do About It

One of my business mantras is “Cash ain't cash unless it's cash...”

I heard that from the late Red Scott. He was the CEO of Snapper Lawnmower and the CEO of Vistage Florida.

His point is simple...

Receivables “ain't” cash.

Your line of credit “ain't” cash.

Your brand “ain't” cash.

Cash is cash.

Sometimes it's easy to believe otherwise in business...

In this week's episode of The Unstoppable CEO™ Podcast, I talk with Justin Krane, author of Money: You Got This. It's the best guide to controlling your money, specifically written for entrepreneurs.

In this episode, you'll hear...

The importance of “return on life” as a metric.
Why the old work for 50-years, then retire model is broken.
How to understand both sides of the money equation and why focusing only on cutting back is short-sighted.
The vital importance of paying yourself first in your business, and how to do it.
How to create a plan for the money in your business.
Avoiding cash flow problems...'cause cash ain't cash unless it's cash!

This is a subject that isn't talked about very often in business, but it's an important conversation. I know you'll enjoy it!

Timeline 00:12 Steve introduces Justin Krane.

01:38 Justin tells us how he started off in business, from working on Wall Street to the effect 9/11 had on him to the inspirational talk he heard from a blind Olympic weightlifter

04:39 Justin’s philosophy “ Return on Life” is what he considers makes him unstoppable. The opposite philosophy he got from Wall Street.

06:44 Steve points out that there isn’t the finishing line for careers there once was.

07:43 Justin explains the difference between savers and spenders.

09:28 Justin tells us how he deals out financial planning.

11:54 “Pay yourself first” - Justin explains how to create more profit.

13:34 Steve gives examples on Strategic Coaching.

14:46 Justin tells us about the importance of cash flow management and the steps you need to take.

19:12 Justin tell us how recurring revenue helps so much.

20:08 Justin goes through how he works with a client.

Mentioned in the show * Money you got this * Jerry Maguire * Wall Street * World Trade Centre * Jim Stovall * Dan Sullivan * www.cashflowgift.com

Money, You Got This: Easy to Implement Money Strategies So You Can Take Control of Your Business Finances and Create Your Dream Life

I'm fortunate to get to hang around successful professionals and the side conversation that's always going on is this... “How can I create income without trading hours for dollars?” and... “How can I take the profits from my practice and diversify my wealth?” If you've had some success, these are critical questions to answer. The professional services business can be a great place to create profits—done right, the margins are huge—but if you're not “billing” you're not making money. Paul Chase--one of our Unstoppable CEO Elite members has found one way to take some profits off the table, and put them to work for you, without a lot of complication. In this episode of The Unstoppable CEO Podcast, I interview Paul about his unique (and very accessible) method for creating consistent passive income with the profits from his main real estate practice.

Timeline 00:12 Steve introduces Paul Chase. 01:36 Paul tells us how he turned around his business model from a realtor to a private money lender and what exactly is a private money lender. 02:29 In private money lending there are a lot of rules and regulations that have to be navigated. Paul talks us through how he managed this. 05:26 Paul credits Steve’s book (The Unstoppable CEO) in teaching him to get to know preferential potential clients - Entrepreneurs. 08:02 Paul didn’t lump himself all the work. He tells us how and why he called in the experts to help him. 09:24 When Paul had money to invest in real estate but didn’t want to deal with the 3 T’s (Tenants, Toilets & Trash), it was an email from a friend that lead him getting checks in the post. 11:05 Paul gives us a quick breakdown of the first couple of deals that started off his business. 17:33 Paul takes about the pressure of finding the next deal as a realtor has been replaced by the deals coming to him. 20:55 Paul tells us about the books he’s reading now and how he’s looking into AI.

Mentioned in the show: * The Unstoppable CEO * Josh Turner * LinkedIn * www.Chalancolending.com

You’re going to love this interview with Gene Hammett. If you’ve not met Gene before, he’s an absolute wizard at driving business success through speaking.

He’s not a “here’s how to get paid big bucks to speak” guy, instead...he’ll show you how to use speaking to get clients for your business (and you’ll probably make more money than that big name speaker you heard at the last conference).

Plus, I share how I delivered the worst speech of my life and still landed several million in contracts from one speech. If you’re selling high-ticket services, this is worth every penny you paid for this podcast ;-)

In this episode, he reveals his secret to finding and keeping focus in your business. We discuss the real secret to being productive (it’s not what you think).

And Gene shares how to choose which opportunities to invest your time and energy to pursue.

Timeline 00:13 Steve introduces Gene Hammett

01:47 Gene starts off by telling us how he deals with the tough roadblocks that businesses have thrown at him- he hired a coach.

06:15 Gene tells us his interesting way of staying focused on his goals and not get distracted from them.

13:12 Gene tells us the thing that he is most excited about this year, and why it’s changed from his forthcoming book.

15:56 Steve talks about his tough first experience with public speaking and how it leads to $5M in contracts!

17:34 Gene tells us how he can teach you to leverage your network through speaking as well as beyond just that moment on stage.

21:19 Steve gives us a further example from his own business experience how speaking is such a powerful tool.

23:02 Gene talks about a young guy who from one simple speech has gotten $800,000 worth of contracts in 18 months, and outlines fear as the biggest barrier.

28:37 Gene explains the importance of referrals when he first started out in business.

30:57 How to reach Gene and how to get some very valuable templates…..for free!

Mentioned in the show: * Forbes * Success Magazine * The One Thing * Dan Sullivan * Authority Camp * www.LeadersInTheTrenches.com * www.GeneHammett.com

The ONE Thing: The Surprisingly Simple Truth About Extraordinary Results

If you’ve got more than you in your organization, you’ve got to deal with a team and get them motivated to do what you need to be done.

I’ve believed for a long time that you really can’t motivate people. They’re all self-motivated.

They just might not be motivated to do what you need them to do.

In this week’s episode of The Unstoppable CEO™ Podcast, I sit down with Robert Michon to discover his unique approach to aligning the roles you need with the natural motivations of your people.

Robert shares the tools he uses to assess motivation, and how you can use them to align your team.

Oh, and Robert shares his “Thought Tracking” technique for clearing out disruptive negative thinking so you can get focused on the great work you’re doing.

This little tip (at 10:13 into the interview) will help you get and stay at the top of your mental game.

Timeline 00:13 Steve introduces Robert Michon.

01:26 Robert starts off by telling us how he learned he didn’t want to be a doctor, or work for somebody and how it lead to where he is now.

04:41 Robert tells us what he has learned over the years that has to lead to his success- ask for help, but not from your friends and Thought Blogs.

10:13 Robert discusses the effects of his Thought Blogs has on his clients and just how quickly they work.

13:16 Robert tells us why what got you to where you are won’t get you much further and what can push you past 7 figure earnings.

16:34 Robert talks about coaching entrepreneurs, the issues he has collaborating with virtual teams and how he realized to solve those issues.

19:20 “People are already motivated, it’s just a question of what they are motivated to do”

22:56 Robert tells us that turnover is expensive and he explains to us why we should try to motivate all employees and gives a real-life example.

30:17 The way you solve a problem, your “how” differs from other people. Robert tells us not to care about how you get there, just that you do indeed end up there.

34:00 Robert gives us two books to read that can help you if you’re in a funk and one that he is currently reading.

Mentioned in the show * Ryan Levesque * Ask Method * What got you here won’t get you there * Malcolm Goldsmith * Daniel H Pink * Adrian Gostick * Kolbe Assessment * Michael Gerber * Mind over Mood * CBT Toolbox * Help them grow or watch them go * www.RobertMichon.com

Mind Over Mood: Change How You Feel by Changing the Way You Think

Help Them Grow or Watch Them Go: Career Conversations Employees Want

What Got You Here Won't Get You There: How Successful People Become Even More Successful

The CBT Toolbox: A Workbook for Clients and Clinicians

Listen as my friend and client John Curry gives you a simple, clear plan for becoming unstoppable in sales.

John is a top-performing financial advisor and has been for over 35 years. He’s a lifetime member of The Million Dollar Roundtable and has achieved the Top of the Table and Court of the Table distinctions.

What you’ll hear on this interview will transform your approach to selling…

Timeline 00:46 Steve introduces John Curry

02:30 John begins by telling us how he started off in business and how a battery of aptitudes tests he took whilst in the army pointed him towards sales.

05:52 John outlines his motto for success T.E.A.M- Time, Energy, Attitude, Mission.

11:04 John tells us how his days in the army practicing Muay Thai Kickboxing taught him to get over disappointment quickly and move on, including open heart surgery, clients passing and the economic crash.

14:49 After surgery John reconstructed his entire physical form and explains the importance of keeping fit as well as the importance of breathing!

17:47 John explains that he only works on stuff he likes and pays somebody else to do the stuff he doesn’t.

20:09 John goes through his thought process when something or someone frustrates him.

23:16 He continues his point with a sports analogy.

26:03 John tells us how the 2 books he always carries with him both have the same theme, longevity and how they inspire him to keep working for a very long time!

29:32 Steve expands on John’s point on how retirement should not be the finishing line people believe it to be.

Mentioned in the show * “Unstoppable Referrals” * Thailand * Muay Thai Kickboxing * Tykwando * B-52 Bombers * George Burns * “100 years, 100 stories” * Kirk Douglas * “Life Could Be Verse” * www.JohnHCurry.com * “Preparing for a secure retirement"

This is a fantastic interview with Dorie Clark, author of Reinventing You and Stand Out, which was named the #1 Leadership Book of 2015 by Inc. magazine.

Dorie’s an absolute expert at showing you how to create your own authoritative brand and she shares very practical ways of doing it in this interview.

Plus, she shares how she became a published author--it’s an unstoppable story you won’t want to miss.

Timeline 00:12 Introduction of Dorie Clark

01:16 Dorie starts by telling us how she started off in business by how she was running a

business before she knew she was running a business!

03:10 Steve asks Dorie what Unstoppable traits she has which has gotten her through the tough

times

04:10 Dorie talks about her struggles in getting the massively successful “ Reinventing you”

published and how she built her audience.

08:32 Dorie tell us the two most exciting things that she has coming up, her new book and her

course, Recognise Me.

11:40 Steve talks about the next Industrial Revolution and asks Dorie how best to prepare for it.

13:52 From speaking with over 50 thought leaders Dorie recognize 3 similar traits amongst

them.

17:29 Steve asks if putting out the content of what your thinking and doing is dangerous and could

be stolen.

20:55 Dorie talks more about Recognise Me and why you should get involved.

25:04 Steve asks the now infamous, “what book are you reading now?” question.

Mentioned in the episode * Dorie Clark * Duke University * Reinventing You * Stand Out * NY Times * Huff Post * Harvard Business Review * Dorieclark.com/unstoppable * Entrepreneurial You * Recognise Me * Seth Gordon * Sheryl Sandberg * Lean In * David Allen * Daniel Pink * Robert Cialdini * Counterfeit Gods * Tim Keller

Reinventing You: Define Your Brand, Imagine Your Future

Stand Out: How to Find Your Breakthrough Idea and Build a Following Around It

In this episode of The Unstoppable CEO™ Podcast Brice McBeth, Founder of Reap Marketing and StandishSalonGoods.com shares the two key questions he's developed to stay focused and unstoppable as he grows two successful companies.

Plus, Brice shares his "Conversion Precedence Framework"...if you have a website and want better performance you won't want to miss this...

Timeline 00:12 Steve introduces Brice McBeth.

02:08 Brice begins by telling us how he got started in business, from IBM to Agency to eventually working for himself.

04:49 Brice defines the trait that he believes makes him Unstoppable- how he deals with attrition.

08:49 Steve adds to Brice’s attrition point by using examples from his own experiences.

11:12 Brice talks about how one of his peers told him to “fire and rehire himself” as a CEO.

13:40 “Email is Evil!”

15:24 Brice talks about his Agency days how this is where he learnt the importance of delegation of work.

18:44 Brice tells us what he is most excited about- his Conversion Precedence Framework. He thankfully breaks it down for us.

22:48 Steve continues Brice’s point on A/B testing.

24:34 Super Bowl commercials suck.

25:53 Brice goes into yet further detail about his concept.

31:30 Brice re-tells a story from Salon Chairs Don’t Sell Themselves about buying an awful $300 website template, that worked!

34:48 Brice explains exactly what Salon Chairs Don’t Sell Themselves can help you with.

38:17 Brice tells us what he is reading right now.

Mentioned in the episode * BriceMcBeth.com * Reap Marketing * Coca-Cola * Orbits * StandishSalonGoods.com * Salon Chairs Don’t Sell Themselves * Infinite Conversion Workshop Program * IBM * Google Analytics * Landon Martin * Conversion Precedence Framework * The Everything Store * Jeff Bezos * Giving The Love You Want * Harville Hendrix

The Everything Store: Jeff Bezos and the Age of Amazon

Getting the Love You Want: A Guide for Couples, 20th Anniversary Edition