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Onward Nation

America's best podcast for learning how today's top business owners Think, Act, & Achieve. Onward Nation is a five-day-a-week podcast hosted by Stephen Woessner, CEO of Predictive ROI. Business owners share the most influential lessons learned throughout their careers, including insights into their daily habits, their most vital priorities that have contributed to their business and personal success, and the most challenging time or situation that could have devastated or even ruined their businesses or careers. Business owners share their "recipes for success" including those systems they wish they had put into practice inside their business when first starting out. Each episode concludes with guests sharing two or three practical and tactical strategies they would recommend to brand new business owners in order to best ensure success in their new business and careers. Onward Nation provides business owners with the strategies and tactical step-by-step "recipe" that will help anyone make their business more systematic, predictable, measurable, and repeatable.
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Feb 15, 2019

Ted Thomas is a Florida based educator, publisher and author. Thomas is publisher and author of more than 30 books. His guidebooks on Real Estate have sold in four counties of the world. In the recent past, over 75,000 clients have carefully evaluated Ted Thomas’ QuickStart Introduction In Secured Tax Lien Certificates and have chosen to become associated with the market leader. Thomas’ Home Study Materials are international bestsellers and draw clients from Europe and South America.

What you’ll learn about in this episode:

  • How Ted transitioned a career as an airline pilot into a real estate business, and became an advisor to others
  • What leverage risks Ted warns against, and how he helps others create value and grow their wealth
  • What a tax lien certificate is, and how you can buy tax liens to create profits from unpaid taxes safely
  • Why tax certificates are an underutilized and secure way to invest your money, and how their returns work
  • How the rules for tax certificates very by states, and why it is important to understand the rules and penalties
  • Why auctions are prevalent all over the country, but are a hidden investment gem that few people take advantage of
  • Why the southern part of the United States is the most friendly toward tax certificate sales
  • How 97% of all tax certificates will pay you out in 6 months or less, and how you will get ownership of the property if you don’t get paid
  • Why the rules governing tax certificates often predate the interconnectivity of the states from the interstate system
  • How to get more information and learn about Ted’s tax lien certificate purchase system

How to reach out to Ted Thomas:

Feb 13, 2019

John Mitchell is fascinated by how a person can take science and apply it to their life to substantially increase their success and achievement in life. In particular 2 scientific discoveries that were profiled in a Time magazine cover story. John’s 12-minute a day success formula impacts a person’s career, significant other relationship, and their health. It doubles their control over themselves and focuses them on what really moves the needle in their life.

What you’ll learn about in this episode:

  • What has been happening for John since his previous appearance on Onward Nation in episode #581
  • Why turning 50 was a defining moment for John, inspiring him to change his approach to life with the goal of making $1 million a year
  • How the book Think and Grow Rich by Napoleon Hill changed John’s life, and how John implemented the book’s wisdom into his life twelve minutes a day
  • Why John feels passionate about sharing his Think It Be It methodology with high-achieving business leaders
  • How John’s methodology differs from everything else in the areas of personal development and success
  • How to evaluate your life and determine which areas you could stand to make improvements in
  • Why twelve minutes a day is enough time to completely reprogram your brain and become the person you want to be
  • Why John’s methods are based upon brain science and its application, and how the science works
  • John shares his story of realizing that his methodology is only meant for people willing to put in the twelve minutes a day necessary

How to reach out to John Mitchell:

  • Text “genius” to 44222
Feb 11, 2019

Bob Dusin is the co-author of Creating the High Performance Work Place. Collaborating with leaders and organizations in all industries, he instills this philosophy to help create the highest performing and most highly engaged work environments possible.

Bob grew up on a wheat and cattle farm in western Kansas and earned a degree in Civil Engineering from Kansas State University, followed by a Master of Business Administration from Rockhurst University. In the early part of his career he worked as a Construction Project Manager, then went on to be the co-owner of a concrete construction company. Following that he altered his career course, becoming the Human Resources and Training Director for a national construction firm. Bob has been a trainer, facilitator, coach and speaker for more than 15 years.

Bob is a member of the National Speakers Association and speaks at numerous expos and events throughout the country each year. He is also a commercial voiceover and video actor, and a professional comedy improvisor.

What you’ll learn about in this episode:

  • How Bob’s career journey taught him the value of a work ethic and gave him perspective on the people side of business
  • Why Bob feels passionate about his hobby of performing improv comedy, and how it taught him to confront his fears
  • What valuable business lessons Bob has been able to draw from his experience with improv groups
  • Why the key to a high-performance workplace is in having a deep belief that the people on your team are capable and have value
  • Why a high-performance workplace needs to have strong relationships and allow people to thrive and excel
  • What important lessons Bob feels can be drawn from his book “Creating the High Performance Work Place” and applied to your own business
  • How to foster a workplace environment where your team feels valued and empowered to succeed
  • Why positive reinforcement needs to involve gratitude, an explanation of the impact the team member has made, and recognition of what it says about their character
  • Why you should try to avoid the word “but” and say “and” instead, and why punishment never makes someone get better at their job

How to reach out to Bob Dusin:

Feb 8, 2019

Colin Sprake is a four-time best-selling author and mentor to well over 50,000 entrepreneurs!

Colin has built several different million dollar businesses within 6 months. He has over 30 years of business experience having come from the mining industry to building his own multi-million dollar businesses from the ground up.

A dedicated teacher, Colin is the Master Trainer at Make Your Mark Training and Consulting and is devoted to people achieving huge success in their businesses. His purpose is to assist business owners to dramatically improve the number of businesses that succeed. After all, failing businesses affect us all in negative ways.

Using decades of business experience, Colin speaks and trains on a wide variety of topics for corporations, organizations & associations. Colin Sprake is all about delivering what is required to achieve the desired result and holding you accountable for your own success.

What you’ll learn about in this episode:

  • What has been happening for Colin since his previous guest visit to Onward Nation in episode 730
  • How Colin is refocusing and re-prioritizing his efforts in 2019 and measuring the “right” metrics
  • Why Colin owns his challenges and mistakes, and why he believes strongly in the Law of Attraction
  • Why your daily habits and your thoughts directly impact the energy you attract into your life
  • How Colin uses abundance and gratitude meditation to put himself into the mindset for success every day, morning and night
  • Why it’s critical to be clear, deliberate and intentional in what you want (and don’t want) in your life
  • How to avoid “self-fulfilling prophecies” by changing your mindset and opening yourself to an abundance
  • How Colin’s team invokes the Law of Attraction throughout all aspects of his business
  • Why the words “I am too busy right now” actually mean “you are not a priority to me right now”
  • Why Colin defines happiness as the ability to do what he wants, when he wants, with whom he wants, without being constrained by time or money

How to connect with Colin Sprake:

Feb 6, 2019

Sean Pillot de Chenecey has over 20 years experience as a brand expert, combining marketing consultancy with ethnographic activity and trend research around the world. His clients have included Unilever, Swatch, Heineken, Diageo, General Motors, Beiersdorf, AXA, Costa, Vodafone, Kerrygold and Starwood. He’s collaborated with numerous international advertising, branding, design, media and PR agencies. He is a lecturer at the University of the Arts London, and has written for Dazed, Admap, Brand Strategy, Marketing and Contagious. A public speaker, he’s given speeches for over a decade in Asia, Europe, Africa, the Middle East and North America.

What you’ll learn about in this episode:

  • Sean’s background, including service in the British army, and his transition into the business world
  • How Sean’s work has evolved to helping brands navigate the difficult business challenges of today
  • Why the societal challenge of truth and trust extend beyond politics to the business world
  • How Nike found itself at the center of a cultural storm in the 90s, and how its ad agency navigated the challenge
  • Why trust is the key to every relationship in your life, whether professional or personal
  • Why things have dramatically changed for Silicon Valley companies as trust in them has weakened
  • Why privacy is an ongoing concern for global society, and why brands are expected to address these serious concerns
  • Why you as a business owner must be passionate and adhere to your beliefs, especially in your business dealings
  • Why lies are becoming more common, and why it’s important to break through with honesty and authenticity
  • How Facebook’s recent privacy and honesty challenges have expanded beyond their business to impact many areas of society

How to contact Sean Pillot de Chenecey:

Feb 5, 2019

Stephen is the founder and CEO of Predictive ROI, a digital marketing agency, and the host of Onward Nation — a top-rated daily podcast for learning how today’s top business owners think, act and achieve. Onward Nation is listened to in 120 countries around the world.

Stephen is the author of three books, including the #1 best seller, “Profitable Podcasting,” and his digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine.

What you’ll learn about in this episode:

  • Why focusing on a huge audience or more customers isn’t as important as focusing on the audience you have
  • Why focusing on going narrow and deep with your business in 2019 will help you find true success
  • How true thought leaders aren’t superficial, and why their authenticity and focus on their audience is key
  • Why you should read the book “Niche Down: How to Become Legendary by Being Different” by Christopher Lochhead and Heather Clancy
  • What benefits you can expect from taking a niche down approach to your business this year
  • Why your business should have three tangentially connected areas of expertise, and why it’s okay that some clients aren’t the right fit for your business
  • Why focusing on a niche audience will help you monetize your content much faster than if you were to go broad
  • How the book “Killing Marketing: How Innovative Businesses Are Turning Marketing Costs Into Profit” by Joe Pulizzi and Robert Rose can help you monetize your content
  • What three actionable steps you can take to maximize the impact of your narrow but deep cornerstone content
  • Why you should listen to Onward Nation episode 854 as a great companion to this episode

Additional resources:

Feb 4, 2019

Rick Miller is an unconventional turnaround specialist, a servant leader, and a go-to Chief. He is also an executive coach, an author, a speaker, and an expert at driving sustainable growth. For over 30 years, Rick served as a successful business executive in roles including President and/or CEO in a Fortune 10, a Fortune 30, a startup, and a non-profit. In each case, he was recruited from the outside to turn around poor performance in difficult times.

What you’ll learn about in this episode:

  • How Rick learned valuable business lessons from his father, the only HR person at one of the only non-union machine shops in Massachusetts
  • Why Rick is as focused on “human capital” as he is on financial capital in the organizations he works with
  • Why Rick chose to call his book “Be Chief: It’s a Choice, Not a Title”, and how it relates to his definition of power
  • How energy comes from self-understanding and the ability to “be still” despite all the background noise
  • Why clearly understanding your own values is critical for leading and influencing other people
  • Why all of Rick’s proceeds from the sales of his book will be donated to children with special needs
  • How to get access to a free questionnaire that will help you define your values compass and score you on clarity, influence, energy, confidence and impact
  • What differentiates “go go”, “go… but” and “no go” employees from each other, and why the distinction matters
  • What “I3K” is, and why it is the secret recipe for success in a leadership role and in business
  • How to reach out to Rick Miller, and why Rick’s book is different from other leadership books available

How to contact Rick Miller:

Feb 1, 2019

Jeff Koser is the spirited founder and CEO of Selling to Zebras. Zebra is an AI-driven Sales Enablement Automation Platform that creates a guided sales experience that directs sellers and buyers through a sales engagement. Zebra identifies perfect prospects (Zebras), decision makers and generates buyer specific presentations that are presented right in the software. Leverage ZEBRA to run your sales engagements and close 90% of the business you pursue faster, more easily and more profitably!

What you’ll learn about in this episode:

  • How Jeffrey’s 30+ year background in software and sales helped guide his career path to his current position as CEO of Zebrafi
  • Why the cumbersome difficulty of using Excel caused Jeffrey’s company to decide to develop its own software
  • Why Jeffrey’s 20-year-old “Selling to Zebras” B2B consultancy business transitioned to Zebrafi on January 1, 2019
  • How Jeffrey and his team recognized the opportunity to pivot their business into a new SaaS (software as a service) entity
  • How Jeffrey’s company evolved, and how they developed their new business model to solve their clients’ problems
  • Why some salespeople struggle to become a “trusted advisor” to their clients, and why Zebrafi is different
  • How Zebrafi’s software determines a “zebra” through rating seven attributes on a scale of 0-4
  • How Zebrafi helps their customers clearly define their purpose, culture and what they need to do to find success
  • What important lessons Jeffrey learned from his own mentors, and how they impacted his business philosophy
  • Why perseverance was critical to Zebrafi’s success, despite some early failures developing their own software

Additional resources:

Jan 30, 2019

Named Trust Across America 2018 Top Thought Leader in Trust, Anne Bahr Thompson has been inspiring business leaders to use their brands as a force for change for many years. With more than 25 years of experience as a global brand strategist, Anne is the author of DO GOOD, which explains her pioneering model of Brand Citizenship® and the cultural dynamics that led to the creation of the model.

A former executive director of strategy and planning and the head of consulting at Interbrand, Anne is the founder of Onesixtyfourth, a creative and strategic consultancy that helps that leaders integrate purpose and social responsibility into their brands, business strategy, and corporate culture.

What you’ll learn about in this episode:

  • What has been happening for Anne since her previous appearance on Onward Nation in episode #709
  • Why Anne has firmly focused her thought leadership around the specific area of brand citizenship
  • How Anne spent seven years on semi-sabbatical while writing her book, due to the research time involved
  • How Anne’s dedication to brand citizenship started when she was nine years old and questioning the decisions of others
  • Why authenticity and aligning your values with your brand are an important component of brand citizenship
  • Why it’s important to have everyone in your organization working toward the same purpose and goals
  • Why basing your choices solely on profitability can cause more problems than they solve
  • Why Anne defines success as having the ability to contribute your unique gifts to the world and those you serve
  • How clearly defining your purpose can resonate throughout your organization and guide your operating principles
  • What advice Anne would share about overcoming your fears and standing up for your beliefs

Additional resources:

Jan 28, 2019

Scott Royal Smith is a real estate investor and asset protection attorney in Austin, TX. Scott became an entrepreneur while still in law school, purchasing and running an auto mechanic shop, to pay his way through school. After graduating, Scott begin his law career as a high-stakes corporate litigator. He spent the last 8 years of his career analyzing real estate investment and asset protection. Today, Scott is the Founder and CEO of Royal Legal Solutions. A firm he built to offer tax, business and legal strategies to clients all over the U.S and Canada. He continues to educate the public on asset protecting strategies to help circumvent debilitating lawsuits for his clients.

What you’ll learn about in this episode:

  • How climbing Mt. Kilimanjaro under the worst possible weather conditions mirrors Scott’s overall outlook on life
  • How going from four to thirty-five teammates in 2018 put strain on Scott’s business, and how he managed the challenge
  • Why asset protection is a critical tool in any business owner’s arsenal, and why it matters
  • How asset protection is structured using LLCs to protect your business from legal claims and predatory lawsuits
  • How proper asset protection helps dissuade lawsuits from ever getting filed in the first place
  • How Royal Legal Solutions helps small businesses access the same asset protection strategies the big corporations use
  • Why insurance is an important layer of protection for your business, but why it’s important to not go overboard
  • How to “hide” the ownership of your assets so that what you own remains secret from the general public
  • How land trusts work to protect your real estate assets in the same manner that an LLC protects your monetary assets
  • Why business owners can retroactively implement asset protection strategies, and how a series LLC structure works

How to contact Scott Royal Smith:

Jan 25, 2019

Amber McDonald is the Co-Founder and CEO of Indemnis, Inc. From an early age Amber has been an extremely hard worker; having supervised 150 employees by the age of 21, her ambition and work ethic weren’t in short supply. Her experience ranges from managing programs and finances for a company with $30M in assets to serving on an ANCSA board holding co. with over $250M in annual revenue. She’s a founding member of Indemnis and leads business operations, legal, finance divisions, business development and sales, human resources, marketing, customer support, and FAA compliance.

What you’ll learn about in this episode:

  • What Indemnis Inc. does, how their products work, and how those products are making drones safer and more cost-effective
  • Why Amber keeps daily and weekly goal lists, and how it helps her to focus and accomplish tasks
  • How Amber’s workweek “flows” through preplanned and scheduled activities, while still staying prepared for the unexpected
  • What difficulties Amber and Indemnis were forced to face, and how they overcame those challenges
  • Why Indemnis had to pivot away from their first product focus and come up with a new solution
  • How Amber approached the difficult conversation of having to redirect her entire team and start over from scratch
  • What critical skills Amber has found to be the most important for her to develop throughout her career
  • How mentors have impacted Amber’s career, and what important lessons she learned from her mentors
  • Which strategies can help business leaders and their teams solve the most complex problems
  • What areas Amber would advise Onward Nation business owners to focus on to ensure the success of their businesses

Additional resources:

Jan 23, 2019

Today we are speaking with Chris Westfall, a sought-after business consultant, communication coach, keynote speaker, and the author, co-author, or publisher of eight books. Advising hundreds of thousands of leaders from high-growth entrepreneurial enterprises, Shark Tank startups, and Fortune 100 companies, he has helped create multi-million-dollar revenue streams for businesses on four continents. He is the U.S. National Elevator Pitch Champion and the author of the new book Leadership Language: Using Authentic Communication to Drive Results (Wiley, 2018). To learn more, visit westfallonline.com.

What you’ll learn about in this episode:

  • How Chris was recognized as the U.S. National “Elevator Pitch” champion, and how that has translated to his work
  • Chris explains the building blocks and critical components of an elevator pitch, and how to effectively share your story
  • How to use “you language” to build universal connections and start powerful conversations
  • Why “entrepreneur-itis” is a common ailment that keeps you in the engine room of your business rather than steering it from the deck
  • Why Chris felt driven to write his book “Leadership Language: Using Authentic Communication to Drive Results”
  • Why Chris defines a client as anyone upon whom your success depends, whether it be your board of directors, your investors, or your spouse
  • Why “the empty chair” is a seat at the discussion table reserved for your client’s clients
  • Why anticipation is a super-power, and why “I’ve thought this through” are four incredible words to use throughout your life
  • How it’s critical to live in the moment, move beyond past experiences to look toward the future
  • How Chris’s experience with an unexpected mentor impacted his life and changed his outlook on life

Additional resources:

Jan 21, 2019

Thom King always struggled with his weight before adopting a ketogenic lifestyle. In Guy Gone Keto he details how perseverance and a high-fat, low-carb diet enabled him to drop five waist sizes in a single year. His essential wellness program includes tips for reading and understanding food labels, supportive techniques to make you feel capable and empowered, as well as tasty recipes and easy-to-follow meal plans that will keep you fit and healthy for life.

Thom King is the founder and CEO of Steviva Brands Inc., one of the largest importers, manufacturers, and distributors of natural sweeteners. A self-described “bio hacker,” he has made it his life’s work to study food science and use his knowledge to help people eat healthier, avoid harmful sugars, and maintain diet and exercise habits that defeat metabolic disease. His company, based in Portland, Oregon, derives its name from stevia, the South American plant extract that is calorie-free yet three hundred times sweeter than sugar, and does not contribute to the combination of metabolic diseases that Thom calls “diabesity.”

What you’ll learn about in this episode:

  • What has been happening with Thom and his business since his previous appearance on Onward Nation in episode 589
  • Why Thom decided to write his book “Guy Gone Keto: How to Lose Weight, Feel Great, and Achieve Lifelong Fitness”
  • Why Thom started living a ketogenic lifestyle, and what changes it brought to his life and wellbeing
  • Why improved sleep and a corrected sleep cycle have been tremendous benefits Thom has received from his new lifestyle
  • How liver health can impact all aspects of your life, and how a ketogenic diet can help with liver health
  • How the ketogenic diet works, what foods are acceptable, and how to properly balance your foods to maintain ketosis
  • Why the first week is the most difficult, and how you will begin to see changes almost immediately
  • How balancing your microbiome can help with decision-making, depression and energy levels
  • Why you should research the real science behind the principles of the ketogenic diet and its benefits
  • Why shaming yourself–especially body-shaming–is only harmful and why self-acceptance is important

How to contact Thom King:

Jan 18, 2019

Having been a leader in motivational and sales training since 1979, Steve Schiffman is a Certified Management Consultant and has trained and consulted to a wide range of corporations including IBM, AT&T, Motorola, Sprint, CIGNA, and a host of other organizations throughout the world. He has also trained over 500,000 professionals in over 9,000 companies.

Millions more have read Steve’s best selling books internationally. Some of his accomplishments include the development of highly pragmatic sales training and management programs that adapt effectively into a broad range of sales environments and industries. All of his training is based upon actual sales experiences and are proven successful. Steve was rated as the number one sales expert in prospecting by Personal Selling Power magazine.

What you’ll learn about in this episode:

  • How a desire to work for himself led Steve to start and grow his incredibly successful sales company
  • Why one of the most important lessons Steve learned is that selling isn’t filling a need, it’s helping people achieve their goals
  • How necessity forced Steve to let go of his hesitation and scale his business over time
  • Why Steve wrote his book “Creating Sales Stars: A Guide to Managing the Millennials on Your Team”
  • Steve shares key takeaways from his book on the importance of instilling motivation in your teams
  • Why it’s important to be excited about your work, your goals, and your contributions to the business
  • Why business owners should break their own bad habits and continually reinvent themselves every 5-6 years
  • What Steve says is the single most crucial skill business owners need to develop to succeed
  • Why it’s important to take the time to think and reflect on your behavior and goals
  • Why creativity and experimentation are skills that we should invest the time to develop in ourselves and our teams

How to contact Steve Schiffman:

Jan 16, 2019

Janine K. Iannarelli is the founder and president of Par Avion Ltd. She has more than 30 years of business aviation experience representing numerous corporations and private individuals worldwide with the sale and purchase of business aircraft. Par Avion is an aircraft marketing firm that specializes in the exclusive representation and acquisition of aircraft with an emphasis on pre-owned business jets valued upwards of $65,000,000 (USD).

Ms. Iannarelli has extensive experience in cross-border transactions, with nearly 90 percent of Par Avions business concentrated in this area of specialization. The scope of her experience with aircraft sales transactions reaches well beyond the procurement process in that she has in-depth interactions with the OEMs, maintenance facilities and completion centers specific to these aircraft. Ms. Iannarelli also works directly with designated representatives of the Federal Aviation Administration as well as with many other countries civil aviation authorities where she has placed or procured aircraft.

As a sought after mentor and inspirational advisor, she often speaks before women and youth organizations about career development and life skill set necessary to navigate the business world. Ms. Iannarelli routinely serves as a reliable source on business aviation for local, regional, national and international media on a variety of business aviation and small business topics. She is a regular panelist and presenter at industry events that focus on current valuations and trends in the new and preowned global marketplace for aircraft.

Ms. Iannarelli is a passionate supporter of the arts and charities that benefit children and animals.

What you’ll learn about in this episode:

  • How Janine’s career path led her to the world of business aviation and to founding a $65 million company
  • How an encounter with a fellow female entrepreneur helped set the stage for Janine’s business success
  • How Janine’s childhood and upbringing helped her gain a sense of satisfaction for a job well done
  • What skills Janine feels are crucial for business professionals to develop to manage stress and get ahead
  • What regular habits and traits Janine developed that helped contribute to her business success
  • How the 2008 economic recession impacted Janine’s business, and how she overcame the challenges she faced
  • What service Janine’s business provides, and how the economic downturn created new opportunities
  • Why Janine’s advice to entrepreneurs is to manage your time well and to trust your intuition
  • What important lessons Janine learned from her first business mentor and former boss early in her career
  • Why Janine draws inspiration and insight from Sun Tzu’s “The Art of War” and considers it required reading

How to contact Janine Iannarelli:

Jan 15, 2019

Good Morning…and welcome to another episode of Onward Nation. I’m Stephen Woessner, CEO of Predictive ROI and your host. If you’ve been listening to Onward Nation for a while now — I’d like to start off with a big thank you.

My team and I appreciate all of your support and all of your feedback. You help us get better each and every day.

And if you’re new to Onward Nation — thank you for joining me. It is great to have you here — and of course I’m biased — but I think you pick a great episode to start off with.

Today’s episode is going to be a solocast — just you and me exploring a topic with some real depth. And the idea for this topic — and actually the ideas for my next several solocasts — came from some feedback from you, Onward Nation.

Some of our listeners reached out and asked me to take the conversation deeper around cornerstone content, what it is, how to create it, and how to monetize it.

So that is what I’m going to do over the next month or so…to help set a practical and tactical foundation around cornerstone content and your thought leadership so you can take it and apply it right away in 2019.

But before we get into the strategy around creating content and how to monetize it – I am going to use today’s solocast to explain why you and your thought leadership cannot afford to be seen as a one trick pony.

Okay — so what do I mean by one trick pony?

Listen to today's episode to find out, and you can find the full show notes here.

Jan 14, 2019

Lorraine Ferguson is a dynamic trainer and coach who accelerates growth in companies by focusing on the right behaviors, attitudes and techniques that drive success. Ferguson has brought the Sandler Selling System to hundreds of selling professionals and businesses. Companies and individuals have transformed their business development ability by working with Ferguson.

What you’ll learn about in this episode:

  • How Lorraine dealt with the difficult challenges of being a woman in the male-dominated sales field
  • Why Lorraine’s views on sales evolved as she better understood herself and her place in the business world
  • Why time has made things somewhat better for women in sales roles, and why things need to keep improving
  • Why Lorraine titled her book “The Unapologetic Saleswoman: Breaking the Barriers, Beating the Odds”
  • How Lorraine found self-empowerment in finding her voice and being assertive in her role
  • Why Lorraine believes in the idea of “sell more by caring less” and how it helps her mindset
  • What takeaways Lorraine wants to share from the contents of her book, and why they’re important
  • What sort of pushback Lorraine gets from sales professionals, and how she overcomes the objections she hears
  • Why it’s important to have mutual agreements and be clear on the next step you need to take throughout the sales process
  • Why you should always go into a sales call with a “pre-call plan”, and why it helps you be prepared and confident

How to contact Lorraine Ferguson:

Jan 11, 2019

Zachary Beach grew up in central Massachusetts but relocated to Newport, Rhode Island when he graduated from college. After graduating from college, he had no idea what he wanted to do; the only thing he knew was that he didn’t want to be an employee. That word just makes Zach feel trapped. He decided to bartend and become a personal trainer for the time being while he decided what he wanted to do and soon realized that he was burning the candle at both ends, working late nights and early mornings, and he knew there was a better way.

At age 25 Zach decided to jump into the family real estate business. It was one of the first big risks he took in his life. The business at the time was small and nothing was guaranteed. Plus he knew absolutely nothing about real estate and was as green as green could be. Fast forward almost 3 years later and he is a partner and buys all the properties that come through their personal buying and selling entities. He went from bartender to million dollar business owner in just under 3 years.

After their family investment company grew their coaching company began growing as well. Zach now coaches associates and students around the country. Their mission is to empower individuals and families to create the life of their dreams and he believes they are doing just that. At this time they buy and sell roughly 10 plus properties a month around the country.

Biggest Business wins: Zach completed an owner financing deal on a property that is worth over a million dollars. He purchased it for $940,000 with principal only payments of 2500 per month. The house is worth over a million dollars and they have multiple exit strategies that will equal over $200,000 in profits.

Biggest Personal Win: Besides marrying the girl of his dreams and having his beautiful baby boy, Zach was able to buy an amazing home overlooking the water with beach rights on terms. He purchased it on a lease purchase with $5,000 down and is getting $1,000 off the principle every month. This significantly reduces the amount that he will need to bring to the table when he gets a traditional loan.

Biggest Challenge: From the age of 14-20 years old, Zach was either using or addicted to drugs. He lost a best friend, multiple other friends, and a father to drug abuse. He was able to climb out of that hole by feeding his mind and body with positive food. He became very interested in personal development and constantly works on himself. Zach is also a huge advocate for health and fitness and has to work out or be active 5-6 days a week and has built his morning routine around that.

What you’ll learn about in this episode:

  • How Zachary got involved in real estate by approaching his father-in-law, real estate guru Chris Prefontaine, for advice
  • Why Zachary had to work even harder because of his father-in-law watching over his shoulder
  • How Zachary buys and sells properties on “terms”, through owner financing, and “subject to” (and what all those things mean)
  • How owner financing eliminates the need to go through banks and deal with banking regulations
  • Example deals that Zachary has closed on, and what advantages for both buyer and seller are built into his methods
  • Why the number of owner-financed real estate deals is rapidly growing and set to be up to 20% of the market in the near future
  • Why Zachary’s investment strategies work for many different types of properties and can be used to build a full portfolio
  • What important skills Zachary suggests you develop to be able to fully implement his real estate strategies
  • What wisdom Zachary learned from mentors throughout his career, and how it shaped his business management style
  • Zachary’s advice for business leaders looking to move into investing in the real estate market

How to contact Zachary Beach:

Jan 9, 2019

Leif and Erin are the co-founders and CEOs of FREY, the modern lifestyle brand shaping the clothing care experience. They began FREY after they attended college and were introduced to the task of doing their laundry and quickly found themselves underwhelmed at the products available for consumers. After months of arduous research, they started a Kickstarter campaign and began filling orders from their basement. Since then FREY has evolved to become much more than detergent and is now a full clothing care line.

What you’ll learn about in this episode:

  • Why Leif and his brother founded Frey due to being underwhelmed by the laundry products that were available
  • Why Leif went to Kickstarter to fund his efforts and took an unusual path to growing his business
  • How starting a business with minimal funding forces you to learn discipline and budget management
  • How the motivation behind Frey was a mix of the small idea of helping Leif’s friends and the big idea of disrupting the laundry detergent market
  • How Frey’s marketing is tailored to their target customers rather than trying to attract everyone
  • Why Frey chose to go with a subscription-based model, and how it has helped grow their business
  • What vital skills and daily actions Leif developed to keep his business from stagnating
  • How critical guidance from mentors shaped Leif and his brother’s business knowledge
  • Why continually talking to customers and getting feedback has been critical to Frey’s success
  • What factors determine who comprise the most valuable customers, and how Frey tracks that information

How to contact Leif Frey:

Jan 7, 2019

Michael Rosenblum is one of Chicago’s most successful residential real estate brokers, having generated career sales of over $400 million. Nationally, he’s been inducted into the Berkshire Hathaway Hall of Fame and is consistently ranked in the top half, of 1% of 46,000 real estate brokers in the Berkshire Hathaway HomeServices network. In a career spanning three decades, Rosenblums collaborative style and integrity have also earned the abiding loyalty and admiration of his clients and colleagues within the industries of media and real estate. Born in Dallas, Texas and raised in the Washington D.C. area, Rosenblum studied business administration at the University of Missouri (Columbia). After graduation, he moved to Chicago to live Happily Ever Always which is the title of his first book.

What you’ll learn about in this episode:

  • How Michael’s career journey led him from journalism and media sales to the world of real estate
  • Why Michael chose to name his book “Happily Ever Always” based on living an always-happy life
  • Why Michael believes that happiness is an entitlement and that positive effects can come from negative experiences
  • Why people are like mirrors, reflecting positivity and negativity at each other in every interaction
  • Why Michael wrote “Happily Ever Always” with the intent of sharing his journey and prompting the readers to reflect on their own lives
  • Why Michael will sometimes tell his clients not to buy a property, despite losing the commission on the sale
  • How Michael defines “customer service”, and how he works to go the extra mile for his clients
  • Why “luck = preparation + opportunity”, and why being extraordinary comes from pushing yourself
  • How excellent customer service can be a competitive edge for your business that sets you apart from the competition
  • Why it’s important to correct your errors, right your wrongs, think outside the box, and find your gifts

Additional resources:

Jan 4, 2019

Maxwell Cohen is currently 27 years old. As founder and CEO of Peel Away Labs, Inc., Maxwell is part of a true entrepreneurial family. All of the Cohen children were expected to have started a business by the time they turned 26. Maxwell started his company while a student at the University of Arizona where in 2013 he earned a B.S. in Environmental and water Resource Economics.

Maxwell is the founder and CEO of Peel Away Labs, the innovative start-up company that developed Peelaways, the bedding industry’s first multilayered, disposable, waterproof fitted sheet designed for the home, industrial and healthcare markets. While attending the University of Arizona, Cohen observed students were not changing their bed sheets because stripping the bed, doing the laundry and remaking the bed were such a hassle. He also noticed his grandparents were struggling to change their own fitted sheet. Realizing this was a challenge for multiple life stages including parents of toddlers, Cohen knew there had to be a better way. As a result, he created the patented solution, Peelaways, enabling consumers or health professionals to simply peel away the top layer to reveal a clean sheet below in seconds.

Today, Cohen has secured major retailers and distributors worldwide, including consumer retailers Walmart, Amazon, BedBathandBeyond.com, BuybuyBaby.com, and Zulily, and hospital distributors Cardinal Health and McKesson. Cohen has also appeared on ABC’s Shark Tank in 2015. Peelaways are now being distributed internationally to address issues such as the water shortage in South Africa.

What you’ll learn about in this episode:

  • How Maxwell’s family of entrepreneurs encourages its members to start a business by age 27
  • Why not landing a deal during his appearance on the TV show “Shark Tank” was the best thing that could have happened for Maxwell’s business
  • Why Maxwell and his team at Peel Away Labs are on their 32nd product iteration, and why they continue to improve their products
  • Which daily habits Maxwell practices that have most contributed to his success and his business vision
  • What skills Maxwell believes are critical for business owners and leaders to master, and what important lessons he learned from his mentors
  • What systems Maxwell would have put in place earlier if he had it all to do over again
  • Why the international healthcare markets have been an appealing entry point for Maxwell’s business
  • What advice and strategies Maxwell would recommend to entrepreneurs just starting out in their business
  • Why you need to surround yourself with a team that shares in your vision for your business
  • Why it’s important to raise capital by finding the “right” investors within your community

Ways to contact Maxwell:

Jan 2, 2019

Christine Comaford is sought after for providing proven strategies to shift executive behavior to create more positive outcomes, enroll and align teams in times of change, profoundly increase sales, product offerings, and company value. Her coaching, consulting and strategies have created hundreds of billions of dollars in new revenue and company value for her clients.

What you’ll learn about in this episode:

  • What has been happening in Christine’s business since her last appearance on Onward Nation in episode #579
  • How to completely change your mindset from feeling overwhelmed to feeling empowered with Christine’s maneuvers of consciousness, in just twelve minutes
  • How Christine’s mother was able to reframe her leukemia as something to be grateful for before she passed
  • Important lessons from Christine’s new book “Power Your Tribe: Create Resilient Teams in Turbulent Times”
  • Why we all have the right to exist, to have needs, to take action, to have consequences for our actions, and to love and be loved
  • Why Christine defines the word “success” as the choice to determine how she spends her time and energy
  • Why the ability to decide whether or not to work with a client is important to Christine
  • How Christine and her team have developed a “recipe” for book launches that works on a systemic level
  • How the word “CURVE” holds the key to engaging people with your work and successfully promoting yourself
  • How tying all of Christine’s wisdom together can help you turn a group into a cohesive tribe

Ways to contact Christine:

Resources:

Dec 31, 2018

Cheryl Bachelder is a passionate, purpose-led business leader — the former CEO of Popeyes® Louisiana Kitchen, Inc. Cheryl is known for her crisp strategic thinking, a franchisee-focused approach, and superior financial performance. Guided by the servant leadership thinking of Robert Greenleaf, she believes highly caring, collaborative leaders with big ambitions for the enterprise, not themselves, generate the conditions for people to perform their best work.

Cheryl served as CEO of Popeyes® Louisiana Kitchen, Inc., a NASDAQ traded company with over 2,600 restaurants in 26 countries, from 2007 to 2017. The story of Popeyes success is chronicled in her book, Dare to Serve: How to drive superior results by serving others. During her tenure, Popeyes stock price grew from $11 to $61, at which time the board sold the company to Restaurant Brands International Inc. for $1.8 billion dollars or $79 per share in March 2017.

Cheryls earlier career included brand leadership roles at Yum Brands, Dominos Pizza, RJR Nabisco, The Gillette Company and Procter & Gamble.
Cheryl is a director and compensation committee chair at Pier 1 Imports, Inc. (PIR). She sits on the advisory board of Procter & Gamble’s franchising venture, Tide Dry Cleaners. She is a member of C200, an organization that fosters, celebrates and advances women’s leadership in business.

Cheryl holds a Bachelors and Masters of Business Administration degree from the Kelley School of Business at Indiana University. She is married 36 years to Chris Bachelder and they have three grown daughters, two terrific sons-in-law, and three handsome grandsons. Cheryl and Chris reside in Atlanta, Georgia and attend Buckhead Church. They are avid learners, fans of the classical education movement, and can always be found reading a good book!

What you’ll learn about in this episode:

  • How Cheryl’s career path and personal life have bought her many fantastic leadership opportunities
  • Why Cheryl wanted to demonstrate an example of clear, competitive marketplace performance during her time leading Popeyes
  • Why Cheryl chose to title her book “Dare to Serve: How to Drive Superior Results by Serving Others”
  • Why tracking the P&L figures of Popeye’s franchisees was a critical change Cheryl made that helped rebuild trust
  • How the changes Cheryl spearheaded helped Popeyes restaurants increase their sales by an average of 45%
  • What lessons from Cheryl’s book “Dare to Serve” are the biggest takeaways that business owners can learn from
  • Why it’s important to ask yourself “why do I lead?” and to answer the question honestly
  • Why the biggest legacy of Cheryl’s time at Popeyes lies in the development of future leaders
  • Why clear communication and talent management were major pillar of growth for the Popeyes organization during Cheryl’s tenure as CEO
  • Why human dignity is a deep belief Cheryl holds, and why she feels your deep beliefs should be reflected in your work

Additional resources:

Dec 28, 2018

Sarah Noked is an MBA graduate, Certified Online Business Manager and Digital Marketing Strategist with more than 10 years business experience in the online world. With her stellar team of OBMs, they help their clients stay on track for growth and development. They do this by managing their projects, teams, operations, automation, and launches. In turn, their clients gain the much needed time to focus on their big picture, revenue-generating ideas. Everyone wins!

When she’s not working in the agency and with 6 to 7 figure entrepreneurs scaling their businesses, she’s helping other VAs and OBMs realize their worth and potential to scale and grow profitable teams and businesses. As a Certified OBM Trainer, Sarah trains and certifies fellow OBMs in the online business industry.

What you’ll learn about in this episode:

  • How family and a desire for flexibility were the catalyst for Sarah’s decision to leave her corporate job to become an online business manager
  • How Sarah describes the role of an OBM and the value the position provides to entrepreneurs in streamlining and scaling their business
  • What strategies and methods Sarah and her team use to help business owners scale their business… without scaling their work hours
  • How Sarah’s team manages product launches, handles SEO and advertising, and other tasks to minimize day-to-day operation headaches
  • Why efficiency is one of the key aspects an OBM works on to improve the smooth operation of the business
  • What daily habits have most benefited Sarah and contributed to her career success
  • Why project management software can be a powerful efficiency and communication tool to coordinate your teams
  • Why having a clear vision is the vitally important foundation an entrepreneur needs to create a successful organization
  • What key lesson Sarah learned from a former client that reshaped her business philosophies
  • What advice Sarah would offer to business owners looking to maximize efficiency and minimize day-to-day effort

Ways to contact Sarah:

Dec 26, 2018

Kwame Christian, Esq., M.A. is a business lawyer and the Director of the American Negotiation Institute where he puts on workshops designed to make difficult conversations easier. As an attorney and mediator with a bachelor of arts in Psychology, a Master of Public Policy, and a law degree, Kwame brings a unique multidisciplinary approach to the topic of conflict management and negotiation.

His TEDx Talk, Finding Confidence in Conflict, was viewed over 24,000 times in 24 hours and was the most popular TED Talk on the topic of conflict of 2017. He also hosts the top negotiation podcast in the country, Negotiate Anything. The show has been downloaded over 350,000 times, has listeners in 181 different countries.

What you’ll learn about in this episode:

  • How Kwame’s passion lies in psychology, self-awareness and understanding others, and how that relates to the business world
  • Why people are sometimes cognitively incapable of understanding your perspective, and how you can work around those barriers
  • Why someone’s professionalism often masks the fact that you’re really negotiating with their “inner toddler”
  • Why the three-part key to negotiating is to acknowledge emotions, show compassionate curiosity, and share in joint problem solving
  • Examples of how to implement Kwame’s three-part strategy to diffuse a difficult conversation
  • How to get a free copy of Kwame’s 18-page negotiation guide, covering topics like negotiation preparation, conflict negotiation and salary negotiation
  • Kwame shares wisdom from his book “Nobody Will Play With Me: How To Use Compassionate Curiosity to Find Confidence in Conflict”
  • What the most powerful business lesson Kwame learned was, and why he considers himself a “recovering people pleaser”
  • Why an unhappy experience at six years old shaped Kwame’s need for friendship and conflict avoidance when he was older
  • What advice Kwame would share with others looking to improve their confidence and become better ant difficult conversations

Ways to contact Kwame:

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