Dianna Booher is founder and CEO of Booher Research Institute and author of “COMMUNICATE LIKE A LEADER.” Dianna works with organizations to help them communicate clearly — and with leaders — to expand their influence by a strong executive presence. She works with some of the largest Fortune 500 companies and governmental agencies, such as IBM, Lockheed Martin, Raytheon, ExxonMobil, BP, Chevron, ConocoPhillips, Siemens, NASA, and the U.S. Navy. She has been featured on Good Morning America, and in USA Today, Wall Street Journal, Entrepreneur, Investor’s Business Daily, CNN, CNBC, Bloomberg, The New York Times, and The Washington Post.
What you’ll learn about in this episode
- Dianna’s new book “Communicate Like a Leader”
- The 2x2x2 rule that Dianna uses to stay focused and organized
- Why you should always work ahead of your deadlines – no matter what
- Not hesitating to cut staff during slow times
- Staying closely attuned to your cash-flow
- Communication: the basic business act
- An important lesson that Dianna learned about hiring the right people
- Some questions to ask in interview situations to determine a candidate’s values and competence level
- Why it’s vital to have a consistent drip system in place to use with clients
- Why you need to know your clients and be accessible to them
How to best connect with Diana:
- Website: www.booherresearch.com
- Book: www.communicatelikealeaderbook.com
Jessica Rhodes is the founder and CEO of InterviewConnections.com, the premier Guest Booking agency for podcasters and guest experts, and she is the acclaimed author of Interview Connections: How to #RockThePodcast From Both Sides of the Mic! Jessica is the host of Interview Connections TV, where each week she helps her viewers rock the podcast from both sides of the mic. She hosts/co-hosts three podcasts: Rhodes to Success, The Podcast Producers and The Parenting Rhodes. The Podcast Producers was selected by Apple as a “How to Podcast” show in iTunes and has also been included in the syllabus for a course about podcasting and audio journalism at Western University in Ontario, Canada. And, Jessica is has been a speaker at Podcast Movement, Podfest.us, and Dream Business Academy.
What you’ll learn about in this episode
- What Jessica has been up to since we last talked with her in Episode 151
- Jessica’s transition from virtual employees to full-time in-house employees and why she chose to go along that route
- How Jessica’s role has changed in her business
- Why you’re never too good to go back to the entry level job
- The importance of knowing where your ideal clients are coming from
- Ensuring that there’s value in the content that you’re creating
- The bigger purpose in marketing: building your brand
- Some of the biggest challenges Jessica has faced in building her team
- When hiring, why it’s vital to find someone who fits in with the rest of your team
- Being okay with divorcing some of the strategies that you’ve used in the past
How to best connect with Jessica:
- Website: InterviewConnections.com
Ben Chiriboga is an entrepreneur, lawyer, and growth counselor dedicated to the idea of unlocking everyone’s inner entrepreneur. Through his ventures “You the Createur,” “En Masse Growth Counsel,” and “LeanGC”…Ben is in the business of helping you get into business then thrive, grow, and protect that business for you, your employees, and your personal mission.
What you’ll learn about in this episode
- Why there has never been a better time to be an entrepreneur
- A more affordable option for business owners when it comes to getting legal work done
- Making sure you deliver the most value up front
- How most outward challenges are due to a lack of internal organization
- Aligning your business goals are with your personal mission
- Why it’s critical to have confidence with perspective
- What solving problems in business is really all about
- How what you’re doing needs to fit in with who you want to be
- Why it’s vital to get “you” right
How to best connect with Ben:
- Website: www.youthecreateur.com
- Email: benchiriboga@gmail.com
- Twitter: @benchiribogaYTC
Matthew Turner is an author and storyteller who works with entrepreneurs, founders, and creative thinkers to build thriving businesses that light a fire within them. After interviewing 163 authority figures, Matthew’s unearthed how successful people overcome failure and adversity, ensuring they fulfill their potential and craft epic successes.
What you’ll learn about in this episode
- Some of the biggest lessons that Matthew has learned from
- interviewing people for his book, ’The Successful Mistake’
- Why your job as an entrepreneur is to make decisions
- The one mistake all entrepreneurs need to make at some point
- Minimizing risk risk in making a bad hire
- Taking time for personal reflection time
- Defining what success means for you
- Learning through interviewing people
- Mastering relationships: a key for business owners to thrive today
- Why you shouldn’t have a fear of doing the right thing
- Being conscious of nurturing relationships
How to best connect with Matthew:
- Website: successfulmistake.com
- Email: matt@turndog.co
Bobby Klinck is a best-selling author and intellectual property attorney. He helps entrepreneurs, startups, and innovators harness the power of their intellectual property rights and reduce exposure to lawsuits or brand challenges in the marketplace. His book “The Entrepreneur’s IP Planning Playbook” provides a short, understandable roadmap for entrepreneurs – from solopreneurs to startup founders – to handle their intellectual capital.
What you’ll learn about in this episode
- The de facto partnerships many entrepreneurs are in and why this is a huge mistake to make
- Why, as a founder, you need to assign all of your intellectual property to the company
- Eye-opening stories about how some business owners did not have written agreements in place in their businesses
- The importance of mastering the attribute of persistence for today’s business owners
- How a lot of intellectual property issues are related to lack of focus
- The patent system: how it works and how many variables there are in the process
- Putting out a good product in a timely fashion rather than waiting for it to be perfect
- Why you should adopt non-traditional marketing techniques sooner rather than later
- How ‘playing small ball’ helps entrepreneurs succeed
- The importance of specializing your business on a particular client and not trying to be everything to everybody
How to best connect with Bobby:
- Website: www.klinckllc.com
- Free Online Course: www.klinckllc.com/podcast
Croft Edwards is a Master Certified Coach, Social Media Influencer, President of CROFT + Company, and the genesis behind LeadershipFlow, the study of how to help individuals and organizations be at their best. He has been helping leaders and their teams find their Flow since 2001 in a variety of fields: mining, refining, government agencies, sovereign nations, manufacturing, start-ups, small businesses, and healthcare. Two miles down in a mine or up on the 8th floor, Croft coaches wherever there are leaders who desire a different result.
What you’ll learn about in this episode
- Croft’s first book, “LeadershipFlow | Perfectly Square, A Story about Learning to Lead and Transforming a Company”
- Why the most difficult person you ever have to lead is yourself
- How showing up in our bodies determines what’s possible
- Challenging yourself to look at what you really fear and why
- Why resignation and resentment are the two most common moods found in organizations
- Fundamentally changing an organization by having the right person in a leadership role
- Star leaders
- The key to being a great mentor
- Asking powerful questions and just listening for the response
- Looking at the conversations and moods within your organization
How to best connect with Croft:
- Email: croft@croftandcompany.com
- Website: www.croftandcompany.com
- Twitter: @croftedwards
- LinkedIn: www.linkedin.com/in/croftedwards
Mark Asquith is a serial entrepreneur who has built globally successful design & marketing, SaaS and digital businesses since he quit his job in 2005. A passionate podcaster, perpetual learner and helpful guy, Mark has a giant dog and an embarrassing beard.
What you’ll learn about in this episode
- Mark’s entrepreneur background
- Why many people still don’t feel successful, even when they deliver 100%
- How a person can record and release a podcast without truly “podcasting”
- What strategy accomplishes for entrepreneurs
- Why it’s important to be mentally prepared
- Why assuming that work and life can be equally weighted is dangerous
- How the “Triple I” Principle works
- Organizing a productive day
- Making time for other people
- How being helpful can grow a business
- Why Mark doesn’t think of himself as an entrepreneur
- What happens when you compare your beginning to someone else’s middle
- Why finding your own rhythm is crucial to success
- The difference in value between listening and pitching
- Why productizing your business can be effective
How to best connect with Mark:
- Website: www.excellence-expected.com
- Product launch guide: www.excellence-expected.com/s1
- Website: podcastwebsites.com
- Email: mark@excellence-expected.com
- Twitter: @MrAsquith
Bobby Martin believes that too many startup founders pivot too early, quit too early, and expect rapid takeoff. Through his experience of starting and selling First Research (a leader in sales intelligence) for $26 Million to Fortune 500 firm, Dun & Bradstreet, he’s learned first-hand the challenges and solutions at each stage of entrepreneurial growth. Bobby is the author of “The Hockey Stick Principles: The Four Key Stages to Entrepreneurial Success,” which was named an 800CEORead Bestseller. Bobby’s current adventure is as chairman and co-founder of Vertical IQ, a leading provider of sales research insight for banks. Bobby is an angel investor and serves as an active board member with several innovative start-ups, including Local Eye Site, Boardroom Insiders, MyLifeSite, Sageworks, and etailinsights.
What you’ll learn about in this episode
- The 80/20 rule for staying focused on your most vital priorities
- How most successful startups have revenue growth curves that are shaped liked a hockey stick
- Planning for at least 3 years of hardship and tweaks for your business to take off
- Selling: why it is the most important and overlooked skill a startup needs to succeed
- Why it’s vital to know your KPI’s (key performance indicators) really well
- Keeping things simple by choosing to say “no”
- Why you cannot predict what your actual cost is going to be when starting a business
- The systems Bobby would go back and put in place sooner if given the opportunity
- The two things that successful founders do to become successful
- Why most businesses should try to get to “ramen profitability” as quickly as possible
How to best connect with Bobby:
- Website: www.bobbymartin.me
Lindsey Anderson is often called “One-Click Lindsey.” She is a web strategy expert who works with small business owners to help them utilize the web to produce more website traffic and leads. Lindsey is the founder and CEO TrafficAndLeads.com that specializes in driving traffic, getting leads and the art of nurturing leads to become lifelong clients. Lindsey is an expert in landing pages, email sequences, search engine ranking, newsletters, analytics, social media, pay-per-click ads, websites, blogging, and the list goes on. She knows how to utilize the myriad of online marketing options to generate more traffic and leads which produces more paying clients.
What you’ll learn about in this episode
- Why business owners want more than just a website
- Lindsey’s quest to help business owners succeed in online marketing
- Why the most important thing business owners need to do today is focus on their email marketing list
- What a good irresistible offer looks like
- Putting a Facebook Ads system in place in order to produce results
- Why business owners need to grasp the power of delegation & know where to spend their time
- All of the statistics that you need to look at to determine if an ad is performing well
- How working with a business coach really helped Lindsey
- Why you need to start your email list on Day #1 that you are in business
- Why you should be putting a pop-up on your website
- Why it’s so important to install the Facebook pixel & Google Analytics code on your website
How to best connect with Lindsey:
- Website: www.oneclicklindsey.com
- Website: www.trafficandleads.com
- Website: trafficandleadsmembership.com
- Twitter: @oneclicklindsey
- Podcast: Traffic & Leads
Thor Conklin is an entrepreneur, profitability consultant, and host of his daily podcast, Peak Performers. This marks his 17th year as an entrepreneur. The first company he created was a global risk management consulting firm that served the private equity community. His top 15 clients had a combined revenue of $12.7 billion and operated in over 100 countries worldwide. His background, in risk management, served him well when he lost 1/3 of his team, in the World Trade Center attacks, on 9/11. Since that time, he has started, bought and sold several multi-million dollar businesses making him a sought after, cross-industrial resource for entrepreneurs and executives in all stages of business.
What you’ll learn about in this episode
- Thor’s background & how he got his name
- The story behind how Thor lost a third of his team in the 9/11 attacks & how that affected his business
- How the ‘ultimate success map’ provides the foundation for everything that Thor does
- Why you need to ask yourself ‘Is this business working for me or am I working for the business’
- The difference between making a decision and being committed
- Why you need to figure out what you want the vision for your life to look like
- Why Thor believes that work should be supporting our lives & vision
- How Thor sets micro-commitments every day to help him prepare
- Why you need master the ‘personal touch’ in order to thrive in business today
- Why you just need to keep moving forward & never give up to be successful
- Why the process of ‘leaning in’ has been so important for Thor
- Why culture has got to be at the center of every organization
How to best connect with Thor:
- Website: www.thorconklin.com
- Facebook: www.facebook.com/Thor.Conklin
- Twitter: @thorconklin
- LinkedIn: www.linkedin.com/in/thor-conklin-9b2b087
- Email: info@thorconklin.com
- Email: thor@thorconklin.com
- Podcast: Peak Performers
- Free eBook: “The 7 Execution Killers”
Scott Schwertly is the Founder and CEO of Ethos3 and the creator of Badge, a proprietary presentation assessment tool, which helps presenters discover and maximize their presentation style. He is also the author of two books and his most recent entitled, “What’s Your Presentation Persona?”. If Scott is not working with his team building presentations, or co-hosting his Presentation Scientists Podcast, you will find him in the pool, on the bike, or on a long run since he is a two-time Ironman, seven-time marathoner, and competitive triathlete.
What you’ll learn about in this episode
- Telltale signs that a PowerPoint presentation is not delivering to it’s audience
- How knowing what your energy levels are like can help you capitalize on work or other activities
- How exercise & reading contribute to success
- Why you need pure, raw grit when it comes to chasing your dreams of starting a business
- Why it’s critical to master the skill of patience to be successful
- Why you need to be responsive and timely with your communication
- The moment when Scott realized that there were multiple things wrong with his business
- How content marketing can help you in so many ways
- Why Scott believes in out teaching the competition
- How people who are passionate and have a good work ethic add value to a company
- Why you need to be working more on your business, not in your business
How to best connect with Scott:
- Website: www.ethos3.com
- Book: “What’s Your Presentation Persona”
Dr. Anne Marie Knott is the author of “HOW INNOVATION REALLY WORKS: Using The Trillion-Dollar R&D Fix To Drive Growth.” She is a Professor of Strategy at the Olin Business School at Washington University, and prior to her position at Olin, Dr. Knott served as Assistant Professor of Management at the Wharton School of Business at the University of Pennsylvania. Her primary research area is innovation – both large-scale R&D and entrepreneurship, which stems from her previous career at Hughes Aircraft Company developing missile guidance systems. Her research has received two grants from the National Science Foundation and has been covered by CNBC, Forbes, BusinessWeek, and the Wall Street Journal. She has published numerous articles in Harvard Business Review and many other publications.
What you’ll learn about in this episode
- Anne Marie’s background and her innovation research
- Anne Marie’s work on missile guidance systems
- How the “Mary Poppins philosophy” helps Anne Marie be productive
- Why making work fun is the key to accomplishing things
- How to chunk your day to improve your productivity and creativity
- Why many successful people lose sight of their accomplishments
- Why it’s important to have good intuition about what will drive a company’s growth
- How Anne Marie developed a way to measure R&D
- Why new ideas are critical
- How everyday activities are different from strategies
- Why it’s important to keep sight of your strategy
- Why business owners should revisit their larger plans on a regular basis
- How Anne Marie was motivated by being held to high standards
- What a mentor truly is
- Why many current lessons about innovation are wrong
- The biggest reason R&D productivity has declined
- What a business research quotient (RQ) is and how to measure it
- Why open innovation is often a mistake
How to best connect with Anne Marie:
Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.
Good Morning Onward Nation – I’m Stephen Woessner and welcome to Episode 490 — and today’s vital priority is to serve up Part 2 of how to sell a $30,000 sponsorship.
A couple weeks ago…I promised to you that I would invite Dave Mammano, host of The Avanti Entrepreneur podcast back to Onward Nation to share his personal story of how he sold a $30,000 annual sponsorship to the company, Paychex…and today’s the day Onward Nation.
I interviewed Dave in order to capture and document his exact step-by-step recipe so that you could apply it into your business straight away. I am so fired up to share the details with you.
Let me first share a brief backstory in order to give you full context regarding why what you are about to learn from Dave can be so impactful in your business.
Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.
All of that is consistent with the small business revenue data we consistently see…that points to how 43 percent of owners are cite growing revenue as the top challenge within their company – so – winning at biz dev needs to be at the forefront of an owner’s vital priorities.
And breaking down the 43 percent for a second – that number – 43 percent – represents over 12 million business owners in this country who are concerned about growing revenue.
One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business – and then – to use their show as I like to call, a Trojan Horse of Sales – meaning – their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show.
If you haven’t started your own podcast – but – you like the sound of having a Trojan Horse of Sales out in front of your business – then I encourage you to go back to Episode 445 of Onward Nation for the full recipe – in complete transparency – so you can take and apply all of the step-by-step ingredients.
And then, several weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.
But – I want to make sure I am very clear here – the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander.
Linda is one of today’s leading authorities on how to sell sponsorships to top tier sponsors – and – our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Linda, if you’re listening, you are a rock star – thank you for everything!
Now, Linda’s sponsorship recipe is not just any recipe – it’s a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.
No hyperbole. It is truly that awesome. And that is where Dave Mammano comes in.
Dave decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor – and then – he immediately…and I do mean immediately, applied what he learned.
And when he was all done – he went out to sell it.
Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship.
Yes, Onward Nation – Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.
Definitely an incredible result outcome for Dave – but – it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.
And one of the most incredible aspects of the sales process is that the negotiations with the sponsor were never about monthly downloads, website traffic, social media shares, or email optins.
Instead, the focus was about building relationships – about aligning the sponsor’s brand with Dave’s content and his ever-growing nation of true fans because both companies serve the same customers.
So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating “properties” that attract the prospects and customers who your sponsor wants to be doing business with – and – that you create the type of culture a prospective sponsor wants to be aligned with.
That should be your biz dev strategy, Onward Nation.
And of course, it’s exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.
But for most small business owners…becoming Internet famous…is not what is going to move the needle…and it shouldn’t be your vital priority.
To be clear…I am not saying credibility on social media doesn’t matter…but…what I am saying is that just because you don’t have a million followers, doesn’t mean you can’t build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.
What you do need above anything else is the confidence to know that it is possible.
That you can do it.
That you can be successful.
That you can deliver value to a sponsor.
That you have built an audience, a customer base, a loyal following – no matter the size – who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. You have so much to be grateful for.
So now I am going to share with you the conversation I had with Dave Mammano – so you can hear in his own words – the process – the recipe – the step-by-step of how he sold a $30,000 sponsorship so you can follow the exact same steps.
Here we go, Onward Nation!
Dov Baron has been speaking internationally for over 30-years, he’s the man with a finger on the pulse of the evolving world of NextGen leadership. One of Inc. Magazine’s Top 100 Leadership Speakers to hire, Dov is a master storyteller and considered by many as the leading authority on Authentic Leadership, and the founder of Full Monty Leadership and The Authentic Speaker Academy for Leadership. Dov also works with multi-disciplinary leaders and executive teams to build the bonds that create organizational cultures that become fiercely loyal. Dov is a bestselling author of several books and his latest is entitled, “Fiercely Loyal; How High Performing Companies Develop and Retain Top Talent.” He has been featured on CNN, CBS Small Business Pulse, Yahoo Finance, Boston Globe, USA today, Entrepreneur and many more.
What you’ll learn about in this episode
- Dov’s background
- Why being a leader is not only a position…it’s an image
- Vulnerability: the greatest power you have as a leader
- Why you want people to see your humanity as a strength
- Building a culture around authenticity
- Why it’s important to master the skill of courageous conversation
- Why you need to learn to be a great speaker if you’re going to be a great leader
- Recognizing that fear is part of the journey – giving into it is not
- Being honest with both your strengths & weaknesses
- How your purpose is hidden behind the pain that you refuse to look at
- How there are things in your history, whether positive or negative, that can be incredible catalysts for business growth
How to best connect with Dov:
- Website: fullmontyleadership.com
- Email: dov@dovbaron.com
- Facebook: www.facebook.com/DovBaronLeadership
- Twitter: @TheDovBaron
- LinkedIn: www.linkedin.com/in/dovbaron
Dr. Mark Goulston is widely regarded as a “people hacker,” in that he listens “into” people and intuitively reads their minds. He started out in his career as a clinical interventional psychiatrist specializing in suicide where he would often tune into people’s suicidal thoughts that they weren’t expressing. He later went on to train FBI and police hostage negotiators and advise attorneys in high profile cases. He was an advisor to the prosecution in the OJ Simpson criminal trial providing insights into the jury. Recently, he has tuned into and channeled Steve Jobs coming back from the dead and turned it into a one-man show entitled, “Steve Jobs Returns.” In it, he IS Steve Jobs and as Jobs explains how he turned around Apple between 1997 to 2007 and also gives insights into Jobs that even he didn’t have about himself. Attendees are entertained — of course — but they also learn how to create and build insanely great companies.
What you’ll learn about in this episode
- The difference between listening ‘to’ you & listening ‘into’ you
- Why the world is hungry to see people who talk with each other rather than at each other
- Why we give advice & solutions to people even if they don’t ask for it
- The story behind the POP Protocol non-profit organization & why law enforcement loves it
- How you can get people to do what you want them to do without using persuasion
- What ‘got to have it’ is & the four elements that make it up
- Why people remember what’s different…not what’s better
- Steps to creating the ultimate user experience for your customers
- The six things that you want to do if you’re a leader
How to best connect with Mark:
- Website: markgoulston.com
- Website: goulstongroup.com
- LinkedIn: www.linkedin.com/in/markgoulston
- Facebook: www.facebook.com/drmarkgoulston
- Twitter: @MarkGoulston
Chris Prefontaine has been in the trenches of the real estate industry for over 25 years. He has learned the business from the ground up by building over 100 single family homes, owning a Realty Executives franchise, and then selling his brokerage business to Coldwell Banker. Chris is a practitioner at heart — which is why his company “Pre Property Solutions” still buys between 4 to 10 properties each month where Chris and his family practices what he preaches. His company has done over $75 million in real estate transactions. Chris has passion for helping others and for helping them grow and realize their full potential, which is why Chris also coaches other investors on how to apply the system he developed and mastered over the last several decades.
What you’ll learn about in this episode
- Finding a mentor that mimics the success that you want to achieve
- How the ‘Power of 1 Daily Discipline’ keeps you accountable to your goals
- Staying focused with time blocking techniques
- A valuable lesson on communication that Chris learned from one of his mentors
- How mental strength affects everyone & why it’s a critical skill to master
- The value of outsourcing tasks to other people
- Adding income streams & putting people in those roles
- The importance of having an accountability partner
- Why you need to be 100% coachable
- How to be at the top 5% of your field
How to best connect with Chris:
- Website: www.smartrealestatecoach.com
- Email: chris@smartrealestatecoach.com
- QLS Home Study Course: www.smartrealestatecoach.com/quantum-leap-video-series
Phil Town is an investor, motivational speaker, hedge fund manager and two-time New York Times best-selling author. Through “Rule #1 Investing”, he teaches personal investing at a free 3-day workshop where he empowers people to invest money on their own and stop relying on fund managers to determine their financial future. Phil has been featured in MSNBC, BusinessWeek, FOX, and CNBC, and has shared the stage with Steve Jobs, Colin Powell, Bill Clinton, and many others.
What you’ll learn about in this episode
- Phil’s background and how he learned to invest
- Why “showing up” is the first step to getting on the right path
- Why investing is not about money; it’s about knowledge
- The four Ms and how they apply to businesses
- The basic principles of long-term investing
- Why you should focus on investments that align with your values
- Where private businesses make the biggest mistakes
- How to look for a competitive advantage in potential investments
- What talent and integrity mean for a business
- How good business practices compare to military leadership philosophies
- How to read the emotions of the market
- What dharma means for investors
- Why it’s important to evaluate your passions and talents
- The differences among moats and how to identify yours
- The importance of building a brand
How to best connect with Phil:
- Website: ruleoneinvesting.com/onwardnation
- Twitter: @Rule1_Investing
Ric Edelman is widely regarded as one of the top advisors in the advisory field, having been named in 2016 among the country’s Top 10 Wealth Advisors by Forbes Magazine — and — the nation’s #1 Independent Financial Advisor (three times) by Barron’s. Ric is a #1 New York Times bestselling author with more than 1 million copies of his eight books in print worldwide — and — his latest New York Times best-seller is entitled “THE TRUTH ABOUT YOUR FUTURE: The Money Guide You Need Now, Later, and Much Later.” For more than 25 years, Ric has hosted a nationally syndicated weekly radio show — and — he serves as the resident financial expert for The Dr. Oz Show.
What you’ll learn about in this episode
- Ric’s mortgage strategy
- The rapid speed at which new, exponential technologies are being introduced to the world
- Why any company built in the 20th century will fail in the 21st century
- The most innovative fund that allows you to invest in companies that are using technology to build their business
- The most powerful & significant innovation in our lifetime, the ‘Block Chain’
- How over half the jobs in America will disappear in the next 15 years
- How DNA is being edited to remove defective genes that lead to illness
- Why we are going to have to go to school on a continual basis to stay current with the technological opportunities that exist
- The biggest change that we’re not prepared for yet
How to best connect with Ric:
- Website: ricedelman.com
- Book: “The Truth About Your Future”
Mike O’Krent is the founder of LifeStories Alive, a business specializing in the making personal history “legacy” videos for families. In a life-changing experience, from 1996 through 2000 Mike interviewed Holocaust survivors for Steven Spielberg’s “Survivors of the Shoah Visual History Foundation”, now the USC Shoah Foundation. It was through that experience, that Mike discovered the significance and technique of recording the life stories of loved ones. The business has since expanded its expertise beyond capturing personal histories for families to now include recording the histories of businesses and non-profit organizations. Mike’s unique interviewing skills bring out the heart and essence of the interviewee, thus making powerfully valuable connections to the intended audience.
What you’ll learn about in this episode
- How hiring a business coach changed Mike’s path in life
- Why the best tool to improve on is your listening skills
- Creating a safe place for people to tell their stories
- Important conversation skills like showing sincere interest & genuine curiosity
- The importance of capturing the stories of the ones that you love
- Why paying attention to what your clients & potential clients want is the most important skill to have
- Why you need to keep in the back of your mind that ‘you have one shot at it’
How to best connect with Mike:
- Email: mokrent@lifestoriesalive.com
- Phone: 512-431-8166
- Website: lifestoriesalive.com
Todd Tresidder has been a serial entrepreneur since childhood. He went on to build his own wealth as a hedge fund investment manager before “retiring” at age 35. He grew his net worth from less than zero at 23 to the point of financial independence just 12 years later. Todd has maintained his wealth by remaining an active investor and utilizing statistical and mathematical risk management systems for investing. Through his website at FinancialMentor.com, he teaches advanced investing and advanced retirement planning principles. Take the next step beyond conventional financial advice and discover what works, what doesn’t, and why, based on years of proven experience.
What you’ll learn about in this episode
- Why exercise is a key component of success
- Intrinsic motivation: what is it?
- How to develop your wealth plan and why risk management is a critical piece it
- Profitability vs. payoff
- The philosophy built around the math that drives wealth growth
- How large negative payoffs change people’s lives & how to protect against them
- How action & results always speak the truth
- Why you need to just play full out & ‘just do it’
How to best connect with Todd:
- Website: financialmentor.com
Resources:
- Financial coaching: financialmentor.com/financial-coaching
- Free calculators: financialmentor.com/calculator
- Wealth planning course: financialmentor.com/educational-products/seven-steps-to-seven-figures/wealth-plan
Moran Pober is the founder of abd Assets and former soldier in the IDF — Israel Defense Forces. Moran has had extensive dealings with many entrepreneurial projects. He founded iTips, a Top 100 app in 100 stores around the world in the app store including the United States, Canada, and the UK. Moran has carried out extensive consulting assignments with many companies — and — his current company seeks to acquire equity stakes in companies with growth prospects with a view to assisting them develop managerially and strategically.
What you’ll learn about in this episode
- Moran’s background
- The different factors that go into determining what is/is not a good deal
- Using visualization to keep on track with your goals
- Becoming the person you want to be by acting that way
- Teaching: the best way to learn
- Learning from someone who is already where you want to be
- Why you need to enjoy your path to success, including failures
- How adding value to other people will make you happy & successful
- The benefits of investing in an existing business instead of a start-up
- Why you need to shift your focus to sales & marketing if you’re not making money
How to best connect with Moran:
- Facebook: www.facebook.com/moranpober
- LinkedIn: linkedin.com/in/moranpober
- Website: moranpober.com
- Website: abdassets.com
- Email: moran@abdassets.com or info@abdassets.com
Mark Stoner, author of “BLUE-COLLAR GOLD: How To Build A Service Business From The Dirt Up,” has been in the chimney industry for 30-years. He ran a one-truck company for 18-years until 2003, when he changed his path and built a multi-million dollar chimney company only a few years later. Mark is the current president of the Chimney Safety Institute of America, is the past vice president and treasurer, and has also served as the National Chimney Sweep Guild Ethics Committee Chairman. Mark was also featured on Season 2 of the CNBC-TV series “Blue Collar Millionaires.”
What you’ll learn about in this episode
- Mark’s background
- Why you shouldn’t do anything that you can pay somebody else to do
- Why it’s really what you do between the hours of 7pm-2am that will change the trajectory of your life
- Why the leadership of people is so important
- Why you need to focus really hard on what’s in front of you
- Why you should get your business to a self-sustaining level before looking for other opportunities
- Why Mark believes that you need to build your business like you are going to sell it
- Why you need to think about how you are going to be working yourself out of a job
- The importance of reading every single day
- Why you need to understand the difference between a job & a business
How to best connect with Mark:
Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.
Good Morning, Onward Nation and welcome to Episode 480 – this week’s solocast.
And I am so fired up for this discussion – that I can hardly wait to share a major win from one of our Predictive ROI clients and avid listeners!
No hyperbole – this win is really off-the-charts amazing.
Here’s a brief backstory.
Many Onward Nation listeners are business owners whose primary focus each day is to drive business development for their company. To drive new revenue, from new customers, and within new markets.
All of that is consistent with the small business revenue data we consistently see…that points to how 43 percent of owners are cite growing revenue as the top challenge within their company – so – winning at biz dev needs to be at the forefront of an owner’s vital priorities.
And breaking down the 43 percent for a second – that number – 43 percent – represents over 12 million business owners in this country who are concerned about growing revenue.
One of the proactive and super successful biz dev strategies proactive business owners have implemented is to put a podcast out in front of their core business – and then – to use their show as I like to call, a Trojan Horse of Sales – meaning – their podcast drives new client revenue into their core business by opening up biz dev relationships with the guests they interviewed for their show. Very smart and my Predictive ROI team are experts at helping owners of business-to-business professional services firms drive hundreds of thousands, if not millions of dollars in new revenue into their companies, through our Podcasting for Profit System. It is awesome.
If you haven’t started your own podcast – but – you like the sound of having a Trojan Horse of Sales out in front of your business – then I encourage you to go back to Episode 445 of Onward Nation for the full recipe – in complete transparency – so you can take and apply all of the step-by-step ingredients.
And then, a couple weeks ago, I took our biz strategy even deeper during Episode 460 by taking you on a deep dive into how to get a $10,000 to $100,000 sponsor for your podcast.
But – I want to make sure I am very clear here – the recipe I shared in Episode 460 was not my recipe. It is a recipe I learned directly from the brilliant and super talented Linda Hollander. Linda is one of today’s leading authorities on how to sell sponsorships to top tier sponsors – and – our incredible guest on Onward Nation and she was kind enough to let me pick her brain for Chapter 16 of my upcoming book. Thank you, Linda – you are a rock star!
Now, Linda’s sponsorship recipe is not just any recipe – it’s a recipe that can help you sell a $10,000 to $100,000 sponsorship for your business.
Again, no hyperbole. It is truly that awesome.
Here…I’ll prove it.
Dave Mammano, a three-time guest here at Onward Nation, host of the Avanti Entrepreneur Podcast, and one of our Predictive ROI clients…decided to sit down and really study Episode 460. He wanted to learn from Linda all about how to get a sponsor – and then – what did he do?
He immediately…and I do mean immediately, Onward Nation…he immediately applied what he learned. He went to work creating what Linda calls the “Sponsorship proposal.”
He then emailed me the draft and I could see that he had applied Linda’s insights and wisdom exactly as she had recommended.
He wrote his story – he shared insights into the good – the challenges along the way – and all of those things that make Dave the amazing, awesome, and incredible business owner he is today.
He talked about his previous company that he recently sold and the story behind his latest venture. All in brilliant storytelling form.
Dave’s proposal also included details about his podcast, his YouTube channel, and all of the other ways he communicates with his growing nation of true fans within in his community.
And when he was all done – he went out and started to sell it.
Then Dave called me a few days later and let me know that he sold a $30,000 sponsorship to the company called, Paychex.
Yes, Onward Nation – Dave sold a $30,000 annual sponsorship that stretched over his podcast, YouTube channel, all of the other properties within his business.
Definitely an incredible result outcome for Dave – but – it is also a real testament to the community, purpose, and high-quality content his Avanti Entrepreneur team are building.
And one of the most incredible aspects of the sales process is that the negotiations with Paychex were never about monthly downloads, website traffic, social media shares, or email optins.
Instead, the focus was about aligning the Paychex brand with Dave’s content and his ever-growing nation of true fans because both companies serve the same customers.
So Onward Nation, your ability to sell your own $30,000 or even a $50,000 sponsorship, or a $100,000 sponsorship rests solely on you creating “properties” that attract the prospects and customers who your sponsor wants to be doing business with – and – that you create the type of culture a prospective sponsor wants to be aligned with.
That should be your biz dev strategy, Onward Nation.
And of course, it’s exciting to think about building a YouTube channel with hundreds of thousands of subscribers or a super popular Instagram account.
But for most small business owners…becoming Internet famous…is not what is going to move the needle…and it shouldn’t be your vital priority.
To be clear…I am not saying credibility on social media doesn’t matter…but…what I am saying is that just because you don’t have a million followers, doesn’t mean you can’t build an incredible core business where sponsors will absolutely want to pay you $50,000 to be part of the special relationship you are building with your customers and nation of true fans.
What you do need above anything else is the confidence to know that it is possible.
That you can do it.
That you can be successful.
That you can deliver value to a sponsor.
That you have built an audience, a customer base, a loyal following – no matter the size – who value you, who love you, who appreciate your opinion, your insights, and they look to you for guidance. How amazing is that, right? You have so much to be grateful for.
Okay, let’s bring Dave’s success, and how you can do it too, back into focus.
I didn’t want to get you all fired up – and encourage you to go out there and start selling – without taking an opportunity to arm you with even more strategy and step-by-step process.
Yes, the recipes provided in earlier episodes will provide you with the right tactical ingredients – but in addition to Dave’s success story – I also received feedback from other listeners who felt they needed more detail. In fact…they wanted a lot more detail.
When I shared Dave’s story with them…they encouraged me to ask him to come back to the show and take us step-by-step through each and every detail that he experienced along the way.
Great push back, Onward Nation – thank you.
So I asked Dave – and – he agreed to come back and share each and every step…all the granular detail.
How he wrote his story.
What he decided to include or exclude.
How he designed the Pitch Deck or the visual format of his proposal.
How he presented it to Paychex.
And every detail in between.
Dave is going to share his story with you in full transparency because hearing his words may help move past any of the reservations – any of the hesitancy – any of the fear you may be feeling – that may be holding you back.
And we are going to air that interview two weeks from today, Onward Nation…Episode 490 on Wednesday, May 10th. Be sure to listen…download it…share it with other business owners who you think can benefit from the recipe…this biz dev strategy could be a game changer for your business and my hope is you will take advantage of it right away.
So, Onward Nation, here’s what I want to leave you with today.
The key to success with this biz dev recipe, or any of the biz dev recipes we share here, is to get out of your own head, to allow yourself to study this recipe, and to give yourself the opportunity to apply it.
Who cares if the first prospective sponsor you approach says no?
So then you make some revisions to your proposal and you keep right on going.
Just think about all of the studios and production companies that told George Lucas no – that his idea for Star Wars wasn’t going to go anywhere.
Or, the many editors from many publishers who told JK Rowling that her story about a young boy, a wizard named Harry, didn’t have what it took to be successful.
Well, billions and billions of dollars in sales later, and we all know what happened when the creators of Star Wars and Harry Potter believed enough in their purpose and vision – amazing things!
Will your business enjoy similar success?
I don’t know – but the point is – the only way you will know for sure is if you get out there and try.
Some sponsors will say no – but all you need is 1 to say yes.
Be sure to listen to Episode 490 that will air two weeks from today – May 10th – and you will get the exact roadmap – the exact recipe from Dave Mammano’s success.
So with that said…I want to say thank you.
Thank you for being here and for making Onward Nation what you listen – what you study – and maybe what you take with you on your morning run – or your daily commute.
However we fit into your compressed schedule – I want you to know how much I appreciate you sharing some of your invaluable time with me today.
And I encourage you to listen to tomorrow’s episode with Mark Stoner, who built and scaled his business from a one-man operation to now being featured in the primetime television show Blue Collar Millionaires on CNBC.
You will not want to miss, Mark, Onward Nation. He is rock solid awesome!
Until then – onward with gusto!
Tom Hogan is the author of “THE ULTIMATE START-UP GUIDE: Marketing Lessons, War Stories, And Hard-Won Advice From Leading Venture Capitalists And Angel Investors,” has more than 25-years of marketing experience, including roles as vice president of marketing at Oracle, Borland, Lucent, and VitalSigns Software. As Oracle’s original creative director, he managed the global advertising, direct marketing, seminar/trade show, and creative departments.
What you’ll learn about in this episode
- Tom’s background
- The story behind how Tom & his partner launched 45 startups in the last 8 years with Crowded Ocean
- The four levels of marketing in hi-tech today
- How sales-based marketing works
- The importance of listening to the guys on the front-line
- How to structure your company & what to hire to
- Why Tom tells his startups that they only need two marketing employees
- Why you have to hire by function – not by intelligence
- Why you have to base your business on what the market is telling you
How to best connect with Tom:
Dr. Paul Zak is the author of the new book “TRUST FACTOR: The Science Of Creating High-Performance Companies”, is founding Director of the Center for Neuroeconomics Studies and Professor of Economics, Psychology, and Management at Claremont Graduate University. He was part of the team of scientists that first made the connection between oxytocin and trust. His TED talk on the topic has received more than 1.4 million views. Paul is also the author of “The Moral Molecule”, has appeared on ABC World News Tonight, CNN, Fox Business, Dr. Phil, and Good Morning America.
What you’ll learn about in this episode
- Dr. Zak’s background
- Why Dr. Zak believes that it’s our decisions that make us interesting
- How any positive social interaction will trigger the release of oxytocin
- The importance of managing your energy
- Why Dr. Zak believes that there is no work-life balance – only work-life integration
- How getting up & walking around can profuse your brain with fresh, oxygenated blood
- Why it’s so important to know where you are going
- How empowering individuals around you to be successful can free you up to have more cognitive space
- The importance of listening more as you become more successful
- Why it’s so important to have a good culture fit when hiring people
- Why Dr. Zak believes that the most difficult part of managing an organization is the people
- How to create a high trust organization & the benefits of having one
How to best connect with Dr. Zak:
- Website: www.pauljzak.com