Good Morning Onward Nation — I’m Stephen Woessner, CEO of Predictive ROI and your host. Thanks very much for taking the time — please know — it’s always an honor to have you here.
Today’s episode is going to be a solocast — where it will be just you and me exploring a topic with some real depth. And this episode is Part 2 of the solocast from several weeks ago that I entitled, “How to Market Your Way through the Crisis.”
If you missed that episode — click here to listen to Part I.
I will start off with a quick refresher of the highlights from Part 1 and then we will take a deep dive into what I wanted to share with you today so that you can continue marketing your way through the crisis — and — to put yourself in the very best position possible to come roaring out the other side.
In Part 1 — I shared a number of 3rd-party research sources that showed the importance of not freezing in place as a result of the crisis…how to keep you imaginative skills running at full capacity…and…that the companies who came roaring out of the last 6 recessions where the ones who made progressive decisions and were not prevention-focused.
The progressive companies smartly reduced operating expenses in order to boost financial efficiency — and — 75% of the companies did not reduce the workforce because they realized that to do so…would mean cutting into the muscle of the operation and would negatively affect their ability to come roaring out…when the economy was on the rebound.
Instead — the progressive companies doubled down by making significant investments in R&D, marketing, equipment, facilities, and a variety of other strategic investments. I shared multiple examples back in Part 1…Episode 933 in case you want to look it up in your listening app…and again…the link is in today’s show notes.
We also took a deep dive into the forms of marketing where progressive companies made their investments. Because what they didn’t do was spent loosely on advertising or other sorts of broad promotional tactics. Instead — they focused their efforts around strategies that would help them build trust in their brands…plant their flag of authority even deeper in the niches and industries they served.
Which was super smart and synced up perfectly with the recent research study that my Predictive ROI team conducted alongside our research partner, Susan Baier, founder of Audience Audit. There is — without a doubt — a direct financial correlation between your authority position and financial ROI.
And much of that is due to the critical importance your prospects and clients place on TRUST.
So let’s peel this back a little bit more so we can explore it.
We are entering the era of the authority. While you may already be tired of the phrase of “thought leader”, the truth is there aren’t that many of them…and there are even fewer occupying that status in the niches you and your team serve.
Thought leaders don’t write content that any other agency, coach, or consultant could claim. Thought leaders don’t write about anything and everything — and thought leaders don’t compete on price.
And their time — your time — is now. Why am I saying that so definitely?
For the last 20-years — the global PR agency, Edelman has conducted research that examines who and what consumers trust and how that trust influences buying behaviors.
I shared some of the results of their special March study during my Market Your Way Through the Crisis webinar several weeks ago…
But if you weren’t able to attend — you can find the free replay here and I also included the full slide deck…all 199 slides that I used. No email required — happy to share it with you and your team.
Some of the biggest takeaway’s from Edelman’s research is that consumers assign a high level of trust to people they believe are “just like me.”
When you think about how ratings, reviews, and influencers affect their audiences — you can see the power of that belief.
Now — it’s also important to not get hung up on the fact that the study involved 33,000 CONSUMERS from 27 countries.
First off — that’s a huge sampling of people — and second — even if you are selling B2B — which my guess is you are — people are people…so if people put this much emphasis on trust in their personal lives…you better believe they behave the same way while at work making even larger buying decisions.
But — here’s what’s interesting.
Edelman’s research isn’t about celebrity influencers. Edelman is documenting the rise of the common man and woman influencer. It’s noteworthy because it gives statistical validity to the idea that real people as influencers and the impact they can have on behalf of their business.
The research asked participants to rank what attributes made an influencer believable and trustworthy. The relatability of the influencer was nearly twice as important as the influencer’s popularity. In other words…when consumers see themselves in an influencer, they were far more likely to follow and trust that influencer.
So — it’s not about having a million followers…it’s about being someone you can relate to and connect with.
For this very reason — if you’ve been avoiding putting together a content strategy where you share your depth of expertise in your niche — I recorded this solocast just for you — so that you rethink that decision.
Onward Nation — the data is all on your side.
Now — let’s continue to peel back the curtain to get a look at some of the attributes of someone who is a true authority.
If you were asked to think of an authority on any subject, who would come to mind? What about them designates them as an authority? What’s true about them? And what does someone have to do to earn and keep the title of authority?
My co-author of Sell with Authority, Drew McLellan, CEO of Agency Management Institute, and I would argue that there are 10 Truths to someone being seen as an authority.
Let’s do a quick review…
Truth #1: They have a focus area or subject matter expertise.
Truth #2: They don’t just repeat what everyone else is saying.
Truth #3: They have a public presence where they share their expertise.
Truth #4: They don’t stray from their area of expertise—think specialist versus a generalist.
Truth #5: They aren’t equally attractive to everyone. In fact, they probably bore most people to tears.
Truth #6: They’re significant—which is different from prolific—in terms of content creation.
Truth #7: They don’t create any generic content that someone with far less knowledge or experience could have just as easily written.
Truth #8: They’re perceived as an educator in some way.
Truth #9: They have a passion for their subject matter.
Truth #10: They have a strong point-of-view, which is the foundation of all of their content.
A true authority has something specific to teach us, and they want to be helpful or illuminating.
They’re eager to share what they know because they have a genuine passion for it, and they don’t fear giving away the recipe to their secret sauce (or so it’s perceived).
That confidence and generosity are contagious. Their expertise is something specific groups of people (their sweet-spot prospects) are hungry to access.
So Onward Nation — to call them an expert, a thought leader, an authority, a sought-after pundit, advisor, or specialist…doesn’t matter. They’re all words for the same thing — a trusted resource who has earned that trust by demonstrating and generously sharing the depth of their specialized knowledge over and over again.
Now — let’s hook this back to the Edelman research for a moment.
Want to know what made an influencer even more compelling to the research participants?
The one attribute that ranked higher than the trust we have in “people like me” is the trust we have in highly educated experts. The only three groups of people we trust more than people like ourselves are company, industry, and academic experts.
Because experts are often afforded the highest level of confidence and trust because they have a depth of knowledge in a specific industry or niche.
So why in the world wouldn’t you capitalize on that, Onward Nation?
Instead of writing generic content that look like every single one of your competitors, which is what many agencies, coaches, and consultants do because it’s so much easier and they feel compelled to create something and don’t want to invest the time necessary to go deep, deep, deep.
Or — they feel that they should be paid to share their smarts and don’t want to just give it away for free.
My hope is that as we get started in this solocast — my words are serving as a very loud battle cry for you. My hope is you see that now is the time to share your smarts and to double down on being helpful to your niche.
Now is the time for you to jump into the trenches alongside your prospects and clients — who are just as concerned as you are about everything going on — and to begin giving away the best of what you’ve got — and when you do that — you will build so much trust that it will be difficult for you to contain it.
There’s a huge upside for you and your team to do this now. As I said earlier — there are very few thought leaders (and even fewer in the niches you serve)…which means if you can still be one of the early adopters if you commit and boldly step out into this strategy right now.
Okay — now let’s turn our attention toward Part 2…how long will this effort take — and — how do you go about doing it?
Drew and I are often asked, “How long does this take?”
The answer is yes.
Meaning — we can’t give you a precise time frame for you because it’s different for everyone.
There are many factors, including:
The consistency of your content creation
The quality of your content — are you saying something fresh or just repeating old news?
The amount of time and effort you spend promoting your content
The hunger of your audience. Some are starving and will gobble up everything you share, others will only consume the tastiest of offers
But — building your authority position is clearly not a get rich quick scheme. At a minimum, you should count on it taking six months to a year before you reap any significant benefit from your efforts.
By year two — you should be dancing a jig at how well it’s working.
And by year three — you should be well-established as the authority you are.
On occasion — a single podcast episode, video, or book will catapult someone into the spotlight and earn them a huge payout. But that’s the exception, not the rule.
Don’t count on being the exception or you risk being super disappointed and it could derail all of your hard work.
So — I’m going to make an assumption here…that all of the data I have shared with you during Part 1 of this solocast…as well as the 75-minute webinar that I taught several weeks ago…along with everything shared up to this point in this episode has shown you the very significant upside to you doubling down and building your authority position.
If so — awesome — so let’s turn our attention toward some of the key things you will need in order to make that happen.
There are three essentials to building your authority position.
And they are: 1) narrow niche, 2) a strong point-of-view, and 3) being findable in multiple places.
Let’s take a closer look at each.
Narrow is Gold
The first essential in creating an authority position is recognizing that the narrower your audience, the better. It allows you to be quickly discovered and identified as someone your target audience needs to pay attention to, all because you’re speaking their language.
Ultimately, this means you can build an audience much faster. Once you’ve built the audience, and you genuinely know them and what they need, you can provide additional value by creating products and services you can sell.
If you choose to keep serving everyone as a generalist, you can still absolutely monetize a more generic position of authority (say you’re a business coach, for example), but if you want to get to this more quickly, you need to be ruthless in terms of focus.
I agree — it seems counter-intuitive.
Most business owners focus on quantity in terms of audience. Many believe they need a massive audience to hit their sales and financial goals.
But — the data shows that this isn’t true.
You’re actually in a much better position if you’re in front of the right micro audience where nearly everyone is aligned with your ideal client avatar. Would you rather speak directly to 100 of your right-fit prospects…who are perfectly aligned with your ideal client avatar — or — be on stage in front of 10,000 people where there is zero probability that any of them are your prospects?
And yet, when it comes to business development, most business owners toss out a huge net, hoping that the right species of fish will swim in so we don’t go hungry.
Intellectually, we get it, yet our choices often suggest we’re still focusing on quantity, not quality.
Here’s the reality — you don’t need a million downloads to get your podcast sponsored.
You don’t need to speak at 50 conferences to have someone walk up and ask you some questions that lead to a proposal.
And you don’t need to be on the bestseller list to use your book as an amazing biz dev tool. You just don’t.
Most agencies, coaches, and consultants get this completely backward.
They create broad, generic content as opposed to something that captures the interest of their ideal prospects.
The content is fluffy and doesn’t invite anyone to ask questions or lean in to learn more.
But if you were to hone in on your specific audience and ignore the rest of the world (remember, one of the traits of an authority is that most people could care less about their content), the audience does lean in. They do ask questions, and they will eventually put you on a shortlist of prospective partners to consider.
And when you do it exceptionally well, you will be the only one they consider.
You Need a Strong Point-of-View
Here’s what we know for sure. Your industry (no matter what it is) and the world around us are both experiencing change at an unfathomable rate, and it’s only going to get faster.
How you communicate nowadays, at best, is on the fly.
But the one thing that will not change is that unique cocktail that defines our authority position.
It’s the combination of our area of expertise with the strong point-of-view we apply to that area of expertise. Our point-of-view is what we know to be true, and it’s this truth that defines how we approach the work and how we add value.
For example, Predictive ROI’s point-of-view is the most agencies, coaches, and consultants go about sales in the less productive, most painful way possible. They get thwarted by gatekeepers at every turn. As a result — they cannot build long-term relationships with their Dream prospects.
When we layer that point-of-view, on top of our knowledge and expertise around how to grow an audience, nurture leads, and increase sales by helping our clients Sell with Authority, it’s easy to see how and where we can be of help. It tells us who to serve and how to best serve them.
That’s evergreen. You and your team should have a similar combination.
You need to have an opinion about the work you do on behalf of your clients. You need a strong point-of-view about the marketplace, your audience, or your product or service.
As you fight for a prospect’s attention, you must differentiate yourself.
You’ve got to plant a flag in the ground and claim ownership. You need to stand out against the sea of competitors. That authority position—your area of expertise plus your strong point-of-view—becomes the flag you plant.
It’s you laying claim to what is uniquely yours—the ability to serve a specific industry, niche, audience, etc., because of what you know and what you believe.
It holds you firmly in place no matter what else changes. It becomes part of your differentiation equation. And you need both halves of the whole.
Without the point-of-view, even industry-specific content becomes claimable by others. Granted, it narrows the field, but there are certainly others who work in the same industry or niches that you do.
If you can take your content (blog posts, white paper, podcast interviews, etc.) and swap your competitor’s logo for yours without anyone noticing, your content isn’t as unique to you as you’d like.
That’s what we mean by claimable.
But don’t get too finite about this. I’m not suggesting you’re going to create an authority position no one else can replicate.
Odds are, no matter what your authority position, a handful of others could claim it, too. But that’s your goal—a small handful, rather than every competitor out there.
Just to be clear, your point-of-view is the truth you overlay onto your niche or industry-specific expertise. It’s an insight that influences the work you do.
The ideal scenario for building your authority position is one in which you have the one-two punch of a point-of-view paired with that narrow audience or topic area. That’s a powerful combination.
You can carve out a more superficial authority position with just one of the two elements, either a point-of-view or niche expertise, but the consequence is, if you’re going to only include half of the one-two punch, you’re going to share your unique position with more competitors.
At some level, you probably already know what you point-of-view is — but you don’t recognize it as such. Odds are, you either take it for granted because you talk about it so often, or you just need to dig a little deeper to find the gold in what you’re already teaching, talking about, and using to build the recommendations you make to clients.
You just have to peel the onion back several layers to get to something that’s genuinely different enough that you can own it.
You Can’t Be a One-Trick Pony
Essential number three is that an authentic authority is not a one-trick pony.
Meaning — you can’t create content so narrow it only works on one channel. An expert doesn’t have just one book. Or just a podcast. You can’t place all of your bets on one horse (or pony).
The problem is that whatever pony you rode in on is not going to be the popular pony forever, and you can’t rely on all of your prospects consuming that specific channel.
You need to be more findable, which means you need to have your authority-positioned content in more than one place. If you’re going to build an authority position — you have to answer the question, “How does my point-of-view come to life across multiple channels?”
Your goal is to create the impression that you’re everywhere. The good news is that it doesn’t take that many channels to make that happen. You need a cornerstone channel and some cobblestones.
When Drew and I wrote about cornerstone content in our book, Sell with Authority, what we meant was content that’s big and meaty, so it can be sliced and diced into smaller pieces of content—what we call cobblestones.
The definition of cornerstone is that it is the first stone placed. If you were constructing a building, you would carefully set that first stone because you know all the other stones will be set in reference to the cornerstone.
When you take that cornerstone content and break it up into infographics, quote cards, blog posts, tweets, guest appearances on someone else’s podcast, etc., that’s your cobblestone content. The combo of your niche expertise and your unique point-of-view should be woven into every piece of content you create.
In some cases, it will be overt, and in other cases, subtle. But it should always be present to some degree.
Some experts or influencers try to be everywhere, but that stretches them pretty thin pretty quickly.
All you need are a few channels spot-on for your audience that you consistently feed with new content. You need a single cornerstone and at least two or three cobblestone channels. From there, you can use your social media channels to spotlight both.
Just remember, your cornerstone is the primary channel through which you consistently deliver useful content that helps your audience do their jobs better. And it needs to be meaty enough that you can slice and dice it into multiple cobblestones.
Think of the cobblestones as info-snack-sized pieces of content like a quote graphic featuring your podcast guest that someone might stumble upon and be interested in enough that they are led to your cornerstone content. New York Times best-selling author Jay Baer shared the importance of info-snacks during Episode 305 of Onward Nation.
You need both cornerstone and cobblestone content.
But you don’t need dozens.
Cornerstones, by their nature, require a much more significant time investment. Which means you don’t have time to create too many.
Far better to do one exceedingly well than to stretch yourself too thin, and better to be consistently present in a few places as opposed to occasionally showing up everywhere.
And — you want to build something you can sustain for the long haul, and unless you’re going to make being an authority your full-time gig — it’s better to start with one.
Your cornerstone, and at least a few of your cobblestones, need to be built on media you own and control, not on someone else’s platform. That might be your website, a book you write, research you conduct, or your own podcast series.
You can use channels like Instagram, Facebook, or LinkedIn to highlight your efforts, but your cornerstone content shouldn’t be housed there. You don’t want to go to the effort of creating content only to have some third party (like Facebook) decide to take it down or charge people for accessing it.
While you don’t want to build your cornerstone content on a media channel you don’t own, that doesn’t mean you don’t want to be on other people’s channels.
If your cornerstone content is targeted and tied to your point-of-view, and you’re consistent in creating smaller pieces of content from that cornerstone, you’re going to get noticed.
That’s all you need to get invited onto other people’s channels.
One of the key elements about being an authority is that you don’t want everything to remain on your owned channels. You want to leverage other people’s spheres of influence, and when you appear as a guest on their show or whatever channel they own and control, now they’re endorsing you, telling other people how smart you are, and introducing you to an entirely new audience.
That amplification expands your audience exponentially once you have built the foundation that earns the invites. But they will roll in, in a variety of ways.
You’ll be invited to:
And that’s just the tip of the iceberg.
On occasion, your cornerstone channel will shift. This shouldn’t be because you’re getting bored or are indecisive. It should be driven by your audience, reactions to your efforts, and potentially, media consumption trends.
The content itself doesn’t shift, but how you deliver the content might.
When I started executing this authority strategy for Predictive ROI, book writing was my cornerstone channel. I was creating a lot of content for publications and was being published in publications like Forbes, The Washington Post, Inc. Magazine, and other media about once a month.
And much of that content was sliced and diced off of my books on search engine optimization and social media that I wrote while I was teaching at the university.
But then in May 2015 — when we ran into revenue challenges at Predictive — and that pushed my team and I to launch the Onward Nation podcast as part of our pivot.
And the growth of the podcast quickly eclipsed my written content and took over as our cornerstone content channel. And then we have added some cobblestones into the mix with our YouTube channel, weekly emails for our community, as well as conference presentations. And — we’ve even worked the cornerstone content process backward…with several episodes being instrumental in helping me write our bestselling book, Profitable Podcasting…and after 3-years…is still one of the best selling podcasting books on the market.
For a complete breakdown on how to create cornerstone content — I encourage you to go back to my solocast in Episode 676 of Onward Nation.
Okay — let’s come full circle and bring this in for a landing. Nothing about this recession has been — or will be easy. To come roaring out of it on the other side will take a lot of hard work, discipline, and generous spirit in doubling down to be helpful.
But if you do — the data is on your side. If you take this time and commit to building your authority position…you will put yourself and your business in the best possible position when the sun begins to shine once again.
This is the time, Onward Nation for you to grab hold of those silver linings — they are there — if you’re willing to look hard enough.
Thanks for taking the time to be here and for sharing a portion of your 86,400 you have today…with me.
I’m grateful and I look forward to you being back for our next episode.
Until then — double down — and onward with gusto!
As I was mapping out and thinking through this episode — I wanted to be sure the content would be super helpful as you continue to navigate your way through the choppy waters that COVID has created for all of us.
Because what’s especially challenging about COVID actually isn’t just the uncertainty — it’s that the uncertainty…is a continuously moving target.
We’ve all seen so much ebb and flow to what is taking place — and because of that — your team, your clients, your audience, your vendors…all of your stakeholders…are looking for guidance. And…dare I say — they’re also looking for leadership. In fact — some are desperate for it.
Because of that — I invited bestseller author and leadership expert, Steve Farber to come back for an encore interview.
Steve and I are going to focus this conversation around how his Extreme Leadership principles can help you and your team navigate your way through COVID — or any crisis for that matter — and come roaring out the other side.
And what I love about Steve is he asks the tough questions — and those questions are asked out of love — but they also might make us squirm a bit in our seats.
And sometimes getting uncomfortable is the point.
Because here’s the reality, Onward Nation.
The data is clear…if you and your team double down and make progressive decisions…if you invest in the right areas while ensuring your operating as efficiently as possible…you will find the silver linings to COVID and you will come roaring out of this recession just like other companies have done after the last 6 recessions.
The silver linings are there — IF — we’re brave enough to look for them and courageous enough to step into them. All of which requires Extreme Leadership from you as the business owner.
That’s why Steve Farber is here.
What you will learn from this episode:
Ross Bernstein is a best-selling author of nearly 50 sports books and an award-winning Hall of Fame business speaker who has keynoted conferences for Fortune 500 companies on four continents for audiences as large as 10,000 people. Ross and his books have been featured on thousands of television and radio programs including CNN, ESPN, FOX News, and CBS This Morning, as well as in The Wall Street Journal, New York Times and USA Today.
Ross works smarter -- not harder -- but work hard when you have to. ONWARD!
Stay focused on what you're good at -- Ross focuses on his keynotes and ignores social media.
Ross was a walk on to the Minnesota Gophers hockey team and got cut -- and Ross tells the whole story here.
"Philanthropy isn't just good purpose -- it's good business."
Joy, Inc. author Richard Sheridan, has never shied from challenges or opportunities. Rich's focus has always been on technology, his passion is process, and teamwork with the goal of Joy.
Check your email at the start of the day -- build relationships through your inbox. ONWARD!
Follow a habitual routine -- collaborate with team-members -- try to make a synchronized schedule.
Rich had to crawl his way out of the trough of disillusion -- and Rich tells the whole story here.
“A business owner has to master the fundamental skills derived from authenticity and transparency.”
“Treat everyone with the utmost respect -- build a joyful business with an exceptional culture.”
“I would have implemented a system to bolster our team discussions -- you have to feel comfortable with your team.”
Business owners have to work as hard as they can to align three main data points during the life of their business.
An individual who exhibits good kindergarten skills -- plays nice -- shares -- cares -- and is curious.
I provide the blueprints, strategies, and game plans that take corporate and independent business women from struggling to do more with less to ABSOLUTELY CRUSHING IT on all fronts by creating AMAZING strategic blueprints, reengaging their subordinates, and developing unstoppable game plans.
My latest book “The SUCCESSFUL Thinker” lays out the 7 Laws of 21st Century that serve as a roadmap for getting the best out of yourself and your team. Visit www.TheSuccessfulThinker.com to learn more.
Using my Prescription For Sanity System, the busy executive no longer has to struggle to figure out how to be all things to all people.
Identify a few periods of free-time during the workday -- focus on 15 minute blocks -- measure the value of these time blocks. ONWARD!
Corey likes to pre-frame his day, which saves a tremendous amount of time. Start the day off in full stride.
Corey had to learn the intricacies of his target-audience -- and Corey tells the whole story here.
“A business owner has to be able to control their schedule by creating a healthy balance between work and their personal life.”
“You grow through exposure -- it's merely a conception until you actually bring your idea to fruition.”
“I would have implemented a system to help me grow and expand my email list during the initial stages.”
Business owners have to serve their customers better than the competition through follow-ups.
An individual who spends 10% of their time finding the problem -- while the other 90% of their time is dedicated to finding solutions.
David Mylrea has extensive experience in complex commercial finance transactions involving offerings of debt and equity, leases, loans and project financing. He handles all facets of complex, multimillion-dollar financings, including origination, negotiation and preparation of definitive documentation, closing and funding. Secret -- timesaving technique Reflect on your time spent on a task -- entering your time spent into an automated system is a regular practice for lawyers. ONWARD!
David likes to plan for the day ahead through scheduling and becoming immersed in his priorities.
David had a client that filed bankruptcy -- and David tells the whole story here.
“A business owner has to be able to understand the intricacies of their business -- how is the business going to work.”
“You can’t sit and wait for an opportunity -- differentiate yourself from the pack -- try something new.”
“I would have implemented a system to improve the overall quality of our transactions.”
Business owners have to build and maintain their networks in a strategic manner with emphasis on delivering value.
An individual who can work well with others inside the office and also externally with clients.
Amy Tierce is celebrating her first year anniversary with Wintrust Mortgage as Regional VP in New England where she is growing a team from the ground up, she is enjoying her 30th year in the industry!
If you can do it in three minutes or less then get it done -- it’s just easier to do it in real time. ONWARD!
Amy checks her personal channels of communication with an emphasis on Facebook, LinkedIn, and blogs pertinent to her industry.”
Amy had to find a way to gauge commitment -- and Amy tells the whole story here.
“A business owner has to be empathetic, connected, and understanding of their client base through meaningful communications.”
“Inches apart -- don’t get angry when you are inches apart -- meet in the middle and stay calm.”
“I would have implemented an advanced CRM system to help us master our database.”
Respond. Business owners have to be responsive to customer inquiries and fulfill the needs of their audience.
An individual who does their job -- tells the truth -- and strives to be the best in their respective occupation.
Rory Vaden: Cofounder of Southwestern Consulting™, New York Times bestselling author of Take the Stairs and Procrastinate On Purpose, international speaker, and the worlds leading expert on overcoming procrastination and improving self-discipline.
The real magic comes from a significance calculation -- multiply time by thinking about significance over a period of days. ONWARD!
Rory believes in counting your blessings -- envisioning the future -- and making choices through the “focus-funnel.”
Rory had to rethink the purpose of his business -- and Rory tells the whole story here.
“A business owner has to be inspired, able to communicate their corporate vision, and remain self-disciplined.”
“You have to think about your margins -- don’t make decisions based on an inadequate technique.”
“I would have implemented Infusionsoft earlier -- we quadrupled once we finally implemented this system.”
Control -- if you can control your budget driven goals -- then measure your objectives.
An individual who truly sets out to exceed expectations in every facet of their life.
Drew McLellan is a 25-year marketing veteran who helps clients create authentic love affairs with their customers. In 1995, Drew started his own agency -- McLellan Marketing Group. He also helps other agency owners learn how to take their business to the next level through the consultancy -- Agency Management Group.
Drew is also one of the world’s top marketing and branding bloggers, according to AdAge’s Top 150 index. He’s written the book 99.3 Random Acts of Marketing and co-edited the Age of Conversation series of books.
He has appeared in the New York Times, Entrepreneur Magazine, Businessweek and Fortune Small Business. The Wall Street Journal calls him one of 10 bloggers that every entrepreneur should read.
Wunderlist is an excellent application that can be used to optimize your schedule. ONWARD!
Drew believes in maintaining a level of gratitude during the workday -- return the kindness.
Drew once took his eye off the ball for a split second -- and Drew tells the whole story here.
“A business owner has to focus -- prioritize their schedule -- and pursue the long-term vision.”
“Simply help others -- go into every situation with a service attitude -- serve the client first.”
“I would have implemented a system to help me with the sales funnel because the family and friends pool dries up.”
There has to be new business at all three levels -- micro -- macro -- and even at the nano level.
An individual who has an attitude of gratitude -- and understands that our absolutes have deadlines.
Brian Safdari is America’s Leading College Admissions and Funding Expert. He has helped over 25,000 families get their child accepted into their dream college while making the cost affordable.
Go to bed thinking about what you're going to do the next day -- identify your vital priorities -- you have to be eager. ONWARD!
Brian enjoys working out daily -- he has also learned to work the “NO” muscle -- saying no will help you remain focused.
Brian learned to overcome obstacles during his early life -- and Brian tells the whole story here.
“A business owner has to empathize with their target-audience -- follow their passion -- and want to make a difference in the world.”
“Go beyond your own knowledge -- expand your horizon -- and utilize a diverse set of learned skills.”
“I would have implemented a system to aid my comprehensive business plan.”
Never give up -- stick with your long-term plan -- and try to enjoy the entire journey.
An individual who can bring a wealth of knowledge to your business -- try to strengthen your business with specialists.
Frank Bria helps consultants and coaches turn their 6-figure practice into a 7-figure business. He has built and sold tech start ups as well as consulted for the largest international corporations in high tech, finance, and retail on 4 continents. A former university math instructor turned entrepreneur, he now takes what he used to teach the Fortune 500 and applies it to other entrepreneurs looking to scale their businesses. He is a 3-time author, speaker, strategist, and host of the podcast, 6 to 7 Figures Show. He is also star of the new TV show Startup Relaunch.
Focus on one task a day -- set your schedule up while placing emphasis on that specific task. ONWARD!
Frank likes to start of his morning by reading about something new -- it’s about setting up a daily routine versed in priority.
Frank learned to walk away from the big-money project -- and Frank tells the whole story here.
“A business owner has to be able to take feedback and use it to scale their business.”
“Once you understand the client audience -- connect with an individual member -- and thus service the entire audience.”
“I would have put a system in place to speed-up the product development process and then monetize it.”
Set daily targets for lead-generation campaigns and then refocus your marketing efforts.
An individual who comes to the workplace -- buys into the team -- and zones in on the desired outcome.
Darren Hardy is the visionary force behind SUCCESS magazine as its Publisher and Founding Editor.
Darren mentors many of today’s high-performing CEOs, advises many large corporations and sits on the board of several companies and non-profit organizations.
Darren is also a highly sought after keynote speaker, media contributor and the New York Times bestselling author of The Compound Effect and Living Your Best Year Ever.
This free video training series is based on over 20-years of research, analysis, and application.
Learn how to fix the money draining mistakes — and in doing so — you will expand your website traffic, generate more qualified leads, and increase your return on investment by 200 to 500%.
Series is taught by Stephen Woessner, CEO of Predictive ROI.
Video 1: https://youtu.be/A7dyDVvoqQE
Money Draining Mistake #1: Lack of Baselines and S.M.A.R.T. Predictives
Video 2: https://youtu.be/nXcaGyj9FuQ
Money Draining Mistake #2: Lack of Distinction
Money Draining Mistake #3: High Bounce Rate
Video 3: https://youtu.be/UjvYx7MU9Hg
Money Making Opportunity #2: Build Your List
Money Making Opportunity #3: Create Well-prepared Prospects
Josh Turner is the founder of Linked Selling, a B2B marketing firm specializing in fully outsourced LinkedIn lead generation campaigns.
Delegate your duties -- focus on the most important task -- gain control of the entrepreneurial mind. ONWARD!
Josh likes to exercise daily with an emphasis on running and meditative techniques.
Josh was the CFO of a construction company that had to shut it’s doors in 2009 -- and Josh tells the whole story here.
“A business owner has to learn how to grow their organization through marketing and sales.”
“It’s a whole life -- you have to have other interests outside of the business realm.”
“I would have put a system in place to aid our small team in marketing and sales.”
Empower the people on your team to conduct business and their lives the way they best see fit.
An individual who comes to the workplace and understands the system -- yet can still think outside the box.
Amy is the former Senior Editor of SUCCESS magazine and the Emmy Award-winning Founder of Anderson Content Consulting LLC. As a writer, ghostwriter, editor, and strategist, Amy helps her clients to tell stories that make a difference.
Optimize your brain -- develop a set pattern of behavior -- make a journal with identifiable strengths. ONWARD!
Amy is a huge advocate of daily habits, which she believes compound over time.
Amy almost gave up on her craft during rigors of the graduate admissions process -- and Amy tells the whole story here.
“A business owner has to have resilience in order to survive the bottomless pit that is entrepreneurship.”
“Access to experts and advisors is unlimited -- anyone can find answers to their own questions.”
“I would have put a system in place to separate fantasy based ideas from reality -- almost like an accountability partner.”
Influential client relationships are versed in loyalty, commitment, and trust.
An individual who can communicate a message in an emotionally mature manner.
Jason Pero is a real estate investor who built a company allowing him to walk away from a lucrative career in the medical device industry to pursue his passion and purpose.
Identify your three biggest tasks -- ask yourself if each task aligns with the end goal -- delegate your duties. ONWARD!
Jason’s daily habits revolve around self-care, meditation techniques, and self-enrichment.
Jason had to learn to overcome fear after an unexpected building fire -- and Jason tells the whole story here.
“A business owner has to adapt and become a master of their craft through personal development.”
“It’s great to follow in the footsteps of others -- but at the end of the day you're the business owner.”
“I would have put a system in place to help with bookkeeping and limiting errors.”
Always try to affiliate and associate your organization with the highest quality people.
An individual who comes to the workplace with confidence and the ability to communicate with their peers.
Eric Levenhagen is committed to helping entrepreneurs achieve personal success and financial peace of mind by helping them overcome their biggest financial obstacles.
Get into the flow of the workday by limiting distractions -- Identify your vital priorities. ONWARD!
Eric makes a visual map -- takes time to look at it throughout the workday -- and uses it as a revitalization tool.
Eric had to overcome the major challenge of leaving a secure job for the world of entrepreneurship-- and Eric tells the whole story here.
“A business owner has to implement a proper financial system to drive profitability.”
“Stop trying to promote yourself and just focus on quantifying the value you bring to consumers.”
“I would have put a system in place to control the influx of unnecessary work and client scheduling.”
Protect your cash-flow with an adequate system because it’s vital to the sustainability of your business.
An individual who comes to the workplace with the viewpoint that their occupation is more than a job.
President and team leader of proactive and dynamic total protection team, teaching families and businesses how to properly protect everything they work so hard for. Our agency is licensed in 23 states. Author of 5 books on various types of insurance and business matters, founding member of the the National Society of Agents for Consumer Educational, national speaker on various insurance matters, founder of the Unstoppable Profit Producer Program, featured on Fox news as special insurance correspondent, certified workers compensation advisor, featured on Access to Experts. Our goal is to be the premier Independent Agency in our area. Our core value is "Do Unto Others".
Plan your day the night before -- execute -- guard your time to limit any distractions. ONWARD!
Mike follows an exercise routine and writes a note to his wife so she can hold him accountable.
Mike had to separate an altercation between teammates -- and Mike tells the whole story here.
“A business owner has to be able to look in the mirror and figure out how they can achieve a personal level of mastery.”
“You can recover from any business situation -- did anyone die -- no -- then move on.”
“I would have put a system in place that could document my planning and free up time so I could make good hires.”
If you want to grow your business -- you have to understand marketing.
An individual who has a set plan -- makes the decision to give first -- and believes everything else will take care of itself.
Mandy is a 29 year old entrepreneur that has a passion for working with children. She has had the opportunity to grow her business from $60K total revenue to $2MM in 4 years.
Wake up early -- Identify a time during the day when your production levels are at their highest. ONWARD!
Mandy listens to audiobooks during her morning commute, which happens to be an hour long.
Four years ago, Mandy signed a very expensive lease -- and Mandy tells the whole story here.
“A business owner has to have grit, a ton of courage, and unwavering determination.”
“It’s not about revenue -- it’s about turning a profit -- make sure to have an accountability partner.”
“I would have put a system in place to aid the hiring process, which was very hard in the beginning.”
Focus on your top three priorities and evaluate those priorities weekly.
An individual who is a self-starter, a go-getter, and has a solution based mindset.
Beau Henderson is a financial advisor, syndicated radio host and best selling author. He writes and speaks internationally helping people create success with both money and life. The new release of his best selling book The RichLife -Ten Investments for True Wealth can be found at www.RichLifeBook.com.
It’s simple, just do less -- focus on three items -- to really optimize your day focus on one item. ONWARD!
Beau has a set routine that he calls a power hour. This routine helps him to remain focused during the workday.
Beau dealt with the great real estate meltdown of 2007 -- and Beau tells the whole story here.
“A business owner has to be able to communicate and interact with people effectively.”
“Don’t get frustrated with the journey because it’s truly about progress not perfection.”
“I would have put a system in place that could have helped me bring in even more competent people.”
Consistency is the key ingredient at the foundation of a successful recipe.
An individual who has autonomy-- can measure their activities-- and reports to management.
P.S. We are giving away Beau’s new book to the first three responders. To get a copy of Beau’s book email Wendi: wendi (at) onwardnation dot com.
Russ Sorrells helps people that want to help themselves - make a plan for their lives - so they can lead a high impact - high performance life.
Identify six priorities. Send those priorities to everyone in the organization. Then identify five organizational priorities and make sure your six daily priorities align. ONWARD!
Russ enjoys meditation, moderate exercise, and writing in his journal every morning.
Russ received a large order, but the product they delivered underperformed -- and Russ tells the whole story here.
“A business owner has to be able to adapt and have a certain level of flexibility.”
“Reading about emotional intelligence was an invaluable lesson about interfacing with my customers.”
“I would have put a system in place to make our marketing efforts more efficient.”
90% of the owner's responsibility is focusing on the sales process.
An individual who understands sales strategy, refines the sales process, and masters the materials given to them.
As President and CBO (Chief Bargain Officer) of the Bargains Group, Jody has mobilized her award winning discount wholesale and promotional products company to revolutionize the business landscape.
A winner of the Canadian Woman Entrepreneur of the Year Award, Canada’s Top 40 Under 40, and a PROFIT W100 Recipient, Jody Steinhauer uses her network of resources and leveraged buying power to aid every company and not-for-profit agency that she touches to maximize their buying dollar. Since 1988, Jody has grown Bargains Group from her apartment to a multi-million dollar-a-year business. Jody is also an official Huffington Post blogger.
Make a gratitude journal -- Identify three priorities -- Try to get the hardest task done first. ONWARD!
Nancy utilizes a daily wrap-up. Five minutes of disclosure at the end of the day helps everyone remain on the same page.
Jody had to strategize when Walmart moved into Canada -- and Jody tells the whole story here.
“A business owner has to recognize their strengths, delegate their duties, and hire smart people.”
“Building a strong team is essential to growing your business and getting out of the day to day operations.”
“I wish we would have implemented a CRM system when we first started the business.”
Make everyone happy -- under promise and over deliver.
Orientation and integration -- You have to cross-pollinate by forming bonds with your co-workers.
Nancy Marshall is known as The PR Maven(R), after having worked in public relations for 30 years. She recently published her first book called PR Works!
Hire great people and try to empower everyone. This is a long-term timesaving technique. ONWARD!
Nancy always builds her network. Connecting with others and expanding your network is an invaluable daily habit.
Nancy lost a major contract that her company held for nearly twenty years -- and Nancy tells the whole story here.
“A business owner has to combine traditional relationship building methods with characteristics pertinent to the era of social media.”
“Its not just making a list of a bunch of people, it’s about building truly meaningful relationships.”
“I would have put an operations system in place versed in documentation and replication.”
Create templates for everything-- it’s all about brand consistency.
An individual who believes in the corporate vision, the organization's system, and the long-term journey.
Larry Broughton is Founder and CEO of broughtonHOTELS; Broughton Advisory Group; and yoogozi.com. He’s an award-winning entrepreneur & CEO; a best-selling author; keynote speaker; and former U.S. Army Green Beret committed to helping visionaries, leaders and high-achievers step into the leadership gap.
Utilize a traditional to-do list and don’t be afraid to delegate your duties. Always focus on your passion. ONWARD!
Larry has developed a morning routine grounded in meditation and personal enrichment.
Larry lost nearly 40% of his hotel investments during 2001 -- and Larry tells the whole story here.
“A business owner has to become a skilled life-long leader who can do the hard right over the easy wrong.”
“You have to push yourself to become a fully transparent expert in your respective field.”
“I would systematically build my corporate and personal brands at the same time.”
Be slow to hire and quick to fire -- make sure to do your homework.
An individual who communicates with teammates and dares to fail greatly.
Dave Mammano is the founder and CEO of the Next Step Education Group. His mission in life is to help people realize their highest potential through education. Next Step is a multi-media enterprise that has grown to become a nationwide resource with prestigious awards and honors, including being named a three time consecutive Inc. Magazine 5000 growth company and Top 100 growth company in Rochester, New York. David has spoken at hundreds of high school, college, business and EO events, including TEDx, and is the author of the new book, “Make Love in the Workplace”.
Focus on your priorities. For example, Dave likes to get the hardest task done first thing in the morning. ONWARD!
Dave enjoys running in the morning because it provides a spark of energy for the rest of his day.
Dave hired an individual with a noxious personality who almost ruined his company’s culture -- and Dave tells the whole story here.
“A business owner has to effectively manage their time by learning to schedule.”
“You have to have balance -- there has to be a balance between family and business.”
“I would have implemented a system that could bring the team together and gauge individual metrics.”
Identify one vital priority a day.
An individual who can challenge management by independently thinking of new ideas.
Husband and dad. Podcaster at ConversionCast. Conversion Educator at LeadPages. Voice actor. Aspiring Superhero. Orangeman.
Have a set routine. For example, Tim starts his day by going to the gym. Don’t let others dictate your schedule. ONWARD!
Tim believes health and nutrition are components of becoming a successful entrepreneur.
Prior to starting his entrepreneurial venture, Tim was working extremely long hours -- and Tim tells the whole story here.
“A business owner has to be able to understand copywriting because its the linguistic art of selling.”
“When you wake up -- identify something that you can’t pass up because you are so passionate about it -- and then do it.”
“I would implement a system that could help me grow my email list much faster.”
Focus on different ways to grow your email list.
An individual who understands the corporate system, finds solutions, and works with flexibility.