The Dent Podcast

The Dent Podcast

Australia

Running the Key Person of Influence Brand Accelerator, I’m exposed to a lot of inspiring people and their stories. I’m a business geek and I love getting behind the scenes of other people’s businesses to find out how they did it. I like getting into the frey – the tactical stuff around pitching, creating high value content, converting services into products, building a personal brand, JV’s, partnerships, campaigns, attracting top talent, the dramas inherent in scaling a business, international expansion… stuff like that. This podcast spotlights the stories of influencers in various industries from countries around the world. So if you want to create a personal brand, get better conversions, learn key business skills, and find practical and innovative ways to grow a business and make a Dent in the universe this podcast is for you.

Episodes

Ep.43 Robert Sztar on Using Technology and Thought Leadership to Disrupt the Pharmacy Industry  

My guest in this week’s episode is someone who’s not only used technology to transform the pharmaceutical industry in Australia, he’s also gone from having zero content to authoring a book, producing a blog and hosting the #1 pharmacy and technology podcast - The Transpharmation Show.

Using innovative practice combined with his position as a thought leader, Robert has helped countless other entrepreneurs in the pharmaceutical space to become more streamlined and efficient, while at the same time creating more meaningful patient relationships. You’ll definitely want to pay extra-close attention to this conversation if you’re operating in an outdated industry or in a business where you need to be automating more.

 
    
 

In this episode, Robert and I get really into...

Reimagining the experience of customer relations for pharmacists
How Robert’s taken best practice from leading technology brands and applied it to his pharmacy business
Robert’s experience working for one of the world’s biggest pharmacy brands and how it helped him to realise how networks can be grown and evolved in a corporate structure
How Robert used technology to strip his team down to a third of its normal size
Tactical steps Robert took to writing his book
The story of The Transpharmation Show: it’s rise to reaching over 100 episodes and being listened to in 80 different countries around the world
Partnership strategies Robert used to get his book distributed to over 3,000 of Australia’s influencers in the pharmaceutical industry
Robert’s pitch and how its incorporated his personal journey and insights, resulting in him creating a far greater impact on a large scale
The steps that Robert took that led to him becoming such a prolific creator of content, and the costs and resources required

Resources

Scripts for You

Robert Sztar Website

Transpharmation Book

Transpharmation Podcast

Pharmacy Freedom Index

LinkedIn

Twitter

Facebook

Instagram

Sleep Cycle App

B1G1

Dent Podcast episode with Philip Hitchen

Dent Podcast episode with Paul Dunn

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Ep.42 Andrew Griffiths on Using Authenticity to Becoming a 12-time Best Selling Author  

My guest in this week’s episode bought his first business at the age of 18 and has since gone on to become known as Australia’s #1 small business and entrepreneurial author. Andrew Griffiths’ books have sold in over 60 countries around the world, and one has sold over two million copies. Andrew continues to write prolifically, and contributes articles for a host of illustrious companies including Telstra, Inc.com, HP and CBS. He is also the Publish Mentor for Key Person of Influence in Australia, and has been for the last five years.

 

 

 

 

 

 

 

Andrew is a renowned public speaker, having delivered keynote speeches at hundreds of events globally, and been hosted by huge platforms including TedX, Sky Business and Good Morning NZ. His work as a thought leader and serial entrepreneur has led to him running a seven-figure business, and in this conversation Andrew explains how you can effectively communicate and engage with your audience by tapping into your authentic message and true voice.

 
    
 

In this episode we really get into:

Andrew’s love of animals and the time he was held hostage by a monkey
How everything changed when Andrew wrote his first book, 101 Ways to Market Your Business
Nearly going bust and having to put his business through voluntary administration
How Andrew has overseen the publication of over 300 books with the KPI programme
Managing the complexity of such a vast business by using routines and rituals
The benefits of old-school marketing versus new social media techniques
The communication techniques that Andrew used to increase his sales by 800% in one week
How Andrew leveraged the thought leadership model and measures success across his business ventures
Managing time and setting aside a part of the day to deal with the unexpected
The practical and rational arguments as to why you should be brave enough to listen to your intuition
Using authenticity to better communicate and engage with an audience

Resources

Andrew Griffiths Website

Andrew Griffiths Books

Andrew Griffiths Blog

LinkedIn

Twitter

Facebook

YouTube

Xero

Trello

The post Ep.42 Andrew Griffiths on Using Authenticity to Becoming a 12-time Best Selling Author appeared first on Key Person of Influence.

Ep.41 How Rob Gardner Reached the 14 Million Revenue Mark Starting with Just £150k Capital  

When Rob Gardner left his position as the youngest director at Merrill Lynch in 2006, people thought he was crazy. But he’s since gone on to become the co-founder of a multi-million pound and growing investment consultancy firm, launch his own personal brand and make real in-roads into his mission of making 100 million people financially secure.

Rob’s business, Redington, is now the fourth largest investment consultancy in the UK, and was voted by the London stock exchange as one of the top 1,000 companies to inspire Britain. And on top of that, his recently published book, Save Your Acorns, sold over 1,000 copies during the first three months of being on sale. This is a must-listen episode for anyone looking to scale their business in a short space of time and compete with global companies with fewer resources.

 
    
 

In this episode we really get into:

How Rob and his business partner won their first client, Royal Mail
Redington’s transition from a traditional service model to a productised service offering, and how that boosted the company’s retained revenue from 20 to 80%
Rob on growing a company past ‘the wall of death’, and how it helped him to go from 50 to 100 employees in a short space of time
Building a culture of ‘radical candour’ as a solution to ‘ruinous empathy’
How Rob got his entire team to create specialised thought-leadership content, turning the entire organisation into a model of influence
Rob on creating his personal brand by focusing on his drive to transform financial literacy in kids
Creating a balance of the idealism of an impactful business with the commercial reality of building and growing a successful business
The seven-hour rule and how Rob used it to measure and build relationships with leads, and ultimately convert them into clients
How Rob and his team differentiate themselves from, and compete with, some of the biggest firms in the world
How fixed fee billing has made Rob’s organisation more efficient and more profitable

Resources

Save Your Acorns

RedStart

LinkedIn

Twitter

Redington

The Chimp Paradox by Professor Steve Peters

24 Assets

The post Ep.41 How Rob Gardner Reached the 14 Million Revenue Mark Starting with Just £150k Capital appeared first on Key Person of Influence.

Ep.40 Philip Hitchen on How He Overcame Adversity, Improved His Lifestyle and Raised His Business’ Revenue by £3 Million in Just Five Years  

In 2011, Philip Hitchen was diagnosed with cancer and spent three months having chemotherapy. That experience changed everything, not just in his life but in business too. Since then, Philip has increased the turnover of his bus and coach hire business, Belle Vue, by £3 million plus. He’s added 40 vehicles to his company, has 93 employees and is helping other business owners to achieve similar results.

    

Here, we deconstruct all of that and map out Philip’s journey that led to Belle Vue becoming an award-winning, leading transport brand for education across Greater Manchester in the United Kingdom, moving 1.4 million passengers per year. This is definitely one to check out if you’re at a stage where you're wondering how to scale your business and improve efficiency.

In this episode we really get into:

How Philip overcame intense price competition with a simple, free product
Using customer criticism to develop a better product
How he decimated (and acquired) the competition to 100% own his niche
Philip on how he acquired two businesses from hospital in between bouts of chemotherapy
The mindset that helped him overcome cancer and also solve some major business challenges
How he transformed a hard grind business into a lifestyle business
Building trust and credibility with clients using a simple communication system
How a stellar reputation and word-of-mouth landed Philip’s business with the biggest and most lucrative contracts
Dealing with inefficiency and wasted talent to improve margins and revenue
How Philip saved £43,000 per annum by improving his drivers’ performances
Using the universal language of iMA to improve communication, trust, understanding, cooperation and ultimately sales
The Wheel of Life - a tool Philip uses to help motivate and train

Resources

LinkedIn

iMA

Twitter

Belle Vue Coach Hire

The Belle Vue Coach

Email

The Wheel of Life

Francis House

Stockport Metro

The post Ep.40 Philip Hitchen on How He Overcame Adversity, Improved His Lifestyle and Raised His Business’ Revenue by £3 Million in Just Five Years appeared first on Key Person of Influence.

Ep.39 Katrina McCarter on Building Her Business and Brand by Targeting Australia’s Biggest Powerhouse Demographic  

If you’re interested in finding out how you can market to the ‘mum demographic’ for your business, then you’re definitely going to get a lot out of this episode of the Dent Podcast. I’m talking with Katrina McCarter - founder of Bubbler and Marketing to Mums, and bestselling author of Marketing to Mums: How to Sell More to Australia’s Most Powerful Consumer.

Katrina has won awards for Best Social Media, Best Customer Service and Best Boss in Business. She’s also been featured on Today Tonight, WAtoday.com.au, The Age, Perth Now, Smart Company and Sydney Morning Herald. In this episode, we get into how Katrina built an online community of 150,000 mums across Australia, the 6.2 million mums in Australia being responsible for spending $132 billion per year, how Katrina improved one client’s direct sales by 655% in a year by using her simple, unique methodology, and the fact that thanks to her public profile, Katrina has built some killer partnerships and been able to advise organisations like Twitter, Google and Mumbrella. So, give the episode a listen, take notes and enjoy.
    
In this episode we really get into:

Tips, tricks and hacks into how Katrina funded the production of her book
How she was able to leverage partnerships to grow her profile while also being able to leverage her clients’ businesses and her clients’ profiles as well
The huge influence that mums have on the market, and the diversity of their spending
How Katrina built an online community of 150,000 mums across Australia
The 6.2 million mums in Australia being responsible for spending $132 billion per year
Katrina improving one client’s direct sales by 655% in a year by using her simple, unique methodology
The #1 thing that influences mums in making a purchase
Steps on how to find who your ideal client is, and strategies to implement in targeting them
The eight pillars of success - Katrina’s eight-step framework, and how it provides success and creates tangibility for clients and their services
How Katrina used partnerships to add 7,000 email sign-ups to her database over a three-week period
Choosing potential partners for your business

Resources

Marketing to Mums website

Bubbler

LinkedIn

Marketing to Mums Facebook

Marketing to Mums Twitter

Katrina’s Facebook page

Marketing to Mums: How to Sell More to Australia’s Most Powerful Consumer

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Ep.38 Tim Dwyer on the Strategies He’s Employed to Raise his Clients’ Valuations by over One Billion Dollars  

Do you ever wonder if there’s a way that you can increase your business’ capacity, making it more efficient and effective? If so, I think you’re going to get a lot out of this week’s episode. My guest is the Global Director of Shirlaws Group and Product Mentor on the Dent Key Person of Influence Programme. His name is Tim Dwyer and he’s a master business coach, strategist and advisor who specialises in helping larger business commercialise intellectual property for scale.

He’s also an expert when working with business’ valuations and has an outstanding record of being able to unlock growth in companies of all shapes and sizes. In this conversation, Tim gets into the precise details around time and money management, and the capability and capacity that all businesses need in order to scale. So, if you’re interested in learning specific methodologies that you can employ to help your business grow and increase capacity, then grab a pen and paper because this episode’s packed to the rafters with gems.

 
    
 

In this episode we really get into:

The steps you need to go through to go from zero to 12 employees and create a multi-million dollar lifestyle business
How to colour code your time to become more efficient and more effective
Managing changing ratios of your time
The importance of money management and understanding your business’ current capacity and what your run rate is currently against that capacity
Focusing on processes, skills and bringing more energy into your business, and what each of those means
Tim’s formula for hiring a team. The mathematical principles on the how and the when that anyone can understand.
Going from concept to strategy to implementation
Understanding what the true capacity of your business is to generate cash and profit
Understanding capability and skill set
Six ways to grow your capacity

Resources

Shirlaws Group

Email

Twitter

LinkedIn

Diagnostic Heatmap

 

The post Ep.38 Tim Dwyer on the Strategies He’s Employed to Raise his Clients’ Valuations by over One Billion Dollars appeared first on Key Person of Influence.

Ep.37 Franziska & Christo on Life, Liberty and Growing Bananas.  

If you’re interested in automating the marketing in your business so that it runs without you, then you’re in for a treat. My guests in this week’s episode are Franziska Iseli and Christo Hall, the founders of Basic Bananas - Australia’s leading marketing training organisation. Franziska and Christo have built a business that not only provides real value for their clients but also perfectly complements their shared passion of travel.

 

 

 

 

 

 

 

These two have also got a load of stuff going on away from Basic Bananas too. Together they’ve co-written two bestselling books, they’re highly sought-after keynote speakers and they’ve had a ton of press, being featured in The Huffington Post, The Sydney Morning Herald and Forbes. I think you’re really going to get a lot out of this one so get comfortable, grab a pen and paper, and give it a listen.

 
    
 

In this episode we get into:

The force multipliers and structure that allow Franziska and Christo to travel four months of the year
How to navigate the compromise between maintaining a lifestyle and growing your business
How, as a couple, they overcome differences of opinion in terms of strategy and methodology
Having flexibility with your team and the traps that suck you back into your business
Franziska and Christo on the major problems that stop businesses from generating more profit and leads
The left-field marketing strategies that Basic Bananas have launched and how they use imaginative campaigns to engage with their audience
Smoothing out the peaks and troughs and creating consistency within your business
Investing in high-quality branding in order to attract premium clients
Getting traction in business by being specific with your marketing
Franziska and Christo’s step-by-step guide to setting up a marketing process that’s not only effective but also sustainable
The books that have had the biggest impact on Franziska and Christo

Resources

Basic Bananas

Franziska website

Christo website

Perception by Christo and Franziska

Bananas About Marketing by Christo and Franziska

The Alchemist by Paulo Coelho

Predictably Irrational by Dan Ariely

Scar Tissue by Anthony Kiedis and Larry Sloman

Delivering Happiness by Tony Hsieh

The Happiness Project by Gretchen Rubin

80/20 Sales and Marketing by Perry Marshall

The post Ep.37 Franziska & Christo on Life, Liberty and Growing Bananas. appeared first on Key Person of Influence.

Ep.36 Buy1Give1- Paul Dunn on disruption, the UN Global Goals and Business as a Force for Good.  

Paul Dunn is an absolute force for good. If you’re interested in finding out how you can use entrepreneurship as a vehicle for creating more and contributing more, then you’re definitely going to get a lot out of this episode. Paul is a four-time Ted-X speaker, author and a senior fellow at one of the world’s leading think tanks. He’s also a business guru, having launched three different companies in his career, employing hundreds of employees and exiting for over $40 million in total.

In 2007, he became the chairman of Buy1Give1 - a company that makes a real difference to those who need it most by unlocking the power of giving and creating a network of business owners and entrepreneurs. To date, Buy1Give1 has created 93 million giving impacts around the world and has grand plans for the future. This conversation will help you to think not just about how you and your business can create more but how you can contribute more as well.
    
In this episode we get into:

The number one tip for finding and connecting with growing businesses across all industries
Paul appearing in Forbes alongside Richard Branson in a global feature on disruptors in business
Why more and more people are leaving corporations and becoming entrepreneurs
Offering a value exchange to small businesses and their clients so that everyone is involved in the giving
Global goals and the framework they create that allows everyone to pull in the same direction, and B1G1 as a vehicle to execute those goals
The importance of investing ahead of the growth in your industry, as opposed to waiting for it
B1G1’s goal to make one billion giving impacts by 2020
Changing your businesses scalability by asking yourself a different set of questions, and reimagining your company goals and objectives
Giving not as a one-way system but as a dynamic, cyclical flow
How Paul’s embedded the philosophy of giving into the brands, companies and people that he’s worked with
The greatest adversities Paul has faced as a human and an entrepreneur
The two words that Paul says before every speaking event to inspire and motivate himself

Resources

Buy1Give1

LinkedIn

Email

The Firm of the Future by Paul Dunn and Ronald Baker

We the People

Man’s Search for Meaning by Viktor Frankl

The Story of Telling blog

 

The post Ep.36 Buy1Give1- Paul Dunn on disruption, the UN Global Goals and Business as a Force for Good. appeared first on Key Person of Influence.

Ep.35 How Adam Franklin Built a Product Ecosystem and Leveraged the Success to Follow His Passion  

If you’re interested in learning how to get more leads and sales on the web by maximising your mailing list, content and product ecosystem, then you’ll definitely want to check out this conversation with Adam Franklin. Adam is an author, keynote speaker and co-founder of Bluewire Media - a web marketing business that is now consulting with nine-figure businesses. They’ve also created 33 free marketing templates that are used by over 20,000 business marketers and consultants worldwide, and have received press coverage in a number of publications including Forbes, The Australian and The Financial Review.

Adam himself has used his business success to free up his time and dedicate himself to his passion of travelling. He now spends one month every year in Bali, and has spoken in front of more than 130 audiences globally. We get into all of that plus loads more. This is a must-listen for anyone looking for new methods and inspirations around their online marketing strategy, and tips on building a flexible business model.

 
    
 

In this episode we really get into:

How Adam and his partner created value out of a consulting and strategic planning service that was, at the time, being given away for free by other similar businesses
Moving from a website-building ‘agency model’ towards creating a product ecosystem based on the knowledge they’d gained of the industry from their first eight years in business
How Adam created a mailing of over 20,000 people from distributing free content online
Adam’s ‘Email Autoresponder Sequence’ and how he uses it to introduce his mailing list to his product ecosystem
The reverse engineering and steps that Adam took to be able to incorporate his love of travel into his working life
Adam’s process of stepping away from certain tasks within his business and delegating to allow him more time to focus elsewhere
Using contra deals to create opportunities that might not otherwise be available
Adam’s greatest victories, failures and lessons learned as an entrepreneur
The top mistakes that businesses make when they start their online sales campaigns and how to avoid them
Teaching your clients for free as a device for drastically increasing your sales
The books and podcasts that have had the biggest impact on Adam’s entrepreneurial journey

Resources

Bluewire Media

Adam’s Website

Adam’s Book, Web Marketing That Works

Email

LinkedIn

Twitter

Facebook

Speechpad

Leadpages

InfusionSoft

Scaling Up by Verne Harnish

Rich Dad Poor Dad by Robert T. Kiyosaki

The E-Myth by Michael E. Gerber

Good to Great by Jim Collins  

Permission Marketing by Seth Godin

The New Rule of Marketing and PR by David Meerman Scott

Inbound Marketing by Brian Halligan and Dharmesh Shah

Crush It! by Gary Vaynerchuk

The Three Month Vacation Podcast by Sean D’Souza

The post Ep.35 How Adam Franklin Built a Product Ecosystem and Leveraged the Success to Follow His Passion appeared first on Key Person of Influence.

Ep.34 How Sebastien Eckersley-Maslin Raised $35 million with Startups by Creating a Culture of Innovation  

If you’ve ever wondered how you can create a culture of innovation in your business in order to accelerate growth, establish partnerships and raise capital, then you’re definitely going to get a lot out of this episode.

My guest is Sebastien Eckersley-Maslin, and he’s an expert in tech startups. His business, Blue Chilli, helps and supports entrepreneurs to build highly investable, scalable and well-designed businesses that are enabled by technology.

Blue Chilli has experienced great success. They’ve won a ton of awards including The Microsoft Silver Partnership and The General Assembly Startup Brand of the year, and they’re well on their way to achieving their goal of creating 100 startups by the end of 2016. Sebastien himself won the 2013 EY Australian Entrepreneur of the Year Award, and in this conversation he shares some real gems around the tech-startup industry and the phases that business owners in that space have to go through.

 
    
 

In this episode we really get into:

Sebastien’s first business at the age of 19 and the lessons he learned from it
Using the startup approach to help corporate clients with internal and external innovation
Raising Blue Chilli’s profile with community engagement
Sebastien’s vision to create a billion-dollar portfolio by 2020
How systemisation, structure and process have allowed Blue Chilli to reach goals and meet a scalable level of demand
The four phases that all tech-based startups go through and the macro funding objective that comes with each of them
The 156 steps for new entrepreneurs, from the light bulb moment to achieving success
Thought leadership and its media and distribution as a strategy for Blue Chilli
Putting process and structure into an organisation to encourage a culture where innovation is the end result
How Sebastien’s thinking around technology has evolved to allow for scalability
Looking at partnerships who offer complementary services to your own business in order to scale quickly
The tech platforms that are instrumental to Blue Chilli and have helped Sebastien scale
The three books that have fundamentally changed the way Sebastien sees the world

Resources

Blue Chilli

Pitch to Blue Chilli

Email

LinkedIn

Twitter

The 99 to Launch Programme  

BugHerd

Slack

The Hard Thing About Hard Things by Ben Horowitz

From Zero to One by Peter Thiel

Losing my Virginity by Richard Branson

 

The post Ep.34 How Sebastien Eckersley-Maslin Raised $35 million with Startups by Creating a Culture of Innovation appeared first on Key Person of Influence.

Ep.33 Natasha Hawker on How to Hire, Fire and Build a Top, Business-Growing Team  

If you’ve ever wondered how to go about hiring great talent and building a high performance team then you’re definitely going to get some real value out of this episode. Natasha Hawker is the Founder and Director of Employee Matters, and is an expert when it comes to team building and management. Not only is she the Employee Expert blogger for Australian Business Women's Network and Flying Solo, she’s also the author of From Hire to Fire & Everything In Between - an in-depth book that offers practical advice and wisdom on how to manage employees and grow your business quickly.

When it comes to team management, Natasha’s reputation is world-wide, having trained employees from the Philippines to the USA and from London to India. In this conversation, she shares the low points as well as the highs, telling her story of building a brand and a business that’s set to hit the million dollar mark this year.

 
    
 

In this episode we talk about:

Natasha’s 23 years of experience
How she’s hired or fired over 15,000 employees
Shifts in thinking around pricing - switching from a time model to fixed-fee
What Natasha did to allow her conversions to fly right up
Building products to specifically drive profit
Natasha’s frustrations with revenue, cash flow and profit
Building talent pools, using LinkedIn and Facebook to create great teams
The three steps to not getting sued for unfair dismissal
The big picture strategy around Natasha’s business
The tactical and practical side of building high performance teams
The art of tracking performance as a business owner or team leader
Natasha’s work as an author and public speaker, and how that’s led to significant improvements in her deal flow
The partnerships that Natasha’s brand and profile have been able to create

Resources

Employee Matters

Email

Facebook

LinkedIn

From Hire to Fire & Everything In Between: Managing the Employee Life Cycle

Natasha Hawker Website

Natasha Hawker Twitter

Natasha Hawker LinkedIn

 

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Ep 32. InDent – Become a Key Person of Influence  

Welcome to the third episode of the InDent series - a collection of shorter podcast episodes where I have a detailed look at sections of my business partner Daniel Priestley’s book, Key Person of Influence, dissecting the core principles and philosophies that our business and many others are built on. If you’re not already caught up, go ahead and check out episodes one and two before diving into this one.
    
In this installment, I’m getting into the real concept of what makes a Key Person of Influence. These are people whose names come up in conversation,who attract opportunity and earn more money. Most people think it takes decades of hard work, academic qualifications and good luck to become one of them. We’ve proven them wrong over the last six years with our Key Person of Influence Accelerator - a programme that’s been featured on the BBC, The Financial Times, Inc.com, The Huffington Post and Forbes, just to name a few.

So, go ahead and check out this episode if you’re looking for a way to take your skills, talents, expertise and existing business, and accelerate that into the inner circle of your industry, creating cut-through, differentiation and a scalable business.

In this show I talk about:

Becoming a Key Person of Influence and stepping into the inner circle of your industry
How to have more income mobility by becoming the type of person that gets closer to the top
Steps someone takes to making an exponential increase in their earning
How making small shifts has helped certain people to find themselves in the top 1% of their industry in under 12 months
Insights into representing yourself as a key person of influence at events
The five questions to uncovering a Key Person of Influence
Outlining the explicit five-step method that builds clarity, credibility, scale, transparency and commercial viability
The Key Person of Influence methodology across all industries
The five things that you need to have in place to demonstrate that you’re a key person of influence
How to turn your service business into something that can be scaled quite rapidly
Why having visibility online is crucial to becoming a Key Person of Influence
Using both social media and traditional media to create a powerful online presence
The results that come from having all five steps of the Key Person of Influence process in place
The Key Person of Influence scorecard

Resources

The Key Person of Influence Scorecard

 

The post Ep 32. InDent – Become a Key Person of Influence appeared first on Key Person of Influence.

Ep.31 How Topher Morrison Worked His Way into Florida’s Billionaire Inner-Circle with the Power of Pitching  

If you’re looking for ways to accelerate your ability to network, improve your game as a public speaker and improve your pitch then you’ll definitely want to check out this conversation with Topher Morrison. Topher is the Managing Director of KPI in the USA and he’s also an expert in mass communication, regularly speaking at Amex, Microsoft and Google.

 

 

 

 

 

His networking skills have seen him go from virtually knowing no-one to being very much in the entrepreneurial inner-circle of Tampa Bay in just two-and-a-half years through intelligent pitching and making the most of connections. He trains top business owners in the art of pitching and increasing credibility, and is the author of three bestselling books. Topher shares with me his story to the top as well as loads of actionable advice for entrepreneurs looking for effective, innovative ways to increase the value of their brand and business.
    
In this episode we get really into:

Topher on how he used his pitch to attract one of the top entrepreneurs in the US
Jumping ‘from lilypad to lilypad’ - using one pitch to open up a multitude of doors
Topher being on a sales conversion of over 60%
Tricks on how he took his speaker fee from $3k to over $10k

As well as…

How Topher earned his first dollar
Topher becoming a professional speaker at just 19 years old before transitioning into the self-help world at 23
The problem with quick-fix solutions versus smart, hard graft
The power of oration as the key to the highest level of success
Topher on how lack of skills in keynote speaking can actually cost a business money
Steps you can take to making yourself a better public speaker
The five different types of pitches that Topher uses and the purpose of each of them
Pitching a unique, different idea and approach to American entrepreneur, Kevin Harrington, and how that ended up becoming a successful partnership
How you, as a small business owner, can add value to multi-billion dollar companies
Why Topher offers services to businesses without any expectations of money and the results that the approach brings
The biggest inhibitors when it comes to pitching
Topher on how he helped the founder of a company raise $2.5 million in three sessions after training him on how to pitch
Spearfishing versus net-fishing - targeting specific clients and leads
Topher’s charity work with Combat Wounded Veteran Challenge

Resources

Topher Morrison website

Stop Chasing Perfection & Settle for Excellence

I Come to You From the Future: Everything You'll Need to Know Before You Know It!

Collaboration Economy: Eliminate the Competition by Creating Partnership Opportunities

Free Videos

Combat Wounded Veteran Challenge

LinkedIn

Twitter

The post Ep.31 How Topher Morrison Worked His Way into Florida’s Billionaire Inner-Circle with the Power of Pitching appeared first on Key Person of Influence.

Ep.30 Cyndi O’Meara, from nutrition consultant to $5m business owner, the connection between real foods and high performance, and pre-selling 17,000 copies of her book.  

Cyndi O’Meara, Founder of Changing Habits, an organisation dedicated to educating and providing the resources needed to live a life full of vitality through consuming real foods is a nutrition guru, author and international speaker with a background in anthropology and chiropractic. Cyndi has developed the way she shares her message from one-to-one consulting to one to many educating and built a $5m business as a result.

 

         
 

But like with anyone that’s making a huge impact, it wasn’t the overnight success it appeared, and only through ferocious learning and research, the courage to speak up about controversial health issues and food realities and a whole lot of hustle did Cyndi get to where she is today.

Now creating a documentary and developing a nutrition education programme, this epic businesswoman shares the secrets behind her savvy product eco-system, the importance of listening and responding to the market and her awesome life-changing philosophies on health, well being and real food.

 
    
 

In this week’s episode we deep dive into:

Transitioning from one-to-one consultations to a one-to-many educator, resource provider and $5m business owner, and the mindset shifts that encouraged that movement
Cyndi’s step-by-step guidance on writing and self-publishing a book
The true hustle of Motherhood and Business Ownership simultaneously and how to keep pushing forward
How Cyndi pre-sold 17,000 copies of her book
Pitching ideas to companies without the internet and using TV opportunities to get your message out
The shocking truths about the effects of the foods we’re traditionally encouraged to put into our bodies
The 200+ auto-immune diseases we’ve developed as a civilisation through the chemicals in traditional foods and medicines
The healing power of real foods its connection with a life full of vitality, vibrance and far less allergies and intolerances
How to stop being seduced by supermarkets and fast-food chains who provide food that isn’t real food (but make it look like real food)
Cyndi’s philosophies and guidance around the connection between real food, wellbeing and high performance, energy and vitality
The importance of creating and building a business from something you love and have passion for
Cyndi’s step by step approach to the building, development and growth of her business over 30 years in the health industry
Uncovering the huge mistake that novice businesses make
The how behind building an online profile and dominating google
How controversy and the courage to face it were the stepping stones for Cyndi breaking out of tradition and going it alone in her own business
Hiring and training a fantastic team who are running the show
How to stop making technology excuses to grow your business
How to maximise your volume equation through delegation
The power of influence, personal development and being the best you can be in order to make an impact
Cyndi’s how to’s on embedding new habits
The importance on testing and measuring what’s working for you - and changing the habits that are not serving your body or mind

Resources
Website
Manifesting Matisse
Changing Habits, Changing Lives
Podcast
Cyndi's 21 step reset
Facebook
Instagram

The post Ep.30 Cyndi O’Meara, from nutrition consultant to $5m business owner, the connection between real foods and high performance, and pre-selling 17,000 copies of her book. appeared first on Key Person of Influence.

Ep.29  Scale, Liquidity and Risk: How to build real value in your enterprise with Callum Laing  

If you’re interested in learning how to create more liquidity and more scale while at the same time reducing risks in your business then you’ll definitely want to check out this conversation with Callum Laing. Not only is Callum CEO of the KPI Programme in Singapore, he’s also the Co-Founder of the marketing group PLC, a €100m+ company with 600 staff and offices in 5 countries. This time last year, PLC didn't exist.

Callum is a specialist in helping seven and eight-figure businesses by employing a process called ‘Agglomeration’. By utilising this approach, Callum is able to help entrepreneurs and business owners unlock cash, increase multiples and even exit their businesses at much higher valuations than they would otherwise be able to. Callum is also a and regular writer and speaker on topics related to business ownership, and creative and strategic partnerships.
    
In this conversation we get into all of that, plus a load more including:

How Callum earned his first dollar
The key drivers that keep the value of small businesses low, and how to address them in order to get your multiples to shoot up
How Callum lost it all and built himself back up using key partnership strategies
The scale paradox
The massive and untapped market of small businesses all over the world
‘Agglomeration’ - mitigating risk for small businesses and increasing liquidity
Why you need to build all aspects of your business model into your pitch
100 deals in 100 days
Proposing deals that people simply can’t say no to
Callum’s experience in gaining momentum and getting out of difficult situations through small wins
How Callum helps businesses to ‘cross the desert’
The ‘Illusion of Limited Resource’ and why it’s the foundation of all Callum’s partnerships
Callum’s systematic approach to content and creating over 350 interviews with business leaders from all over the world
Callum’s book, Progressive Partnerships: The Future of Business

Resources

Callum Laing website

Unity Group

Agglomeration Event with Callum in London

Progressive Partnerships book

Sample of book

LinkedIn

Twitter

Instagram

B1G1

The post Ep.29 Scale, Liquidity and Risk: How to build real value in your enterprise with Callum Laing appeared first on Key Person of Influence.

Ep. 28 How Jason Malouin Found the Real Value His Clients Were Looking for  

Have you ever wondered how you can find out exactly what value your clients are looking for and effectively communicate your unique message to them? My guest in this episode is Jason Malouin, and he’s someone who’s done just that. Jason is a super in-demand photographer and has worked for publication giants including Forbes, Financial Review, GQ, National Geographic and Men’s Fitness.   

 

Besides his illustrious resume, he’s also a leading authority when it comes to building an identity and reaching out to clients. His unique journey has seen him come up with some great insights on getting to the core of what his clients are after, as well as effectively communicating through content creation and speaking at events.

 

 
    
 

 

In this episode we get into all of that and some of this too…

Using environment to build a sense of rapport with clients
Jason on how he pitched himself into a career
The process of deciding which areas to niche into
The ‘future self’ as one of Jason’s points of difference
Jason never choosing the pragmatic approach
Why clients don’t care about the photo… it’s about something far more profound
The roots of what clients really want and how to get there
Jason on building the bridge between market and brand
The problem of the personal brand and why it depends on the audience’s perception of you
Finding his way around the low glass ceiling in Jason’s industry
Becoming a better communicator in order to become a better photographer
Jason’s future challenges and projects including a podcast

 

Resources

Portrait Store

Website

Instagram

Facebook

Twitter

LinkedIn

The post Ep. 28 How Jason Malouin Found the Real Value His Clients Were Looking for appeared first on Key Person of Influence.

Ep. 27 How Disrupting His Industry Saw Ben Walker Become an Award-Winning Entrepreneur  

If you’re looking for ways to save tax, boost profits and stabilise your cash flow then you definitely want to listen to this week’s episode of the Dent Podcast. My guest is Ben Walker and he’s an accountant with a twist. Having founded his business, Inspire CA, at just 23, Ben’s gone on to seriously disrupt the industry and become a global example by throwing out timesheets and charging by the hour, challenging the old school approach to accountancy head on.

 

 

Ben’s radical model hasn’t gone unnoticed. In 2014 he was the winner of the Anthill Online 30under30 Award, was a finalist in the Brisbane Young Entrepreneur of the Year Awards and has been featured in publications such as the Courier Mail, Small Business Big Marketing Podcast with Tim Reid, Brisbane Business News and B Mag.

    
In this episode we really get into:

How Ben’s reverse-engineered business model is an effective approach for those based in both the service and products industries
The magic number that every business must have
Ben’s turning moment when he changed his business structure and claimed back personal time
Parkinson’s law and how it has an effect on managing cash
How you can build a product where recurring revenue equals recurring expenses
Linking tactical client metrics with team performance
Family as the #1 focal point in Ben’s business philosophy and how he uses this niche in understanding clients and delivering the highest service
The five business numbers that everyone needs to know
Ben’s involvement with B1G1
Using Facebook Live to build a brand, reputation and share content
Ben’s campaign that saw him save his clients over one million dollars in tax
Top tips on capturing profit and optimising cash flow
Why Ben recommends you have multiple bank accounts
Weekly team meetings and discussing the measures of success
The numbers that actually matter to your clients
Asking yourself tough questions to make revenues more stable
Ben writing books on business structure and cash flow

Resources

Inspire CA

Ben Walker website

Books

LinkedIn

Twitter

Facebook

B1G1

Richest Man in Babylon Book

The post Ep. 27 How Disrupting His Industry Saw Ben Walker Become an Award-Winning Entrepreneur appeared first on Key Person of Influence.

Ep. 26 Personal Branding, Accounting and Scaling for Exit with Jason Cunningham  

Have you ever wondered how you can build a business that not only has a solid cash flow and real profitability, but also delights its clients, suppliers and staff? My guest in this episode is Jason Cunningham and he’s someone who’s achieved all of those things and more. His journey in accounting has seen him create and grow a $10 million-plus business by constantly innovating his process, reverse-engineering and deconstructing his sales process.

 
         

Along the way, he’s also built a killer personal brand. He’s now a regular on Channel Ten’s The Living Room, SEN’s The Run Home and he often appears on Sky News. On top of that he’s the author of two bestselling books, Where’s My Money? and Have Your Cake and Sell It Too - both of which share heaps of his experience and industry secrets.

 

    
Here are just a few of the things we get into in this episode:

How Jason earned his first dollar
Your business mission statement, and how the best way to act on it is to vet your clients
Why it takes a successful business to know and grow one
Investing decision criteria - how Jason turned $2k into $1.5 million
Jason’s five distinct stages in everyone’s personal wealth creation journey, starting off at the foundation
Philosophies on why people buy from Jason and not his competitors
The importance of stepping away from time-based billing to results driven packages  
Tailoring a financial strategy for every stage of an individual’s journey
The three ways to do business in the professional services field
Ways to build a great business that’s primed for your exit - what this means and why it’s important
Why you need to talk to customers in a way that they can understand and that appeals to them
Jason’s journey of personal profile growth
How a strong personal brand doesn’t just attract clients and partnerships, it also attracts top talent to your business too
Why you don’t have to be an extrovert to build your personal brand
Setting up your business so that it runs perfectly well without you
Why a personal brand is the largest force multiplier in terms of growth, and steps to achieving it

Resources

Website

The Practice website

LinkedIn

Twitter

Books

Where’s My Money?

Have Your Cake and Sell It Too

First Break All the Rules by Marcus Buckingham & Curt Coffman

The post Ep. 26 Personal Branding, Accounting and Scaling for Exit with Jason Cunningham appeared first on Key Person of Influence.

Ep. 25 “It’s not about the boat.” How Darren Finkelstein built a multi-million dollar business through unique brand, remarkable product and two tier partnerships  

If you’re looking for practical ways on how you can make your business not only survive but thrive in a highly competitive industry, then this episode is for you. My guest in this episode is Darren Finkelstein, aka “The Boat Guy”. Darren has built a remarkable multi-million dollar business over the last five years.  His journey has seen him become a bestselling author of three books and an in-demand speaker and personality, working with radio and TV shows including 3AW and Foxtel.

      

Darren is an expert in identifying the ideal client and creating innovative ways of targeting that market. He’s engineered a business philosophy that clients value (and are therefore willing to pay more for). By building a strong personal brand, and using smart methods to promote that brand, Darren has become recognised as an industry authority - a position that he’s leveraged towards business success.

 

    
In this episode we talk about:

Darren partnering with some of the biggest brands in the industry
The frustrations and challenges he experienced before shifting his approach to business
Using a partnership to both fund the first run of his book and promote it
The book adding $120k PROFIT to the business’ bottom line within 12 months
The credibility that comes with writing a book and how to leverage that credibility for your business
How writing his book opened up plenty of doors for Darren including keynote speaking
Darren finding his point of difference in the industry and communicating it through pitch and product
Darren’s four touch points of reconnection and how they are tied into his product ecosystem
How niching his business philosophy helped him to find his ideal customer
The moment Darren begun delegating the areas of his business that didn’t interest him, and how that’s helped him to focus on the more important things
Darren’s personal profile and its intrinsic link to the business
Proving negativity wrong
How achieving a great personal brand will attract top talent to your business

Resources

Darren Finkelstein Website

St Kilda Boat Sales

Honey, Let’s Buy a Boat Book

Honey, Let’s Go Boating Book

LinkedIn

Facebook

The post Ep. 25 “It’s not about the boat.” How Darren Finkelstein built a multi-million dollar business through unique brand, remarkable product and two tier partnerships appeared first on Key Person of Influence.

Ep. 24 From Fitness Trainer to International Speaker and Author with Jean-Pierre de Villiers  

In this episode of the Dent Podcast I talk with Jean-Pierre de Villiers. Jean-Pierre is an absolute force of nature. He’s built his peak performance coaching business from the ground up to the point where it’s now a thriving six-figure company that deals with top celebrities and CEOs from all around the world. He’s also a wildly successful international speaker, is about to publish another book and has been voted one of the 50 most inspiring people in London.

Jean-Pierre’s business philosophy is about far more than fitness. By focusing on the physical, emotional and psychological needs of his clients, his model is extremely effective at bringing people up so that they can consistently perform at their best.

    
This conversation is vital for anyone looking for new, innovative ways of challenging themselves both in business and in their personal lives. Jean-Pierre shares some top advice on how to transform yourself into a high-performing, enriched individual on all fronts.
Here are some areas we really get into:

Jean-Pierre’s journey from time-for-money coaching to only focusing on high-end training
How he became inspired by Anthony Robbins
Health, attitude and getting yourself into the right mindset
The dark days - dealing with suicidal tendencies
Jean-Pierre’s awareness that he needed to shift his paradigm
The moment he realised he wanted to start making a difference in the world
The three pieces of advice that got Jean-Pierre started on his journey
The power of modelling what you want
How he learned to pitch and differentiate himself from others in business
The importance of the question, “Who’s my ideal client?”
How Jean-Pierre began tripling his income by selling packages instead of time
Jean-Pierre’s journey as an author - how his first book changed everything
Top tips for transformation into high-performance
Building an audience with the five Ps
The problem of comparison
The hundreds of thousands Jean-Pierre has raised for charity

Resources

Facebook

Website

LinkedIn

77 Ways to Reshape Your Life Book

Dent Scorecard

The post Ep. 24 From Fitness Trainer to International Speaker and Author with Jean-Pierre de Villiers appeared first on Key Person of Influence.

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