The Dent Podcast

The Dent Podcast


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.


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



Portrait Store






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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


Inspire CA

Ben Walker website






Richest Man in Babylon Book

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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



The Practice website




Where’s My Money?

Have Your Cake and Sell It Too

First Break All the Rules by Marcus Buckingham & Curt Coffman

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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


Darren Finkelstein Website

St Kilda Boat Sales

Honey, Let’s Buy a Boat Book

Honey, Let’s Go Boating Book



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





77 Ways to Reshape Your Life Book

Dent Scorecard

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Ep. 23 Building a franchise empire, killer personal brand and vibrant team culture with Tina Tower  

My guest in this episode of The Dent Podcast is the unstoppable Tina Tower. From reading Tina’s bio, you’d be forgiven for thinking that she was a lot older than 32. She invested in her first property at the age of 18, started her first business aged 20, and by the time she was 30 had built and sold two businesses, had two kids, and set up a national franchise network. In 2014, Tina was named the Telstra Australian Young Businesswoman of the Year and in 2016 was named one of ten Australian entrepreneurs to watch.

One of Tina’s greatest successes has been launching and overseeing the amazing growth of Begin Bright - a company of school readiness and primary tutoring centres that pride themselves on creating happy, smart and confident children. Tina founded Begin Bright in 2008 and when she began franchising the business in 2011 she became Australia’s youngest female franchisor. There are now 30 franchises across Australia.

Tina’s journey is one of learning curves, overcoming adversity and figuring out how to balance family life with business. She’s amassed plenty of wisdom along the way and in this episode really opens up about some of her greatest highs and lows. It’s a great conversation and is incredibly useful for anyone interested in the inner-mechanics of franchising, how to build a strong personal brand and approaching team culture.

In this episode we talk about:

How Tina went about building her brand in the early days of her business
Tina’s method for breaking every day into 15 minute increments to save time and improve efficiency
How Tina devises her five year plans
Why building a personal brand is the cheapest way to build a business
How Tina evolved her business model early on to meet the needs of her clients
Promoting a business by writing articles
How Tina targeted certain markets
Going about curating your company values
How Tina developed her own unique leadership style
Tina’s complex and rigorous screening process for hiring and looking for franchisees
How to scale your business through franchising
Thoughts on team culture in recruiting and performance
How Tina balances her family life and business
Taking her business from zero to $3 million in less than five years
How to handle having a strong media personality
The importance of profile when selling a product or service
The moment Tina realised she wasn’t the best person to take the business forward
Tina’s work with The Hunger Project and Room to Read


Begin Bright website

Tina Tower website



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Ep 22. Building a virtual clinic that makes babies, (and money) with author, entrepreneur and leading fertility expert, Gabriela Rosa  

Over the last two decades Gabriella and her team have helped thousands of couples to bring healthy babies into the world, when all other treatments have failed. Thanks to her carefully devised approach, Gabriela’s track record is second to none, and research shows that she and her team deliver a 78% success rate. Her amazing journey has seen her create the world’s first fully virtual practice, as well as author three really insightful books on fertility and parenthood.
Gabriela’s career has been through some real ups and downs, and seen some seismic shifts as she’s evolved and adapted in order to become a success in her field and take care of her growing family in the process. She transitioned her business from a bricks and mortar business centre to an innovative virtual business model, and along the way has continually increased the services and treatments offered by her practice, as well as doing the hard graft in sales and marketing.
This is a great conversation for anyone in the stages of turning their passion into a viable and successful business. Gabriela’s story is sure to inspire you to find the courage and tenacity to overcome emotional and financial doubts. Enjoy.

Here are a few things we get really into:

How Gabriela got her first client by letterboxing business cards
Gabriela’s 14 day fertility challenge
How she used a newsletter to boost her number of clients
Why she thinks Facebook ads are so great
Gabriela’s thoughts on giving services away for free
Steps on how to change a business model
Cutting down on staff costs
Why you need to gather as much information on prospective clients as possible
How Gabriela takes her clients all the way from beginning to baby
Figuring out what sales actually means in business
The problem of personal brand and how to overcome it
How you can turn your real passion into a powerful marketing tool
Gabriela’s secret to success and communicating with clients
Why it’s important to demonstrate commitment to your customers
Pushing through your limitations in order to succeed


Natural Fertility Breakthrough Website

14 Day Fertility Challenge

The Awful Truth About Cleaning Products And Fertility Revealed Book

Protecting Your Fertility Book

Eat Your Way to Parenthood Book



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Ep 21. Leveraging Audio and Podcasting to Grow a Business with Ronsley Vaz  

My guest in this week’s episode is leading podcast expert and audio guru, Ronsley Vaz. His podcast, Bond Appetit, is Australia’s #1 food podcast on iTunes and receives between eight and twelve thousand listeners a day. Ronsley has recently founded his own content marketing agency, Amplify, which has gone from zero to $600k in just six months, and is about to release his debut book, Amplify.


Ronsley’s journey has seen him specialise in a variety of different industries. Before killing it as an entrepreneur, he worked as a DJ, software engineer, restaurateur and chef. His newest venture is all about converting audio into a content-marketing echo chamber. He and his team help clients create content and turn it into genuine assets that allow their businesses to grow.

This concept is a vital tool for businesses these days. This episode is going to be really useful for anyone interested in how they can use content to expand their business and achieve real ROI as a result.

In this episode we really into:

Ronsley’s journey as a restaurateur
How he got into podcasting in the first place
The best way to deal with potential clients
The process of turning conversation into content
How content can produce leads in business
Ronsley’s seven step framework
Expert tips on how to launch a podcast
The importance of consistency in podcasting
How to build a following for your podcast
Ronsley’s continued passion for food
Attention, engagement and sales
Measuring your success by your clients’ success
The value of content for your clients
Advice on how to monetise a podcast
The We Are Podcast conference - the success of 2015 and the amazing speakers attending the 2016 event



The Bond Appetit Podcast

Should I Start a Podcast

We Are Podcast conference




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Ep 20. InDent – How to Shift from Functional to Vital  

Welcome to the second instalment of the InDent podcast. In this episode I continue to talk about the big picture thinking that drives Dent Global and our clients’ businesses, as well as tactical and practical info to help entrepreneurs at all stages of their journeys. This time round, I’m talking about the importance of vitality in business, and how you can harness that power.
The difference between functionality and vitality is more important now than ever. It’s the difference between being a replaceable cog and someone who’s impossible to be overlooked, the difference between being someone who enjoys being pushed and evolving with trends, and someone who fears change. It’s your choice whether you want to be vital or functional.

There are some really great exercises in this episode on how to move from functional to vital, as well as some deep questions to ask yourself about the difference you’re making on the planet and how much joy you get from the work you do. Enjoy.

In this show I talk about:

Why vitality is so much more valuable than functionality
How functionality is interchangeable, and why vitality is irreplaceable
Redefining the game
Why vital people enjoy their work more than functional people
Why it’s important to evolve with the trends and enjoy being pushed
The career is dead… and your adventure is just beginning
Your most valuable asset right now
Why machines are a long way away from competing with raw human vitality
Positioning yourself as a key person of influence
Regularly coming up with new models and plans as an entrepreneur
Making sure your business isn’t overtaken and left in the dust
Philanthropic businesses that are making a real dent in the universe
The next episode on how digital is changing everything


Dent podcast with Daniel Flynn of Thankyou Water

Dent podcast with Cathy Burke of The Hunger Project

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Ep 19. Clarity in Communication and Business Philosophy with Brad Beer  

My guest in this week’s episode of The Dent Podcast is Brad Beer - a real leader and trailblazer in the physiotherapy industry. Throughout his career Brad has delivered more than 25,000 physiotherapy consultations, and has attracted an A-list clientele, working with Olympic medalists, world title winning triathletes, an explorer who’s trekked 3,000km across Antarctica, and even Pink Floyd’s Roger Waters. In 2015 he released his first book, You Can Run Pain Free, which quickly became an Amazon bestseller, and he’s killing it in the podcast world with The Physical Performance Show.

Brad’s been competing in sport since the age of nine, in tennis, martial arts, triathlon and distance running. He’s also been involved in physiotherapy from a pretty young age too, having founded My Back Physio in 2006, starting a franchise for Back in Motion in 2009, before setting up POGO physio in 2014. This company’s allowed Brad to flex his entrepreneurial muscle too, and his unique approach and delivery of content across a variety of mediums have seen the company become a seven-figure business as well as disrupt the industry in a really positive way.
Brad’s experience as a serious triathlete means that he’s able to apply his first-hand knowledge of competitive sport to his career in physiotherapy. He and his team at POGO Physio specialise in helping people to perform at their physical best, using innovative strategies such as his “finish line percentage” to make sure clients leave pain-free and at the top of their game. There are plenty of gems in this show and it’s sure to be really useful for anyone in the lifestyle business or building a business and brand around personality.
In this episode we get really into:

• The first dollar Brad ever earned - selling mangoes door to door!
• How niching has helped Brad become an established authority in a variety of different areas
• How he needed the creative freedom to do his own thing
• Creating an innovative business model in a traditional industry like physiotherapy
• Why Brad started creating content across loads of different mediums
• How he leveraged that content toward his business and recently achieved his first viral video
• Why Brad gives information away for free
• How he attracted A-list clients to his business
• The importance of working to your strengths in business
• Aligning fees with values
• Brad’s measure of success in business
• The three core values used by Brad and his team
• Why you need to communicate clearly with clients
• How Brad views delegation in business
• The first retreat he went on with his team


Brad Beer Website

POGO Physio

You Can Run Pain Free Book







Recommendations - Books

StandOut by Marcus Buckingham

Boundaries for Leaders by Henry Cloud

The 21 Irrefutable Laws of Leadership by John Maxwell

Ordering Your Private World by Gordon MacDonald

The Five Dysfunctions of a Team by Patrick Lencioni

Recommendations - Podcasts

Small Business Big Marketing


Your Move


The post Ep 19. Clarity in Communication and Business Philosophy with Brad Beer appeared first on Key Person of Influence.

Ep 18. The Inaugural InDent – Becoming a Key Person of Influence  

Welcome to the inaugural episode of the InDent podcast ladies and gents. In this series of shorter episodes I’m going to be looking at some of the ideas, principles and philosophies that are behind Dent Global and our clients’ businesses. My aim is to provide you and your business with real tactical and strategic advice, as well as some of the more overriding ideas about entrepreneurship and how to be successful in business in the 21st century.
In this first episode, I have a look at the book Key Person of Influence written by our very own Daniel Priestley. Dan’s book became a bestseller just three weeks after its release in 2010, and has become an integral part of not only our business but also the thousands of businesses that have been through our 40 Week Growth Accelerator.


In this episode I talk about:

• The changing global climate and what this means for businesses and individuals
• Adjusting as an entrepreneur to the demands of the 21st century
• Becoming fulfilled in your work
• Positioning yourself as a KPI in your field within the next few years
• Getting paid for doing what you love
• Utilising your strengths, skills and those things that come naturally to you in order to get ahead
• Looking at ourselves from an objective point of view to find our unique qualities
• Building a reputation for yourself in your niche
• The importance of embracing new concepts and discarding the old ideas that you need to let go of






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Ep 17. Collaboration and Client Growth with Brad Krauskopf  

Brad’s a real legend in the entrepreneurial world and his story is such an awesome inspiration for people from all walks of life. Starting from scratch, he founded Hub Australia in 2011 – a co-working business dedicated to providing community working spaces to small and large organisations across a huge number of different sectors. Now, Hub is Australia’s largest co-working space with over 800 members. Brad’s also founded CoAtiv8 and Platform3, under the umbrella company, Third Spaces Group. His businesses bring in a seven-figure revenue and in 2013 he was named Australia’s Small Business Ambassador.
Brad’s mission is simple: to create spaces that drive innovation by allowing for collaboration between different businesses. Third Spaces Group goes much beyond just providing working spaces; they also offer marketing and technology services as well as opportunities for businesses in learning and creating.

Brad and his team are making a serious dent but they go way beyond simply making profit. Third Spaces Group is also committed to making a positive environmental and social impact, and is helping to redefine success in business in a big way!

In this episode we get really into these areas:
• What you can do when you find out you’ve got a product that’s not profitable
• How diversity can help to innovate your business
• Creating a valuable product and commercialising it
• The boom of the freelance economy
• Loads of different ways of keeping revenue ticking over
As well as…
• Being a leader in your industry
• Using trial & error as an entrepreneur
• Creating a company rhythm and why it’s important
• How to manage a team of employees spread out over the world
• Top tips on leveraging your personal brand
• Ways in which you can maximise profit from a growing team
• The art of delegation
• Using events to activate word of mouth marketing
• How Brad’s successful at retaining clients
• How his mission and values have evolved over time
• Resourcefulness in small business
• The importance of figuring out your business model
• How to love what you do and find value in it










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Ep 16. Unpacking Marketing and Converting Prospects into Customers with Justine Coombe  

In this episode of the Dent Podcast I talk with Justine Coombe. Justine is an uber-geek when it comes to digital marketing - she’s an expert at devising and implementing strategic campaigns for all types of businesses. In 2011, Justine founded her very own specialised marketing agency, Ignite Digital, which has gone on to become the #1 Leading Australian partner of the Salesforce Marketing Cloud. Her amazing energy and determination has seen her work with over 200 brands (including Citibank, Staples and Pernod Ricard), and earn in excess of $160 million dollars of revenue for her clients in less than 5 years.

When Justine’s not killing it in the industry, she’s passing on her years of experience in marketing and sharing top tips at various conferences in Australia and internationally. She’s also recently finished writing her debut book, Conversion: How to Convert Prospects into Customers Using Targeted, Personalised Marketing Automation. In it, Justine provides entrepreneurs and business owners with a step by step framework for automated marketing programs.



As you’ve probably figured out, Justine really knows her stuff and this episode is packed with tons of actionable techniques that have been tried and tested with large and small businesses. She's so great we're also hosting a series of keynote talks for the wider business community on how to apply these techniques and get oversubscribed - details are here.


Here are a few things we talk about:

How Justine helps organisations to generate hundreds of thousands of new leads every month
How automated marketing programs can be leveraged to produce incredible results
The importance of packaging a product well
Why you and your business need to provide a good service and delivery
Breaking apart the complex word marketing into five simple areas
Justine’s love for what she does and why that means she continually rejects multimillion dollar acquisition offers
The importance of keeping clients in the loop when it comes to areas of her business that are specific and relevant to them
Converting from charging by the hour to fixed rates
Justine’s onboarding program: how’s she greets new members of her team and why it’s important to develop a connection with employees
The consistent problems faced by small businesses and how to overcome them
Justine’s unique approach to marketing technology and the importance of focusing on the aspects that interest you
Creating a genuine and personalised contact with clients by email, SMS and through other channels
Justine’s awesome take on mapping customer journeys
How to analyse customer behaviour in order to predict a market’s next purchase
Creating the perfect strategy for customer retention
Implementing strategies: what to do and not to do
How Justine came up with a strategy to reactivate 30% of dropping clients
Advice Justine would give to her younger self if she could go back in time
Justine’s grand plans for the future: more books, online masterclasses and live workshops











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Ep 15. Predicting Trends and Building Solutions with Simon Williams  

My guest in this episode is Simon Williams, better known as “The App Man”. Simon is one of the leading legends in the App world. He started his company, AppManSecrets, from the ground up and has overseen its rise to now generating a six-figure revenue. AppManSecrets is one of the most prolific App development and consultancy companies in the world, and has worked with clients across 30 different industries and four continents.

Simon may be a master of Apps, but amazingly he’s not a techie. Instead, he’s a genius when it comes to observing trends, creating ideas and leveraging all of that to achieve unbelievable success. He’s passionate about helping businesses to utilise Apps to master their industries, and goes about sharing his incredible knowledge and insights in his role as an International Speaker, and in his bestselling book, Rich App Poor App.


It was awesome to talk with Simon because not only is his company wildly successful, (raking in a six-figure income) he’s also a total rockstar when it comes to analysing the marketplace and leveraging content – two things that are incredibly important no matter what your business is.


Here are just some of the practical and tactical topics we talk about:

How to go about predicting trends in the market
Pushing your thinking in terms of products and services that you can deliver
The client sell and client nurture process
How to nail major partnerships
Converting prospective clients into full-time customers
The art of analysing the industry
Combining industries in order to fully maximise on profits
The Ideal Final Solution – how to achieve the impossible
Making sure you’re aiming your product or service at the exact right market
The context of your client, and why it’s key when growing your brand
How to maximise feedback from clients
Understanding insights in order to build solutions
Developing intellectual property and then commercialising it
Top tips on creating the perfect idea for your business
How to plan for the future
Why content creation is so important for your business
How to effectively innovate in your industry


Appman Website

Rich App Poor App




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Ep 14. How to Pitch Big and Win Top Clients with Ian Elliot  

Ian really is one of the leading voices in the world when it comes to branding, new business acquisition, pitching and influence. Using the power of pitching, Ian worked his way up from the mailboy at George Patterson, Australia’s biggest advertising agency, to becoming the CEO and Chairman. During his illustrious career he was awarded the Gold Lion at the prestigious Cannes Advertising Festival and saw George Patterson named advertising agency of the century! Since retiring, Ian is still an active business leader and sits on the board of numerous ASX 200 businesses. And if all that wasn’t enough, he’s also co-written a best-selling book, Stop Bitching, Start Pitching.

By leveraging his own personable skills and affability, and dedicating himself to self-improvement, Ian rose to the top and throughout his career what he’s touched has turned to gold. By understanding how to effectively communicate with clients, and best utilise influence, Ian has always found new ways to achieve.
His story is such an inspiring one, and I’m so glad to have had the chance to chat with him and let him share his incredible wisdom. There’s so much content and so many valuable lessons in this episode that are guaranteed to motivate and generate ideas when it comes to best approaching your relationship with clients.

Here are some highlights from this episode:

Why it’s important to take the trouble to fully understand a client’s business
Ian’s top insights into how pitching works
Understanding the emotional and corporate imperatives in the context of power negotiation
Understanding the client on at least three levels
The business value in being affable

And also…

The differences between presentation and pitching
How to use fear as a motivator
How to pitch big accounts
Ian’s role as a mentor for KPI
How Ian hustled his way into the advertising industry
Why the best idea rarely wins
The inner-mechanisms of satisfying client needs
The importance of affability in business
How Ian uses tenacity to get the top accounts
Direct pitching and not dancing around the issue
The trust equation and how Ian uses it in business
Ian’s thoughts on the importance of doing a five year plan



How to Win Friends and Influence People

Seven Habits of Highly Effective People

Sustainable Competitive Advantage

Gary Hamel

The six emotional needs


Stop Bitching, Start Pitching

Ian Elliot website

Hire Ian as a speaker

The post Ep 14. How to Pitch Big and Win Top Clients with Ian Elliot appeared first on Key Person of Influence.

Ep 13. Finding Your Niche and Leveraging Content with Leanne Spencer  

Leanne is a British fitness entrepreneur, bestselling author and founder of the incredible Bodyshot Performance – a personal training company that empowers clients to get fit and take control of their health. Not only that, but Bodyshot Performance has a unique twist: by using DNA testing and wearable tech they create amazingly bespoke programmes around diet and exercise. It’s a company that people are raving about, and for that it’s becoming very successful in a very short space of time. Leanne’s book, Rise and Shine, is another weapon to her already impressive arsenal; the book’s an Amazon bestseller that helps people deal with burnout and get back to their best!



Amazingly, Leanne hasn’t always worked in the fitness industry. In fact, she earned her stripes working for 17 years in high and executive sales for huge corporates. But one day she realised that enough was enough. Suffering from extreme burnout, Leanne decided to make a total change and start doing something that she loves.
In this episode, not only do we talk about Leanne’s inspirational journey from burnout to success, she also shares some great tips on the latest trends in fitness tech and talks me through the innovative DNA testing programme, which I found really fascinating and I’m certain you will too!

In this episode we really get into:

Top tips on hiring staff for the first time
The importance of creating meaningful, quality content that relates to your audience
Allowing yourself to position yourself in your niche
Why Leanne thinks the 7/11/4 system is super useful
Leanne on understanding your core client

We also talk about…

Leanne’s intense stress of working in finance
The best diet and exercise based on DNA testing
The Oura ring – what it can do for you and why Leanne swears by it
The importance of finding your niche
Leveraging content to improve your business
The importance of constantly communicating with your clientele in a non-invasive way
Leanne’s bespoke training programmes
How she changed her business set-up to reflect value for money
How she turned her content into advertising
The importance of being a brand ambassador
How to align yourself with your brand
Tips for setting yourself apart
Why Leanne values her team so much
The importance of building strong relationships with clients
How to gain traction in the market


Rise and Shine book

Bodyshot Performance

Oura ring





The post Ep 13. Finding Your Niche and Leveraging Content with Leanne Spencer appeared first on Key Person of Influence.

Ep 12. Scaling a Business and Working a Four-Day Week with Martin Norbury  

Martin – AKA “The scalability coach” – is a British visionary and a complete guru when it comes to helping businesses earn huge bucks, whether they’re start-ups or corporate giants. He went from being a small time entrepreneur, to SME business owner, to senior executive in just ten years. He became the CEO of an organisation that was losing a quarter of a £million a year and built it up to a £160 million a year money-maker. And if you’re not impressed yet, he’s also the author of the #1 Amazon Bestselling book, I Don’t Work Fridays.


By utilising his very own, unique SCALE model, Martin helps business owners who are stuck to effectively sack themselves through transforming their businesses and making them more fun and valuable. As Martin says, it’s all about empowering the business owner to make their own choices about what they’re doing and where they want to be going.

His book is absolutely killing it in terms of sales and reviews, and his genius methods of leveraging that type of content has seen his profits increase exponentially. In this episode he shares with me his journey – the ups as well as the downs – and some unbelievably useful advice for entrepreneurs and business owners on how to not just increase the value of your business, but also on how to make your own working life more fun and enjoyable.

Here’s what we get really deep into:

The SCALE model and how you can leverage it for your own business
How Martin found a way to stop working Fridays and how you can do it too
The three massive roles in every business
How to create the perfect environment in your business that gets people performing
Using marginal gains to significantly improve your profits

And also…

Leveraging contents to improve visibility and ultimately profit
Martin’s role as a Key Person of Influence
Tech and resources that help Martin and his businesses
Martin’s past as world-beating ballroom dancer!
How dancing inspires him in the business world
The rating of success, according to Martin
Mastering the basics of business first
The importance of defining your business in order to make it to the top
The path that all businesses follow and how to avoid the typical pitfalls
How to achieve a growth in business that matters
How to grow your business per cent by per cent
The secret of Martin’s quality, elegant content





Exit Questionnaire

KPI profile


Recommended software





The post Ep 12. Scaling a Business and Working a Four-Day Week with Martin Norbury appeared first on Key Person of Influence.

Ep 11. Combining Vision and Implementation with Paul Higgins  

Paul is an absolute mastermind of efficiency in business and timesaving techniques. Having spent 18 years working at Coca-Cola where he rose to General Manager, Paul had to take a step back and change his lifestyle due to the impact of an inherited kidney disease. He set out on a new business venture, removing himself as the “bottleneck” and surrounding himself with an incredible, high-performing team at Bollo Empire. Thanks to Paul’s genius and tenacity, he’s been a riot success and now helps others to maximise their resources by bringing together people and tech. And while Paul works with entrepreneurial businesses, he also deals with some serious players including NASA, Apple and BMW.    
Outsourcing, organising and optimising team performance is critical to success in business, but often overlooked by the founder. Paul’s system and the techniques that he employs allow entrepreneurs to focus on core business and profit drivers, and less on admin.

He totally blew my mind with his tips on the inner-machinations of team optimisation, and was kind enough to share some awesome new tech systems that I’d never heard of. I’ve included all those as links below, but seriously listen to the show because it’s an absolute crash course in increasing revenue and saving time, whether you’re running an established business or just starting out.

In this episode we really get into:

How to find highly talented and affordable people anywhere in the world
How Paul uses collaboration software and tools to organise and optimise team performance
The importance of balancing value and quality when building your team
Why Paul chooses Podio as his go-to organisational platform
The importance of time optimisation, particularly in terms of profit

And if that wasn’t enough…

Paul’s journey to the top, working at Coca-Cola for 18 years
His experience running teams at billion dollar business levels
His work with entrepreneurs
How Paul goes about helping businesses style themselves globally
The importance of the global business network
Paul’s research into web-based, collaboration platforms
Paul’s work with the Polycystic Kidney Disease (PKD) charity
Which apps Paul uses to improve his efficiency and why
How and why Paul trains his clients in inbox management
Easy ways to triple your revenue through organisational strategy
Which is the best internal team chat software
The importance of having an assistant as a business owner and entrepreneur


Bollo Empire



PKD Australia


Active Campaign



Say it mail it








Way of life

The post Ep 11. Combining Vision and Implementation with Paul Higgins appeared first on Key Person of Influence.

Ep 10. Anneka Manning on starting from scratch and finding your unique proposition  

Anneka’s an incredibly inspiring Australian foodie right at the top of her game. Having worked for 25 years for leading food publications and building a significant television and radio profile as an expert, she’s since gone on to create the BakeClub – a wildly successful baking school based in Sydney. If that wasn’t enough she’s also written two highly acclaimed books – Mastering the Art of Baking and BakeClass – where she puts her passion and expertise onto paper.

Anneka’s ultimate goal is to bring about a baking revolution! She fervently believes that baking can bring people together and her mission is to inspire home cooks with simple and delicious recipes. And you have to say she’s making some serious progress! Having started from scratch three years ago, the BakeClub and Anneka’s personal brand are off the charts, and they’re only getting bigger!
Anneka’s someone who’s constantly pushing forward and throwing herself out of her comfort zone, and there’s no doubt in my mind that she’s going to continue shifting our attitudes towards food, helping to enrich our lives and connect with the people we love!     

In this episode we get really deep with:

Anneka’s top tips of refining and crafting a pitch
Anneka’s story of building partnerships that helped the BakeClub to hit the ground running
How she created resources without money using clever and creative strategies
Getting past the “fear of the startup”!  
Anneka’s publishing strategy and why it works for her and her business

As well as…

Anneka’s first dollar and her rural childhood
Her immense experience in food publishing
The last three years as a metamorphosis for Anneka
Her long and passionate relationship with food
Baking and the five senses
How she found her niche and marketed from there
How she rose to the top and developed her TV and radio profile
How the BakeClub inspires confidence by providing skills and knowledge
The BakeClub’s six month programme that’s become a huge success
How Anneka leveraged her books to create partnerships
Anneka’s role as a brand ambassador and why it’s so important
Making the most of opportunities when they come your way
How she surrounds herself with inspiring people and why that’s so important
Learning to overcome problems as they come
Anneka finding the time and resources to do what she does best



The BakeClub

Anneka’s personal website



Anneka’s book, Mastering the Art of Baking

Anneka’s book, BakeClass



The post Ep 10. Anneka Manning on starting from scratch and finding your unique proposition appeared first on Key Person of Influence.

Ep 9. Zig while they Zag – A lawyer’s approach to doing things differently with Clarissa Rayward  

Clarissa established the Brisbane Family Law Centre (BFLC) in 2008, a wildly successful business that now boasts a 7-figure income. She was a finalist of the Young Entrepreneur of the Year Awards in Brisbane in 2012, 2013 and 2014. She’s also been named among the leading Family Lawyers in Queensland by the Doyle’s Guide to the Australian Legal Profession. I’m not surprised she’s had so much success. Her influence is now reaching far and wide; besides writing a popular book, Splitsville, she’s also a regular contributor to several publications including Happy Parenting Magazine and I Am Woman.

You can get her book here

I love chatting with Clarissa.  She’s a gun lawyer with a mission to change the industry - and she’s walking her talk.  In this episode we deconstruct her transition from time based billing to fixed fee (and all the glitches and benefits along the way).  We get into how she finds and hires top talent, the tactics of how she builds culture and her personal brand.

Clarissa’s goal is to change the way that families experience divorce and separation by changing the way family lawyers practice family law. In her own words, “people going through divorce need much more than legal advice.” Clarissa is constantly shaking up the old paradigms of her industry by focusing on approaches that are more immediately concerned with client care than squeezing money out of customers..
And I’ve got to say that the results have been fantastic. BFLC’s feedback is extraordinary; by moving away from time-based billing models to fixed-fee structures, they’ve created a system that offers clients the best possible, cost-effective solution, while also growing a thriving business.

With the help of her blog, “The Happy Family Lawyer”, Clarissa is sharing her knowledge on separation and divorce with the world in order to help families through the most difficult of times. In this episode I explore Clarissa’s motivations and drives, passions, and how she’s trying to make the law industry a better working model for everyone.

This week we talk about: 

How she transition from time based billing to fixed fee despite a resistant industry.
Clarissa’s inspirational and super popular blog, “Happy Family Lawyer”
Her roles outside of the law industry, like being an author and a speaker
Her story of how she built a really strong personal brand in the industry
Clarissa’s views on delegation
The importance of attracting top talent
The human element of the personal brand
How Clarissa made her very first dollar!
Clarissa’s passion as a dancer
Her keen aesthetic eye and how she applied it to her practice
How she combines her creativity and passions into her work
How Clarissa and her team use 12 week challenges
The mistakes Clarissa made in building her business
The importance of focusing of leveraging technology and efficiency
The things that are driving unhappiness in the law profession
The problem of passion in her industry
Giving staff the work that they love
Wrestling with the classic Catch 22 of the personal brand
Clarissa’s unbelievably unique approach to hiring
The importance of values and why they matter to Clarissa
Clarissa’s career as an author
Her transition in stepping away from the business
Why she invests so heavily in training    
The influence that comes from people around her


Brisbane Family Law Centre

The Happy Family Lawyer

Connect with Clarissa Rayward:

On Facebook

On Twitter

On LinkedIn


The post Ep 9. Zig while they Zag – A lawyer’s approach to doing things differently with Clarissa Rayward appeared first on

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