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In this episode I talk with Diane Gardner from TaxCoach4You.com. That's right taxes. A subject very few people are eager to discuss. But Diane loves it because she takes a slightly different approach.
Diane is a Certified Tax Coach and a large portion of her business is coaching entrepreneurs to help them pay the least amount of tax that's legally required. Sounds nice. She's saved her clients over a million dollars in taxes over the past few years. She knows her stuff.
Of course, we start the interview with her big mistake and the struggle she faced. You can listen to find out what it was.
Here’s what else Diane and I discuss:
Diane answers the question, "What exactly is a tax coach and proactive tax planning?" How she's saved her clients over $1 million with tax planning, nut just filing the taxes but actively planning. Why she bought her business' building in 2007, at the top of the real estate market. How she lost half her clients, because they went out of business, from 2007 to 2010. How she struggled to grow her business (because she didn't understand marketing) and the catalyst that turned everything around. What took her down the path to become a tax coach, and add it to her 'traditional' accounting business. Why she loves helping entrepreneurs and businesses. How she financed her marketing with 'loans' from her credit cards and the anxiety that caused. What happened when she realized they didn't teach you how to run a business when she learned to do accounting. What she does to help successful business owners save thousands of dollars in taxes each year. Why most people don't think there is any way to plan ahead and actually lower their taxes. How her employees attempted to revolt because of her business changes. What she did to keep her business going the way she wanted and deal with the dissenting employees. How the employees almost tore apart her business. Why she feels like she turned the Titanic mourned and kept it afloat. The fears she faces with her employee issues.Enjoy the show:
How A Tax Coach's Business Succeeded Despite The Odds
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Jennifer Briney is host of the super fascinating Congressional Dish podcast. On it she breaks down congressional bills and gives you the dirty laundry hidden deep inside. It's not pretty.
Before she found her success, she was floating through unsuccessful sales positions and jobs with zero responsibility. And that's the story she tells us in this episode.
I couldn't help myself so Jennifer and I also discuss the presidential election, politics, and misleading news outlets. It's an educational and entertaining conversation.
Here’s what Jennifer and I discuss:
How she took a job as a salesperson just so she could get health insurance after college. She became a successful leasing agent for her apartment complex. How everything went downhill when she was promoted. Why she knew she could sell what she believed in. How she transitioned into another sales position and failed. What she thought about the product she was trying to sell. It's an odd one. How she want 9 months without selling one of these products. What she would've done differently, if she had to do it all over again. How she thought she was a gifted salesperson until she went through this experience. The critical lessons she learned from this selling disaster. Why she called many of her "no responsibility" jobs "just for cashies." How she started her political podcast, The Congressional Dish. What motivates her to keep reading these congressional bills, and why she feels compelled to keep at it. What she distrusts about our mainstream media outlets. What drives media coverage today, and how it changes the way we believe what's going on (and this isn't conspiracy theory or right or left-wing arguments). How congress stuffs bills with horrible laws that can't be taken out, and why you never hear about it. Wh she wishes traditional journalists would pick up and steal her stories. What influences the TV news channels coverage choices and how it effects you. How native advertising is ruining journalism. Why she turns down ads on her podcast. How she struggles when stating her opinions on the show. But she always disclosures her opinion if she shares. Why this election helped shed a light on the corruption in both major parties. How the Republicans and Democrats control the elections and won't let outside candidates on stage for debates. How our power as citizens is in congress, not the president. And why you need to vote for house and senate candidates.Enjoy the show:
Everybody Wants To Rule The World
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Kevin Donlin has been involved with copywriting and marketing since the early 1990s. His experience is vast. Yet that didn't keep him from his mistakes along the way.
Kevin shares some of these errors in this episode. Fortunately, each mistake was a stair step to elevating his business.
Here’s what Kevin and I discuss:
How Kevin started as a resume writer. How small classified ads attracted his first clients. Why looking at other people in your industry will screw you up when you make decisions on what to charge and how to run your business. Why people who pay more are better clients. How Kevin's hobby helping business owners turned into his copywriting and consulting business. How the 'sure thing' will always trip you up. Kevin's story about the importance of testing small before making a large commitment. Why a recurring revenue model changed his business. Why he said he has to get smarter each month to keep his coaching clients. What Kevin means when he said, "Routine is a sign of success." The neuroscience study that keeps him sending a physical package to his clients instead of an online coaching business. Why it's important to get hands on in your business every now and then. How he still struggles with accountability as an entrepreneur. How he took direct response marketing principles and applied them to resume writing. Why giving refunds will get you more sales, and more cash to keep in the long run.Enjoy the show:
Routine Is A Sign Of Success
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Jim Palmer, author of Decide, had a couple of successful businesses already running when he decided to partner with a friend for another. This idea, while great at the time, turned out to be an expensive learning experience for them.
Fortunately, the partners had worked out the details beforehand. They planned for what would happen if everything worked well, or if it failed. And it failed.
Are they still friends today? You’ll have to listen to find out.
Here’s what Jim and I discuss:
How Jim and his friend came up with the idea for their business. The smart things they did before taking the first step. How they spent a year building the necessary systems to give their distribution partners a turnkey system. How these turnkey systems can fail, when not implemented properly. What happens when two friends, with a lot of business experience, realize they’ve lost over $30,000 and months of their time on a losing business idea. The one defining key that makes every business work. Why Jim doesn’t regret the loss. How they choose their distribution partners, and how those partners still failed. How people in business assume that the business will take care of itself, and what really needs to be done. The most important piece to any partnership. What caused Jim and his partner to ‘mentally check out’ long before they closed the business’ doors. Why you need to ‘cut the rope,’ and what it means to your success. The key to failing fast. How you can use a newsletter as a ‘silent salesman’ to deliver consistent and reliable sales. What Jim has found to be a critical factor among those who are the most successful in any field. How you can improve your ability to make decisions. Why wrong decisions aren’t bad, or detrimental to your success. How he structures his week, so he can work from anywhere in the world.Enjoy the show:
How Do You Decide To Close Your Business?
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Kwame Christian discovered his passion for negotiation by accident. During law school he took a class on negotiation that sparked a fire inside of him.
He’s a practicing business attorney and recently launched the American Negotiation Institute to help you get better deals and advance your career.
I loved talking with Kwame about negotiation. This wasn’t a typical failure story because I went off track with my questions. Instead of a story you get some wonderful negotiation tips.
Here’s what Kwame and I discuss:
How Kwame realized he could make a business out of what actually interests him. How he built his client base doing free negotiation seminars. The 3 ways you can use negotiations. And it’s more than simply getting a better deal. How Kwame’s happiness played into his decision to launch this business, and begin transitioning his legal practice. The most difficult negotiations you’ll face. Demystifying the planning process for any negotiation. Kwame’s struggle to balance two startup businesses. How he struggles with patience while building his audience. How Kwame found successful connections through LinkedIn. The difference between conflict and combat, and why that’s important to your sales and negotiations. How long should you prepare before you negotiate with someone? Why negotiations are won, and lost, in the preparation. Why you shouldn’t look at negotiation as a single event and more like a long-term process. The biggest challenge you face when negotiating. Kwame’s 70–30 rule for negotiating. Why he said he has a problem with selling. How he thinks being a lawyer has hampered his ability to market himself. How grit has played into his success. If you’re in a business partnership, why you need to understand the communication challenges facing you. And how they’re more complicated than a marriage.Enjoy the show:
Your Most Important Negotiations Will Be With The People Closest To You
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Jessica Rhodes runs Interview Connections, a company that helps match podcasts with guest experts. Her business is booming. And she’s running it with a team of virtual employees.
Everything was running smooth. And then Jessica had to take time off for the birth of her second child.
Jessica kept giving her assistant more control in the business. When Jessica came back and began reclaiming control, things turned bad. And it didn’t end well between them.
Here’s what Jessica and I discuss:
The big challenge we face with employee/boss relationships. What happens when you give someone too much control while you’re away, and what happens when you try to get it back. Why financial incentives don’t alway work to motivate someone. How tension grew between Jessica and her employee, and conversations that used to flow smoothly were now strained. How the feeling of distrust grew and ruined their relationship. What Jessica could’ve done that might have changed the outcome. How she fell into the trap of giving up control. The key Jessica discovered to make sure this doesn’t happen again. Why Jessica isn’t ready to let go of the control of her business and be an ’absentee CEO." Our discussion about the “business as a baby” metaphor. Why it’s good and bad. What she’s doing now to make sure her business grows and supports her lifestyle. The one thing you need to know about virtual assistants before hiring one.Enjoy the show:
Employee Relationships And The Challenges They Cause
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Steve Rodgers is the founder of The Alchemy Advisors and author of Lead to Gold: Transition to transformation.
Not long ago, Steve was flying high as the CEO of Berkshire Hathaway’s southern California real estate company. He was leading over 5000 sales people at 110 different offices. It was his dream job.
However, he took control when the real estate market was at its worst. And he had to start cutting everything back. He had to layoff friends. He had to close offices.
And then he was laid off.
Steve took this blow hard. It knocked the wind out of him. Yet he was able to bounce back and start The Alchemy Advisors and pursue his calling.
This rollercoaster ride is where Steve and I start our discussion in today’s show.
What you’ll enjoy in this episode:
How Steve chose to focus The Alchemy Advisors on productivity, profit, and purpose. Why Birkshire wasn’t behind him, in the way Steve expected, when the going got tough, and told him to start closing offices. How he stuck to his ideals and tried to grow the business, despite being told to cut everything back. Why he said, “When you’re the coach of the team, and the team is not winning, a lot of times they replace the coach. Sometimes that needs to happen.” Why he moved out of his parents home when he was 17, and what that means to Steve today. Before Steve took over as CEO, he could see the “writing on the wall” that led to his termination. What a little voice in Steve’s head said to him when he sat in the CEO chair for the first time. How he thinks being fired was actually a push, forcing him to pursue his dream. The emotional challenge you face when firing the people you call friends. Why his wife took the firing worse than he did. How he discovered his true friends after being fired. How he went from being attached to his position and title to, what I called, “Happy Steve.” How he finds gratitude, and maintains a positive outlook, throughout all the struggles he’s faced… and will face. Why he feels like he’s finally found his purpose.Enjoy the show:
You Discover Your True Friends On The Way Down
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At an early age, Anthony Lee was told he wouldn’t make anything of himself. He grew up in a poor family and was taught a poor kid from lower-middle class Alabama couldn’t rise up.
Unlike most, he found a way to lift himself out. He worked hard, struggled, and built a business, selling his products through Amazon.
In this episode of FailToLearn we talk about Anthony’s struggles and how they helped him get where he is today.
What Anthony and I discuss:
How Anthony was looking for a way to make money and get more from life. How he started trading commodities, and why it didn’t work for him. Why he wanted to use his trading skills to get a job at a big firm. How he practiced and made imaginary trades to test his skills. What he went through to open his first brokerage account. How quickly he lost his entire savings trading, and what happened after. Why he wouldn’t trade that experience for anything. Why he doesn’t compare trading in the market to gambling, even after losing everything. How Anthony view networking, and why it’s important to you. Why he changed his idea of success and was ready to settle for a job, until he came across copywriting. Why Anthony finds copywriting a critical skill. How he started importing products from China to sell on Amazon. How much credit card debt he piled up to start his import business, and his wife’s reaction when she found out. What he did when he realized how easy it is to sell on Amazon. How he got started selling on Amazon, and what he would do different today, if he was starting today. Why he said anyone with a physical store should be selling on Amazon. How Anthony is working to scale and sell his products in physical stores. How the fear of failure doesn’t go away. How he realized he could repeat his system. Why people who are entrepreneurial will always be entrepreneurial.Enjoy the show:
The Challenges Don’t Go Away, They Just Get Different with Anthony Lee
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George Bernard Shaw sums it up best with this quote:
The single biggest problem in communication is the illusion that it has taken place. - George Bernard Shaw
We spend a big chunk of our life talking with other people but are we really communicating?
This is a critical idea to consider. Even more so when you’re attempting to sell or influence others to do something.
In this episode I share the two biggest communication and influence mistakes I run into on a regular basis. And how you can fix them.
Here’s what I share:
Why these two mistakes are the 80/20 of influence. But they’re the 20% that can destroy the working 80%. How multitasking overwhelms your ability to listen. This is not what you think about multitasking. Why we stop listening and how to catch yourself to listen better. How you can hear some of my listening mistakes in past podcast episodes. How talking about yourself triggers the pleasure center in your brain, and how that can reduce your income by 25%. Why you shouldn’t say, “I understand,” and what to say instead to build more rapport. The type of questions you want to ask to communicate more effectively. How your behavior restricts your ability to build rapport, and what you can do fix it. How to listen to someone with all your senses, not just your ears. How mirroring someone amplifies the rapport building process. How we display we’re different, and how to fix it so people feel as though you are like them. Why you want to become flexible in your behavior. How to notice the habitual behaviors of people so you can quickly create a bond with them. Why you don’t need to make drastic changes to drastically improve your ability to communicate and sell more.Enjoy the show:
The 2 Communication Mistakes You’re Making At Work, And How To Fix Them
Resources For This Episode: Listen for linguistic presuppositions Asking questions to build rapport How to quickly create metaphors to communicate an idea Mirroring to gain rapport Asking effective questions -
I speak with Max! Rouzier from That Man Max! I wanted to call this episode, “What’s your excuse?” But Max said you shouldn’t listen to this and think he has it harder so you shouldn’t complain. But listen, relate to him, and learn.
Max has gone from landing his dream job to working himself to a hospital bed, lucky to be alive. He now works his business on his terms. Something he didn’t think was possible a couple years ago.
You’re going to enjoy this episode.
Here’s what Max and I discuss:
How Max landed his dream job at Google, and then realized it may be a dream for others but not for him. Why he put such an emphasis on getting the job that he didn’t appreciate the process, and what that mean for you. How he started producing viral content and YouTube videos. Why shipping a video once per week was the fastest way for him to develop his skills, and how you can do it too. How he discovered his secret to promoting his videos and how it made all the difference in their growth. How Max, and his partner, were able to write, record, edit, and produce a video each week that was worth watching. How he consistently put out content despite ending up in the hospital several times. The challenges he struggles with due to sickle cell anemia. How he runs at 100% but his body doesn’t always keep up. How he gets more work done today while working fewer hours than in the past. Why he didn’t accept the sickly cell anemia and kept pushing himself beyond his capabilities, and how it almost killed him. How he emails his list daily. Why it’s important to share what’s going on with your emails and how to use it to help your prospects, and yourself. How he is able to work his system. How you can make the change and work your own systems.Enjoy the show:
From Dream Job, To A Hospital Bed, To A Business On His Own Terms with Max Rouzier
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Joe Kashurba, from Agency Accelerator, manages 6 figure marketing budgets for some of the largest companies in their industry. Yet, it wasn’t always easy for him.
He started off as a web designer. That’s where he made his money. As he watched the rise of Squarespace, and other website building providers (aka websites for dummies), he decided to build a competitor.
Joe spent over a year of his time and money building and trying to sell this to local businesses. It was a disaster. But he learned a lot, and you will too. Because that’s what we talk about in today’s show.
Here’s what Joe and I discuss:
Why Joe thought creating the website builder was a good idea. How he divided it up for unique niches. Why he couldn’t give it away, even after building the sites for customers. How his niching strategy was a poor plan, and what he would do different today. Why he didn’t make the decision to quit when first realized it wasn’t working. How he targeted the wrong type of customer who didn’t value what he was providing, and what you can learn from this. The mistake he made building a product based on his perspective versus the experience of the customer. Why he kept focusing on making it inexpensive, instead of building the value. Why he resisted learning marketing and selling, and how everything changed once he understood the fundamentals. How he takes what he’s learned and now helps businesses scale and grow their businesses online. The challenges Joe faces while growing his agency. How he deals with the client’s expectations to personally work with him when his team does much of the work. Why he said the people who succeed are those who face their challenges and keep going.Enjoy the show:
FtL 42: Cheap Pricing Disaster Shows You How To Raise Your Prices, And Keep Clients
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If you’re a personal trainer, coach, consultant, manager of a team, how do you keep in contact with your clients or employees? How can you make it personal and keep them accountable?
That’s the question David Pitts faced in his personal training business. As his business grew he lost his ability to manually deliver personal messages on a larger scale. And that was the catalyst for his business, Off Day Trainer
Here’s what guest and I discuss:
How David started his personal training business 15 years ago. Why it was easy for him to deliver value during the client session but hard to keep them on track when he wasn’t there. What he did manually to keep them on track. How he was able to keep in contact with clients after the training session. Why he wanted to keep in contact after the training session, and how it increased client renewals. Why text messages is the fastest way to connect with clients. Why he felt relief when clients would cancel their sessions. He had to figure out how to provide the best experience for his clients, and himself, so he didn’t want to quit. What happened when he started his own gym, and how quickly it didn’t go as expected. Why it’s important to identify the pain points in your initial questions when signing up you clients. How to automate the process of identifying these pain points. Why it’s hard to find someone who has unread text messages.Enjoy the show:
Personal Training Business Setback Leads To Technology Breakthrough with David Pitts
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Willpower is misunderstood.
It’s not something outside you. It’s not something you need to summon. It’s not something that fails you.
Willpower is under your control. And you have more than you realize.
That’s what I talk about in this episode of the Fail To Learn podcast.
Here’s what I share:
What is willpower? The 4 categories of willpower. Why you don’t have a limited amount of willpower, despite what many people think. How too many choices today depletes your ability to focus on the test at hand. How you can strengthen your willpower, like a muscle, but it doesn’t involve heavy lifting. The types of tasks you can do each day to strengthen your willpower. How to use 30 day challenges most effectively. How to unblock the flow of willpower in your life.Enjoy the show:
Misunderstanding Willpower
Mentioned In This Show: FailToLearn interview with Jason Leister Willpower by Roay F Baumeister The Paradox of Choice by Barry Schwartz Barry Schwartz Ted Presentation on the paradox of choice Matt Cutts Ted presentation to try something new for 30 days 100 30 Day Challenge Ideas To Turn Your Life Around Lead Goals vs Lag Goals Reinforcing Behaviors with Operant Conditioning -
I’m doing things a little different in this episode. Instead of the typical interview, I’m taking control.
I’m not sharing my failures (I don’t know where to start). Instead I’m addressing the reasons why most business ideas die and never find life. And what you need to do to give your ideas a fighting chance.
Here’s what I talk about in this episode:
How commitment, and lack of commitment, drives both success and failure. Why you want to realize sunk cost quickly. And then forget about it. Why you don’t want to think of your business ideas as your “baby.” How your ideas keep you spread too thin. How we have too many choices is killing your progress. How business is like nature and natural selection is at play. Why you need many ideas to survive. How to find success by acting fast. Why diversity and evolution are the process behind every business idea’s success. How to put this all together so you can succeed.Enjoy the show:
Why Most Business Ideas Fail, And What You Can Do About It
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Matt McWilliams is the biggest name behind many of the biggest names marketing online today. Matt’s business runs affiliate programs for people like Jeff Goins, Michael Hyatt, Brian Tracy International, Lewis Howes, copywriter Ray Edwards, among others.
While paving the path to success Matt had many struggles. He was fired from almost every job he’s had. He help start a company that went from 0 to over 50 employees, and was then fired. He ran for political office (that’s a failure whether you win or not).
About 10 years ago he started working online. And in that time he’s become one of the, if not THE, best at what he does. And I had a fun time talking with Matt about when he’s failed and what he learned.
Here’s what Matt and I discuss:
How Matt started working online in 2004, while sleeping on his mom’s couch. What happened when his first consulting client asked Matt to start their affiliate program. The best advice Matt received when starting his consulting career… If you do any client work, you want to hear this! Why he feared asking for larger fees when he started. A fee that was more in line to the real value to his client. How he decides to increase his consulting fees, and why you should too. Why he still wrestles with, “Am I worth it?” Why you have to remind yourself each day that the change you can give someone is worth 100x what you charge. How the negative voice doubting Matt’s ability keeps him motivated and “in check” for his clients. How Matt deals with those doubts. (You can use this strategy too) Why Matt said he fails every time he moves out of his wheelhouse, and how he uses that as a reminder to keep focused on where he’s the best. Why he created a list of what his business will do and won’t do, and the difference that’s made to attracting his ideal clients. How he came up with the eight criteria for his ideal clients, and why he won’t work with anyone who doesn’t meet all eight. Why you shouldn’t fear losing any one client. Why the belief of a “steady paycheck and safe job” is a myth. How Matt struggles with scaling while not increasing costs and losing his business’ identity in the process. Matt’s definition of culture, and why it’s important to your business. Why it’s important for you, as the leader, to say, “I trust you,” to your team.Enjoy the show:
FtL 38: Matt McWilliams Shares The Best Business Advice He's Received
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Starting a service business wasn’t the first thing on Carey Green’s mind. He had been a pastor for the last 20 years but he felt a calling towards a different path.
Carey left his church and wondered what he was going to do. He pursued ideas that went nowhere fast. He was editing a friend’s podcast and his friend said, “Why don’t you turn this into a business?”
And he did.
In 2013 he started Podcast FastTrack and has nurtured it into a profitable service business. But, shortly after starting he had his doubts. And that’s what we talk about in today’s show.
Here’s what Carey and I discuss:
How his friend convinced him to start a podcast editing business. How his quick growth led to simple mistakes, and how you can avoid these mistakes. What happened when he received an email from an unhappy client. How that took a toll on Carey and made him doubt he was doing the right thing. What happened when Carey began doubting he could make it as an entrepreneur. Why you need to have procedures and systems in place for everything. How checklists are always better than what’s in your head. Why Carey said, “It was all on my shoulders, as it is for all solopreneurs, and you think you’re doing well until somebody on the receiving end tells you you’re not.” How his virtual team communicates and keeps all their procedures in place. What tools they use to document all their systems. How Carey titles procedure documents to make it easy of everyone on the team to quickly find what they’re looking for. How his background as a pastor relates to running a business. And why he didn’t see that relationship immediately. How he views the exchange of money for value, and why you want to provide more value than the money exchanged. How he couldn’t find a job that would allow him to keep his home, and how that drove him to succeed. Why it’s important to have a supporting spouse at home. How his wife supported him when he was faced with doubt. Why Carey believes, "It’s much easier to keep a good client, and add much more value that they’re willing to give you money for, than it is to go out and find a new client. Why he still struggles to work in the business while growing the business. The process he set up to find the best employees and/or contractors. How you can get a prospective employees to self-eliminate and discover if there’s synergy between you. Why he’s glad he started his business, despite the constant advice from others to find a job instead.Enjoy the show:
FtL 37: Want To Grow Your Service Business? Document Your Procedures Now with Carey Green
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I talk with Dan Crask, from Brand Shepherd today. When Dan started up their business they took on a client who they should’ve said, “No!”
They were new in business. They wanted to build something amazing for this company because the company had potential influence for referrals. So they took the job. And it lost money, time, and energy.
Dan and I talk about this struggle and how a company should approach branding, among other things.
Here’s what Dan and I discuss in this episode:
Why Dan now prefers working with tangible product producers. How they bootstrapped their business and built on their successes. How being a “generalist” kept him from progressing in ways he wanted. How he made his mistakes with the country club and worked to impress their board of directors. How he recovered from this setback. Why he said he should’ve declined the project when he first met with the client. How to do your homework before taking on a project. How he was able to still get referral business despite the crash and burn. How Dan pivoted Brand Shepherd from this experience, and why that’s important to you and your business. Why Dan believes his reputation is critical. Why you want to have physical objects to leave with clients to remain top-of-mind. How presidential election years have effected their business. How they found the sweet spot in their market, and how you can do the same. How major brands are always making small changes to keep their products fresh, and new looking, to the market. What branding means to Dan (hint, it’s not just your logo and it involves making sales). Why your story is crucial. How to structure your story to appeal to your ideal clients. Why he said James Hatfield, from Metallica, is a legend of our time.Enjoy the show:
FtL 36: Why It's Okay To Turn Away Business With Dan Crask
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In this episode I speak with Ian Brodie about his failures as a salesperson. He started off as a business consultant and was great at helping his clients with their strategies and making changes. But to progress in his company he had to sell. And that’s where the problems started.
He didn’t like being a salesperson and everything with his clients changed. He was almost fired. Fortunately, he accidentally discovered a way to get in front of prospects that repeatedly worked. And that’s what we talk about.
What Ian and I discuss in this show:
Ian’s successful background in consulting. Why he couldn’t “be” a salesperson. What happened when his clients stopped taking his calls. Why he feared what people thought about him and how it stopped him from making calls. How people think about salespeople, how he thinks about salespeople, and how that label made him feel less credible. Why Ian didn’t want to be seen as someone out to just take people’s money (because he wasn’t). How his fears almost got him fired. How he used research material from his company to start making sales. How he was able to provide value before asking for a sale, and started getting phone calls returned, and how you can do this too. Why he wasn’t able to be like the other sales people. How he used case studies to open doors to appointments and close more sales. How Ian discovered what areas he was good at, how he learned to focus on those, and how he refined it to work best. How you can structure your client meetings to go from providing value to transitioning into the sale. What Ian did to get clients to relax for his sales calls. How the same principles Ian used in face-to-face sales can be applied in online sales… but you don’t have to talk with people one-on-one (if you don’t want). Why Ian asks, “How do you scale without building a large team?” And how he’s working on that for himself, and you. Why he wished he started his own business earlier. Why he couldn’t start his own business until he knew others who did.Enjoy the show:
FtL 35: How Failing At Sales Taught Ian Brodie How To Sell More Effectively
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Captain David Marquet is the author of Turn The Ship Around. The book documents his time leading the nuclear submarine, the USS Santa Fe.
From among all the books I’ve read on leadership, Turn The Ship Around is one I remember and consistently think about when working with my team. The prescription he outlines is a very simple model empowering everyone to produce the best possible outcome.
I decided to pick David's brain about the struggles he faced and how he came about the strategies listed in his book.
Here’s what David and I discuss:
How the top down, leader-follower model is not the most efficient way to run a team. Why we’re wired to create a leader-follower hierarchy. What happened when David took control of the Santa Fe, a submarine he wasn’t trained to run, didn’t know all the details about, and a ship with the worst performance in the US Navy’s fleet. Why he originally walked in with the mindset that he needs to give all the orders and know all the answers… but he didn’t. Why waiting for orders is a psychologically safe place for your team, and how to change that. What happened when David gave an incorrect order that the officer repeated back to do. And why the officer later told him he, “Knew the order couldn’t be done. But you told me to do it so I ordered it anyway. I thought you knew something I didn’t.” How giving orders prevents people from speaking up…even when you say you want people to speak up. The idea of a leader is to create an environment where your people can be at their best. Why we associate thinking as not working, and how that is wrong. How to give your team “control, competence, and clarity.” And how it will make your life easier. How David’s book gives you the tools you need so your team can feel like they've achieved what Daniel Pink says truly drives people: Mastery, autonomy, and purpose. How to use language that can start changing behaviors today. Why David said, “You can only control yourself. I can only control my own language but by controlling my language I can influence other people and I invite people to a better place. As opposed to controlling and manipulating other people.” How to invite people higher on the ladder of leadership. How to use language that empowers others to create ownership in their work. How David used the words, “I intend to…” And how it started the transformation aboard the Santa Fe. How to start asking more questions… And how it will enable your team to become more proactive. Why it’s important to think out loud. Why it’s important for your team to be comfortable with ambiguity and probabilistic thinking. The difference is between binary thinking and probabilistic thinking… And why it’s important to shift from binary thinking to probabilistic thinking. Why it’s okay, and important, to ask, “How sure are you?” Why you need to ask your team, “Can I rely on you?” Why it’s important to focus all your energy on the people who are trying to do the right thing… And why you want to ignore the others. Why you need to give your people the words to say… And how to get them to practice so they know what to say when real problems arise. Why David said, “It’s all about reducing the barriers to dissent.” Why everything he thought about leadership was wrong. Why David said, “My failure was thinking I actually knew something.” How you stop learning when you think you know something. How speaking has made him realize he doesn’t need to be liked by everyone, and how he struggles with it.Enjoy the show:
David Marquet Shares Surprising Leadership Secrets: Create Instant Results While Establishing A Long-Term Legacy
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What's working in your business? What's not? Are you relying on a technique or strategy that may be obsolete after Google makes another change? Or will it stand the test of time?
These are some things that Nate Smith, from 8020MarketingGuy.com, had to ask himself as he abandoned business attempt after business attempt. Until he found something that worked. It works well now and he keeps on top to make sure it will work far into the future.
As a professional musician, Nate had to make choices he didn't like. He looked for ways to build a business around music. And that's when things finally started to look up.
Here’s what Nate and I discuss in this show:
Why Nate said he's an entrepreneur who leverages his musical skills to build a business. What Nate learned building the8020Drummer.com. The struggles facing a professional musician in New York and the difference between musicians who make money and those who go the creative route. The business ideas he started, and quickly dropped. How he sat on his idea for 2.5 years before he had the courage to take the leap. How Nate "dry-tested" his idea for 80/20 Drummer with a fake sales page and cheap Facebook ads. Why it took him 16 months before he made his first $1000 after launching his drumming site. How he attempted to scale his ads with a slim profit margin, and what he did to become profitable in the process. What his mentor said that gave him the idea to leverage his first product, and how you can use that advice yourself. How his tentative attitude saved him. How Nate found a perfect product to market fit and how it was the difference that made the difference. How he deals with the limits he faces in the drumming market Why Nate said you should, "Bias yourself toward staying in the game longer than your instincts tell you to." How he's dealing with his personal mindset issues about selling things to his audience. The moments he says, "Stay with it and try one more thing." How he views his responsibility to his clients and the value he provides.Enjoy the show:
How A Professional Drummer Beat Business Odds By Playing To His Market's Rhythm
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