Summary Tom Schwab has had a varied life. He’s going to tell us how to get the best out of podcasts and inbound marketing, but his back story is every bit as interesting. He spent time in the navy (and did a neat side hustle exporting custom-made shirts from Singapore!), managed a nuclear power plant, and then eventually became the first person to create an e-commerce business in Hubspot way back in 2007. Nowadays he is the man behind Interview Valet: a podcasting consultancy that helps people find interview guests and generate leads from their content.

See some of Tom’s top tips below: ** [14:55-15:15] Entrepreneurship is work-life integration. It isn’t about the money - it’s about the quality of life. ** [16:20-16:30] Rules are just guidelines. To be a good entrepreneur you need to know when to ignore them. ** [23:45-24:00] To get heard you’re normally going to need to leverage other audiences. Many businesses mistakenly assume that good content on their platform will be enough to get people to notice them. ** [27:10-27:30] The best way to sell something today is not to sell anything but to earn the respect and trust of those who might buy in future. ** [37:30-38:00] The larger the global reach, the more you need a podcast. ** [38:30-38:30] Understand exactly what you want your podcast to do for you before you do it. Is it lead generation? Is it to increase trust from your existing customers? etc. In this episode of Business Brain Food you will learn: ** Why job security doesn’t mean happiness ** The power of estimation ** How to sell when you’re not a salesman ** Blogs or podcast? ** Are podcasts still booming? ** Should you be a podcast host or a podcast guest? Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Check out Tom’s special podcasting guide for BBF listeners: http://www.interviewvalet.com/businessbrain

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: Podcasts are still a growth area. If you’re scared about starting one, get up to speed with someone like Tom. Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary We have a seriously charismatic fella on the show this week. Doug Morneau is an expert email marketer, but he’s also an expert storyteller. His book ‘Three Big Lies: The real truth about renting email lists’ became an international bestseller, and his interview with Ben is absolutely chock-full of brilliant advice and myth-busting about marketing and entrepreneurship. It’s people like Doug that are the reason we do this podcast!

See some of Doug’s top tips below: ** [9:20 - 9:50] You need desire more than you need knowledge. You can hire people with knowledge. ** [10:30-10:40] As an entrepreneur, people are not hiring you to take them 20 steps down the road. They need you to make the next two steps. Don’t avoid challenges just because you can’t see the next 20 steps. ** [13:05 - 13:30] Be aware that when you start to grow your business, your original core team might not be the right team in a few years’ time. ** [14:40-15:30] You don’t know what you don’t know. Make sure you surround yourself with people who have experience at the higher levels you aspire to. ** [20:00-20:30] Be contrary! Do what your competitors wouldn’t think to do. ** [27:55-28:15] It’s easier than ever to do effective marketing. There is so much choice these days. ** [29:30-29:50] Email can still provide far greater reach than social-media marketing. In this episode of Business Brain Food you will learn: ** How to face down imposter syndrome ** How to avoid emotional investment in colleagues ** The importance of successful friends ** Imaginary barriers explained ** How to scale ambitiously ** How marketing has changed ** Are email lists still a viable form of marketing? ** Should you buy email lists? Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Go to Doug’s website: http://www.dougmorneau.com (subscribe to Doug’s email list and get a free copy of his book)

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: Be bold enough to ask for something, and then be quiet and listen! [23:15] This has quite clearly worked for Doug. Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary This week we have a special coaching session from Ben where he tells us what separates the best from the rest. No guest, just half an hour of great business advice that he’d normally charge good money for. Ben has worked with some of the very best and very worst in nearly 20 years as a business coach… he certainly knows what it takes to be the best!

See some of Ben’s top tips below: ** [5:40-6:10] We are human beings not human doings. If you want to have something then you have to consider who you need to be. ** [11:40-12:00] Ownership, accountability and responsibility are the key behaviours you need to exhibit if you are to get what you want. Steer clear of blame, excuse and denial. ** [14:10-14:20] Instead of saying “it won’t work” you should say, “how can I make it work?" ** [15:05-15:15] It’s what you say to yourself about yourself when you’re by yourself that matters the most. Get those affirmations right! ** [26:10-26:20] Whatever you say after the words “I am” are the most powerful. ** [37:00-37:20] Your biggest limiting factor is you! Understanding this is what separates the best from the rest. In this episode of Business Brain Food you will learn: ** The importance of affirmations ** How to take ownership ** Why you should constantly learn ** Where does confidence come from? ** Why the education system is flawed ** The power of NLP Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: [16:40-16:50] The only failure is the failure to participate. If you really want to be an entrepreneur, give it a go! Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary All the way from Denver Colorado we have Chad Sanderson giving us the lowdown on what “sales” really means. He’s been leading successful sales and marketing teams for over 20 years, and although he his very charismatic and insightful, he’ll tell you that good sales is about so much more than good talking. He goes into more detail about Proven Predictable Value selling and debunks some of the common myths that are tripping up business owners when they build their sales teams.

See some of Chad’s top tips below: ** [5:15 - 5:25] Chad was trained in the value selling framework 18 years ago and it totally transformed his career. ** [6:20 - 6:35] Value isn’t what I think value is. Value is what the other individual I’m talking to thinks. ** [14:45] - [15:10] If you can’t step back then you’ll never get a new perspective. You must make the effort to disengage. ** [16:05] - [16:20] Sales people are always looking for a silver bullet. There isn’t one! The sooner you realise this, the sooner you will create an effective process. ** [36:40] - [37:30] When planning the direction of your business, it should always go back to “why?”. If you don’t know the “why” of what you’re doing, you shouldn’t be doing it. Get out of the way of your own assumptions! ** [40:20] - [41:00] Educate yourselves about what sales really means. You want people who solve problems, rather than push benefits. In this episode of Business Brain Food you will learn: ** The battle of marketing people V sales people ** How do people end up in sales? ** Commission V permission ** How to plan ahead in a post-COVID world ** Proven predictable value explained ** Where businesses get their sales training wrong Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: Remember that sales is a long-term thing, not just a short-term sales pitch. Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary We often talk about working on your business rather than working in your business, but how do you actually do it? David Jenyns will tell you how. David is the author of the book Systemology; a comprehensive guide on how a business owner can detach themselves from their day-to-day and scale their business properly. He draws from his own extensive experience which includes being the founder of melbourneseoservices.com and would you believe, selling the MCG!

See some of David’s top tips below: ** Business owners can easily get trapped in their own business. If you get too hung up on operating your own specialism every day, you might never get out. ** Create systems for all the mundane stuff. This will free you up to be more creative and will make your working day more fun. ** Don’t let your ego get in the way. Just because you got the business to level one doesn’t mean you have to micro-manage your way up to level two. ** Don’t build the myth that your working day is more important than the rest of your staff. Have a process of delegation and stick to it. In this episode of Business Brain Food you will learn: ** How David “sold the MCG” ** How to scale your business from the beginning ** Debunking the business owners’ To Do list ** How do you get a non-systems person to systemise properly? ** Is it a good idea to copy a big systemised business like McDonalds? Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Pre-order David’s book here: http://www.systemology.com/book

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: Get your business working to a point where it works without you first! That’s David’s message. [42:15 – 43:20] Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary What a great character we have on the show this week. Dave Luehr’s story is a truly inspirational one. He had it all with a million-dollar business and then he lost it. For many years later he was disempowered by a fear of failure, but eventually he understood how to use failure to his advantage. Nowadays he travels around the world inspiring small business owners to achieve their full potential.

See some of Dave’s top tips below: ** Don’t lose the 5 year-old child in you. Fear of failure can be totally disempowering. (8:00-8:30) ** You cannot be successful without fear. You have to be willing to get out there and fail brilliantly! (17:15 - 17:45) ** Meditation is simply an awareness of what is going on in your mind. You don’t have to be spiritual about it - it can simply be used as a way to make your mind more efficient. (21:00 - 21:00) ** The secret to success is really no secret. It’s simply a matter of taking small bold steps each day towards your vision of success. (24:30 - 25:00) ** Make sure you have a "north star”. There needs to be a big vision to spur you on every day (32:05 - 32:20) ** If you’re the smartest guy in the room, you’re in the wrong room. Make sure you surround yourself with people who can inspire you. (43:20 - 43:30) In this episode of Business Brain Food you will learn: ** How a school dropout can turn into a serial entrepreneur ** The other meaning of WTF ** How to reframe failure ** How meditation can make you feel more aware in the moment ** The power of criticism and feedback ** The “Walmart effect” explained ** How to find a Mastermind group Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Dave’s company website: http://www.elitebodyshopsolutions.com

** Dave’s YouTube channel of motivational messages is here

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: In case you didn’t get it the first or the second time: don’t be ruled by fear! Just look what happened to Dave’s life when he learnt how to reframe it. Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary This week we give you all the tools you need to consistently perform your best. Our guest Sarah Taylor has truly been there and done it; transforming herself from an obese 40 year-old to a 21-time world-champion bodybuilder by the time she was 49. You’re now going to hear how Sarah applied the same mindset to become a champion in business as COO & CTO of one of Melbourne’s hottest startups.

See some of Sarah’s top tips below: ** Take a habit-based approach. Break everything down in your life and work out how to develop the little things. (11:30 - 12:30) ** Those who achieve the best results are those who are motivated by something inside. Trophies and adulation shouldn’t be the main focus. (13:20 - 13:50) ** Have food that works for your current goal. It is fundamental to your productivity. (18:00 - 18:30) ** Set boundaries. Be brave enough to train the people around you by sticking to your plan. (20:10 - 20:30) ** Make sure your business is running in a regular cycle. If you review your work regularly you won’t veer off course. (24:30 - 25:30) ** Create space for your health! When things get really tough you should focus even more on yourself. (42:00 - 43:00) In this episode of Business Brain Food you will learn: ** How Sarah used the discipline from bodybuilding in the business world ** What ‘mental toughness’ really means ** How Sarah manages to have a full-time job and coach on the side ** The power of planning and routine ** Sarah’s optimum KPI review cycles ** The benefits of the Agile methodology ** Servant leadership explained Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Find Sarah on Linkedin: https://au.linkedin.com/in/sarahtayloragilechampion

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: As Sarah says, 40% of what we do is unconscious, so make damn sure you get your habits right! Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary We go really deep in our conversation with Mark: a former AFL player who now empowers people and business to achieve top performance. Mark is trained in western health science and eastern medicine; he is a 3-time bestselling author and just for good measure, he is CEO of the Australian branch of the David Lynch Foundation of Transcendental Meditation. Importantly for us, Mark is a master at deconstructing complex theory and giving simple advice that we can all benefit from.

See some of Mark’s top tips below: ** There is so much information going around the globe at the moment… we all have access to it, but it’s what people do differently in their mindspace that distinguishes the high achievers from the also-rans. (4:50 – 6:00) ** Science is telling us that the leading edge of business today is meditation and the ability to transcend and develop consciousness. (6:30 - 7:40) ** Sleep and food are very simple things you can improve to achieve top-level performance. The time that you eat and sleep can make all the difference. (12:30 to 14:00) ** Pay attention to nature’s cycles. Living in tune with the cycles of nature will improve your business performance. (15:50 - 17:00) ** Sunlight improves our mood and sets up our sleep/wake cycle. Getting good sleep isn’t just about what you do in the evenings. (19:45 - 20:30) ** Write things down! The extra commitment of putting something on paper makes you more likely to develop good habits. What separates the high performers from the rest is simple daily habits. (25:40 - 26:10) ** The same respect for the world around you should apply to business as well as your personal life. Hire the people with the right skills for the right roles. If it’s not a natural fit then don’t do it! (31:00 - 32:00) In this episode of Business Brain Food you will learn: ** The "genius lounge” of our minds ** The importance of rest ** Physiological cycles explained ** An introduction to ayurvedan medicine ** Has the Covid-19 crisis benefited the wellbeing of employees? ** How AFL applied holistic thinking to team management ** How to make a positive thought your natural default ** The basic concepts of transcendental meditation Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Go to Mark’s website: http://www.markbunn.com.au

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: We’ll end with a particularly salient quote from Mark: “The best ideas come in the shower, not when you’re in the office.” Make sure you rest properly and respect what nature is telling you. Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

TITLE BBF257 Selling is not a numbers game with Samantha Pickering Summary Strap yourselves in for a very insightful chat about marketing and sales with Samantha Pickering. She believes that compassion and creativity are the two key ingredients - not numbers and statistics. It was refreshing to hear such a human take on a process that is so often misunderstood.

See some of Samantha’s top tips below: ** Some of the best sales training comes from learning about complaints. Once you understand what not to do, you can sell more effectively. ** Learn your touchpoints. What do they feel like from your customers’ point of view rather than from your point of viewl? ** Consider marketing to be a sales conversation without you being present. ** People are not numbers! KPIs are all very well, but don’t ever forget that you are selling to people. ** Earn the right to progress your sales journey. You should get to the point where you can ask your lead “what would you like to do next?” and they reply “I’d like to buy”. ** Remove the focus from yourself and make the conversation about your lead/customer. In this episode of Business Brain Food you will learn: ** How to use systems to create empathy ** The value of customers who bought elsewhere ** The differences between sales and marketing ** The art of connective conversation ** The exploratory phase of sales Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Find Samantha on Linkedin: https://www.linkedin.com/in/sales-leadership-growth-coach-queensland/

** Samantha’s website: http://www.passionatesalesconsulting.com

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: Samantha is living proof of what can be achieved if you approach your sales and marketing like a human being rather than like a robot. Empathy is the key! Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500

Summary

Remote working has never been more popular but how do you manage it properly? Anne and Mark Lackey certainly know how. Their company HireSmart Virtual Assistants has been transforming the productivity of their clients for years, saving them up to 75% on their payroll costs and saving them the headache of finding the right VAs.

See some of Anne and Mark’s top tips below: ** 80% of the work you’re doing you probably shouldn’t be doing. Free yourself up! ** Too many people hire someone because they like them, rather than because they can actually do the job. ** Make your virtual assistants feel like they are ‘normal’ employees. You should measure their performance in the same way. ** Providing healthcare to your virtual assistants can be a game changer. It can make a massive difference. ** Consider adding an extra layer of vetting. Anne and Mark have a 40-hour certification process after they’ve selected their candidate. In this episode of Business Brain Food you will learn: ** The 7 repetitive questions and how to avoid them ** How to integrate virtual assistants ** Should you use time-tracker software? ** How to use KPIs to manage virtual assistants ** How to save 50 - 75% on your payroll costs ** What you can and can’t give virtual assistants

Resources mentioned in this episode: ** If you’re a business coach, business adviser or would like to become one, go to: https://maxmyprofit.com.au/business-exceleration.html

** Find out more about what your business can take off their plate at: http://www.hiresmartvas.com/tasks

** All previous BBF episodes & show notes can be found at http://www.businessbrainfood.com.au

** Join the Business Brain Food Facebook Group: https://www.facebook.com/groups/BusinessBrainFood/ ** Twitter: https://twitter.com/bfewtrell Call to action: This is a model that is only going to grow in the post-Covid era, so listen up and get on board! Also, if you are enjoying these Business Brain Food podcasts, then make sure to share them via social media sites or email the links to family and friends. A lot of time and effort goes into producing each of these podcasts with the goal in mind of the more people we can inspire about business the better. You can help us do just that! Until next time, have a profitable day! Cheers, Ben Fewtrell 02 8808 5500