Business Lunch

Roland talks with Jeff Fenster in this episode of Business Lunch. Like most of our guests, Fenster is a serial entrepreneur whose main business principles are making friends and having fun! Jeff is the founder of the rapidly expanding, So Cal-based superfood brand (and now franchise), everbowl™.

Fenster is all about Startups with vertical integration and revenue-driving innovation. He and Roland talk today about his entrepreneurial journey, the takeaways that can help you in your own business, the power of Relationship Capital, personal branding, and Disruptive thinking.

“If you make friends with people, that’s all that matters. People like to buy from friends, and they’ll buy it because you’re providing a solution. And if you really understand and dig into their problem and what they need, and provide them a solution, they’re going to do it because you’ve built trust.” Jeff Fenster

Listen today For,

• How to become a Top Sales Person using Relationship Capital and ‘warm introductions.’ 

“My mentor, Dave Meltzer, stressed early on when I was a teenager RELATIONSHIP CAPITAL, Relationship capital, relationship capital. What does that mean? That means that you build relationships, and you make deposits consistently into those relationships.

So when the time is right, and you need something, you can make a withdrawal, and it’s not forced, it’s not fake. It’s real.” Jeff Fenster

•  How to approach a new connection in a way that’s authentic and productive.

“That’s the first modality when you meet someone, is what can I do to help them? Not, what can they do for me today? It’s not all about me. What problems are you dealing with, and how can I help? And if I can, I will.” Jeff Fenster

• A Strategy for when you run out of Warm Introductions and Relationship Capital.

“So I started to strategically look at how I could move and sell once and get 50 sales rather than cold calling 500 to get 50 sales. It was just abstractly looking at the process, and leveraging relationship capital, making ‘deposits’ where I could and using my relationships to empower others, so then it would return back to me.” Jeff Fenster

Plus, You Will Also Hear About,

• Why 2008 wasn’t a bad time to start a business.

“Actually recessions are times of opportunity. Yes. You know, when everything’s going well, It’s less opportunity because everything’s going well. When nothing’s going well, people are looking for new, for different, and if you can disrupt - that’s the opportunity.” Jeff Fenster

• The value of having a Mentor.

“I’m going to use an analogy in sports. Tom Brady has a coach. LeBron James has a coach. I guarantee you; their coach can’t play football or basketball better than they can. That’s not what a coach or mentor is there for. They’re there because having someone who can provide insight for you, be a soundboard for you, and force you to articulate your problems, challenges, and issues sometimes solves the problem in itself… So, entrepreneurs who don’t have that, that’s a mistake.” Jeff Fenster 

• Why you don’t need to have tons of experience to start a business.

“I think the most overrated prerequisite to starting a company is prior experience. Too many people wait. That’s a bad idea in my opinion because if you have too much experience, you’re going to do it like everyone else and you won’t stand out’. Jeff Fenster

• How to think...

You know that businesses often grow by acquiring other companies, but where do you start and how you can move into these kinds of deals? Where do you look?

Roland simplifies this subject in this snack-size episode and gets you thinking through angles you haven’t considered. Listen for five starting points for finding smart acquisitions.

“Who’s your vendor now? Who is selling to you now? Who are you giving money to regularly? Those are all potential acquisition candidates”. 

Who Is Our Host Roland Frasier?

Co-founder or principal of 5 different Inc. Magazine fastest-growing companies (e-commerce, e-learning, SaaS + real estate), Roland is a serial entrepreneur who has built or sold 24 businesses with adjusted sales ranging from $3 million to just under $4 billion. He’s a mentor and investor and an excellent podcaster too! Read more about Roland here.

Five Starting Points For Finding Smart Acquisitions

1. Those that compete directly with your core Business.

2. Media - consider blogs, Facebook groups, Instagram accounts, and more.

“Any media that you acquire is basically aggregated eyeballs that you can then send product offers to for all of the other companies that you have.” Roland Frasier

3. Companies with Teams and Resources that you need.

“We were interested in going into the software business. So we bought a company that already had a Dev team because we didn’t really know how to put one together. So if there’s a team that you want, maybe it’s a Salesforce, a sales rep network, maybe it’s somebody that knows retail operations because you haven’t done that - just anybody who has skills, team members or groups of teams that you would like to have”. Roland Frasier

4. Your Supply and Distribution chain - Consider manufacturers but also content creators.

“That expands your margin because you basically are picking up all the margin between what they’re making as they sell it to you.” Roland Frasier

5. Intellectual Property - Consider patents, trademarks, copyrights, lists.

And more…

Thanks so much for joining us this week. Want to subscribe to Business Lunch with Roland Frasier? Have some feedback you’d like to share? Connect with us on ApplePodcasts and leave us an honest review! Your feedback will help us improve the show and connect us with more high flyers like you.

You can also find us on your go-to podcast platform here. 

Mentioned In This Episode

Thank you to our partners, Conversion Fanatics

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Co-Founders Hollis Carter and Michael Lovitch have demonstrated ‘what happens when a couple of pseudo-intellectual hacks attempt to create a worthwhile entrepreneurial community.’ Serial Entrepreneur Hollis Carter admits that he turns his ‘outlets’ into businesses. 

Carter talks with Roland today about his businesses, and specifically the Mastermind, Baby Bathwater Institute, that ties them all together. 

"YEAH, THE NAME IS ODD, BUT DON'T LET THAT FOOL YOU." - FORBES

Listen Today For,

• How this strangely-named Institute came about.

“And we were like; we should do something together cause we go to eat like five times a week, and we need a credit card together.” Hollis Carter.

• Their alternative “Lifestyle” approach to a Business Mastermind.
• How they created stability by shifting their events business to a membership model that had events as one of the benefits.
• The downside of a Lifestyle business.
• Their 'non-mission statement' that provides direction. 
• The unique values that Baby Bathwater installs in their membership. 
• How they’ve used their marketing background to serve Baby Bathwater. 

“That was the only time we actually ran any marketing. It was more for the intention of diversification than leads”. - Hollis Carter.

Plus, Tips On Facilitating Networking in a Non-Business way.

• The carefully planned ‘light side touches’ that make all the difference.

“There’s a lot of little touches, but our big one is not to make anything feel too structured…but we spend lots of time planning it so that they all kind of happen in concert without anyone really feeling it forced upon them.” Hollis Carter.

• His Ask, Give, Share Model

“Entrepreneurs are inherently competitive, and they seem to be competing quite a bit to give more. I love it” - Hollis Carter.

And more!

Thanks so much for joining us this week. Want to subscribe to Business Lunch with Roland Frasier? Have some feedback you’d like to share? Connect with us on ApplePodcasts and leave us an honest review! Your feedback will help us improve the show and connect us with more high flyers like you.

You can also find us on your go-to podcast platform here. 

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Today Roland talks to you about one of his favorite things.

Monthly Recurring Revenue.

Why does he love it? Because it’s a game-changer. On average, MRR increases the value of your business between four and five times.

Listen today if you need to be taken through all the ways to find recurring revenue in your business.

“So over the next couple of years, we took 5.4 million of static income and turned it into $27 million of value simply by changing all of it from static to monthly recurring revenue. Here’s how we did it…” Roland Frasier.

Who Is Our Host Roland Frasier?

Co-founder or principal of 5 different Inc. Magazine fastest-growing companies (e-commerce, e-learning, SaaS + real estate), Roland is a serial entrepreneur who has built or sold 24 businesses with adjusted sales ranging from $3 million to just under $4 billion. He’s a mentor and investor and an excellent podcaster too! Read more about Roland here.

Steps To Multiply Your Revenue Step 1 The first thing is to convert one-time payments into auto-ship.

“Look at every single page, every offer that you do, and be sure when you do this, that you offer that everywhere.” Roland Frasier

Step 2 Add MRR to your Services too.

“You might sell courses, you might sell a product, whatever, but ask yourself, how can I turn that from a one-time sale to a monthly recurring sale or a subscription business? And you can even sell cars on a subscription basis!” Roland Frasier.

Step 3 Turn one-time sales into SAS or boxes. 

“Boxes are really hard, but they can be amazing if you do them, right. They’re hard because shipping can eat you up, but if you can nail shipping, and there are a few ways that you can do that, you can really make money with it”. Roland Frasier

Step 4 Memberships, associations, and buying clubs.

“So we sell physical products on all of the websites that we’ve got…Second base on every single thing that we sell is an association for monthly recurring revenue. It’s either a buyer’s club or an association or a membership or a newsletter. All of them are monthly recurring revenue.” Roland Frasier

• You can give products for less than people see them advertised anywhere else because Minimum Advertised Price constraints don’t apply to private memberships.

Step 5 Add Certifications to your trainings, events, courses.

“So certification is a fantastic way to protect your intellectual property plus make additional money.” Roland Frasier

Thanks so much for joining us this week. Want to subscribe to Business Lunch with Roland Frasier? Have some feedback you’d like to share? Connect with us on ApplePodcasts and leave us an honest review! Your feedback will help us improve the show and connect us with more high flyers like you.

You can also find us on your go-to podcast platform here. 

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How do you know if you’ve got what it takes to be a Successful Entrepreneur? Should you take that Entrepreneurial leap?

Roland talks today with Gino Wickman, the Founder of EOS Worldwide. He is also the author of the award-winning best-selling book, Traction: Get A Grip On Your Business, Rocket Fuel, How To Be A Great Boss, What The Heck is EOS, and Entrepreneurial Leap: Do You Have What It Takes To Become An Entrepreneur?

Roland talks to Gino today about how he’s helping Entrepreneurs in the making and what drives him to do that.

“I want to impact a million entrepreneurs in the making, which will indirectly sell a million copies of this book. And if you understand how books work, there’s not much money in that. This is about making an impact on the world.” Gino Wickman

The Six Essential Traits Of A True Entrepreneur

“If you have these traits, then odds are, you’re an entrepreneur, and I’ll go one step further and say that you are born with those traits. They can not be taught. And so they’d been with you your whole life.” Gino Wickman.

1. Visionary.
2. Passionate.
3. Problem solver.
4. Driven.
5. Risk-taker. 
6. Responsible.

“That’s one of the indicators is that every time you get knocked down, you just keep getting back up. It’s insanity, what entrepreneurs do, but we just keep getting back up because we’re so passionate about it”. Gino Wickman

Listen today For, 

• Should you go to college if you’re clearly built to be an Entrepreneur?

“That’s what’s important with my story is I was a fanatic about learning. I just needed to figure out how to learn my way. Since I was about 23 years old, I’ve always spent 5% of my gross income on education. I’ve spent enough money in the last 30 years to pay for a college MBA four times over!” Gino Wickman.

• What drives Wickman to help Entrepreneurs in the making.

“As I created this content, I was constantly thinking about my 18-year-old self, who was lost, confused. I was a mislabeled derelict, insecure, and I just didn’t know. I knew College wasn’t for me, and I knew I wanted to go make money. And so if I had this kind of help, sooner, I do believe I would have had a bigger jumpstart.” Gino Wick-man

• How to narrow down the type of Entrepreneur you’re suited to be.

• The most insidious mistakes entrepreneurs make (and the one that was his biggest challenge).

“I am a terrible hire of people. I figured that out at like 28 running the family business when I took that over, but I love everybody. Everybody looks good to me. And so what I learned to do is just have a committee of people that do the hiring for me”. Gino Wickman.

Plus, The 8 Disciplines For Greatly Increasing Your Odds Of Success

1. Clarifying your vision. 

2. Deciding if you are a partner person.

3. Knowing that the bigger the problem you solve in the world, the more successful you will be.

4. Getting feedback from customers and clients early and often. 

5. Know that your first plan will not be your final plan. 

6. Work hard, really hard. 

7. Take criticism and doubt from others with a grain of salt. 

8. ‘See it’ every night.

Thank you for listening. If this (or any of our episodes) helps you, head to our homepage, and sign-up for our weekly memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts. 

...

What are you doing right now that gives you the biggest result in your business(es), and what of those things cost the least money? 

"Thinking about this can change your business." Roland Frasier

Listen today if you want to find the quick wins, and work through different ways to find leverage in your business.

Who Is Our Host Roland Frasier?

Co-founder or principal of 5 different Inc. Magazine fastest-growing companies (e-commerce, e-learning, SaaS + real estate), Roland is a serial entrepreneur who has built or sold 24 businesses with adjusted sales ranging from $3 million to just under $4 billion. He's a mentor and investor and an excellent podcaster too! Read more about Roland here.

Thanks so much for joining us this week. Want to subscribe to Business Lunch with Roland Frasier? Have some feedback you'd like to share? Connect with us on ApplePodcasts and leave us an honest review! Your feedback will help us improve the show and connect us with more high flyers like you.

How To Find Leverage In Your Business  Conversion Matching and Replication

What single channel are you using right now that returns the most in top-line revenue? 

What product are you selling that contributes the most to margin and makes you the most money? 

"We like to match the highest converting channels to the highest margin generating products." Roland Frasier

Plus, Listen For,

• What Roland and his companies do to protect against offer fatigue

"And, and it might sound really basic, but I'm telling you, when we go through this, we always find that we have forgotten to put something new on the back of something that's converting really well. We test a funnel, and it works, and we're excited. And then we go onto the next thing. But it's really, really important to take the time to go back and do this kind of exercise, to be sure that you're maximizing the value in the company." Roland Frasier

Quick Wins To Maximize Value & Find Leverage

These are things that Roland and his partners have to found to work over and over and over again. If you just go through this list, you'll find multiples of income from what you're earning right now.

1. Manufacturing In-House

"Consider it. I know a lot of you might be sourcing products over in China. If you're doing that, then you are coming close to manufacturing in-house, but there are middle people that you can eliminate that you're currently dealing with". Roland Frasier

2. Buying your suppliers 

"So all this is is this is what we call in the business, 'vertical integration.' We're collapsing the supply chain by buying people who are higher up in the chain. So if we can consolidate that, then we can pick up the other person's margin, and that makes more money for our company". Roland Frasier

3. Buying your competitors

• Listen for Roland's Survival Life Example 

"Horizontal Integration is where we're going out and buying our competitors. Buying your competitors is one of the fastest ways to grow your business. And I'm going to talk about how you can do that for no money because we buy companies for no money all the time. If you've heard of 'nothing down' real estate, 'nothing down' companies work too". Roland Frasier 

4. Turning cost centers into profits. 5. Franchising.

"So taking the things that you've got, your standard operating procedures, the business brand, and everything, and saying, I'm going to give you all my systems, all my...

If you’re an entrepreneur that’s looking to build wealth and manage your finances more effectively, you’ll hear some key takeaways and insight in Today’s episode.

“What you don’t know can hurt you, in terms of surprises that are bad, and also in missing opportunities that are good, that even the government has built-in for you to help you.” Roland Frasier.

Today Roland talks with Jim Dew, the CEO, and Co-Founder of Dew Wealth Management. Dew builds virtual family offices for entrepreneurs who are doing more than a million dollars of revenue. He makes what was traditionally a Billionaire’s ‘thing’ a more accessible solution. This innovative approach is designed to maximize time, money, and freedom. 

What is a ‘Family Office’?

“A family office is where a billionaire will hire all the needed tax, legal insurance and investment professionals, attorneys, and accountants as full-time employees working for that one billionaire and their family. The efforts are coordinated with a clear vision of what the family is trying to accomplish, and it creates all kinds of smart decision making and good outcomes”. Jim Dew.

Thank you for listening. If you'd like more from us, head to our homepage and sign-up for our weekly memos. It also really helps us get the word out when you subscribe and write a review on ApplePodcasts. 

Listen Today For, 

• What Billionaires taught Jim.

• The surprising advantages of this millionaire model above the billionaire model.

• Why he started his own company.

• The Insurance mistake many entrepreneurs make.

• What to look for when hiring a CPA.

•  Tax advantages that Entrepreneurs often miss.

“When we do tax planning, I always say you want to go deeper on your tax planning. That means to defer, eliminate, arbitrage, pay now and then none later, and reduce. So coming up with strategies, both simple and complex in all those areas is really important.” Jim Dew

Plus, Three Main Outcomes That Entrepreneurs Miss That Billionaires Get Right

1. Infrastructure
2. Maximizing your wealth (Inside and outside of your company)
3. Having a plan for sustainable wealth.

“You get rich by being concentrated in a business, but you stay rich by being diversified outside of the business. And too often, entrepreneurs are waiting for the big exit that doesn’t happen or something goes wrong”. Jim Dew

Thank you for listening. If this (or any of our episodes) helps you, head to our homepage, https://businesslunchpodcast.com/, and sign-up for our weekly memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts.

You can also find us on your go-to podcast platform here.

Business Lunch with Roland Frasier is brought to you by Scalable Podcasts.

Mentioned In This Episode

Beyond A Million Book

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DEWWealth.com

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Today Roland Frasier introduces the Co-founder of 7-year-old Big Block Realty, Sam Khorramian, and they talk acquisitions and growth. Last year Big Block did almost 4 billion in sales with their innovative model and over a thousand agents. They also hit the top 35 fastest growing companies three years in a row. Sam and his partner Oliver Graf are looking to expand Nationally, and you will hear today how they're doing this through acquisitions. Listen for a step-by-step case study on how an acquisition deal goes down.

 

"Acquisitions, in general, are some of the most predictable and scalable ways to grow your business. So we've purchased a really large Facebook group. We've bought a few brokerages, we've purchased parts of a marketing agency, a software company, all of these things we've done with no money or very little money down". Sam Khorramian

For more from Sam and his partner, check out Episode 70.

Thank you for listening. If this (or any of our episodes) helps you, head to our homepage, https://businesslunchpodcast.com/, and sign-up for our weekly memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts. You can also find us on your go-to podcast platform here.

Listen Today For, 

• How Sam is finding these Acquisition opportunities.

"I'm always positioning myself. If I'm on podcasts, on my social, if I'm on stage, I'm always putting it out there that I'm looking to buy businesses". Sam Khorramian

• Why (and how) Sam acquired a Facebook Group and a Podcast.

"We're always trying to gather media and attention. So if we could buy the media, then we control the media and control the attention". Sam Khorramian

• Important steps to make the deal actually happen.

"What I've found with this is people are often really hot, and then they're really cold, and then they're really hot, and they're really cold. So I'm a big believer that the first thing I need to do is get them to trust me, like me, and want to do the deal with me". Sam Khorramian.

• The two questions every prospective seller is thinking.

1. How does this work?
2. Am I going to get taken advantage of?

• How Sam does the Math and predicts the margins).

And more!

Thank you for listening. You can also find us on your go-to podcast platform here, https://linktr.ee/firecircle.

Mentioned In This Episode

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You may not love talking or thinking about Taxes, but Michael and Roslyn Rozbruch are thriving in this space, and talk to Roland Frasier about their journey together as founders of the Tax and Business Solutions Academy, and RozStrategies.com 

In Today's episode, we talk about Partnerships that went bad, launching when you don't know what you're doing, scaling, and pivoting. Listen through to the end for some nuggets of wisdom from Michael on Fear and Roz's insight on partnering with your significant other.

"If you took all the fear in the world and boiled it down, there's only two kinds of fear in the world. One is fear of losing something you already have, and the second is fear of not getting something you want." Michael Rozbruch

Listen Today For, 

• The profitable business that Michael walked away from (and why).

"Everything in life has a beginning, a middle and an end, and, you know, after 16 years in my tax resolution practice, I had 125 people in 15,000 square feet. I mean, we were servicing between 3,000 to 4,000 clients a year. But you know, it was time for me to exit". Michael Rozbruch.

• How to launch with no list and very little knowledge.
• Their passion for learning and how they absorb expertise.

"I'm like one of those great people you want at your conference. I think I spent $30,000 worth of product; we bought everybody's product." Michael Rozbruch

• Secrets to working with your significant other.
• Where strategic relationships can accelerate your business.
• How they scaled and "layered up" their products and memberships.

"If you were going to buy something from us, you're going to get more value beyond what you've invested, and that has helped our business model." Roslyn Rozbruch.

Plus, How To Pivot In Response To The Pandemic

"I have a high tolerance for risk. And, but this was like, above my pay grade". Michael Rozbruch

• Don't be afraid to take your events Virtual. They can still be awesome.

• Embracing change is the key to success.

"It's really important to open yourself to change so that you can pivot and ask if this isn't working, what do we need to do to make it work?" Roslyn Rozbruch.

Thank you for listening, and be sure to hit subscribe on @applepodcasts!

You can also find us on your go-to podcast platform here, https://linktr.ee/firecircle.

If this (or any of our episodes) helps you, head to our homepage, https://businesslunchpodcast.com/, and sign-up for our weekly memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts.

Mentioned In This Episode

Millionaire Messenger Book by Brendon Burchard.

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Do you tend to lean toward the operational, tactical type of Entrepreneur or the Visionary strategic type?

Ryan Deiss talks today about four different types of Entrepreneurs - and why you need to be all four of them at different stages in your company’s life cycle (if you want to scale).

Ryan is an entrepreneur, author, and investor, and according to Shark Tank star Daymond John, “His companies practically own the internet.” He’s the founder of https://scalable.co/ (Scalable) and Digital Marketer.

If you love this show and it helps you with your business(es), head over to our home page https://businesslunchpodcast.com/ (https://businesslunchpodcast.com/) and sign-up for our weekly memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts.

The Four Types. “This is not like a personality test where you’re one of these types and somebody else’s something else…You may default to one of them, but over time you’ll likely need to be all of them as your company scales. But I don’t want you to think that one is necessarily better or worse than another” Ryan Deiss.

Though no type is superior to another, which one do you naturally default to?

1. The Inventor

As the name would suggest, The Inventor is the creator of new projects. They’re out looking at trends and opportunities and following their instincts. They primarily create value through researching, prototyping, and coming up with those breakthrough ideas.

2. The Driver

This type of Entrepreneur/Founder is the type that’s in the trenches. They get it done. They are great execution people.

3. The Manager

At this level, The Manager type begins leading leaders, managing systems, and creating processes.

4. The Guide

The Guide is the keeper of the Vision and the Culture. They serve in more of a board capacity than an executive capacity. An officer capacity, as opposed to an operator capacity.

“If you want to effectively build a portfolio of companies and make more acquisitions, then you need to be The Guide Type.” Ryan Deiss

Plus, Listen Today For Why it’s so important to understand this when you’re out acquiring companies.

What happens when you get stuck in a particular role and can’t progress to the next phase.

“But the fact is if you were The Guide at the early stage of a company’s life, you would get nothing done. If you’re The Manager too early in the process, you’ll create bureaucracy, and nothing will get done’. Ryan Deiss

Keys to becoming “The Guide.”

Thank you for listening, and be sure to hit subscribe on @applepodcasts!

If this (or any of our episodes) helps you, head to our homepage, https://businesslunchpodcast.com/, and sign-up for our memos. It would also really help us get the word out if you would subscribe and write a review on ApplePodcasts.

Mentioned In This Episode

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Thanks so much for joining us this week. Want to subscribe to Business Lunch with Roland Frasier? Have some feedback you’d like to share? Connect with us on ApplePodcasts and leave us an honest review! Your feedback will help us improve the show and connect us with more high flyers like you.

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