Connect & Convert: The Sales Accelerator Podcast

New York Times bestselling author and conversion optimization expert Bryan Eisenberg joins Dennis Collins and Leah Bumphrey to share his incredible transformation story. From reversing diabetes without medication to discovering how personal authenticity drives business success, Bryan reveals the powerful connection between the stories we tell ourselves and the results we achieve.

Bryan and Jeffery's latest book is called: "I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" and is available at Amazon: https://www.amazon.com/Think-Swallowed-Elephant-Stories-Success/dp/1932226249?sr=8-1

• Health drives business performance - Bryan's journey from 277 pounds and diabetic blood sugar levels to optimal health in just 4 months demonstrates how physical transformation enables mental clarity and business success

• Authentic storytelling beats polished personas - Vulnerability and genuine human experiences create deeper connections with customers than carefully crafted marketing messages

• Simple habits create massive results - A 10-15 minute walk after each meal can stabilize blood sugar, reduce aging, and improve overall health and cognitive function

• Stories must evolve with your life - When your motivating story no longer aligns with who you are, it creates friction and prevents progress in both health and business

Books Mentioned:

• "I Think I Swallowed an Elephant: The Stories We Sell, The Success We Build" by Bryan Eisenberg & Jeffery Eisenberg
• "Waiting for Your Cat to Bark" by Bryan Eisenberg & Jeffery Eisenberg with Lisa T. Davis
• "The Rice and Beans Millionaire" by Bryan Eisenberg & Jeffery Eisenberg

00:00:00 - Introduction and Bryan's impressive credentials

00:02:54 - The personal transformation story begins

00:08:17 - Weight loss journey and family motivation

00:11:28 - Business challenges and health decline during COVID

00:14:23 - The shocking blood test results and diabetes diagnosis

00:18:53 - Choosing personal responsibility over medication

00:22:00 - Reversing diabetes naturally in 4 months

00:24:36 - The simple post-meal walking habit that changes everything

00:26:27 - Understanding glycation and the aging process

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/

Bryan Eisenberg is a multiple New York Times bestselling author and internationally recognized authority in online marketing and conversion optimization. He's been featured as a media expert on CNN and in the New York Times, and has helped thousands of companies including Google, Chase, Hewlett Packard, NBCUniversal, GE, WebEx, and Dell achieve dramatic improvements in their conversion rates and sales. Along with his brother Jeffrey, Bryan has authored several bestsellers including "Call to Action," "Waiting for Your Cat to Bark," "Always Be Testing," "Buyer Legends," and "The Rice and Beans Millionaire."

Connect & Convert is your Sales Accelerator podcast where small business owners learn insider secrets to grow their sales faster than ever. Hosted by Wizard of Ads partners Dennis Collins, Leah Bumphrey, and Producer Paul Boomer, this podcast delivers actionable insights on marketing, leadership, company culture, and sales strategies tailored for small business growth.

In this special edition, our hosts share the origin story of the Connect & Convert podcast. From Dennis's first experiences at Wizard Academy over 20 years ago to how the trio came together to create this resource for small business owners, you'll hear the authentic journey behind their mission to help businesses grow. Learn how they offer free consultations, answer listener questions, and bring their diverse expertise in culture, leadership, sales, and marketing to help small businesses thrive.

In this thought-provoking episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey tackle the controversial topic of employee accountability and performance standards. Joined by Producer Paul, they debate the ethics and effectiveness of different accountability systems, from Sun Tzu's ancient methods to Jack Welch's infamous 20-70-10 system.

1. The standard set by keeping low performers becomes the standard for your entire company, affecting overall team performance and morale
2. Creating a "magnetic workplace" where people want to work is ultimately the leader's responsibility
3. Effective accountability requires clear, consistent consequences - not just occasional enforcement
4. Fear-based compliance and arbitrary standards can damage workplace culture and drive away top performers

• 00:00:00 - Introduction and welcome
• 00:02:00 - The Sun Tzu accountability story
• 00:05:25 - Jack Welch's 20-70-10 system explained
• 00:09:15 - The impact of keeping low performers
• 00:13:40 - Creating a magnetic workplace
• 00:17:30 - Fear-based compliance vs. genuine engagement
• 00:22:45 - The ethical questions of performance consequences
• 00:27:20 - The deliberately developmental organization concept
• 00:31:10 - Practical takeaways for small business owners

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

• "The Art of War" by Sun Tzu
• Jack Welch's 20-70-10 system (vitality curve)
• Deliberately Developmental Organization (DDO) concept
• Free 60-minute business consultation with Dennis and Leah

In this special episode of Connect & Convert: The Sales Accelerator Podcast, host Dennis Collins interviews his co-host and business partner, Leah Bumphrey, about her newly published book "Midnight Musings of a Relational Marketing Mom: Finding Fairytale Growth for Your Real Life Business." Leah shares the inspiring journey behind her book, which began as late-night writings when her youngest child was just two years old. After being initially discouraged by publishing professionals, the manuscript was rediscovered years later, leading to its eventual publication.

Throughout the conversation, Leah explores the philosophy of relational marketing, emphasizing the importance of creating genuine connections with customers rather than focusing solely on transactions. She discusses how business owners can successfully integrate their personal and professional lives, sharing from her 35+ years of experience in radio advertising and marketing. The interview is filled with powerful stories that illustrate Leah's approach to business, including a touching anecdote about a wrong number call that led to a meaningful human connection and a baby named after her.

This episode goes beyond marketing tactics to deliver a powerful message about embracing opportunities, finding purpose in business, and the courage to say "yes" when presented with chances to make a difference. It's a must-listen for business owners seeking to build authentic brands while maintaining work-life integration.

• 00:00 - Introduction of special guest Leah Bumphrey
• 02:20 - Discussion of Leah's new book and its journey to publication
• 07:20 - Leah's backstory and the inspiration behind the book
• 12:30 - The rediscovery of the lost manuscript
• 19:45 - The story of the wrong number call and unexpected connection
• 30:25 - Finding balance as a working parent in business
• 38:10 - Understanding relational marketing vs. transactional approaches
• 47:00 - The challenge for listeners and book giveaway
• 55:30 - Final thoughts on making a difference

Leah Bumphrey is a seasoned marketing professional with over 35 years of experience in print and radio advertising. Based in Saskatoon, Saskatchewan, she specializes in helping small businesses develop relational marketing strategies that create authentic connections with customers. As a partner at Wizard of Ads, Leah combines her expertise in storytelling with practical business insights to help clients achieve sustainable growth. Her new book "Midnight Musings of a Relational Marketing Mom" draws from her experiences balancing motherhood with a successful marketing career.

• Get the book on Amazon: Midnight Musings of a Relational Marketing Mom
• Connect with Leah: [email protected]
• Connect with Dennis: [email protected]
• wizardacademy.org - Sponsor of the podcast

"If you are trying to have a life where it is completely separated, you're doing your job and then you come home, you're done, and then you're with your family, there is an integration that happens with something that you care about, and a business is something that you care about." - Leah Bumphrey

"Integration is key. If you are running a business, and I don't care at what level, but if you are running your own business, if you are not somehow making it work... that's what's important." - Leah Bumphrey

"We always have the opportunity to choose to say no, but we can also choose to say yes." - Leah Bumphrey

Take Leah's challenge: Set a timer for 10 minutes and write down your thoughts about something you know you should be doing in your business but haven't yet. Share your insights with Leah for a chance to receive a signed copy of her book.

#RelationalMarketing #SmallBusinessGrowth #WorkLifeBalance #MarketingMom #BusinessStorytelling #SalesAccelerator #BusinessGrowth #AuthenticBranding #WizardOfAds #MidnightMusings #WorkingParents #BusinessIntegration #FamilyBusiness #MarketingStrategy #CustomerRelationships #BusinessPurpose #LeahBumphrey #DennisCollins #BookLaunch #PodcastInterview #BusinessInspiration #EntrepreneurialJourney #ConsistentMarketing

Join hosts Dennis Collins and Leah Bumphrey in this enlightening episode of "Connect and Convert," the go-to Sales Accelerator Podcast for small business owners looking to harness insider knowledge to accelerate their growth. This week, they had the honor of welcoming Philip B. Wilson, President and General Counsel of LRI Consulting Services and a respected authority in employee retention and leadership. In an engaging conversation, Phil shares profound insights from his forthcoming book, "The Leader Shift Playbook," set to release on April 1, 2025.

The Dunning-Kruger Effect and "Mount Stupid": Phil discusses the pitfalls of leadership where individuals mistakenly overestimate their understanding or effectiveness. His personal journey emphasized acknowledging one’s limitations and the need for continual growth in leadership.

Identifying Warning Signs for Leadership Mindset Shifts: Phil offers insight into recognizing crucial signs that indicate leadership effectiveness may be lacking and shares his methodologies for overcoming them, rooted in proactive communication and genuine connections.

The Hero Assumption: An essential discussion element revolves around the belief in your team's potential. Phil stresses that believing in others can significantly impact their performance, drawing parallels with psychological studies illustrating the effects of perceived capabilities on actual results.

The Importance of Vulnerability in Leadership: Phil shares his transformative experience of confronting his leadership shortcomings, highlighting the power of vulnerability and open dialogue in fostering trust and collaboration within teams.

Practical Tools for Effective Leadership: As a rich resource, Phil discusses the Leadership Toolkit accompanying his book, which provides actionable strategies and exercises geared towards improving leadership efficacy and enhancing team dynamics.

• 00:00 - Introduction and welcome
• 02:15 - Introducing Phil B. Wilson
• 07:30 - Understanding "Mount Stupid" and Dunning-Kruger Effect
• 15:00 - Recognizing the signs for leadership shifts
• 27:45 - Exploring the Hero Assumption
• 35:30 - Vulnerability and trust within teams
• 42:00 - Introducing the Leadership Toolkit
• 50:15 - Closing thoughts and challenges for listeners

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Philip B. Wilson: https://www.linkedin.com/in/pbwilson/
• LRI Consulting Services: https://lrionline.com/
• Amazon for "The Leader-Shift Playbook: https://www.amazon.com/Leader-Shift-Playbook-Changes-Unleash-Potential/dp/1639081178

Philip B. Wilson boasts a robust career and nearly five decades of experience in labor and employee relationship consulting. As the President and General Counsel of LRI Consulting Services, he has played a pivotal role in guiding organizations toward establishing extraordinary workplaces. With a passion for employee engagement, Phil authored the "Approachability Playbook" and is set to enrich the leadership landscape with "The Leader Shift Playbook." His work reflects a deep commitment to fostering meaningful connections and effective leadership practices that inspire teams to thrive.

In this episode, expect to be inspired as Phil shares vibrant anecdotes from his journey, coupled with actionable strategies that can help any leader reassess their approach, effectively connect with their team, and elevate their organizational culture. Don’t miss this masterclass in leadership transformation!

Join us for an enlightening conversation with Mark Flaman as he shares the remarkable story of how his family's business evolved through innovative marketing, strong customer relationships, and dedicated employee development. In this episode, Mark reveals the three pillars that have guided their success and shares entertaining stories about their memorable marketing campaigns, including exploding water tanks and pet-friendly treadmill commercials.

• The Flaman Group's three pillars - customer responsibility, achieving goals, and making things better - form the foundation of their business success
• Their unique hiring practices, including creative interview questions, help identify candidates who align with company culture
• Leadership by example, from the CEO picking up trash to promoting from within, creates a strong company culture
• Creative marketing approaches, like filming exploding water tanks and dogs on treadmills, set them apart from competitors

• Flaman Group Website: https://www.flaman.com
• Flaman Group on LinkedIn: https://www.linkedin.com/company/flaman-group-of-companies/
• Connect with Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Connect with Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

00:00:00 - Introduction

00:00:26 - The Three Pillars of Success

00:01:36 - Customer Responsibility Philosophy

00:02:32 - Goal Setting and Employee Development

00:04:12 - Making Things Better Initiative

00:10:03 - The Famous Treadmill Story

00:15:08 - Creative Marketing Campaigns

00:17:33 - The Spy Equipment Story

Mark Flaman represents the next generation of leadership at the Flaman Group of Companies, a family-owned business that has grown from agricultural roots to encompass fitness equipment, security systems, and more. His insights into maintaining family business values while driving innovation make him a valuable voice in the family business community.

Step into the remarkable world of family business success as Mark Flaman shares the fascinating journey of how his grandfather transformed a simple grain bin sale into a multi-division agricultural empire. In this first episode of our two-part series, discover how innovative thinking, community investment, and strategic succession planning have kept the Flaman Group of Companies thriving across three generations.

• Family business succession requires separating emotional meaning from business decisions, with external mentorship playing a crucial role in maintaining both family harmony and business success
• Diversification and innovative marketing strategies, like Frank Flaman's airplane sales calls and Mexico bus tours, can create unique business opportunities and customer relationships
• Community investment and giving back through initiatives like the Frank Flaman Foundation (over $25 million in donations) strengthen both business and family legacy

• "Leaving a Legacy" by David C. Benthal
• Unstoppable Conversations Workshop
• Hoffman Process
• Landmark Group

00:00:00 - Introduction and special offer

00:02:15 - Frank Flaman's origin story and early business ventures

00:08:30 - Business diversification strategy and expansion

00:15:45 - Frank Flaman Foundation and community impact

00:22:30 - Family business succession planning insights

Mark Flaman represents the third generation of the Flaman Group of Companies, a leading agricultural equipment retail company in Western Canada. With locations across Saskatchewan, Alberta, and Manitoba, the company has grown from its humble beginnings in Southey, Saskatchewan, to become a major player in the agricultural equipment industry.

Connect with Our Hosts:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/

Ready to revolutionize your sales team's performance? Join hosts Dennis Collins and Leah Bumphrey as they welcome Gordon Wilson, a veteran sales leader with over four decades of experience transforming sales teams. In this powerful episode, Gordon shares his proven coaching techniques and reveals why traditional management approaches often fail to deliver results.

• Understanding individual motivations is key to sales team success - Gordon shares how getting "into their head" through meaningful one-on-one interactions can transform performance
• Traditional management metrics and processes often hinder rather than help sales performance - learn why trust and autonomy are crucial for sustainable growth
• Recognition and positive reinforcement drive better results than constant criticism - discover how to balance accountability with encouragement
• Technology in sales coaching (like RILA) can be powerful when used correctly, but should never replace personal connection and understanding

00:00 - Introduction and welcome

04:15 - Understanding team motivation

12:30 - The power of one-on-one coaching

18:45 - Managing upper management

25:10 - Building sustainable growth

32:20 - Technology in sales coaching

38:45 - Closing thoughts and recommendations

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Gordon Wilson: [LinkedIn Profile URL]

Gordon Wilson brings over 40 years of sales and management experience to the conversation. Currently serving as a Sales Coach at Alaskan AC in Phoenix, Gordon has a proven track record of transforming sales teams and driving unprecedented growth. His approach helped increase closing averages from 47% to 55-65% and raise ticket averages from $15,800 to $18,900 in just six months. Gordon's unique perspective comes from working across multiple industries and his commitment to understanding the human side of sales performance.

• "Building a High-Performance Sales Culture" - Episode 074
• "The Psychology of Sales Success" - Episode 068
• "Leadership Lessons from Top Sales Performers" - Episode 071
• 
  

sales coaching techniques, sales team management, sales leadership development, coaching sales teams effectively, transformational sales leadership

Dive into Warren Buffett's unconventional wisdom as hosts Dennis Collins and Leah Bumphrey explore why the Oracle of Omaha actively studies business failures. Discover how complacency becomes the silent killer of successful businesses and learn practical strategies to keep your company growing in an ever-changing marketplace.

Key Takeaways:

• Complacency is the number one reason businesses fail - even successful companies must constantly evolve or risk decline
• "Toxic positivity" in business can mask critical warning signs that need attention
• Creating a network of honest advisors who meet monthly to discuss potential market changes is crucial for long-term success
• There's no such thing as maintaining the status quo - you're either growing or declining

Episode Timestamps:

00:00 - Welcome and Introduction

02:15 - Warren Buffett's Philosophy on Studying Failure

04:30 - Understanding Toxic Positivity in Business

07:45 - Real-World Examples: Sears and Blockbuster

12:30 - Creating Early Warning Systems

15:45 - Essential Questions for Business Growth

18:00 - Closing Thoughts

Connect With Us:

• Dennis Collins: https://wizardofads.org/partner/dennis-collins/
• Leah Bumphrey: https://wizardofads.org/partner/leah-bumphrey/
• Email Dennis: [email protected]
• Email Leah: [email protected]

Featured Guest:

Paul Boomer (Producer Paul) - Marketing strategist and business consultant who specializes in helping companies identify and adapt to market changes. Paul shares valuable insights about creating networks of honest advisors and preparing for rapid market shifts.

In this eye-opening episode of Connect and Convert, hosts Dennis Collins and Leah Bumphrey challenge the common wisdom of letting top sales performers operate independently. They share invaluable insights on why maintaining engagement with your best talent is crucial for long-term success and retention.

Key Takeaways:

• Completely hands-off management of top performers can lead to disconnection and eventual talent loss
• Effective feedback should be data-driven and presented as a partnership discussion rather than criticism
• Building trust requires understanding individual motivations and creating personalized management approaches
• Team integration and regular engagement are crucial, even for highly independent sales professionals

Timestamps:

00:00:00 - Introduction and topic overview

00:02:15 - The risks of ignoring top performers

00:05:30 - Effective feedback strategies

00:08:45 - Building team connection

00:12:20 - Data-driven management approaches

00:15:45 - Trust-building techniques

00:18:30 - Closing thoughts and contact information

Connect with the Hosts:

Dennis Collins

• Website: https://wizardofads.org/partner/dennis-collins/
• Email: [email protected]

Leah Bumphrey

• Website: https://wizardofads.org/partner/leah-bumphrey/
• Email: [email protected]

About the Hosts:

Dennis Collins brings decades of experience in radio management and sales leadership. His practical approach to sales management is informed by real-world successes and challenges in managing high-performing teams.

Leah Bumphrey is a seasoned sales professional and consultant with extensive experience in media sales. As one of the pioneering female salespeople in her radio group, she brings a unique perspective to sales team dynamics and management.