Disruptive Successor Podcast

Christopher Morrison is the co-founder and CEO of TeamDynamics, a groundbreaking platform that redefines team collaboration by focusing on team dynamics rather than individual personalities. With a background at leading consulting firms like McKinsey and a successful track record in tech startups, Christopher brings a wealth of experience in organizational psychology and team performance. His innovative approach has helped companies like Meta, Splunk, and Hilton optimize their team effectiveness, making him a sought-after expert in the field.

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, Jonathan Goldhill is joined by Christopher Morrison, co-founder and CEO of Team Dynamics, who shares his journey from consulting at McKinsey to pioneering a platform that enhances team dynamics. The discussion emphasizes the importance of understanding team behaviors, leveraging smart frameworks for optimal performance, and the value of leadership buy-in and cultural cohesion in achieving business success. Christopher also elaborates on his tool, Team Dynamics, which provides actionable insights into team interactions, and contrasts it with traditional individual-focused assessments. The episode wraps up with practical advice on implementing these innovative tools for improved team effectiveness.

KEY TAKEAWAYS

• Team Dynamics Concept: The platform measures and categorizes team behaviors to enhance collaboration and productivity.
• Framework Dimensions: TeamDynamics uses four dimensions: Communicating, Processing, Deciding, and Executing, to assess and improve team interactions.
• Leadership Buy-in Essential: Successful implementation requires leadership support, clear narrative, understanding of frameworks, and integrating these practices into daily workflow.
• Addressing Skepticism: Overcoming resistance involves demonstrating the actual impact of these tools on team performance.
• Professional & End Users: The product is used by both consultants and organizational leaders across various industries.

QUOTES

• • 'One of the primary challenges in family businesses is fostering effective teamwork and collaboration.'
• • 'Knowing when you've put enough in the problem isn’t the organization and its investment in that individual. The problem is that individual.'
• • 'What defines good leadership a lot of the time is ownership and accountability as the leader around your performance and buy-in of the team members that you're leading.'
• • 'There is no single best way for a team to work together. It’s a function of who’s on the team, what the team is tasked with, and the broader organizational context.'
• • 'High performing teams know how they prefer to work and know when it’s time to flex outside their comfort zone.'
• • 'One of the most important leadership qualities, which is chronically under emphasized, is flexibility.'
• • 'Once you start to see the impact, then a lot of that skepticism starts to fall away.'
• • 'In the cases where the answer is no, then your responsibility as a leader is to make a change and to take your team in a different direction.' 

Connect and learn more about Christopher Morrison and his company.
https://www.teamdynamics.io/contact

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Kelly Finnell is a leading expert in Employee Stock Ownership Plans (ESOPs) with over 40 years of experience. As one of the nation’s premier ESOP consultants, Kelly has designed and executed numerous ESOPs and has shared his expertise at more than 300 conferences and meetings globally, including in London and Sydney.

In 2010, Kelly authored "The ESOP Coach: Using ESOPs in Ownership Succession Planning," the most comprehensive guide on ESOPs available today. He has also published numerous articles on the subject, further establishing his authority in ownership succession planning.

Kelly’s firm, Executive Financial Services, established in 1981 and based in Memphis, Tennessee, is dedicated exclusively to ESOPs. With a highly qualified team, they have successfully executed transactions in 38 cities across 19 states, focusing solely on ESOPs.

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, host Jonathan Goldhill is joined by Kelly Finnell, a leading ESOP consultant, to discuss the intricacies and benefits of Employee Stock Ownership Plans (ESOPs) as an effective business succession strategy. Kelly provides insights into how ESOPs function, their tax benefits, the impact on company culture, and the feasibility for various business types. He also addresses common myths and concerns related to ESOPs, offering real-world examples and case studies. This episode aims to provide next-generation leaders and entrepreneurs with valuable information on leveraging ESOPs for successful business transitions while fostering employee ownership.

KEY TAKEAWAYS

• Introduction to ESOPs: An Employee Stock Ownership Plan (ESOP) is a form of retirement plan that invests primarily in the stock of the sponsoring employer, providing both an exit strategy for business owners and benefits to employees.
• Target Companies: ESOPs are ideal for small to mid-sized companies with stable and predictable revenues, typically with at least $2 million in EBITDA. They are particularly beneficial for professional services firms.
• Tax Benefits: Significant tax advantages exist for both the selling owner (potential deferral or elimination of capital gains taxes) and the company (operating tax-free if it's an S corporation).
• Financing ESOPs: The ESOP is fully financed by the company, not by the employees, making it possible for employees to become owners without needing to invest their own money.
• Ownership Culture: ESOPs promote an ownership culture within the company, aligning employees' interests with the company's success, which can lead to increased productivity and motivation.
• Succession Planning: ESOPs can be used effectively in family businesses to manage generational transitions, ensuring fair distribution of the estate among family members.
• Feasibility and Implementation: The process begins with a feasibility study to evaluate the potential outcomes and involves significant communication and education efforts to ensure employee buy-in and understanding.

QUOTES

• "ESOP solves that problem: it is entirely financed by the company. The employees don't come out of pocket with any money. It's a benefit plan for them, not an investment plan."
• "I always tell business owners that the best candidate for an ESOP is a company where the owner comes in late, takes a long lunch, and leaves early."
• "You have to have a strong successor management team."
• "The reason the ESOP outperforms is because with an ESOP, you're getting a leveraged rate of return on the employee's accounts."
• "If a business owner sells to private equity, the way the government would look at that is you have a rich person selling to other rich people."

Connect and learn more about Kelly Finnell.
LinkedIn: https://www.linkedin.com/in/esopcoach/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Dr. Kimberly Wagner is a licensed psychologist and performance coach with over a decade of experience working with elite athletes and business professionals, including Major League Baseball players. She conducted a study on the mental skills and characteristics that enhance performance in Major League Baseball players, which led to the development of her online course, Believe It, Achieve It. Dr. Wagner is dedicated to helping individuals overcome mental blocks and cultivate a winning mindset for success in their careers.

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, host Jonathan Goldhill is joined by Dr. Kimberly Wagner. Dr. Wagner shares insights from her research on peak performance and the crucial mental skills that set top performers apart. She highlights key characteristics such as mental toughness, confidence, work ethic, and effective stress management, emphasizing the importance of mindset in achieving success. Dr. Wagner discusses how these skills apply not only to elite athletes but also to professionals in all disciplines, offering practical strategies for personal and professional development.

KEY TAKEAWAYS

• Mental skills like confidence, resilience, and focus are crucial for peak performance in sports, business, and life.
• Effective communication, leadership adaptability, and maintaining a positive attitude are essential for success in various roles.
• Developing a strong mindset, managing expectations, and learning to overcome self-doubt are key factors in personal and professional growth.
• The Believe It, Achieve It online course combines research-based insights with practical exercises to help individuals overcome mental blocks and achieve their full potential.
• Confidence can be learned and cultivated through positive self-talk, rationalizing thoughts, and internalizing self-belief for enhanced performance.

QUOTES

• "If you're not confident in yourself, then no one else will be confident in you."
• "A person could be very self-confident on the outside, but always feel like the least successful person on the inside."
• "Leaders are not always born; there are different leadership styles that can be adapted to individual employees."
• "Communication and work-life balance are critical skills that contribute to success in various roles."
• "80 to 90% of performance at the elite level is mental, emphasizing the significance of mindset in achieving success."

Connect and learn more about Dr. Kimberly Wagner.
LinkedIn: https://www.linkedin.com/in/kimberly-wagner-psy-d-9098b263/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Doug Baumoel is the founder of Continuity Family Business Consulting and a renowned expert in managing conflict within family enterprises. With over 25 years of experience, Doug has developed a unique systems approach to resolving deep-seated family disputes. He is the co-author of the influential book "Deconstructing Conflict: Understanding Family Business, Shared Wealth and Power," which he wrote with Blair Trippe. Doug's work focuses on addressing identity-based conflicts and historical impasses, providing families with the tools and strategies needed for long-term harmony and business success.

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, host Jonathan Goldhill welcomes Doug Baumoel, founder of Continuity Family Business Consulting. Doug discusses his groundbreaking work in managing conflict within family businesses, drawing on over 25 years of experience and his unique systems approach. He delves into the origins of his conflict equation, the importance of understanding identity-based conflicts, and effective methods for resolving deep-seated family disputes. Along the way, Doug shares insights from his book, "Deconstructing Conflict: Understanding Family Business, Shared Wealth and Power," co-authored with Blair Trippe.

KEY TAKEAWAYS

• Understanding Identity-Based Conflict: Conflict in family businesses often goes beyond financial disputes and touches on deep-seated identity issues. Recognizing this can help in addressing the core of the conflict.
• The Conflict Equation: Doug's methodology breaks down conflicts into opposing goals, incompatible values, and historical impasses, each requiring different approaches for resolution.
• Forgiveness and Releasing Blame: Genuine conflict resolution often involves a process of forgiveness and releasing blame, which can be structured and methodical.
• Historical Impasses: Addressing past grievances and historical conflicts within the family is crucial for long-term harmony and business success.
• Empathy and Understanding: Building empathy and understanding between family members can lead to better accommodation of differing values and smoother conflict resolution.

QUOTES

• "Conflict in Family Enterprise has more in common with religious, political, and ethnic conflicts than with civil disputes."
• "When your identity is threatened, your rational thinking gets hijacked, and you behave emotionally."
• "Forgiveness is not a simple act; it's a process that requires understanding, empathy, and sometimes a structured approach."

Connect and learn more about Doug Baumoel.
LinkedIn: https://www.linkedin.com/in/dougbaumoel/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Known as “the coach for coaches”, Mark Scherer has had the pleasure of working with thousands of individuals, including executives, entrepreneurs, healthcare professionals, coaches, and leaders - enabling them to navigate the most challenging personal chapters of their lives. As a certified business mentor, Mark applies his many modalities to help businesses, groups, families, and individuals identify, clarify, align, and implement their highest visions. He has distilled his decades of experience into a unique framework called the Quantum Leap Technique, which transforms challenges into gains in a matter of minutes. Mark is a straight-shooting Texas farm boy who loves to spark major breakthroughs when the chips are down. 

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, host Jonathan Goldhill is joined by Mark Scherer, founder and CEO of Encompass Life, a life coaching and leadership development academy. Mark shares insights about his unique framework, the Quantum Leap Technique, which transforms challenges into gains in minutes. From assisting clients in overcoming self-sabotages to achieving exponential business growth, Mark distills decades of experience into transformative mentorship. Throughout the conversation, he emphasizes the importance of aligning internal motivations with business goals, breaking through familiar patterns, and finding fulfillment beyond financial success. The discussion offers valuable strategies and methodologies for business owners and leaders to achieve breakthrough results.

KEY TAKEAWAYS

• The Importance of Inner Alignment: Understanding how internal states and belief systems influence external business results.
• The Quantum Leap Technique: How this framework helps individuals and businesses achieve rapid and significant growth.
• Overcoming Self-Sabotage: Identifying and eliminating patterns of shame, blame, guilt, and hate that hinder success.
• Manifesting from Abundance: The difference between manifesting from a place of want versus already having.
• Transformational Outcomes: The role of spiritual and quantum principles in achieving personal and professional breakthroughs.

QUOTES

• "Whatever somebody says about life is a relationship to God. Some people don't like talking about God, but whatever, somebody will say, Oh, I really love God. I really love, whatever. And how's your life going? my life sucks. I don't have enough money. My kids and I are fighting, blah, blah, blah. all this. All these things, and I'm going, you said you loved God, you said that you hate these things in your life. You're talking out of both sides of your mouth, folks. You gotta have, you gotta find that alignment. you gotta find that alignment there. And when somebody really changes their relationship to life, what I've found here is that all areas of their life change simultaneously and exponentially."
• "When a trauma occurs as a kid, the person creates a lot of it. I am not making statements to survive that trauma. I can't do anything right, and they surround that trauma with a whole bunch of not statements, N. O. T. statements, and once they create an N. O. T. statement, one of the side effects of that, or one of the effects of that, is the person has a high level of anxiety."
• "Before you even identify what it is, you give yourself of having the feeling of having something great first, before you ever even name what it is, you can't even begin to name what it is you really desire when you're in a state of sympathetic nervous system, when you're in a fight or flight."
• "So I started doing everything based on what I loved. It took me a while to acclimate my body into believing that I could do that. As weird as that, as weird as that may sound."

Connect and learn more about Mark Scherer.
LinkedIn: https://www.linkedin.com/in/encompasslife/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

R. Adam Smith is a distinguished strategic advisor, financier, and deal maker with over two decades of experience in private company finance and family offices. As a LinkedIn Top Voice and seasoned board member of 10x companies, he brings extensive expertise in family business dynamics. He is the founder and host of Family Business Audiocast, the source of thought leadership for family business-related topics. With a background at Salomon Brothers and education from Columbia Business School, he has guided over fifty venture and private equity-backed companies, participating in transactions worth several billions of dollars.

SHOW SUMMARY 

In this episode of the Disruptive Successor podcast, host Jonathan Goldhill welcomes R. Adam Smith, a veteran strategic advisor and expert in family offices and enterprises. The discussion covers the complexities and unique dynamics of family businesses, from governance and succession planning to fostering resilience and balancing family values with business objectives. They explore the importance of transparency, the role of external advisors, and the necessity for effective governance structures. Smith also shares insights on managing conflicts, the significance of aligning family legacy with strategic goals, and the evolving role of next-generation leaders in family businesses. This episode is a must-listen for anyone involved in family enterprises wanting to navigate the intricate landscape of maintaining family harmony while driving business success.

KEY TAKEAWAYS

• Exploration of Family Business Dynamics: The episode delves into the complexities and unique dynamics of family businesses, highlighting their distinct challenges and opportunities.
• Emphasis on Transparency: Throughout the discussion, there is a strong emphasis on the importance of transparency within family businesses. Transparent communication is highlighted as a cornerstone for fostering trust and effective decision-making among family members and stakeholders.
• Role of External Advisors: Smith and Goldhill discuss the pivotal role that external advisors play in guiding family businesses. These advisors bring objective perspectives and specialized knowledge that complement the internal dynamics of family leadership.
• Alignment of Family Legacy and Strategic Goals: One of the central themes is the alignment of family legacy with strategic business goals. Smith underscores the importance of integrating the family's heritage, values, and long-term vision into the overarching business strategy.
• Evolution of Next-Generation Leadership: The evolving role of next-generation leaders within family enterprises is discussed, highlighting the challenges and opportunities they face in continuing and innovating upon the family legacy.

QUOTES

• "We definitely know what's best practices because we've read the book, studied it, seen it in practice, and know it works."
• "Raise equity, raise debt, buy things, sell things, refinance, build governance, build a legacy, build human capital, hire executive recruiters, build a brand, make an impact."
• "I think that when I think of resilience, there are a lot of factors that weigh in. I think that people have to think in terms of doing a SWOT analysis."

Connect and learn more about R. Adam Smith.
LinkedIn: https://www.linkedin.com/in/radamsmith/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Scott Snider is a recognized expert in family business dynamics and the CEO of Exit Planning Institute (EPI), where he leads efforts to educate advisors and business owners on succession planning and value acceleration strategies. With a background in finance and a passion for helping businesses navigate leadership transitions and maximize their value, Scott is dedicated to providing practical insights and methodologies through EPI's training programs and resources. His work, alongside industry leaders like Jonathan Goldhill, focuses on addressing the unique challenges of generational transitions, disruptive successors, and adapting businesses in response to challenges like the COVID-19 pandemic, making him a sought-after speaker and consultant in the field of family business advisory.

SHOW SUMMARY

In this episode of Disruptive Successor, Jonathan Goldhill Jonathan Goldhill welcomes back Scott Snider, President of the Exit Planning Institute (EPI). Scott shares his journey from exiting his first business to leading a family-run institute that educates advisors on exit planning. The discussion dives into the significance of exit planning, challenges in running family businesses, and the impact of EPI’s value acceleration methodology. Learn how Scott and his team navigated pandemic-related hurdles, the importance of strategic planning, and future goals for EPI. This episode is packed with insights for next-generation leaders, family business owners, and entrepreneurs interested in succession planning and maximizing business value.

KEY TAKEAWAYS

• Value Acceleration Methodology: Understanding the importance of aligning business, personal, and financial goals to create a significant and valuable company.
• Transitioning Leadership: Insights into the challenges and strategies for successfully transitioning leadership within a family business.
• Impact of COVID-19: How EPI pivoted from in-person to virtual training during the pandemic and what it taught about resilience and adaptability.
• Generational Shifts: Observations on how different generations approach exit planning and the implications for advisors and business owners.
• Communication and Decentralization: The critical role of regular communication and the need to decentralize control to empower the next generation of leaders.

QUOTES

• "We all know that what got us here isn't going to get us there."
• "Value acceleration is about blending business, personal, and financial goals for long-term significance."
• "The pandemic forced us to pivot quickly, and it showed us the strength of our team and the importance of being adaptable."
• "Regular communication is absolutely critical in a family business, especially during leadership transitions."
• "Different generations have different approaches to exit planning, and it's important to understand these shifts to better serve business owners."

Connect and learn more about Scott Snider.
LinkedIn: https://www.linkedin.com/in/scott-snider-epi/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Shelley Hoss, Chief Executive Officer at Orange County Community Foundation, brings over 38 years of leadership in philanthropic organizations to the discussion. She offers deep insights into the transformative role of community foundations in integrating philanthropy into business models. Shelley highlights how such integration not only enhances community engagement, reputation, and customer loyalty but also boosts employee satisfaction. She delves into practical strategies for engaging younger generations in philanthropy and shares the personal fulfillment that comes from making a meaningful impact.

Drew Hoeven, Chairman and Chief Investment Officer of Westport Properties, shares his family's inspiring journey of blending business success with purposeful philanthropy. He discusses the strategic advantages of charitable giving, including tax benefits, and emphasizes the importance of aligning corporate values with philanthropic efforts. Drew's perspective underscores how businesses can drive positive social change while achieving sustainable growth.

SHOW SUMMARY

In this episode of Disruptive Successor, host Jonathan Goldhill explores the power of strategic philanthropy and its multiple benefits with guests Shelley Hoss, a 38-year leader in philanthropic organizations, and Drew Hoeven, Chairman and Chief Investment Officer of Westport Properties. They discuss how integrating philanthropy into business models can increase community engagement, reputation, employee satisfaction, and customer loyalty. The episode also highlights the tax advantages of charitable giving, the personal rewards of making a difference, and strategies for involving younger generations in giving. Shelley explains the role of community foundations, and Drew shares his family's journey in combining business success with impactful philanthropy.

KEY TAKEAWAYS

• Strategic Integration of Philanthropy: Shelley Hoss and Drew Hoeven emphasize the transformative impact of integrating philanthropy into business models. This approach not only enhances community engagement but also strengthens reputation, increases employee satisfaction, and fosters customer loyalty.
• Personal Fulfillment and Legacy: The episode underscores the personal rewards of making a difference through philanthropy. Drew Hoeven shares his family's journey, illustrating how businesses can align success with meaningful social impact to leave a lasting legacy.
• Tax Advantages and Strategic Giving: Discussions highlight the strategic advantages of charitable giving, including tax benefits. Understanding these incentives can empower businesses to optimize their philanthropic efforts while achieving financial goals.
• Engaging the Next Generation: Strategies for involving younger generations in philanthropy emerge as a crucial theme. Shelley Hoss explores effective methods for cultivating a philanthropic mindset among the next generation, ensuring continuity and sustainability in charitable endeavors.
• Business Culture and Social Responsibility: Integrating philanthropy into business culture emerges as a strategic imperative. By embedding social responsibility into core values, businesses can achieve both financial success and meaningful societal contributions.

QUOTES

• "This is all part of a whole integrated approach to life, business, and personal life. And philanthropy can be this amazing bridge to help next-gen leaders bring their business forward, take advantage of all the benefits that you outlined, but also to feel a greater sense of integrity with how they want to be leading their companies."
• "I think a lot of the younger generation, when they're looking to apply for companies, if you don't have that piece, they're going to move on... It's a big part of company culture and ours in particular."
• "Encouraging employees to volunteer their time for community service and organizing group volunteer activities... It attracts candidates who come and say, 'I want to work for your company because of who you are and what you do in the community.'"
• "There are so many reasons to give, and there are so many benefits to it. Not the least of which is the psychic benefit, the emotional benefit, call it what you will, that you get from participating and doing something that can really have an impact in your community."
   

Connect and learn more about our guests: 
Shelley Hoss’ LinkedIn: https://www.linkedin.com/in/shelley-hoss-1233a711/
Drew Hoeven’s LinkedIn: https://www.linkedin.com/in/drew-hoeven-0669691/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Andrew Hartman, is a seasoned professional with over two decades of experience in marketing tech firms and software startups. Specializing in time management and strategic prioritization, Andrew developed the Time Boss Model to help individuals achieve their goals without compromising their mental health. After experiencing burnout and significant stress early in their career, Andrew transformed their approach to work, learning how to manage their time effectively and reduce anxiety. This led to the creation of the Time Boss Model, a framework built from 15 years of experimentation and learning, designed to maintain a sustainable work pace while making substantial progress on key priorities.

Currently serving as a Fractional COO, Andrew also coaches business leaders and high-level professionals on optimizing their time and maintaining their well-being. Their unique approach blends practical strategies with a focus on mental health, empowering others to close their workday stress-free and maintain a deep sense of peace.

SHOW SUMMARY

In this episode of Disruptive Successor, host Jonathan Goldhill welcomes Andrew Hartman, founder of Time Boss, to discuss effective time management strategies for leaders. Andrew shares his journey from burnout to creating Time Boss, a system that helps individuals and teams optimize their relationship with time, reduce stress, and enhance productivity. He emphasizes prioritizing tasks, setting boundaries, and establishing habits that support focused work. Key topics include the pitfalls of multitasking, the benefits of the Pomodoro technique, and methods for achieving work-life balance.

KEY TAKEAWAYS

• Focus on Time Management and Productivity: The episode centers on strategies for effective time management and productivity enhancement.
• Guest Introduction: Andrew Hartman, founder of Time Boss, shares his personal journey from experiencing burnout to developing a system to help business leaders manage their time more efficiently.
• Importance of Establishing Habits: Andrew emphasizes the significance of establishing positive habits to optimize productivity and maintain work-life balance.
• Understanding Capacity: Andrew discusses the importance of understanding one's capacity and avoiding multitasking to enhance productivity.
• Strategic Prioritization: Strategies such as the Pomodoro method and the Pareto principle are highlighted as effective tools for prioritizing tasks and managing stress.
• Clarity and Planning: The episode underscores the importance of clarity, proper planning, and setting boundaries to ensure sustainable success in both personal and professional life.

QUOTES

• “We all know that what got us here, isn't going to get us there.” 
• “You cannot manage all the things in your head at the same time, you have to be able to get them out in front of you into a system where you can see them.”
• “Being thoughtful always of how am I setting up my future self to really have the life that they want? I think it comes down to the decisions we make today.”
• “A one-degree positive course correction can mean lift off. A one-degree negative course correction or a lack of course correction can drive you into the ground over time.”

Connect and learn more about our guest, Andrew Hartman. 
LinkedIn: https://www.linkedin.com/in/andrewhartman/
Time Boss website: https://www.timeboss.us/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com

Nikki Rausch, founder of Sales Maven, is a renowned sales expert, author, and speaker specializing in neuro-linguistic programming (NLP) to enhance sales conversations and strategies. With over 25 years of experience in sales and sales training, Nikki helps entrepreneurs and business leaders improve their communication skills, build authentic relationships, and achieve higher sales success through her proven, rapport-building techniques. Her unique approach to sales blends psychology and practical tactics, empowering individuals to confidently and effectively close deals while maintaining genuine connections with their clients.

SHOW SUMMARY

In this episode of The Disruptive Successor Show, Jonathan Goldhill is joined by Nikki Rauch, CEO of Sales Maven, to discuss transformative sales techniques. Nikki shares her insights on effective communication, neuro-linguistic programming, and the significant difference between 'cat calling' and 'dog calling' techniques in creating curiosity. She breaks down her 'Selling Staircase' framework into five actionable steps: Introduction, Create Curiosity, Discovery, Proposal, and Close. The conversation delves into how Nikki's methods ensure authentic, client-centered sales interactions. Learn how these practices can be adapted for better communication within family businesses and entrepreneurial environments.

KEY TAKEAWAYS

• Introduction to NLP: Understand the basics of Neuro-Linguistic Programming and its application in improving sales and communication.
• Five Steps of the Selling Staircase: Learn the structured approach to sales that can be adapted to different contexts and industries.
• Importance of First Impressions: Discover strategies for making a powerful and positive first impression in sales conversations.
• Matching and Mirroring Techniques: Explore how adjusting your communication style to match your client's can build rapport and ease conversations.
• Motivational Traits in Sales: Gain insights into recognizing and leveraging towards and away from motivational strategies in your sales approach.
• Practical Applications: Real-world examples and tips on how to apply these techniques in everyday interactions to improve relationships and sales outcomes.

QUOTES

• "Sales is something you do with another person, not to another person."
• "When you can learn how to communicate in a way that is comfortable for the other person, then conversations get easier."
• "Understanding your client's motivational traits can help you tailor your approach to meet their needs effectively."
• "The selling staircase is a structure that allows your personality and relationship with the client to shine through while following a proven path to success."

Connect and learn more about our guest, Nikki Rausch.
https://www.linkedin.com/in/nicolerausch/

If you enjoyed today’s episode, please subscribe, review, and share with a friend who would benefit from the message. If you’re interested in picking up a copy of Jonathan Goldhill’s book, Disruptive Successor, go to the website at www.DisruptiveSuccessor.com