In this episode, Dave interviews John Warrillow, founder of The Value Builder System—a company that helps business owners improve the value of their company. He's also the author of the best-selling book Built to Sell, recognized by both Fortune and INC magazine as one of the best business book of 2011. His newest work, The Automatic Customer, helps entrepreneurs understand what it takes to create robotic customer retention.

Time Stamped Show Notes:

• 00:35 – Introducing John Warrillow
• 01:06 – Founded The Value Builder System
• 01:25 – Authoring Built to Sell
  • 01:38 – His newest book is The Automatic Customer
• 01:55 – Starting and exiting companies like the Quantitative Market Research Business acquired by the Corporate Executive Board
• 02:15 – John has been widely recognized as one of the Top 10 B2B marketers in the United States
• 03:00 – What motivated John to sell his business and move to France?
  • 03:05 – "The move in France provided a reflection point in life."
• 03:35 – "Tell me about the company you [John] sold."
  • 03:38 – It was called Warrillow, and we worked with large enterprise companies to help them better understand small to medium business market
• 04:00 – Discussing the book John wrote in the early 2000s
  • 04:16 – The book was conceptualized to be a calling card for the consulting business
  • 05:00 – Unfortunately, the book was not a commercial success
• 05:10 – "Built to Sell is very different."
• 06:10 – What defines the success for John
  • 06:39 – Success is about having an impact that goes beyond your personal ability to sell something
  • 07:50 – If you want to be successful as a business right now with minimal effort, tap into the subscription economy
• 08:45 – Clearly, Built to Sell is a successful book but can initiative like that make you money?
  • 09:20 – The pro to self-publishing is control over the entire process
  • 10:43 – Value Builder has benefited tremendously from Build to Sell
• 12:57 – "Life in 10-year Chunks" by Verne Harnish
  • 14:17 – "It gave me a different perspective on breadth of experience"
• 14:29 – John discusses why he decided to move back from france
  • 16:40 – "I'm a capitalist and France is really a socialist country."
  • 18:21– He wasn't keen on his kids becoming French and having a French perspective on life
• 18:38 – Are your kids showing any signs of entrepreneurship in them?
  • 18:50 – Youngest son has more of an entrepreneurial perspective
• 19:35 – Academia and entrepreneurship as almost opposite sides of the spectrum
• 20:08 – John's battle with dyslexia
• 21:11 – Entrepreneurs are much more likely to have ADHD
  • 21:26 – ADHD makes them better communicators and, generally, better conceptual thinkers
• 22:40 – John's childhood and discovering the entrepreneurial spirit
  • 23:39 – "For better or for worse, being the fat kid changes your perspective."
• 25:45 – Talking about the media, John explains its shortcomings
  • 26:55 – Working as a promotions coordinator for an AM radio station in Sudbury, Ontario
  • 27:15 – Originally, John wanted a sales job with the same radio station but didn't get it
• 30:33 – Build to Sell is all about creating a business that's teachable, valuable and repeatable
  • 30:45 – "The idea is for your business to have value beyond your ownership of it."
  • 31:52 – Having a niche is important but it's got to be something you can teach others to deliver
• 32:59 – com- talks a lot about valuation in a business
• 33:25 – Trying to quantify things like culture and brand?
  • 33:40 – 24,000 entrepreneur participated to get their value builder score, determined by the eight quantifiable factors that impact the value of a company
  • 34:34 – All investors are lookingfor companies with a differentiated value proposition
  • 35:39 - The two big leaders are how much profit is this company going to make in the future and number two, how reliable are those estimates
• 37:07 – In com, you can get access to value builder score engine
  • 37:29 – It takes 30 minutes to answer the questions about your business
  • 37:37 – Average score is 59 out of 100
  • 37:47 – The average business that goes on to sell with a score of 80 or greater is getting a 71% premium over the average business in their industry
• 38:10 – John's newest book, The Automatic Customer
  • 38:20 – It's about the recurring revenue model
  • 38:54 – You can create recurring revenue virtually in any industry and it just gives you a sort of a formula
• 39:10 – Can you talk to me about membership versus subscription?
  • 40:05 – "I think they are somewhat synonymous."
• 41:45 – Tips for how to convert product or service-based business to recurring revenue without losing some of the overall revenue? How do you convince your client that they should commit to you for a long period of time?
  • 42:15 – "Demonstrate to clients how they'll get a 10X return on their investment for subscribing, and the rest will take care of itself."
• 45:18 – Get your value builder score for free at com
• 45:26 – com, TheAutomaticCustomer.com and the podcast Built to Sell Radio
• 45:50 – Dave closes the podcast

3 Key Points:

1. Having a niche is important but it's got to be something you can teach others to deliver.
2. "Invest in businesses with a deep and wide competitive moat." – Warren Buffet
3. You have a decision. You can either fight back or kind of go along with it.

Resources Mentioned:

• Built to Sell Radio – John's podcast
• Built to Sell and The Automatic Customer – John's best-selling books
• The Value Builder System – Website to John's company where you can get access to value builder score engine.

Credits:

Show Notes provided by Mallard Creatives

Summary:

In this episode, Dave interviews Jack Daly, a sales guru now in his sixties and still running at 100 MPH every single day. Dave and Jack discuss Jack's daily habits that make him full of "drive and grit." And they'll go over a few sales tips to wrap up the podcast. If you want to get your life or your business in order, you won't want to miss this!

Time Stamped Show Notes:

• 00:40 – Introducing Jack
• 01:30 – No one has ever said that they've fallen asleep at Jack's seminars
• 02:15 – His business had $42 million in profit
• 03:05 – He has done 15 iron mans
  • 04:10 – He represented the US in the London Olympics
  • 05:40 – "I'm race ready every day."
• 07:00 – His "addictive personality"
  • 07:50 – "I'm addicted to life."
• 08:10 – Do you ever crash?
  • 08:40 – I work hard at balance, and I don't carry baggage.
• 09:45 – How have you found success in your marriage?
  • 10:06 – He doesn't spend all his time at home.
  • 10:20 – The two are very different, and they promise not to change each other.
  • 11:10 – His wife provides sanity in his life.
  • 11:40 – How he can unplug when he spends time with his wife travelling.
• 12:10 – Tim Ferriss's philosophy: Wasting money to improve efficiency.
• 12:35 – Flying business class.
  • 13:20 – Jack does not do that.
  • 13:40 – He has bizarre sleep behavior.
• 14:10 – Jack usually wakes up after sleeping for four or five hours.
  • 14:35 – He can't stand going to bed, and he can't wait to get up in the morning.
  • 14:55 – "I am all in, all the time."
• 15:13 – His relationship with his wife, Bonnie
  • 15:25 – His travelling could seem very self-centered.
  • 15:45 – Triathlons are not good for relationships
  • 16:30 – Bonnie has been very supportive and has been to all of his iron mans.
  • 16:55 – She has no goals in writing.
  • 17:15 – He pays attention to her when she says something that is really important to her.
• 18:00 – net, My Life by Design
  • 18:27 – Very specific goals, mixing work and pleasure
  • 18:45 – An example, when he participated in the Omaha Olympic trials and also had two days of work in that area.
  • 19:38 – Optimizing personal goals with business goals
• 20:15 – Jack's notebook is very detailed with daily notes
  • 20:40 – Successful people had written goals that they shared with other people.
  • 21:30 – He went into accounting to understand how the numbers work in business.
  • 22:00 – Always modeling the masters.
• 22:20 – Jack's logging
  • 23:00 – He has stuck to the same way he has done things since he was 13.
  • 23:20 – Jack is not tech savvy, but he enjoys recording successes.
  • 23:58 – It takes less than five minutes each day for him to write in his notebook and calendar.
  • 24:25 – His writing process is public.
  • 24:50 – People say his process is better than any app.
  • 27:20 – He does monthly and quarterly summaries as well.
• 27:50 – The board of directors for his life
  • 28:10 – People he has picked that have many different backgrounds.
  • 29:15 – Bonnie is not on that board.
  • 29:45 – He needs people who are strong and who will push him.
• 31:20 – What is the future of sales? What can technology take over?
  • 31:55 – Leveraging technology is so important.
  • 32:15 – The world of sales has changed.
  • 32:54 – Customers can discover your product on their own.
  • 33:15 – Salespeople need to leverage technology and find ways to bring new value.
  • 33:35 – Leverage your contact management system.
  • 33:55 – Don't be a pest. Touch people in many ways.
  • 34:22 – "If you don't have an assistant, you are one."
  • 34:55 – Know your special skills and find out how you can help people.
  • 35:29 – People do business with people they like.
  • 35:45 – Technology lets us do more business with less salespeople.
• 36:05 – Two tips from Jack
  • 36:30 – Too many CEOs try to be sales managers
• 36:55 – Why small and medium businesses stay small.
  • 37:25 – "Grow your sales force in quantity and quality."
• 38:00 – The key position is the Sales Manager position, so you need someone to do that job fulltime.
  • 39:25 – Jack was able to focus on building relationships to scale his business.
  • 40:05 – Higher risk, greater return.
  • 40:25 – Hire the right Sales Manager, and they will make up for their pay quickly.
• 41:03 – How do you find the right salesperson?
  • 41:20 – Questions in his interview process.
  • 41:35 – Find what predates the resume
  • 42:30 – Success stories in sales
  • 43:15 – Another Triathlon example.
  • 44:34 – Drive and grit
• 44:50 – Are you a believer in coaching salespeople?
  • 45:20 – The bottom 25% of salespeople generate less than 6%.
  • 45:40 – It doesn't make sense to keep those people.
  • 45:55 – They didn't make the cut.
  • 46:16 – Spend time with the top salespeople and watch your business grow.
  • 46:55 – His Sales Playbook
  • 47:05 – Figure out the best way to sell your product and model that system.
• 47:35 – jackdaly.net
• 47:50 – Dave closes the podcast.

3 Key Points:

1. If you don't have an assistant, you are one.
2. Optimize life goals with business goals.
3. If you're in the bottom 25%, you're in the bottom.

Resources Mentioned:

• jackdaly.net – Get in touch with Jack and learn more about his lifestyle

Credits:

• Show Notes provided by Mallard Creatives

Summary:

In this episode, Dave interviews Dr. Jess O'Reilly, a super successful sexologist. Jess became interested in sexual health when she noticed a problem in school systems. Students were all facing issues related to relationships and sex, and no one was giving them the knowledge they needed. That problem sparked her desire to leave teaching and go back to school to get a PhD in human sexuality. Now she has come up with a method to treat your marriage like your business and invest in the future of your relationship.

Time Stamped Show Notes:

• 00:33 – Introducing Jess
• 00:45 – Not a typical entrepreneur
• 02:35 – Jess' most recent book The New Sex Bible, along with many others
• 03:30 – Why Jess is a great candidate for this podcast
  • 03:55 – She has created a brand around herself
• 04:25 – Jess started as a high school teacher for at-risk teens
  • 04:55 – Jess saw that all teen had issues related to sex and relationships
  • 05:20 – "We need better education on sexual health" – Dr. Jess O'Reily
  • 05:50 – Jess decided to leave teaching and see what she could do to improve sex-ed
• 06:10 – This education needs to start at a very young age
• 06:55 – She was a natural entrepreneur, and she felt a frustration with sex ed
• 07:20 – "Why did you go back to school?" – Dave Will
  • 07:50 – The education system in Canada is state mandated
  • 08:20 – Jess was looking for a career change from teaching
  • 08:35 – Jess didn't like the classroom setting or the set structure
  • 08:55 – It was a selfish way out to work with students in a different capacity
• 09:20 – Jess received a PhD in human sexuality, and there were no jobs in that
• 10:00 – High school kids hear the clinical side of sexuality, but Jess focuses on the emotional and relationship components
  • 10:55 – Students need a space to discuss those things
  • 11:08 – They don't have reliable sources
  • 11:18 – They need that "data" to become relevant to them
• 11:55 – A lot of things related to sex and porn pop up in different places. Let's talk about that exposure on the internet. What is your advice to parents for that?
  • 12:55 – It's important to talk to young people about sex and porn
  • 13:10 – Blocking sites is not effective
  • 13:22 – Get ahead of the porn problem. Talk to kids before it becomes an issue
  • 13:40 – It's challenging because parents are uncomfortable talking about it
  • 14:00 – Talk to your kids and become that person that they come to
  • 14:28 – Porn is fake. Porn is produced
  • 15:00 – Porn is not a normal representation of sex
• 15:38 – What's the most annoying question that you get asked?
  • 16:10 – I'm concerned when something becomes a circus trick, like squirting
  • 17:00 – "Questions about my sex life" – Dr. Jess O'Reilly
  • 17:40 – "My story should not be relevant to other relationships" – Dr. Jess O'Reilly
  • 18:25 – "You can't look to one couple or one person for an answer" – Dr. Jess O'Reilly
• 18:50 – If everyone's unique, how do you educate as a sexologist at a mass level?
  • 19:20 – You encourage and you empower, so that people can talk to their partner
• 19:40 – Talk about your brand, and how you built that image.
  • 20:50 – "When I started, writing was the most important to my brand" – Dr. Jess O'Reilly
  • 21:20 – Jess started writing on her own site and on other platforms
  • 21:50 – Jess got her name out to publishers and got a book deal
  • 22:15 – A TV deal evolved into a social media following
  • 22:30 – Everything is geared toward being in front of an audience
  • 23:15 – A lot of people fail at building multiple streams of revenue
  • 23:48 – Content marketing representing other brands
• 24:30 – Competition in the field of sexology
  • 24:50 – Jess' interests and skill set are unique, but there are a lot of people in the industry
  • 25:50 – Promoting your brand through social media
• 26:15 – How can people differentiate themselves from their competition?
  • 26:35 – You need media training and skills
  • 26:55 – Be media savvy
  • 27:10 – There are many agencies that can help, but Jess has always done it on her own
  • 28:10 – Everything she learned in teachers' college is totally relevant to what she does today
  • 28:35 – TMM in New York takes on clients to help with media training
• 29:00 – Who is your target audience?
  • 29:10 – "It's almost always couples. It's better to work together" – Dr. Jess O'Reilly
• 29:40 – Does a lot of sex begin in rooms besides the bedroom?
  • 30:05 – "Absolutely. Relationships and sex go hand in hand" – Dr. Jess O'Reilly
• 30:57 – Who will generally call to meet with you?
  • 31:10 – In the beginning it was always the women
  • 31:20 – Now Jess hears from both men and women
• 31:45 – The workshop takes the concepts of a business and applies those to a marriage
  • 32:18 – "We have to invest in our marriages and our relationships" – Dr. Jess O'Reilly
  • 32:35 – The wedding industry is insane, but people don't spend money on therapy for their relationship
  • 33:00 – The divorce industry is huge
  • 33:10 – Make a plan for your marriage
  • 33:35 – Sit down with your partner and pay attention
• 33:40 – A philosophy centered on improvement
  • 34:00 – In business, that is always the focus
  • 34:30 – "We should do the same thing with our families and relationships" – Dr. Jess O'Reilly
  • 34:45 – Don't put your marriage in cruise control
  • 35:05 – We should not be complacent about marriage
  • 35:35 – A quarter of your life is unsatisfactory with your partner
  • 35:45 – Take some time to invest and plan and talk
• 35:58 – The TV show Swing on Playboy TV
  • 26:19 – A reality show about swingers
  • 36:55 – Jess was concerned about her brand, because she didn't want to focus on swingers
• 38:10 – The future for Jess's career
  • 38:40 – Digital, with webinars
  • 39:00 – She will continue to speak
• 39:50 – com
• 40:04 – @SexWithDrJess on Twitter and sexwitdrjess on Instagram
• 40:20 – The New Sex Bible
• 40:30 – Desire Resort in Mexico
• 40:50 – Dave closes the podcast

3 Key Points:

1. Find a way to monetize your passion.
2. Get to work to develop your brand through content marketing and social media.
3. You should invest in your marriage just as you invest in your business.

Resources Mentioned:

• com – Dr. Jess O'Reilly's website
• The New Sex Bible – A new guide to sexual love, by Dr. Jess O'Reilly
• Desire Resort – in Mexico, for couples only

Credits:

• Show Notes provided by Mallard Creatives
• Audio Production by Christopher Mottram

Summary:

In this episode, Dave interviews Kyle "Cruiser" Howlin, a former fighter pilot for the US Marine Corps. He was part of operation Desert Storm to get Saddam Hussein out of Kuwait in 1991. The success of Desert Storm relied heavily on the execution of a plan named Prometheus. At the center of Prometheus?—a strategy to get every military team and every military person on-board and in-sync with the mission at hand in order to execute it successfully. Now Kyle is bringing Prometheus to the business world to help executives and entrepreneurs to new levels of high-performance.

Time Stamped Show Notes:

• 00:40 – Kyle's introduction
  • 01:15 – Learn to execute ideas like a fighter pilot
• 02:40 – How the military used Prometheus
• 03:05 – Kyle's background in different places across the US
• 03:50 – Kyle is currently a commercial airline pilot
  • 04:20 – The takeoff and landing are reminiscent of the work he used to do as a fighter pilot.
  • 05:10 – Kyle has a typical job as well as an entrepreneurial itch.
• 06:00 – Prometheus as a method of strategic planning
  • 06:15 – There are a lot of methods out there
  • 06:30 – "I do what I know"
  • 07:25 – The military needed to get Saddam Hussein out of Kuwait
  • 08:00 – They needed a plan to work with multiple teams to get to the same goal
  • 08:35 – Colonel John Warden was running the program through the Pentagon
  • 10:15 – Open planning was key, and designed around where, what, how, and what's the exit?
  • 10:50 – The where: where do we want to be in the future
  • 11:30 – If we're successful, what does it look like?
• 14:00 – What it would be like to use this in a company, to articulate what would make you successful
• 15:50 – It's more than one element of a business.
  • 15:40 – It's more than just a number goal, it's about establishing a culture of excellence.
• 17:15 – Defining what it looks like if we're widely successful.
  • 17:55 – We break down phases to achieve that success.
• 18:20 – Creating more than a vision—creating a transparent culture.
  • 19:05 – A marriage of the complex vision and the new culture of the company
• 20:05 – It's hard to execute such tactical strategic planning.
  • 20:40 – You have to get out of the day-to-day tasks.
  • 21:00 – Clients understand our program when we're through.
  • 21:25 – "There is inherent strength in the diversity of thought."
• 22:05 – How Dave and his company went through the process in three stages.
• 23:55 – Managing vs. leading
• 24:15 – The key of the Prometheus process is to break down the goal into systems.
• 24:50 – Looking at "centers of gravity" that will help you get to your vision.
  • 25:30 – The five areas of centers of gravity
• 26:30 – How will we apply our resources?
• 26:46 – Executing in parallel
• 27:03 – Identifying people in the organization
• 27:20 – A straightforward framework and a plan
• 28:10 – Your plans always seem the best… until you show them to someone else.
• 29:55 – Everyone in the company has to row together.
  • 30:40 – Aligning the team so that everyone is working toward the better culture and success.
• 31:20 – The philosophy seems obvious, but so many companies have goals that are not assisting that ultimate goal.
  • 32:45 – Some things may seem to generate value on the surface, but they really don't.
• 33:15 – Leadership is critical.
• 33:40 – "Red Teaming"
  • 34:16 – You need a straightforward, repeatable process.
  • 35:08 – The Red Team gives you a chance to solve potential problems before executing a plan.
  • 35:40 – Utilize Red Teaming in your company.
  • 36:35 – Using phrases like "Did you consider…" and "In my experience…"
  • 37:15 – Identifying problem areas before they ever occur.
  • 38:00 – Being a little embarrassed vs. going live with some idea and having flaws come up
• 38:40 – Always plan to debrief.
  • 39:00 – Taking time to assess your performance as a team
  • 41:00 – Debriefing should happen much more than just when something goes wrong.
• 41:30 – The Blue Angels and their debrief process
  • 41:55 – A team of seven
  • 42:20 – They look at "incremental improvement."
  • 42:40 – They may look perfect from the ground, but they know that they are never really perfect.
  • 43:08 – Every person will admit mistakes, and then they'll talk as a group.
  • 43:25 – Establishing a culture of excellence.
  • 43:45 – How they all end their comments in the debrief.
  • 43:55 – Blue Angels Debrief on YouTube
  • 44:45 – They spend more time in the debrief than they do flying.
• 45:10 – It's not another meeting.
• 45:25 – Excellence is a habit.
• 45:45 – A story of when Kyle was a flight instructor.
  • 46:20 – He had to get them through a "low-altitude" scenario.
  • 47:00 – He went up on an advanced flight, toward the end of their training.
  • 48:05 – He and a student were flying two planes.
  • 48:55 – They had to fly the planes down and into a target area.
  • 50:30 – The nose dropped on the other plane.
  • 51:10 – He called them to eject and nothing happened.
  • 51:35 – Kyle now has to do a search and rescue. The plane crashed, and he thinks they are both dead.
  • 52:20 – He heard a voice on the radio, and he found out they had lived.
  • 52:45 – A bird had come through the wind shield and knocked out the student.
  • 53:35 – There were minimal injuries.
  • 54:20 – As they landed in a yard in North Carolina, the man of the house came out with a shotgun.
  • 55:30 – It was all because of open planning and briefing that they survived that experience.
• 56:10 – This strategic planning is a BIG project.
  • 56:30 – These projects require great focus.
  • 57:25 – "You get what you tolerate."
• 57:50 – Leaders need to think about where they want to get their organization in the next few years.
• 58:20 – What makes a high-performing team.
• 58:40 – The keys to leadership
• 59:25 – The last question, an exit
  • 59:50 – A plan to exit if something does not work.
• 01:00:45 – Why doesn't it work to just create a new mission, vision, and values?
  • 01:01:04 – A cultural issue starts with the leaders
  • 01:02:35 – Get input from your team.
  • 01:02:45 – Empowering people instead of micromanaging
  • 01:03:00 – Give people the resources to be successful, and hold them accountable.
  • 01:04:00 – Let the team make decisions for the company
  • 01:04:15 – The best leaders "get comfortable being uncomfortable."
• 01:04:45 – A culture of learning foundations a culture of excellence.
  • 01:05:40 – It's exciting to be a part of that experience.
• 01:06:20 – Dave closes this interview
• 01:07:03 – http://www.thecorpsgroup.com/

3 Key Points:

1. Utilize Red Teaming in your company.
2. Always plan a debrief, even if everything goes well.
3. A culture of learning is the foundation for a culture of excellence.

Resources Mentioned:

• thecorpsgroup.com – Get in touch with Kyle to use his Prometheus strategic planning program

Credits:

Show Notes provided by Mallard Creatives

In this episode, Dave interviews Derek Gehl, an "internet marketer and digital entrepreneur" who started out as a door-to-door vacuum salesman. He grew is company The Internet Marketing Center to $30 million in revenue and over a hundred employees before he sold it in 2008. Listen as Derek discusses his life experience and how he's made a career out of an expertise in selling online.

Time Stamped Show Notes:

• 00:35 – Derek's introduction
• 02:50 – His podcast is at entrepreneurignited.com
• 03:15 – How entrepreneurs are "academically challenged"
  • 04:30 – Derek says entrepreneurs don't thrive in the traditional school system
• 05:15 – Derek decided he wanted to be a programmer
  • 07:00 – He realized he wouldn't be successful at it, but he learned about HTML
• 08:00 – Derek didn't develop the skillset to be a developer
• 09:55 – Derek's early days with online sales and his search for a mentor
• 10:30 – Cory Rudl became his mentor
• 11:40 – They started The Internet Marketing Center, which doubled in growth each year
• 12:55 – They realized they needed to sell the company because they weren't happy
• 14:20 – July 5, 2005: Cory died in a car crash
• 15:30 – There were a lot of hurtles with Cory's estate
• 17:40 – The company could not be sold at this point.
  • 18:00 – Derek became the face of the company and continued to drive growth
• 18:55 – They started marketing the company in 2007, and closed a deal in 2008 with a private equity firm
  • 19:30 – Derek was in an awkward position, because they wanted him to stay with the company
• 21:15 – The company was sold for $20 million
• 22:40 – Negotiations with a private equity firm
  • 26:00 – Dave: "They are not your friends."
• 27:10 – Difficulties when Derek stayed on as the CEO
  • 28:10 – Derek: "They didn't understand the company."
• 28:50 – Derek decided to leave in 2009
• 29:40 – He took time to restore his health
• 30:25 – "I love to work with entrepreneurs. I love to help people start incredible businesses." –Derek
• 31:00 – Derek's target audience in Asia and Australia
  • 32:05 – He found more opportunities there
  • 33:00 – Derek: "I wanted to create a lifestyle business."
• 34:40 – He's making money and has less overhead.
• 35:20 – His priorities shifted to not focus so much on money.
  • 36:30 – He wanted to meet with "high-quality entrepreneurs."
  • 37:15 – He wanted time with his family
• 39:30 – Entrepreneur Ignited—gives people the steps and education to create a business
  • 41:30 – It utilizes the web for businesses
• 43:30 – The connotation of a "lifestyle business"
• 45:00 – Derek's philosophy for business and his life
• 46:30 – School systems today
• 48:00 – Derek's parents/his childhood
• 49:35 – "From the cow farm to the internet"
• 50:15 – Dave closes the interview

3 Key Points:

1. Focus on the part of a business that makes you happy.
2. Establish your priorities in life.
3. A lifestyle business is simply a business that gives you more freedom with your life.

Resources Mentioned:

• Entrepreneur's Organization – The EO Network
• Slack – A communication alternative to email
• Entrepreneur Ignited —Steps and education to create a business

Credits:

• Show Notes provided by Mallard Creatives

In this episode, Dave interviews Michael Fishman, a marketing and position advisor focused on consumer health information and products. Over the years, Mike has helped many businesses grow with over-the-counter devices and has deeply researched all methods of restorative healthcare. Listen as Dave and Michael talk about the businesses Michael has invested in and how he decided to turn his own health around.

Time Stamped Show Notes:

• 00:35 – Introducing Michael
• 03:00 – How Michael became interested in health
  • 03:45 – He started in marketing
  • 05:35 – "The subject of health seemed to be a calling for me."
• 06:10 – He started at an agency with little education
• 06:50 – He found he wanted to work with a company that helps people
• 08:30 – Bulletproof coffee
  • 09:26 – How Michael was introduced to Dave Asprey, the company's founder
  • 11:15 – Investors want to work with founders who can "circumnavigate."
• 12:08 – "Fat is really quite good for you."
• 13:15 – How often Michael drinks Bulletproof coffee
• 14:50 – Benefits of eliminating sugar and adding fat
• 15:45 – Thrive Market
  • 17:00 – "A purpose-driven company"
• 17:35 – Breathometer
• 18:45 – Pavlok
  • 19:45 – The Invisible Fence Company
• 21:30 – Word culture/word association
• 23:10 – Michael's expertise with words and copy
  • 23:40 – Google ad words and keywords
  • 24:10 – Using the public's terminology
  • 25:45 – "appeal to the heart"
• 26:40 – Tim Ferriss's podcast and his interview with Gorbachev
  • 27:05 – Focusing on interview questions "for the heart, not the head"
• 30:25 – "Passion Projects" and "Think Tank Sessions"
  • 30:30 – "A way to express a passion for bringing people together."
  • 31:00 – Consumer Health Summit in Scottsdale, AZ
• 32:45 – Reach Michael Fishman on Twitter and Facebook for more info
• 33:30 – com
• 33:35 – More about "Think Tank Sessions"
  • 34:00 – Looking at "the timeline of business building"
  • 35:10 – "Homeruns become even bigger homeruns."
  • 35:45 – The sessions are designed for any business at any stage
• 37:55 – The personal decision to cut out sugar and gluten
  • 38:45 – When Michael cut out sugar, gluten and alcohol
  • 39:50 – His greatest challenge is sugar
  • 40:20 – The choice gave him integrity
  • 41:05 – "The key was to raise my game."
• 42:18 – Dave's experience with cutting out meat and sugar
• 44:00 – The brain's addiction to sugar
• 45:00 – Dave closes the interview
• 45:50 – Send Michael Fishman a direct message on Facebook

3 Key Points:

1. Find a way to make your passion your business.
2. Continue to think of ways that your company can grow.
3. Keep your body healthy.

Resources Mentioned:

• Entrepreneur's Organization – The EO Network
• com – Get advice from a speaker and an entrepreneur

Credits:

Show Notes provided by Mallard Creatives

In this episode, Dave interviews Cameron Herold, a business consultant and a keynote speaker that helps organizations "double their revenue or profit in a short period of time." Cameron's proof is in the pudding—he's already taken two companies to more $100 million in revenue. Listen as Dave and Cameron discuss the unique traits of the entrepreneur, Cameron's experience as a businessman, and Cameron's new book, Meetings Suck.

Time Stamped Show Notes:

• 00:35 – Introducing Cameron
  • 01:25 – How Cameron helped Got Junk
  • 03:10 – Cameron's TED Talk
• 03:50 – Raising kids as entrepreneurs
• 05:40 -- ADHD and bipolar disorder
• 07:10 – "A" students and "B" students
• 09:45 – Entrepreneurial parents
• 11:15 – How Cameron raises his kids by example
• 12:30 – Why we shouldn't medicate our traits
• 15:00 – We learn about ourselves throughout our lives
  • 16:25 – A letter from Dave's friend
• 18:00 – "The worst vice is advice."
• 19:30 – Atlas Shrugged — Cameron: "the first book written where the entrepreneur was the hero"
  • 21:30 – discussion on government taxes and fees
• 22:40 – When Cameron was a kid, he made money off of coat hangers
• 23:45 – Later, he gathered golf balls from ponds and sold them
• 25:20 – He helps entrepreneurs "reverse-engineer their dreams"
• 27:25 – Jim Koch's book
• 28:05 – Failure and our ego
• 28:45 – "A vivid vision"
• 31:12 – Cameron's book, Meetings Suck
  • 32:15 – Good meetings and bad meetings
  • 34:10 – Different types of meetings
  • 35:45 – "Scrums," or "daily huddles"
  • 36:50 – Scheduling/missing meetings
• 37:45 – Company culture
• 38:35 – Good ideas come from people who "dare to dream bigger"
  • 39:30 – Tesla's seven-seater car
• 40:05 – COOAlliance.com
  • 41:15 – For people with around $5 million in revenue or more
• 42:00 – com

3 Key Points:

1. Don't medicate your unique traits and strengths.
2. Think outside of the box.
3. A good meeting is scheduled and has a purpose.

Resources Mentioned:

• Entrepreneur's Organization – The EO Network
• COOAlliance.com – An organization Cameron endorses
• com – Cameron's Website
• Meetings Suck – Cameron's new book
• Atlas Shrugged – One of Cameron and Dave's favorite books
• Jim Koch's book
• Cameron's TED Talk
• Got Junk – The biggest company Cameron ever started

Credits:

• Show Notes provided by Mallard Creatives

Summary:

In this episode, Dave interviews Tiffany Largie, a single mother, domestic abuse survivor, and never-say-

die entrepreneur who went from making $10.22 an hour and swimming in "past-due" notices, to selling

a business valued at more than $2 million dollars. Listen as Tiffany explains how she escaped her abusive

relationship, said "so long" to life as an assistant executive assistant, and started building a life as a

successful, independent woman.

Time Stamped Show Notes:

• 00:35 – Introducing Tiffany
• 01:34 – Life as a single mom and entrepreneur
• 02:10 – There's no magic formula to her success
• 02:45 – When you have no money, you constantly find yourself battling an absence of options
• 03:29 – Being told you're worth $10.22 per hour
• 04:09 – Entrepreneurship was Tiffany's only option for a real life
• 06:25 – Tiffany became a single mom 6 months after her 2 nd child was born
• 07:39 – People love to think "I don't have…"

- The education

- The money

- The skill

• 08:30 – Define what "Thinking Big" entails to YOU
• 09:30 – "Just this side of impossible"
• 10:38 – Stop thinking small about yourself
• 11:37 – When you're fed-up is when you are most inclined to take action, and action starts with an internal decision
• 13:29 – When in your life have you been so fed-up that you made a truly momentous shift
• 16:17 – Addicts triggering change in their lives
• 17:12 – One of the worst things we can do is try to figure out the "how" before making the decision
• 19:55 –Starting a business
• 17:55 – You don't need to know the "how" in order to make the decision—make the decision and you'll figure out the how
• 20:12 – Miami is the land of side-hustle
• 23:00 – Gift baskets for property owners, developers, real estate agents
• 26:11 – The first response to the gift basket idea
• 26:40 – Somebody has to say yes to your idea…as long as you keep stepping forward it will work out
• 29:25 – All you need is you
• 30:40 – Starting a business after getting laid off versus while having employment
• 31:30 – Starting a business out of desperation is far better than starting a business out of an idea
• 32:17 – Business are there to pay for our dreams
• 34:50 – Sometimes the product is irrelevant—if what makes you happy is seeing other people light up, there are LOTS of products and services you can offer
• 36:40 – Tiffany's current businesses
• 38:10 – Learn to love to read
• 39:08 – The idea that you need certain things (like X amount of dollars to start a business) is insanely stupid.
• 40:40 -- $0 to $2M in sales in 2 years
• 41:45 – www.TiffanyLargie.com
• 42:11 – Google Tiffany Largie
• 42:29 – [email protected]

3 Key Points:

1. Learn to love to read.
2. Forget all the superfluous details—all you need to start a winning business is YOU.
3. It takes one YES to start a business.

Resources Mentioned:

Entrepreneurs Organization – The EO Network

• 29:05 – It takes one YES to start a business
• 32:39 – What makes your heart pitter-patter?

Credits:

• Show Notes provided by Mallard Creatives
• Audio production by Christopher Mottram

In this episode, Dave interviews Zahra Al-Harazi: knock-out entrepreneur, designer, UN ambassador, philanthropist, speaker, and one of the most powerful women in Canada. Zahra's family fled civil war in Uganda when she was a child. She grew up in Yemen and married at age 17 - since then she's grown in power, confidence, and independence to become a truly exceptional entrepreneur and influencer. Listen in to hear Zarah's story - from selling goods at the local mall to clearing over $1 million in her company's first year. You'll learn how she's created a life, and lifetime's work, that she's proud of.

Time Stamped Show Notes:

• 00:43 – Introducing Zahra
• 02:15 – Zahra's early life in Yemen after her family fled civil war in Uganda
• 03:00 – Zahra speaks 5 languages and has travelled to multiple countries
• 04:40 – Yemen is one of the poorest countries in the world
• 06:15 – About 80% of the women in Yemen are illiterate
• 07:30 – "Yemen is a lot more advanced for women than Saudi Arabia"
• 08:00 – "My mother was one of the first women in Yemen to drive'
• 08:30 – Cultural change is difficult - but attempts are growing
• 09:42 – Zahra's parents were forced to leave Uganda with nothing except $7
• 10:42 – Zahra's father was one of the few people in Yemen to have a university degree - so he became the Minister for Finance and a delegate to the World Bank
• 11:50 – Her mother worked for the United Nations and the American Embassy
• 12:36 – Her parents now live in Canada
• 13:40 – Zahra got into a lot of trouble at school in Yemen
• 14:55 – "We spoke English at home...at Yemeni school I had to learn Arabic really fast"
• 17:09 – "When I was younger, I wanted to blend into the walls"
• 17:34 – "I changed my accent, I changed the way I dressed, I changed the way I thought, I did everything I was supposed to...and I hated it"
• 18:16 – The best lesson Zahra ever learned was that what made her different, made her interesting
• 19:05 – Zahra married when she was 17 and moved to the USA when she was 18
• 19:55 – She went to community college to learn to be a secretary, made friends, and went to rock concerts
• 21:30 – After one year, Zahra's ex-husband wanted her to settle down
• 22:55 – "After my husband finished college we went to Dallas...everyone in Dallas thought I was Mexican"
• 24:27 – "I was so naive - I never thought I'd be in business, I never even thought I'd graduate university"
• 25:20 – Zahra and her husband moved back to Yemen for 2 years. She tried to work as teacher and faced constant sexism.
• 27:30 – She moved her family to Canada after the Yemeni civil war. She started working and taking art classes and ended up falling in love with graphic design
• 28:55 – Zarah's children don't know a lot of her story
• 30:08 – On leaving her husband "I needed to be independent...but you feel like the shittiest person in the world"
• 31:12 – On sales: "I'd never really had a space that was mine, and mine alone. I started to believe in my abilities"
• 34:30 – The moment Zahra received her acceptance letter to graphic design school
• 36:30 – Zahra found work straight out of school and was later hired by the biggest design company in Calgary, where she became the head of the design department
• 38:57 – "I learned early on to ask for help"
• 39:54 – She founded Foundry Communications in 2006
• 41:34 – "The second month in business, we pitched for a pretty prestigious vacation guide"
• 42:17 – Without a sales team or advertising, Foundry made $1 million in their first year
• 44:20 – Right now, Zahra's less focused on her company and more focused on non-profit work
• 45:00 – "I wanted to make a difference"
• 45:27 – She was on the national board of the Make A Wish Foundation and works for UNICEF
• 46:07 – Zahra's working with a ghostwriter on her first book
• 47:40 – Understanding a person's context changes how you see them
• 48:40 – Zahra's starting two new companies right now
• 50:44 – Connect with Zarah at Foundry Communications
• 53:18 – Zarah's the new Canadian ambassador to UNICEF
• 54:50 – "I'm very dissatisfied with just being an entrepreneur. I want to do something in life that makes me proud."

3 Key Points:

1. Business isn't everything. Find a use for your life that makes you proud.
2. Celebrate what makes you different.
3. Give yourself time and space to grow and change.

Resources Mentioned:

• Entrepreneur's Organization – The EO Network

• Contactually - A platform to manage client relationships effectively
• Foundry Communications - Zarah's graphic design business

Credits:

Show Notes provided by Mallard Creatives

Summary:

In this episode, Dave invites Connor Blakley, a 16 year-old entrepreneur and branding genius who's helping big brands like Toyota and 7-UP, better understand Generation Z. Listen as he talks about finding what it means to be a teenage business success, straddling the social fence, and why Generation Z has a much, much more highly developed attention span than people think.

Time Stamped Show Notes:

• 00:28 – Dave introduces Connor Blakley
• 02:12 – Having friends while being a 16 year-old success
  • 03:00 – The point of every relationship is finding a connection point
• 04:13 – ConnorBlakley.com
• 04:50 – Connor helps organizations understand Generation Z better
  • 05:32 – Every big brand has data on what Gen Z wants…every big brand has strategy
  • 06:05 – The problem is, the data gets misinterpreted during the execution of strategy
• 07:24 – Gen Z—to the surprise of many—actually has a very high quality attention span
• 08:14 – Gen Z spends 6 to 8 seconds to decide what is of value…once that decision is made, they will devote more time
• 10:09 – It's not a reduction in attention span, it's an improvement of filters
• 11:00 – Is advertising dead?—according to Connor it is!
• 12:45 – Connor is a member of Joe Polish's $25k Group
• 16:45 – Don't push your children, create an environment conducive to new experiences
• 18:20 – Connor is a long time entrepreneur, he used to dig up rocks and try to sell them to neighbors
• 20:30 – Cameron Herold's Ted Talk RE raising entrepreneur
• 21:10 – Cameron's talk to parents versus Connor's
• 23:05 – Connor can be paid anywhere from $11K to $0 to speak
• 23:38 -- $1M by the age of 20—that's Connor's goal
  • 24:05 – His plan revolves around riding his current train of momentum—"if it ain't broke, don't fix it."
• 26:26 – The correlation between physical activity and treating ADD
• 27:50 – Pressure and Hate—learn to love the pressure, learn to love the hate
• 31:09 – Connor will definitely take a gap year between High School and college

3 Key Points:

1. Data is only valuable if it's not misinterpreted.
2. Don't completely sacrifice happiness in the pursuit of a goal.
3. Age is a stupid number—don't let it be an obstacle.

Resources Mentioned:

• Entrepreneur's Organization – The EO Network
• Next Gen Conference – An annual conference for Gen Z and Millennials
• Cameron Herold – Friend and mentor to Connor
• Connor Blakley – Today's guest

Credits:

Show Notes provided by Mallard Creatives