Fractionals Unplugged with Jay Kingley

Nabeel Ahmad of Changeforce.AI believes that "Empathy, or lack thereof, is the big reason why organizations fail to change or be successful at it." Companies are often very good at defining what needs to change but are far less accomplished about how to do it. Nabeel observes that there is a lot more information, emphasis and even success on personal change than on larger organizational efforts. He offers the surprising observation that measuring change more often, say from annually to quarterly, will speed up the rate of change. Nabeel provides a 5 step implementation process for any organization trying to orchestrate one or more change efforts. Listen to the end to hear about the details of his gift for our listeners.

Show highlights

01:29 Implementing change within an organization is much more of a struggle for organizations than individuals

02:45 Empathy is in short supply

04:35 The strategic planning process often gets in the way of effective change

08:35 How you speed up change and make it more effective

11:34 Prioritization makes the difference - you probably can't do them all at the same time

15:52 Effective change requires engaging and listening to employees

20:04 5 key steps to implement a successful change initiative

24:46 Learn about Nabeel. Email Nabeel at [email protected]

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Robyn Bolton of MileZero states, "Innovation is a leadership problem and that is a very uncomfortable truth to recognize." Most leaders recognize the importance of innovation but they are dragged back by their compensation to focus on the next quarter or at best fiscal year. Innovation must be looked at like an investment rather than a one-off event. Most organizations are not set up to innovate effectively so step 1 is to acknowledge where you are on your journey. Robyn points out that public companies who are recognized as innovation leaders often get a 90% stock market premium compared to those who are not. Robyn takes us through what an organization needs to do to create a culture of innovation. Listen to the end to hear the details of a very special gift she is offering our listeners.

Show highlights

02:13 Innovation is fostered or destroyed by leadership not ideas

04:17 It's a myth you need an innovative leader to have an innovative organization

05:35 How you resolve the tension between innovation and your short-term financial objectives

07:33 Innovation is a long term investment not a short term event

08:52 Benefits to leaders who drive innovation

13:33 What you need to do to create a culture of innovation

16:58 Learn about Robyn. Email Robyn at [email protected]

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Toi B. James of RedInk Enterprises argues persuasively that without Belonging, DEI (Diversity, Equity, Inclusion) programs will miss the mark on impact. "Culture is not what you say it is. Culture is dictated by the collective.", Toi explains. Employees must feel valued. You want your staff to say "I like what I do and I like working here". It is only with this attitude that you will get the most out of your employees. And belonging is what gives each member of an organization a purpose and sense of ownership. Toi explains in detail what a business owner needs to do to successfully implement a DEI&B program. Listen to the end to take advantage of her free gift.

Show highlights

01:50 DEI only goes so far without Belonging

03:24 Belonging is what gives each employee a sense of purpose and ownership in the organization

05:04 The business case for Belonging

06:32 How to implement a DEI&B program

07:58 What actions must a leader demonstrate for the organization to take this initiative seriously

10:35 How the decision maker benefits from instituting a DEI&B program

15:19 Learn about Toi. Email Toi at contact @redinkenterprises.com

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Hugh Gallagher of the Gallagher Search Group advocates businesses should structure and manage their recruiting function like they would a sales team. Staff recruiting with go getters who are high performers, incentivize them like you would your sales people, and watch the talent roll in. Hugh looks at recruiting as a production function not a support role. He makes a compelling case for changing how you do recruiting. He doesn't believe that recruiting should always be under HR. Consider putting it in the line organization. Hugh leaves us with the key steps to implement a production driven recruiting function.

Show highlights

03:16 The problem with recruiting is that it needs to be treated as a production role; not as an HR support function

05:08 Manage and incentivize your recruiting like you would manage and incentivize your sales team

07:53 How you build a high performing recruiting function inside a big organization

09:02 Managing a high performing recruiting team requires metrics, incentive compensation, and the right type of person for the role

10:28 Benefits of structuring your recruiting function as a production rather than support group

14:45 What you do to implement a production-based recruiting organization

17:13 Learn about Hugh. Email Hugh at [email protected] or call him at +1.610.246.7400.

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Caleb Sinn of Social Bloom talks about how many high volume (needs hundreds to thousands and beyond of clients) businesses are getting their outbound marketing totally wrong. They've been fed a line from so many lead gen firms that you should only expect a 0.5% conversion rate while Caleb believes the bar should be 8 times that or 4%. Too many high volume businesses are using low ROI spray and pray marketing campaigns and they aren't coming close to maximizing their potential. Caleb provides 6 specific steps you need to take to get your lead generation program where it needs to be.

Show highlights

02:19 What outbound marketing techniques should high volume businesses use

03:58 You do get results from Spray & Pray but the ROI is often very low

04:57 The difference between 0.5% and 4% conversion rates

06:47 Why lead gen companies will tell you to be happy with campaigns that convert at 0.5%

07:26 Benefits from doing outbound marketing effectively

08:50 6 steps to implement an effective outbound marketing program

10:40 Learn about Caleb. Email Caleb at [email protected]

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Lisa Perry of Perry Consulting starts by asking what makes a company want to choose you? It all comes down to your brand and what is going to make a customer choose your brand over a competitor's. Lisa is emphatic that doing a lot of marketing activity not connected by a well thought out strategy will lead to a brand that will fail to resonate. She states that 90% of consumers don't feel a strong loyalty to a brand which she believes is a great opportunity. Lisa gives 4 steps to help you hyperfocus your brand on what makes you unique for your customers.

Show highlights

02:29 Tactics disconnected to a strategy drive too much of a company's marketing activities

04:20 Key elements of your branding strategy

05:43 What is a brand?

07:06 Hyperfocus your brand on your uniqueness

09:54 4 things that make customers choose your brand

13:19 Implementing an effective brand strategy

15:35 Learn about Lisa. Email Lisa at [email protected]

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

When you're everything to everybody, you're nothing to nobody. Dr. Tracey Jones of Tremendous Leadership sings the praises of focus in your business and in your life. Citing many authors and motivational speakers throughout our interview, Tracey lays out the case that being successful requires focus. Focus is what puts fire in your belly and gives you resilience. She provides 3 key things you need to do to achieve focus. Listen to the end to find out what resources Tracey will share with you to help you get there if you reach out.

Show highlights

02:06 When you're everything to everybody, you're nothing to nobody

05:48 If you suffer from mission drift, you aren't going to be successful.

07:27 How you get focused

10:44 Focus puts fire in your belly

17:07 3 steps you can take to get more focused in your business and in your life

22:06 Learn about Tracey. Email Tracey at [email protected] or call at +1.717.701.8159

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Will Dukes of Sales Partners Florida argues that bringing in revenues requires you look at your marketing and sales activities like a campaign. Answer the questions, "What am I trying to sell" and "Whom am I trying to sell it to" and then develop a campaign targeted to do that. Will advises that you have to act with intention not randomly in coordinating all your sales and marketing activities. He provides a 5 step approach to building a campaign for your sales activities. Listen to the end for his gift to understand how growing up as a farmer has informed his work in sales.

Show highlights

01:22 Branding, marketing, sales, and retention are different parts of the same process.

04:34 When it comes to getting new clients, you need to think about all your activities as a campaign

07:40 Act with intention, not randomly

11:37 Benefits from using a campaign approach to marketing and sales

19:25 5 steps to follow to implement a campaign approach to client acquisition

24:39 Learn about Will and what farming has to do with it. Email Will at [email protected].

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Laura Templeton of 30 Second Success shares the underutilized concept of Workforce Marketing. Laura recommends arming your employees with the right message so they can represent you to all of the stakeholders they come in contact with - on and off the job. In addition to new customers, your current employees can play a key role in attracting new talent to your organization. Laura explains why so many client and employee referrals programs often fall short of expectations. She gives 4 steps on how to implement an impactful workforce marketing program. Listen to the end to find out the details of Laura's gift for our listeners.

Show highlights

02:44 Look at all your employees as part of your marketing team

03:59 The story of how a forensic accountant represented her employer to a potential customer

05:58 How to tap into your employees as resources for your marketing

07:16 Benefits from implementing a workforce marketing program

08:42 Impact on recruiting talent

10:31 How to implement a workforce marketing culture

14:16 Learn about Laura. Email Laura at [email protected]. Book a time to talk with her at http://calendly.com/30secondsuccess/30min.

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Mac McKeon of MacguyverTech emphasizes that protecting your business from cyber criminals and hackers is a continuous ongoing activity not a one-time or annual task. Hackers are getting more sophisticated all the time, including using Artificial Intelligence. Mac states that it's not uncommon to get 500 - 600 hack attempts per day! This is an ongoing war with no detente in sight. Small businesses are attractive targets for hackers because they lack the defenses and vigilance found in larger enterprises. You need both systems and procedures for your people to have effective cybersecurity defenses. Listen to the end to hear why Mac's email signature mentions a big funeral.

Show highlights

02:43 Cybersecurity is a continuous not one-off process

05:21 By the time you realize you've been hacked, the criminals have been in your systems for 6 months

06:16 Small businesses can be more attractive, that is easier, targets than larger enterprises

10:06 Hackers are using social engineering to attack the weakest part of a company's defenses: the people

18:44 3 key steps to reduce the risk of getting damaged by a cyber attack

20:21 Insurance that doesn't insure

22:46 Learn about Mac. Email Mac at [email protected]

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.