Fractionals Unplugged with Jay Kingley

David McClaskey, President and Founder of the McClaskey Excellence Institute observes that a frequent complaint of quick service restaurant executives is their struggle with employees who don’t meet expectations and as a result experience ongoing customer dissatisfaction. When this happens, significant damage to reputation, revenues, and profits results.  

David explains that you got here because your employees were trained to do the job, but not to the level necessary to provide the products and services without inconsistent results that customers notice.  The most successful companies focus on how to effectively train their employees.  David provides the 4 steps you need to do to deliver consistent performance while reducing overhead costs and increasing your profit margins.  Companies that follow his advice see up to four times the repeat business compared to their competitors at significantly higher profitability.

Show highlights

01:04   The problem isn’t the employees, it’s how they’re trained.

02:41   Pal’s Sudden Service gets it right.

03:39   4 steps to deliver consistent performance at lower overhead and higher margins.

06:19   Learn about David.  Email David at [email protected].

Connect with Jay

Email Jay at [email protected]

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If you’re a consultant who is average at delivering value for your clients, Artificial Intelligence applications will commoditize you and make you irrelevant. But if you’re in the top 20% who think critically and have insight into the issues that are important and urgent for your clients, the adoption of AI chatbots and the like will boost demand for your services and provide opportunities for you to get higher fees.

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Sign up for a free one hour consultation on how you can become remarkably referable.

Wendy Marx with Thriving At 50+ is consistently amazed when she see profiles on LinkedIn that simply say Vice President or Business Coach. They’re as differentiated as cardboard with no reason to linger.  Small business owners typically hang out their shingle before they’re branded and differentiated. This gives you no reason to connect with them. They’re not offering something distinctive or engaging so they fail to attract new customers.  

Wendy counsels that a small business can’t be successful unless they are differentiated and branded. A small business needs to explain how their product will solve the client’s problem.  Wendy provides solid advice that every small business should take to properly differentiate and brand themselves.

Show highlights

01:03   What small business owners get wrong about branding and differentiation.

02:02   Small businesses depend too much on referrals and word of mouth.

03:27   You have to be all about the customer and explain how your product will solve their problems.

07:03   Learn about Wendy.  Email Wendy at [email protected]. 

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Will Dukes with SalesPartners observes that law schools teach attorneys how to help clients solve legal problems but not how to get the clients in the first place.  Will’s seen attorneys become insanely frustrated as the PERFECT clients for whom you would be the PERFECT attorney for, just walk out of their office because they were just looking for free legal advice.  Why isn’t it enough to be a great lawyer?

Will points out that less than 5% of independent attorneys have grown to and beyond 7-figure firms.  They understand what most attorneys don't, which is that clients don’t pick the “best” attorneys. They pick the attorneys that are best for them.  You need to go from “an attorney” to their advocate. All the rational explanations around your track record, skill, and expertise still matter. They’re just secondary.  Will provides 3 key steps any attorney needs to take to stop feeling like you’re constantly “auditioning,” and start closing more of the kinds of cases you want to be working on.

Show highlights

01:04   Why great attorneys struggle to get great clients.

02:02   It’s not enough to be a great attorney.

02:33   Clients don’t pick the best attorney, they pick the attorney that best understands them.

03:45   Three action steps to stop auditioning and start closing.

07:30   Learn about Will.  Email Will at [email protected] or reach out to him on LinkedIn to continue the conversation. 

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Zac Stucki of Homeric Consulting shares that many 7-figure marketing agencies enjoy surging sales but suffer from sagging profitability. Growth and scaling aren’t the same thing. 

Growth is about increasing the size of your business. Scaling is about increasing your profitability as you grow.  Zac explains the problem as most 7-figure agencies have a project-focused worldview. They think about each client as independent of one another, and they focus on how to meet the demands of that client project. It becomes all about how many bodies you need to keep up with growth.

The most successful agencies run their business on a process level, rather than see every client as a project. Zac points out that they look for actions or steps that happen in most of their projects and use that to build processes that map over 75-90% of all the work they do which makes them fundamentally scaleable.  Zac provides 3 essential steps you need to take to move from growing to scaling. 

Show highlights

01:04   Profitability often falls as your sales increase.

01:35   Growth is not the same as scalability.

02:22   You need to be process not project focused to scale..

03:53   3 steps to move from a project to process focus.

05:43   Learn about Zac.  Email Zac at [email protected] or schedule your conversation with him at https://calendly.com/homeric_consulting/60min.

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Pardees Safizadeh of Alboo observes that product-led startup founders need to create messaging that resonates with their prospective customers if they want to scale.  Without the right messaging, there's no foundation to support profitable marketing and sales campaigns. 

Paradees laments that most decision-makers target a broad audience which dilutes their messaging. They may be getting in front of the right people, but without a message that speaks directly to the prospect, the prospect doesn't see the value of their product or service. They feel like they're yelling into a void when posting social content. It's hard for their sales teams to book meetings. Marketing struggles driving up the cost-per-lead. Finally their pipeline is far from full since it's hard for prospects to feel urgency or make a business case to their bosses.

The mistake that many make is to stuff the top of the funnel with more leads so they can try to find the few percent of people who will want to buy the product based on current messaging.  The top echelon of companies lead by narrative by speaking to an actual need. Pardees provides 4 steps to follow to drive the customers you need to scale your business. 

Show highlights

01:14   Messaging is necessary for scaling your business.

02:23   Don’t make the mistake of going too broad in your marketing.

03:15   You can’t make up for bad messaging by investing in more lead generation.

04:17   4 steps to nail your messaging.

08:02   Learn about Pardees.  Email Pardees at [email protected].

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Lee Barnathan of LB Communications informs us that 97% of people who start writing a book never finish it. The vast majority of people who have experienced what life has to offer have a story to tell that's worthwhile, unique and compelling, but they never get to do it for a wider audience. Lee cautions that there is a world of difference between having the story in your head and getting it down on paper.

What most people don't realize is that having the story and writing the story require two different skill sets. Having the story requires experience. Writing the story requires a process.The more worthwhile and compelling your story is, the more critical it is to have the professional writing process it deserves so it will touch lives in the way you envision.  If you don’t know how to do this yourself, it’s critical that you partner with a specialist who is. These people go by various names: ghostwriter, journalist, editor. Regardless, your story is too important to leave to someone who isn’t professionally trained.

Show highlights

01:00   Why 97% of people who start writing a book never finish

02:06   Having the story and writing the story require two different skill sets.

03:09   Who do you turn to for help?.

04:56   Learn about Lee.  Email Lee at [email protected] or call/text during business hours (PST) at +1.818.521.1675.

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

George Mayfield CEO of Frameworks Consortium says too many companies hit a wall in growing their business is because they’re relying on hard work and luck. George strongly recommends carving time out to work on your business by borrowing time from others.

As your business becomes more successful, it becomes more complex and harder to run without help. Most business owners continue to try and manage their business by themselves and it's the biggest reason why so many of them fail.  Successful business owners stop thinking like an entrepreneur and start thinking like a CEO. They prioritize and delegate. Put standards and processes in place so that they can control growth. They have a support system to help them navigate challenges and make tactical decisions. They formulate a strategic plan for scaling what it is that they are best at.  George provides 3 steps a business owner can take to scale and grow their business.  Continue the conversation with George by scheduling here: https://bit.ly/DiscoverFrameworks_Centricity

Show highlights

01:07   Hitting the wall in your business

02:16   Successful businesses are more complex to run.

02:50   The biggest reason business owners fail to scale.

06:09   Learn about George.  Email George at [email protected].

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Steve Rucinski of Dreamriver Group states that there has probably never been a more challenging time to be an entrepreneur, founder or owner of a business. The range of elements  to be managed has grown exponentially over the last few years due to among other reasons the pandemic, supply chain disruption, inflation, and employee abandonment.

The problem is that business owners are trying to do it all themselves. Priority setting and delegation need attention and improvement. These are the most important processes for successful executives.  Steve provides 3 things a business owner should do to prevent burnout. Listen to the end for his gift to our listeners.

Show highlights

02:00   Why business owners are burning out

02:39   What business owners need to pay attention to.

03:12   Priority setting and delegating are critical.

04:28   3 things a business owner should do to prevent burnout.

07:34   Learn about Steve.  Email Steve at [email protected].

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Sabrina Greenwood-Briggs of Sabrina Louisa Consulting observes that the current trend of Quiet Quitting where employees doing the bare minimum of what they have been hired to do is becoming a pervasive problem for employers. Often staff are not vocal about the disconnect, but internally they are weighing whether or not their values, specifically those addressing their personal needs, align with the company's values. Many companies have never had to consider whether or not they are representing their values in a way that resonates with and aligns with their staff.  

Sabrina points out that there is a large trend of employees wanting to know where their company stands on major social issues - from abortion to gender equality and from family leave to financial freedom.  Companies who do not speak up about such topics will likely lose top quality employees.  Doing the right thing is no longer enough, leaders need to be vocal about what they are doing.  When employees feel like their values are unaligned, they are far more likely to update their resume and put themselves on the job market.  Sabrina provides a 3-step action plan to help corporate leaders address the quiet quitting challenge.  Listen to the end to get the details of Sabrina’s gift to our audience.

Show highlights

02:54   What’s driving Quiet Quitting?

04:28   The root causes of Quiet Quitting.

06:23   Pay and benefits aren’t what’s driving Quiet Quitting.

07:54   Creating an effective response to Quiet Quitting

09:23   Benefits from proactively addressing Quiet Quitting.

13:24   3 steps to address Quiet Quitting.

16:51   Learn about Sabrina.  Email Sabrina at [email protected].

Connect with Jay

Email Jay at [email protected]

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.