Growth Experts with Dennis Brown

CEO of Consulting Success®, Michael Zipursky, walks us through the two major components of marketing he stands by; ideal client clarity and the magnetic message with an added three parts on developing a magnetic message for your ideal client.

Michael was born in Toronto and raised in Israel for 5 years of his infancy. When he moved back to Canada, Michael did not know a word of English. Feeling ostracized, he took this energy a funneled it into sports and himself. Once entering his first year at university, Michael and his cousin Sam started their own consulting business focusing on web design. Two more businesses later, they got back together to start Consulting Success® which he is now the CEO of.

Tune in to hear Michael's story…

[01:09] Introduction to Michael Zipursky

[02:36] Background

[06:21] Two components for marketing

[07:26] Ideal client clarity

[12:09] The magnetic message

[13:29] Three-part formula on developing a magnetic message

[19:12] Consulting early stage startups

[23:27] Consulting Success free resources

[23:47] Favorite growth tool

[25:35] Favorite book

[26:48] Connect with Michael

Resources:

Connect with Michael:

• Website: Consulting Success®
• The Consulting Blueprint

Michael's Favorite Business Tool:

• Krisp

Michael's Favorite Book:

• The Infinite Game by Simon Sinek

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Scaling a business in the middle of a pandemic can't possibly be an easy feat, but Dan Morris did it. With help from his team over at Mind Racer, Dan was able to help a sass company 5x their business using what he calls the four R's; review, refine, roll out, repeat (and replace). This is only a dent in a goal that is positively impacting 1,000 businesses by 2025.

Dan is an investor, advisor, and growth expert, and being the youngest of four high-performing siblings meant consistently needing to overachieve. Though he had no desire to pursue higher education, Dan focused on perfecting what he was good at; selling. Through this, he earned the trust of entrepreneurs, which in turn resulted in promotions and access to greater opportunities.

Tune in to hear Dan's story…

[01:10] Introduction to Dan Morris

[01:50] Case study

[02:32] Backstory

[05:46] Biggest changes between pre-pandemic, mid pandemic, and present time

[08:41] Mindracer process

[10:33] The four R's process: review, refine, roll out, repeat

[13:52] Refine and Roll-out

[16:24] Review to rolling it out

[19:19] Review is always the most important thing to change

[22:21] Biggest changes made that allowed sass company to 5x

[25:24] Establish and keep going

[26:40] Favorite growth tool

[27:19] Book

[28:00] Connect with Dan

[29:10] Outro

Resources:

Connect with Dan:

• Website: Mindracerconsulting.com
• LinkedIn

Dan's Favorite Business Tool:

• Hubspot

Dan's Favorite Book:

• The ONE thing by Gary Keller and Jay Papasan

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With over 20 years of experience in executive leadership consulting, Mark Jacobs gathered his knowledge and opened his own company, Scalewerks. Scalewerks is a holding company that focuses on accelerating businesses that are in their early or mid-life. In this episode, Mark gives us a quick rundown on how the Scalewerks process works using 4 quick bucket items; 1st working hard, 2nd creating process, 3rd customer value/experience, 4th redesign of the business model.

Mark comes from the quality management world, so naturally, process is important to him. At the age of 26, Mark found himself in a meeting with his last employer, Motorola, where he thought to himself if this is really the direction this company was headed? Wanting to offer more to business, Mark finally broke away to become an entrepreneur.

Tune in to hear Mark's story…

[01:13] Introduction to Mark Jacobs

[02:03] Challenges most often seen,

[02:32] Background on Mark

[04:00] Entrepreneur for 20 years

[05:36] Scalewerks today

[06:57] An accelerator

[09:56] The Scalewerks process

[13:58] Understand customer loyalty process

[18:04] Best metric in determining customer loyalty

[20:01] How it Impacts a company from a sales-marketing perspective

[22:21] Modular producer

[22:54] Asking the right questions on the front end

[24:44] Favorite growth tool

[25:32] Favorite Book

[26:00] Connect with Mark

Connect with Mark:

• Website: Scaleworks.com
• Email: [email protected]

Mark's Favorite Business Tool:

• Loyalty research data

Marks's Favorite Book: The Untethered Soul by Michael Alan Singer

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Sheila Brown, a two-time 7-figure business owner, walks us through having to build a business from scratch twice. March 2020, Sheila was forced to shut down, and instead of waiting around, she built a new business online where she now makes close to 400k a month. In this episode, Sheila gives a rundown on how she made it happen.

At 28 years old, Sheila found herself in the worst position she could imagine; broke, jobless, and divorced. Being sick and tired of living this life, Sheila found a permanent makeup and training course that was only 5-days long and from there, her brick-and-mortar business emerged. A decade later, Sheila would have to go through the whole process again only this, through online platforms only.

Tune in to hear Sheila's story…

[01:08] Intro to Sheila Bella

[02:16] Backstory on Sheila

[06:10] Brick and mortar business

[08:51] Investing in business coaching and mentorship and masterminds

[10:24] Roadmap for launching new online business

[13:28] Transferring skillsets from real life to online

[15:22] The primary growth engine process

[17:30] Tactical weekly rundown

[20:11] Pivoting engagement into a business conversation

[24:18] The organic process

[25:32] If you can't beat fear, so do it scared

[26:31] Favorite growth tool

[26:50] Favorite Book

[27:07] Connect with Sheila

Connect with Sheila:

• Instagram
• Website
• Podcast: Pretty Rich Podcast
• Give her a call: 310-388-4588

Sheila's Favorite Business Tool:

• Kajabi

Sheila's Favorite Book: Mindset by Carol West

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23-year-old multimillionaire Jack Murphy is an entrepreneur and digital marketing expert. In this episode, Jack walks us through how he built "I Love My Freedom" into a massive brand generating 25 million in sales a year, all by learning how to leverage click funnels and using subscription newsletters to his advantage.

Since the young age of 7 years old, Jack found himself building websites and selling products on eBay. By the time he got to high school, Jack had made his own motivational sports e-commerce brand. When 2015 came around, and Trump announced his run for presidency, Jack had a hunch that he would win, and thus, I Love My Freedom was born.

Tune in to hear Jack's story…

[01:08] Intro to Jack Murphy

[01:57] Backstory on Jack

[03:14] Pivoting to online marketing

[05:03] Tapping into a movement

[06:56] Framework on using click funnels

[09:15] What a click funnel looks like

[13:58] Next step to monetizing that customer

[17:38] Conversion rate of SMS vs email

[21:17] Subscriptions built around the "I Love My Freedom" brand

[24:11] Providing a physical newsletter

[26:43] Building an e-commerce brand in 2021

[28:26] Favorite tool to grow business

[28:44] Favorite Book

[29:18] Connect with Jack

Resources:

Connect with Jack:

Instagram Facebook

Jack's Favorite Business Tool:

Clevia Jack's Favorite Book:

Russel Brunson's Books

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Founder of Rose Garden Consulting, Ali Mirza, is an entrepreneur and visionary and in this episode, Ali gives a detailed rundown of three strategies he uses to optimize underperforming sales teams and reveals the making of his new book "Predictable Closing," set to be released early fall.

Ali Mirza started in sales at the age of 21 when he was going door to door selling life insurance. During his short four years there, Ali became a sales manager while building a sales team of 50 reps. Ultimately, he recognized that this was not the type of lifestyle he wanted to pursue and so then he started Rose Garden Consulting, now 10 years later he is one of the top consultants in the game.

Tune in to hear Ali's story…

[01:07] Intro to Ali Mirza

[02:11] Background

[04:38] Book - Predictable Closing

[06:34] How to optimize an underperforming sales team

[07:42] Strategy

[09:53] Understanding and defining the numbers

[11:38] Only way to grow a business is through visionaries

[13:26] Listening in on calls

[15:14] Break them down to systemic issues

[18:19] Timeline on performance

[19:44] Never apologize for not taking it easy

[20:35] Favorite growth tool – Google calendar

[20:57] Books that have helped

[21:25] Connect with Ali

Resources:

Connect with Ali:

• LinkedIn
• RoseGardenConsulting.com

Ali's Favorite Book:

• The 48 Laws of Power by Robert Green
• Predatory Thinking by Dave Trott
• Alchemy by Rory Sutherland

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As a serial entrepreneur, Sean Matson is bringing disruptive technologies to market and empowering others along the way. With 5 deployments under his belt, Sean is no stranger to a challenge. His experience on the front lines uniquely prepared him to create innovative products for both civilian and military life. Sean shares how his high-touch customer acquisition strategy has attracted customers to his most recent endeavor, Cardomax.

Sean Matson served 13 years as a Navy Seal before plunging into entrepreneurship full-time. Most recently, Sean launched Cardomax, a liquid supplement company committed to producing high quality supplements with clean ingredients. Sean is also CEO of MATBOCK, a veteran owned and operated business that creates lighter and more practical equipment for every environment. Additionally, Sean helped found Shop Decon, a veteran owned cleaning supplies company. His passion for business started while he was still serving in the Navy SEAL Reserves, with the launch of Strike Force Beverage and Aceso Plasma, LLC.

Tune in to hear Sean's story…

2:13 – Starting a company while on duty

3:11 – Benefits of liquid supplements (instead of powder)

5:33 – Designing for our troops

6:54 – Customer acquisition…even at a loss

8:04 – Full product vs. the sample

9:40 – Putting your money where your mouth is

11:00 – Not your average "abandon cart" email

13:30 – Creating customers for Life

14:29 – Customer Acquisition Cost vs. Lifetime Value

16:11 – The art of the reply

17:36 – Handwritten notes & retention

19:36 – Different is better than "better"

23:01 – Favorite growth tool (Klavyio) and Favorite Book (The Rise of Superman)

Resources:

Connect with Sean Matson …

Facebook: sean.matson

Instagram: sean.matson & cardo_max

Try Cardomax: Cardomax.com & Sample Packs

Sean's Favorite Book: The Rise of Superman by Steven Kotler

Sean's Favorite Tool: Klaviyo

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At age 20, Xenia built a digital marketing agency serving powerhouse clients including Coca-Cola. As Xenia expanded her company she started running into problems, inspiring her to start her own business venture. Xenia is now the CEO and Co-Founder of Planable, a content review and marketing collaboration platform used by over 5,000 teams. Planable supports brands such as Hyundai, Christian Louboutin, Viber, and United Nations. Join us to hear how Xenia leverages product-led content to grow her business.

Xenia was recognized on the Forbes 30 Under 30 list and spoke on the Innovation Stage at Cannes Lions in 2018. Xenia graduated Tim Draper's startup academy in Silicon Valley and took Planable through the Techstars London accelerator in 2017. She is now the CEO at Planable.

Tune in to hear Xenia's amazing story…

1:17 – Overview of Planable

3:11 - Workflow problems at the social media agency + the Solution

5:09 – The journey… 0 to 1000

7:17 - Fundraising & Break-Even points

8:29 – Product-led content and SEO

11:48 – All about intent!

13:11 – Unique content based on customer data

15:04 – Leveraging data for a compelling story

17:09 – Sharing stories through case studies & ebooks

17:53 – Over-experimenting, doubling down, and letting go

21:10 – Autopsies for your experiments

22:47 – Favorite growth tool (Superhuman) and favorite book (Stop Overthinking)

Resources:

Connect with Xenia Muntean

Facebook: Xenia Muntean

Website & Trial: Planable.io

Discount Code: Growth30 (30% off paid plans for 3 months)

Xenia's Favorite Book: Stop Overthinking by Stephen Scott or Stop Overthinking! By Daisy Kinge

Xenia's Favorite Tool: Superhuman

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Reid Lappin is the Founder & CEO at Vokal, a product growth consultancy based in Chicago, IL. Vokal helps non-digital organizations measure and invest like venture capitalists, as well as design, build, & optimize like start-ups. Reid shares how Vokal helps businesses compete in the unique digital economy. Additionally, Reid provides his best tips for attracting top talent and creating a healthy business.

Recently featured in Comparably's list of Best CEOs, Reid Lapin is the founder of Vokal, a product growth consultancy helping your favorite businesses compete in the digital era. Reid is also a Partner at Fresh from the Hills Produce and a Mentor at the Food Foundry. Previously, Reid was the Founder of Mobile Makers Academy, an iOS bootcamp in Chicago.

Tune in to hear Reid's exciting story…

2:19 – What is Vokal? 3 Buckets for Quantitative Growth

3:19 – Being the Best Option vs. Being the Only Option

5:58 – Why you need multiple playbooks

7:30 – Track Record vs. MBA

8:58 – Buyer Behavior…What you need to know

10:48 – Creating a self-generating talent engine

12:10 – Evolving into the modern digital economy

13:23 – Leveraging LinkedIn for outreach

14:20 – Now hiring! Product Engineers, Data engineers, Growth & Performance Marketers, Designers

15:00 – Wealth & Wisdom from the CEO in the recruiting process

16:08 – What's not working…

18:14 – Engineering your Finances to attract top talent

19:38 – Sharing the upside

22:13- Profit Sharing & Equity Programs

23:55 - Retention through Culture, People, and Momentum

24:50 – The Mission & The Metrics

25:40 – Reid's Favorite Tools & Books

Resources:

Connect with Reid Lappin…

LinkedIn: Reid Lappin

Website: Vokal.io

Reid's Favorite Books:

Work Rules by Laszlo Bock (Formerly Senior VP of People Operations at Google, Inc.)

Creativity Inc. by Ed Catmull (President of Pixar Animation & Disney Animation)

Reid's Favorite Growth Tool:

Creating Content on LinkedIn

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Moms will do anything for their kids…and Susie Carder is no exception. A single mom of two daughters, Susie was struggling to make ends meet as a hairdresser. Determined to give them (and herself) the best life possible, she got on the "whatever it takes plan." Little did she know this plan would soon turn into 5 multi-million-dollar companies and two 10 million+ dollar businesses. We discuss how Susie's sales & business strategies allowed her to scale her businesses to exponential success.

Recently featured in The New York Times, Forbes Magazine, and the Associated Press, Susie Carder is the creator of radical business strategies that have helped thousands of entrepreneurs achieve exponential growth and triple their profits. She is the creator of 10 organizations and the author of Power your Profit.

Currently, Susie coaches small business owners, managers, and entrepreneurs in professional management and efficiency to streamline channels of profit for companies. Previously, Susie was president and COO of Motivating the Masses, Inc., an international transformation and training company for small business owners led by Lisa Nichols.

Tune in to hear Susie's amazing story…

1:08 – Susie's story from hairdresser to owner of two 10-million-dollar businesses

4:45 – How Susie created a 7-figure launch during the pandemic (+ you can too!)

6:18 – Why 98% of businesses never hit 7 figures…

7:50 – You're not charging enough! (And getting the plan on paper)

9:11 – Who is your ideal qualified candidate?

11:27 – Stop marketing to your fans…

13:19 – Being accountable to the numbers… This is how you price your services!

15:15 – Summary of Susie's Steps: Step 1 -Getting the Plan on Paper; Step 2 Finding Ideal Qualified Candidates; Step 3 – Being accountable to the numbers

15:53 – How managing units (not dollars) is the key to 7 figures

17:39 – Steal Susie's sales script!

19:48 – You're making it too hard… But the details still matter

23:15 – Favorite tool for business (Trello); Favorite Book (Hook Point by Brendan Cane)

Resources:

Connect with Susie Carder…

Facebook: @SusieCarder

Instagram: @susiecarder

Website: SusieCarder.com (Find Susie's book Power Your Profit here)

Click link for book and receive $5k in bonuses: Including Susie's Cash Calculator & Financial Tool for Projections

Susie's Favorite Book: Hook Point by Brendan Cane

Susie's Favorite Tool: Trello

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