High-Trust Business Podcast

Reuben Swartz built a Fortune 500 sales consulting practice, then realized he was terrible at his own sales and marketing. The irony wasn't lost on him.

After trying every CRM on the market and feeling like he was fighting the tools instead of using them, Reuben discovered the problem: these systems are built for VP's managing sales teams, not solo consultants trying to nurture relationships in their spare time.

He shares how he shifted from avoiding sales conversations to actually enjoying them, and why most networking feels like "trying to stab someone in the eye with a business card." His approach focuses on two things: figuring out exactly who you want to talk to, then actually talking to them.

You'll hear practical strategies for introverts who hate traditional sales tactics, how to turn networking events into genuine connection opportunities, and why the right tools should make conversations easier, not harder.

Show notes: https://mrstuartbell.com/podcasts/htb/176-creating-meaningful-relationships-with-reuben-swartz/

About Reuben Swartz: Website | LinkedIn

Your Book Is Closer Than You Think — You already say everything that needs to be in your book. 90-Minute Books turns it into a done-for-you lead generation tool. Get the Free Book

Matt Ferri's been doing estate planning since 2010, but it wasn't until he wrote a short, story-driven book that his practice really took off. He's figured out something most attorneys miss: people don't want a legal textbook. They want to understand just enough to have a real conversation.

His book focuses on busy professionals and business owners who don't want to leave a mess behind. Instead of drowning readers in legal jargon, Matt uses real stories to show what works and what doesn't. The book's become his secret weapon for referral partners too.

You'll hear how Matt uses the book in initial meetings to build credibility, why he keeps it short and non-intimidating, and how COVID actually helped his older clients get more comfortable with his process. If you're in any professional service where education comes before the sale, this one's worth your time.

Show notes: https://mrstuartbell.com/podcasts/htb/175-mastering-estate-planning-with-matt-ferri/

About Matt Ferri: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Your first impression isn't a handshake anymore. It's what shows up when someone searches your name online.

Luke Hessler from Ace Branding works with thought leaders and entrepreneurs who have great ideas but struggle to get noticed. His firm specializes in getting clients featured in publications, on podcasts, and on TV, then turning those appearances into long-term credibility assets.

The conversation covers how traditional media placements work in today's digital world. Luke explains why a TV appearance only matters if you can turn it into content that ranks on Google, shows up in your marketing, and builds your perceived credibility over time.

You'll learn about the "perceived credibility cycle" and why being an author gives you an automatic advantage when pitching media outlets. Luke also shares practical advice on getting started with media placements, even if you're intimidated by the technology side of building your online presence.

Show notes: https://mrstuartbell.com/podcasts/htb/174-getting-in-the-press-with-luke-hessler/

About Luke Hessler: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Lee Ramey started a cleaning company in 1984 and transformed it into a leading mold remediation business by getting involved when the industry was just forming. He worked directly with the people writing standards and protocols, even convincing Yellow Pages to create a mold removal category.

Your book becomes a powerful client filter when you're in a technical field. Lee charges for mold inspections partly to weed out non-serious prospects, but his book does similar work upfront. It educates potential clients about connecting health symptoms to indoor air quality issues.

He's found creative ways to promote his book beyond traditional marketing. Vehicle wraps with QR codes, strategic placement of materials, and using speaking engagements all help get his expertise in front of the right people. The book positions him as the obvious choice in a market where most competitors can't explain the science behind what they do.

Show notes: https://mrstuartbell.com/podcasts/htb/173-building-brand-and-authority-with-lee-ramey/

About Lee Ramey: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Your website isn't a brochure anymore. It's your lead generation headquarters.

Aubrey Berkowitz runs Alter Endeavors and Armada Digital, where he builds online platforms for speakers and thought leaders. He's seeing a massive shift in how personal brand websites work. Post-pandemic, people need to verify referrals online. They want relationships with individuals, not faceless companies.

You'll learn why your personal brand site matters more if you're juggling multiple companies or expertise areas. Aubrey breaks down the difference between pitching to end audiences versus gatekeepers. He explains how your book becomes the credibility anchor that makes everything else work.

This isn't about vanity metrics or looking professional. It's about making it stupidly easy for decision-makers to say yes when they're considering hiring you to speak.

Show notes: https://mrstuartbell.com/podcasts/htb/172-boosting-your-personal-brand-with-aubrey-berkowitz/

About Aubrey Berkowitz: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Craig Lowder runs MainSpring Sales Group and wrote "Smooth Selling Forever" in 2016. Since then, his book has generated 28 new clients and just under $1.1 million in personal income. That's not by accident.

Craig doesn't use his book like most authors. While others chase speaking gigs, he built a systematic approach to start conversations with prospects. When he walks into meetings, people have already dog-eared pages and highlighted sections. They ask specific questions about page 47 instead of "So, what do you do?"

You'll hear how Craig's book works as both credibility builder and conversation starter. He shares the specific ways prospects engage with the physical book, how it shortens the sales cycle, and why his audience prefers something tactile over digital.

If you're wondering whether a book can actually generate clients (not just credibility), this conversation shows exactly how one sales consultant turned 200 pages into seven figures.

Show notes: https://mrstuartbell.com/podcasts/htb/171-smooth-selling-with-craig-lowder/

About Craig Lowder: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Most LinkedIn outreach feels like spam because it is. Mark McIntosh runs a lead generation agency that does the opposite. He helps business owners fill their pipelines through warm connections, strategic introductions, and re-engaging forgotten networks.

I've been working with Mark for months, and here's what I've learned: the warm stuff works. Not just introductions from close friends, but even tepid connections where there's some anchor point beat cold outreach every time.

Mark breaks down his multi-channel approach that combines LinkedIn, email, and phone calls. You'll hear specific strategies for re-engaging your existing network, making strategic introductions through mutual connections, and positioning yourself as a thought leader without being spammy.

This isn't about growth hacks or automation. It's about systematic relationship building that actually works.

Show notes: https://mrstuartbell.com/podcasts/htb/170-attracting-high-value-clients-with-mark-mcintosh/

About Mark McIntosh: Website | LinkedIn

30 Strategies to Build Your Business with a Book — The playbook behind 1,200+ books that start conversations and bring in clients. Yours free. Get a Free Copy

Most business owners know they should stay in touch with prospects and clients between deals. They just never get around to it.

Jamie Shibley from The Expressory has built her business around solving this exact problem. Her Dream 25 process takes your top prospects and creates a year-long series of personalized touchpoints that keep you front of mind without feeling transactional.

What makes Jamie's approach different from typical gifting services? Everything they send reflects how you'd actually show care if you had the time. Your book becomes part of this system, not just a one-time conversation starter but an ongoing relationship tool.

You'll hear specific examples of how personalized engagement creates loyalty, generates referrals, and separates you from competitors who only show up when they want something.

Show notes: https://mrstuartbell.com/podcasts/htb/169-staying-top-of-mind-with-jamie-shibley/

About Jamie Shibley: Website | LinkedIn

Your Book Is Closer Than You Think — You already say everything that needs to be in your book. 90-Minute Books turns it into a done-for-you lead generation tool. Get the Free Book

Most people think selling is about closing deals fast. Tim Wackel knows better.

Tim made the jump from electrical engineering to sales four decades ago and discovered something crucial: good selling isn't about hitting quarterly numbers. It's about genuinely helping people solve problems they didn't know they could fix.

You'll hear why Tim uses an agricultural approach to sales development. Just like crops, sales skills need time to grow. The pressure to make numbers this month often kills the patience required to build real client relationships.

Tim breaks down the difference between peddlers who chase transactions and partners who invest in long-term client success. He shares specific ways to use your book as a conversation starter and why asking the right questions matters more than having perfect answers.

Show notes: https://mrstuartbell.com/podcasts/htb/168-secrets-of-successful-sales-with-tim-wackel/

About Tim Wackel: Website | LinkedIn

Your Book Is Closer Than You Think — You already say everything that needs to be in your book. 90-Minute Books turns it into a done-for-you lead generation tool. Get the Free Book

Jeff Polovick spent 46 years building a vehicle rental company from zero to $500 million in revenue. When he stepped back from day-to-day operations, he wrote "Why Can't We?" to document the lessons he'd learned for his kids.

Dona Baker worked with Jeff for 16 years as his operations director. She saw how entrepreneurs often burn out trying to do everything themselves, so she wrote "The Friction-Free Entrepreneur" about finding the right partner to handle what you can't.

What's interesting is how writing their books led them to start Rhealize, a strategic HR company. Jeff's book became a mentoring tool for new team members. Dona's book revealed a bigger opportunity around helping entrepreneurs find their operational counterparts.

You'll hear how two very different books, written for different reasons, ended up creating something neither of them expected when they started writing.

Show notes: https://mrstuartbell.com/podcasts/htb/167-legacy-and-leads-with-dona-baker-and-jeff-polovick/

About Dona Baker and Jeff Polovick: Website | LinkedIn

Your Book Is Closer Than You Think — You already say everything that needs to be in your book. 90-Minute Books turns it into a done-for-you lead generation tool. Get the Free Book