Inside BS Show

On today's Sunday Special, discussing recent comedy performance and the success of their joint presentation. They emphasize the importance of preparation and taking risks in personal and professional growth. They also discuss the value they provide through their business and the positive feedback they have received. However, they also address the challenges of dealing with jealousy and negative behavior from others. They share their experiences and discuss the importance of surrounding oneself with supportive and positive people. They also mention upcoming events and express their gratitude for their listeners.

On this edition of The Inside BS Show , highlights the seven steps to dominating a new market within 12 months.

They emphasize the importance of identifying ideal clients and focusing on those who have the highest lifetime value. They also discuss the need to determine the huge problem that is costing these clients and create urgency around solving it. They stress the importance of giving clients hope and sharing the vision for the future. They also highlight the value of working with experts who have experience in solving these problems.

Below are the notes from each step in the process:

Step One: Identify the Ideal Clients

Dave: 

• Recap the qualifying process: money, problem, ability to make a decision
• Talk about leverage – getting in front of them in groups
• Focus on high lifetime value

• For all of us, our ideal clients are entrepreneurs who have businesses with at least 5 million in annual revenue.
• Highlight how they meet the qualifying criteria
• Highlight the lifetime value (repeat and recurring revenue)

Step Two: Determine What HUGE Problem Those Clients are Experiencing that Is KILLING Them

Dave: 

• This step can be tricky. People don’t share problems they share symptoms of problems.
• We also need to find a problem that is common among the group
• It doesn’t matter if some of them don’t have the problem yet – just that they could have the problem if they are successful (even poor people don’t like increasing estate taxes)

• We have trouble getting in front of these entrepreneurs
• When we do get in front of them, we are poorly positioned and get squeezed on price
• We spend most of our time looking for referrals to these folks because we don’t know how to position ourselves as subject matter experts.

Step Three: Have the Clients Calculate HOW MUCH this Problem is Costing Them

Dave:

There are three costs to every situation: hard financial cost, emotional cost (sleepless nights), and opportunity cost. Get your prospective client to think about each of those. 

How much is your time worth? How many hours do you spend each month networking with people who are not your ideal client? How much of that time is wasted?

If you invested that same amount of time each month and landed two new clients, would that be better? Three? 

Step Four: Explore How Much Worse this Situation Can Become

Dave:

• We need to help the prospect develop the urgency necessary to solve this problem now. 
• We must take them to the logical extreme in their mind so they understand what is possible
• They have to be able to see it and feel the potential impact

• Attending dozens of networking meetings each month without connecting with one new real client is killing your business.
• Your competitors are signing new clients each week (the best are signing new clients each day)
• Yet here you are talking to people you HOPE will refer you. How long will you rely on hope as a strategy?

Step Five: Give the Clients Hope by Sharing a Solution with Them

Dave:

• In a perfect world, you’d learn what your ideal clients need, learn how to deliver a message that would resonate with them and you’d get in front of them to deliver that message as often as possible
• You’d have an expert guiding you, showing you shortcuts, and helping you refine your approach
• You’d have someone working hard to put you in front of your ideal clients

• This is your chance to change everything for you, for your business, and for your life
• You have the opportunity to discover the secret to using leverage and the experience and knowledge of others to buy money at a discount
• Simply by coming to this breakfast, you’ve been taken behind the curtain and given a glimpse at the future of business coaching

Step Six: Provide the Clients with enough Knowledge to Evaluate the Need for an Expert

Dave:

• What do you need to know to evaluate a good opportunity? That the person offering it has authority, believability, and credibility? 
• You’d also need to know that it will work for you – find people who look just like you.
• You need to know that if you only get it half right, the process will still deliver results 

• During the past 30 years, Dave has refined this system. He’s used it to open three hotels and start two businesses. He’s used it to win corporate political campaigns against Unions. He’s used it to help connect all of us.
• Dave and I used this system (along with MCD and Lenny) to win over a crowd of 300 people at the ProVisors conference.
• I’ve worked with Dave to use this system effectively in my world – to become the GL of the Attorney Affinity Group and to connect with people who have become valuable to my practice. 

Step Seven: Share the Vision of the Future for the Prospect

Dave:

• Your prospective client needs to have a clear vision of the future after deciding to work with you
• The picture must be so compelling and the sense of relief so real that they cannot resist
• This is the answer they’ve been waiting for

• I’m not telling you what to do. You make good decisions. You know the facts and you know the truth.
• Nothing changes until you make a decision and make a change.
• This is easy. Make the choice to join a team of people dedicated to your success make a choice to join a community of people dedicated to making your work fun again. 

Dave then recaps the seven steps and gives the audience the call to action to join ESL.  

Step 1: Get in front of your ideal clients

Step 2: Figure out what’s killing them

Step 3: Figure out how much this is costing them

Step 4: How much worse can this get?

Step 5: Hope: Share the Solution

Step 6: Give them the knowledge to evaluate the expert
Step 7: Share the vision for the future

On this episode of the Inside BS Show, talks about how to select the right business coach. They provide three tips for finding the right coach: 1) Hire someone who has achieved what you want to achieve in your business; 2) Find a coach who specializes in the specific area you need help with; and 3) Talk to both current and past clients of the coach to get a better understanding of their style and results. They emphasize the importance of asking questions and doing thorough research before making a decision.

On today's show, hosts discuss their busy week in their business, Exit Success Lab (ESL). They onboarded 10 new members into ESL, who then referred two more members. They also had successful orientation sessions where they shared their vision and business plan with the new members. They emphasize the importance of recognizing and celebrating their accomplishments as entrepreneurs. They also discuss the level of preparation and professionalism they bring to their business, which gives people confidence in working with them. They mention upcoming events and plans for the future, expressing excitement and motivation for what lies ahead.

In this episode of the Inside BS Show, learn the importance of having a management succession plan in place. They provide seven best practices for implementing a management succession plan, including starting early, identifying key positions and competencies, assessing and developing talent internally, creating individual development plans, implementing a mentoring and coaching program, encouraging cross-training and exposure, and regularly reviewing and updating the plan. They emphasize that having a management succession plan adds value to a business and is crucial for long-term success.

On this episode of the Inside BS Show, hosts discuss the biggest opportunity that entrepreneurs often miss out on: getting in front of their ideal clients. They emphasize the importance of focusing on ideal clients rather than referral sources and provide three benefits of getting in front of ideal clients. 

The first benefit is understanding the problems that clients have and being able to solve them. 

The second benefit is being able to speak the language of the clients and convey the right messaging. 

The third benefit is the opportunity to do business with the clients and receive direct referrals. 

The hosts also discuss ways to get in front of ideal clients, such as joining trade associations, immersing oneself in the client's world, hosting industry events, and using targeted advertising or marketing. They emphasize the importance of education and sharing expertise to establish oneself as an expert in the industry. 

Overall, the episode provides valuable insights and strategies for entrepreneurs to effectively reach their ideal clients.

In this episode of the Inside BS Show,  learn effective strategies to attract more referrals for your business. They emphasize the importance of asking for referrals and making it known that you are open to receiving them.

They also suggest giving referrals and making key introductions to others as a way to build relationships and establish yourself as a giver.

They recommend being specific when asking for referrals, including the name of the person, their position, the company they work for, the industry they are in, and the reason why you want to be introduced to them.

Additionally, they suggest making referrals a requirement and incorporating them into your engagement agreement with clients.

Lastly, they mention that if someone is unable to provide a referral, you can ask for a letter of recommendation instead, which can also be used as a reference for future work.

Referrals should be a part of your small business marketing plan. This show helps you make that happen. 

In this episode of the Inside BS Show, hosts provide tips for introverts to make selling easier. They emphasize the importance of shifting the mindset from selling to helping, and suggest seeking to help others rather than focusing on making sales. They also recommend asking friends to introduce you to new people, bringing a wing person to networking events for support, scripting your opening lines to ease anxiety, and owning your shyness to gain empathy and support from others. The hosts encourage introverts to embrace their unique qualities and share the episode with others who may benefit from the tips.

 Discover the six key lessons learned from 60 episodes of The Inside BS Show 

The first lesson is to stop worrying about what other people think and not let fear hold you back from pursuing your passions. The second lesson is that anyone can learn anything with the right mindset and immersion in the subject matter. Discuss the importance of frequency of communication in developing relationships, both between themselves and with their audience. They also emphasize the value of working with someone you enjoy and how it can make work easier and more enjoyable. Lastly, they discuss the importance of being conversational and vulnerable in their podcast, and how it has helped them connect with their audience. They express gratitude for their listeners and look forward to the next 60 episodes.

On this episode of The Sunday Special, hosts discuss their recent absence from the show due to work commitments and health issues. They talk about their experiences with COVID-19 and the challenges of balancing work and personal life as entrepreneurs. Shared a little of their business strategy and some thoughts about their small business marketing plan. They also shared their recent speaking engagement in front of 300+ people and the level of preparation required. They emphasize the importance of consistency and professionalism in all aspects of their work. Despite the adversities they faced, they believe that these experiences have made them stronger and better prepared for future challenges.