Making Bank

Welcome back to Making Bank! Today’s episode we have Trevor Crane who is a renowned business strategist, sales expert, and the author of Higher Paying Clients. With extensive experience helping entrepreneurs and businesses scale, Trevor specializes in guiding clients to bootstrap their ventures and achieve significant growth. His expertise lies in sales strategy, client acquisition, and business development. Over the years, Trevor has built a reputation for delivering practical, results-driven solutions, enabling his clients to turn their ideas into multimillion-dollar successes. His work focuses on empowering business owners to optimize their strategies and reach new levels of profitability.

(1:45) Background Story

Trevor Crane's journey to success was far from typical. Despite running a water sports business at the Ritz-Carlton in Naples, Florida, he struggled and even waited tables to support his ventures. His breakthrough came when he embraced selling, which transformed him into a successful business strategist and sales expert, helping others achieve similar results.

(4:00) How To Be Successful

Success in business hinges on two elements: leverage and modeling. Leverage comes from discomfort that drives change, while modeling involves learning from a successful mentor. Together, these strategies can accelerate your progress and enhance your effectiveness.

(6:06) Bootstrapping

Many business owners believe spending more money is the key to growth, but effective expansion can often be achieved through bootstrapping. I advise clients to leverage existing resources, optimize operations, and find creative solutions for growth without relying on external funding.

(8:32) Spending Less

Many business owners aren’t waking up with extra money; they’re eager to grow their business, regardless of their situation. Focusing on generating revenue without increasing expenses is crucial. Many lack marketing budgets and wish for financial windfalls, so it’s important to spend less and optimize operations to maximize profits and drive growth.

(12:50) Biggest Success

One key to business success is understanding your audience deeply. Whether speaking at an event, hosting a webinar, or delivering a podcast, knowing who you’re addressing allows you to tailor your message effectively. This insight helps you serve your audience better and stand out from competitors, who may not be as well-prepared or engaged.

(11:59) Solving Problems

To achieve business success, focus on solving problems by viewing challenges as opportunities, particularly those faced by ideal customers. Identify their core issues to create valuable solutions that generate revenue. 

(12:52) How To Get Started

For clients, begin with a “jump start” session to assess income-generating methods and find immediate improvement opportunities, as prioritizing problem-solving can boost profitability and impact.

(16:07) Your Epic Book Launch

The book Your Epic Book Launch is designed to help business owners and aspiring authors achieve a profitable launch for their books, ensuring maximum visibility upon publication. If you’re considering writing a book, this is an excellent resource to start with. 

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Trevor Crane @trevorcrane

Welcome back to Making Bank! Today’s episode we have Trevor Crane who is a renowned business strategist, sales expert, and the author of Higher Paying Clients. With extensive experience helping entrepreneurs and businesses scale, Trevor specializes in guiding clients to bootstrap their ventures and achieve significant growth. His expertise lies in sales strategy, client acquisition, and business development. Over the years, Trevor has built a reputation for delivering practical, results-driven solutions, enabling his clients to turn their ideas into multimillion-dollar successes. His work focuses on empowering business owners to optimize their strategies and reach new levels of profitability.

(1:45) Background Story

Trevor Crane's journey to success was far from typical. Despite running a water sports business at the Ritz-Carlton in Naples, Florida, he struggled and even waited tables to support his ventures. His breakthrough came when he embraced selling, which transformed him into a successful business strategist and sales expert, helping others achieve similar results.

(4:00) How To Be Successful

Success in business hinges on two elements: leverage and modeling. Leverage comes from discomfort that drives change, while modeling involves learning from a successful mentor. Together, these strategies can accelerate your progress and enhance your effectiveness.

(6:06) Bootstrapping

Many business owners believe spending more money is the key to growth, but effective expansion can often be achieved through bootstrapping. I advise clients to leverage existing resources, optimize operations, and find creative solutions for growth without relying on external funding.

(8:32) Spending Less

Many business owners aren’t waking up with extra money; they’re eager to grow their business, regardless of their situation. Focusing on generating revenue without increasing expenses is crucial. Many lack marketing budgets and wish for financial windfalls, so it’s important to spend less and optimize operations to maximize profits and drive growth.

(12:50) Biggest Success

One key to business success is understanding your audience deeply. Whether speaking at an event, hosting a webinar, or delivering a podcast, knowing who you’re addressing allows you to tailor your message effectively. This insight helps you serve your audience better and stand out from competitors, who may not be as well-prepared or engaged.

(11:59) Solving Problems

To achieve business success, focus on solving problems by viewing challenges as opportunities, particularly those faced by ideal customers. Identify their core issues to create valuable solutions that generate revenue. 

(12:52) How To Get Started

For clients, begin with a “jump start” session to assess income-generating methods and find immediate improvement opportunities, as prioritizing problem-solving can boost profitability and impact.

(16:07) Your Epic Book Launch

The book Your Epic Book Launch is designed to help business owners and aspiring authors achieve a profitable launch for their books, ensuring maximum visibility upon publication. If you’re considering writing a book, this is an excellent resource to start with. 

Tags:

Trevor Crane @trevorcrane

Welcome back to Making Bank! Today’s episode we have Joe Williams, who is the founder of The Creative Performance Group, helping individuals share their message powerfully with the world. He created the Speakers Bootcamp, training speakers, coaches, and authors globally, and leads the Impact Mentoring Program for professional speakers and entrepreneurs.

For over 20 years, Joe has worked with Anthony Robbins as Senior Head Trainer, speaking at major events like Unleash the Power Within and Date with Destiny. He’s trained over 250,000 people and helped clients generate $50 billion in new business. Joe lives in Colorado with his family, enjoying the outdoors.

(2:58) Teenage Entrepreneur

Joe Williams kickstarted his entrepreneurial journey at 15, launching a janitorial business after a brief stint delivering pizzas. Even as a child, he had a passion for speaking, often narrating family trips on a recorder, dreaming of hosting a radio show. His early ventures paved the way for a lifelong commitment to entrepreneurship, having worked for himself ever since.

(5:34) Business Background

Joe Williams started in sales, co-founding a long-distance reseller that went public by age 26. Unfulfilled by corporate life, he transitioned into public speaking in 2000, creating programs to help others master it. He has since worked with major companies like Boeing, helping them secure over $50 billion in government contracts.

(8:24) Working With Tony Robbins

Joe Williams' journey with Tony Robbins began as a volunteer at small events, quickly leading him to join Tony's international team. He spent 12 years leading Wealth Mastery and working closely with Tony, whom he admires as a genuine and inspiring friend. Though Joe now focuses on his own ventures, he still collaborates with Tony's team on coaching and events.

(10:33) Biggest Failure

A major business failure is holding onto a struggling company too long. The key lesson is to "fail fast"—exit quickly when things aren't working. Lingering can lead to unnecessary losses, so recognize when it's time to pivot and act decisively.

(12:50) Biggest Success

One key to business success is understanding your audience deeply. Whether speaking at an event, hosting a webinar, or delivering a podcast, knowing who you’re addressing allows you to tailor your message effectively. This insight helps you serve your audience better and stand out from competitors, who may not be as well-prepared or engaged.

(14:17) Best Tips For Public Speaking

For effective public speaking, always know your audience and tailor your message to their needs. Prepare thoroughly, including staying hydrated and mentally ready, as proper preparation affects your performance. Lastly, develop a pre-performance ritual to stay energized and focused, concentrating on serving your audience rather than worrying about yourself.

(19:00) The Ultimate Resource

The ultimate business resource is resourcefulness. Your creativity and problem-solving ability are more crucial than time, money, or connections. Embrace these traits to overcome challenges and thrive.

Tags:

Twitter: @joebwilliams

Welcome back to Making Bank! Today’s episode we have Joe Williams, who is the founder of The Creative Performance Group, helping individuals share their message powerfully with the world. He created the Speakers Bootcamp, training speakers, coaches, and authors globally, and leads the Impact Mentoring Program for professional speakers and entrepreneurs.

For over 20 years, Joe has worked with Anthony Robbins as Senior Head Trainer, speaking at major events like Unleash the Power Within and Date with Destiny. He’s trained over 250,000 people and helped clients generate $50 billion in new business. Joe lives in Colorado with his family, enjoying the outdoors.

(2:58) Teenage Entrepreneur

Joe Williams kickstarted his entrepreneurial journey at 15, launching a janitorial business after a brief stint delivering pizzas. Even as a child, he had a passion for speaking, often narrating family trips on a recorder, dreaming of hosting a radio show. His early ventures paved the way for a lifelong commitment to entrepreneurship, having worked for himself ever since.

(5:34) Business Background

Joe Williams started in sales, co-founding a long-distance reseller that went public by age 26. Unfulfilled by corporate life, he transitioned into public speaking in 2000, creating programs to help others master it. He has since worked with major companies like Boeing, helping them secure over $50 billion in government contracts.

(8:24) Working With Tony Robbins

Joe Williams' journey with Tony Robbins began as a volunteer at small events, quickly leading him to join Tony's international team. He spent 12 years leading Wealth Mastery and working closely with Tony, whom he admires as a genuine and inspiring friend. Though Joe now focuses on his own ventures, he still collaborates with Tony's team on coaching and events.

(10:33) Biggest Failure

A major business failure is holding onto a struggling company too long. The key lesson is to "fail fast"—exit quickly when things aren't working. Lingering can lead to unnecessary losses, so recognize when it's time to pivot and act decisively.

(12:50) Biggest Success

One key to business success is understanding your audience deeply. Whether speaking at an event, hosting a webinar, or delivering a podcast, knowing who you’re addressing allows you to tailor your message effectively. This insight helps you serve your audience better and stand out from competitors, who may not be as well-prepared or engaged.

(14:17) Best Tips For Public Speaking

For effective public speaking, always know your audience and tailor your message to their needs. Prepare thoroughly, including staying hydrated and mentally ready, as proper preparation affects your performance. Lastly, develop a pre-performance ritual to stay energized and focused, concentrating on serving your audience rather than worrying about yourself.

(19:00) The Ultimate Resource

The ultimate business resource is resourcefulness. Your creativity and problem-solving ability are more crucial than time, money, or connections. Embrace these traits to overcome challenges and thrive.

Tags:

Twitter: @joebwilliams

Welcome back to Making Bank! Today’s episode we have Andre Swanston, a dynamic tech innovator and media magnet, recently made history with the fifth largest exit of any Black CEO. A regular contributor to Bloomberg, Rolling Stone, and Fast Company, Andre's insights have made waves across the industry. Born in the Bronx, New York, he honed his exceptional sales skills at Ameriprise and J.P. Morgan Chase before earning a B.A. in Economics from the University of Connecticut. Today, Andre is here to share some exciting insights and experiences from his remarkable journey.

(2:03) Background Story

From a young age, Andre Swanston embraced a mindset that set him apart. Conforming never interested him; instead, he sought different approaches to everything, from tying his shoelaces to solving math problems in unique ways. This natural inclination to think differently laid the foundation for his entrepreneurial journey.

(8:17) First Steps In A Business

The first crucial step in any business venture is recognizing your strengths and weaknesses. Once you have that clarity, the key is to surround yourself with people who excel in areas where you may not.

(12:24) Stepping Stones

Three key moments shaped the company's journey: raising initial capital in 2014 to hire the first team, securing major enterprise deals in 2017 as connected TV gained traction, and anticipating competition from industry giants, which guided our successful execution strategy.

(16:27) The Future Of Digital Ads

In the future of digital ads, impartiality and trust are key. As data privacy and regulations tighten, partnering with a neutral third party ensures transparent and compliant data analysis, avoiding conflicts of interest from media or device companies. This approach helps navigate industry challenges and build a reliable foundation for the evolving ad landscape.

(19:12) Selling A Company

When preparing to sell a company, focus on securing multi-year contracts. These contracts significantly increase your company's valuation, often yielding a higher revenue multiple compared to one-time deals. Understanding this can strategically position your business for a more lucrative sale.

(21:31) Growing A Business

When growing a business, maximize what you can do without external capital. This gives you control and flexibility to pivot and adapt early on, allowing for smoother growth before bringing in outside investors. It also demonstrates commitment and resilience to potential investors.

(26:19) Motivation

The most important advice for entrepreneurs is to trust your instincts and understand your motivations. Your unique life experiences shape your perspective, and leveraging these insights is crucial. Remember, entrepreneurship is tough and success often comes from sheer ambition and perseverance, not from any inherent superiority.

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Instagram: Andre Swanston @dreswan06

Welcome back to Making Bank! Today’s episode we have Andre Swanston, a dynamic tech innovator and media magnet, recently made history with the fifth largest exit of any Black CEO. A regular contributor to Bloomberg, Rolling Stone, and Fast Company, Andre's insights have made waves across the industry. Born in the Bronx, New York, he honed his exceptional sales skills at Ameriprise and J.P. Morgan Chase before earning a B.A. in Economics from the University of Connecticut. Today, Andre is here to share some exciting insights and experiences from his remarkable journey.

(2:03) Background Story

From a young age, Andre Swanston embraced a mindset that set him apart. Conforming never interested him; instead, he sought different approaches to everything, from tying his shoelaces to solving math problems in unique ways. This natural inclination to think differently laid the foundation for his entrepreneurial journey.

(8:17) First Steps In A Business

The first crucial step in any business venture is recognizing your strengths and weaknesses. Once you have that clarity, the key is to surround yourself with people who excel in areas where you may not.

(12:24) Stepping Stones

Three key moments shaped the company's journey: raising initial capital in 2014 to hire the first team, securing major enterprise deals in 2017 as connected TV gained traction, and anticipating competition from industry giants, which guided our successful execution strategy.

(16:27) The Future Of Digital Ads

In the future of digital ads, impartiality and trust are key. As data privacy and regulations tighten, partnering with a neutral third party ensures transparent and compliant data analysis, avoiding conflicts of interest from media or device companies. This approach helps navigate industry challenges and build a reliable foundation for the evolving ad landscape.

(19:12) Selling A Company

When preparing to sell a company, focus on securing multi-year contracts. These contracts significantly increase your company's valuation, often yielding a higher revenue multiple compared to one-time deals. Understanding this can strategically position your business for a more lucrative sale.

(21:31) Growing A Business

When growing a business, maximize what you can do without external capital. This gives you control and flexibility to pivot and adapt early on, allowing for smoother growth before bringing in outside investors. It also demonstrates commitment and resilience to potential investors.

(26:19) Motivation

The most important advice for entrepreneurs is to trust your instincts and understand your motivations. Your unique life experiences shape your perspective, and leveraging these insights is crucial. Remember, entrepreneurship is tough and success often comes from sheer ambition and perseverance, not from any inherent superiority.

Tags:

Instagram: Andre Swanston @dreswan06

Welcome back to Making Bank! Today’s episode we have Naveen Jain, who is a visionary entrepreneur and philanthropist, dedicated to addressing the world's most pressing challenges through innovation. He has founded several successful companies, including Moon Express, BlueDot, Viome, TalentWise, and InfoSpace, each reflecting his commitment to transformative solutions.

(3:40) Being An Entrepreneur

Many people believe that being an entrepreneur means starting a company. However, true entrepreneurs are problem solvers. There are three types of people: those who identify problems, those who complain about them, and those who are smart enough to find solutions.

(6:05) Selling Your Vision

When you begin with a clear belief or vision, focus on your audacious goal—the big problem you're trying to solve. If people believe in you and your vision, they'll be eager to support and invest in everything you offer.

(13:10) Achieving Big Goals

When you set a big, audacious goal, break it down into the smallest actionable steps. Each step you take should move you closer to that goal. You can't achieve the big picture all at once, so focus on executing one slice at a time. By the time you're finished, you'll have completed the entire journey.

(17:42) Microbiome

Your gut microbiome produces essential nutrients your body needs, like short-chain fatty acids. To maintain this balance, you must feed your microbiome the right foods. Personalized nutrition is key, as our unique microbiomes require specific diets for optimal health.

(30:47) Raising Kids

Make sure your kids know your love is unconditional, but your approval must be earned. Teach them that true self-worth comes from creating, not just owning. Wealth doesn't define value—contribution does.

(39:52) Mindset

As an entrepreneur, focus on addressing root causes and creating abundance. While sustainability often gets equated with conservation—using less to save more—the real path to success is about generating more, not just cutting back. To achieve true sustainability, focus on creating more of everything, rather than merely conserving.

(48:56) Intellectual Curiosity

Intellectual curiosity is crucial; if you’re not learning every day, you risk becoming obsolete. Stopping your pursuit of knowledge equates to stagnation. To stay vibrant and relevant, continually seek new learning opportunities.

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Instagram: Naveen Jain @naveenjainceo

Welcome back to Making Bank! Today’s episode we have Todd Brown, who is the go-to funnel expert for top-tier marketers seeking to optimize their own sales funnels. His impressive client list reads like a who's who of A-list marketers. Todd's agency is behind some of the most successful campaigns for the biggest direct response marketing companies online.

(2:08) Background Story

Todd Brown is a renowned expert in funnel marketing, trusted by top A-list marketers for his expertise. He leads an agency that crafts successful campaigns for leading direct response companies. Todd is a key figure in the world of digital marketing strategy.

(6:30) Starting A Business

Even if you can't fully utilize your new marketing skills at your current job, stay focused and start building your business on the side. Begin with a modest investment, ensuring you cover the essentials like forming a corporation and setting up a merchant account. Bootstrap your way forward, reinvesting profits to grow without relying on additional personal funds.

(9:50) Biggest Challenges

One of the biggest challenges in a web-based business is keeping a steady flow of traffic to your site and funnels—without it, your business can grind to a halt, just like a retail store with no customers. To avoid this, diversify your traffic sources and continuously optimize your marketing strategies.

(14:38) Generating Traffic

For generating traffic, Facebook is often the go-to platform—not from a social perspective, but for its advertising capabilities. Facebook ads are easy to set up, offer full budget control, and provide some of the most advanced targeting options available. You can precisely reach your ideal audience, making it a powerful tool for driving traffic to your business.

(27:11) Know Your Numbers

Understanding your numbers is key, especially the average visitor value, which shows the dollar value of each visitor to your funnel. Break this down by traffic source, like Facebook and YouTube, to optimize your marketing spend effectively. Regularly monitor and analyze these metrics to make data-driven decisions.

(32:04) Funnel Strategies

For effective funnel strategies, create compelling and unique ideas that capture attention and spark curiosity. Avoid settling for mediocre concepts—aim for originality to stand out and engage your audience.

(42:05) Differentiation

Differentiation is crucial in marketing, which is why we invest time in crafting a standout hook and developing a superior offer. The goal is to create something unique that sets you apart from the competition and grabs attention. Effective differentiation can make all the difference in capturing and retaining your audience.

Tags:

Instagram: Todd Brown @toddbrown

Welcome back to Making Bank! Today’s episode we have Todd Brown, who is the go-to funnel expert for top-tier marketers seeking to optimize their own sales funnels. His impressive client list reads like a who's who of A-list marketers. Todd's agency is behind some of the most successful campaigns for the biggest direct response marketing companies online.

(2:08) Background Story

Todd Brown is a renowned expert in funnel marketing, trusted by top A-list marketers for his expertise. He leads an agency that crafts successful campaigns for leading direct response companies. Todd is a key figure in the world of digital marketing strategy.

(6:30) Starting A Business

Even if you can't fully utilize your new marketing skills at your current job, stay focused and start building your business on the side. Begin with a modest investment, ensuring you cover the essentials like forming a corporation and setting up a merchant account. Bootstrap your way forward, reinvesting profits to grow without relying on additional personal funds.

(9:50) Biggest Challenges

One of the biggest challenges in a web-based business is keeping a steady flow of traffic to your site and funnels—without it, your business can grind to a halt, just like a retail store with no customers. To avoid this, diversify your traffic sources and continuously optimize your marketing strategies.

(14:38) Generating Traffic

For generating traffic, Facebook is often the go-to platform—not from a social perspective, but for its advertising capabilities. Facebook ads are easy to set up, offer full budget control, and provide some of the most advanced targeting options available. You can precisely reach your ideal audience, making it a powerful tool for driving traffic to your business.

(27:11) Know Your Numbers

Understanding your numbers is key, especially the average visitor value, which shows the dollar value of each visitor to your funnel. Break this down by traffic source, like Facebook and YouTube, to optimize your marketing spend effectively. Regularly monitor and analyze these metrics to make data-driven decisions.

(32:04) Funnel Strategies

For effective funnel strategies, create compelling and unique ideas that capture attention and spark curiosity. Avoid settling for mediocre concepts—aim for originality to stand out and engage your audience.

(42:05) Differentiation

Differentiation is crucial in marketing, which is why we invest time in crafting a standout hook and developing a superior offer. The goal is to create something unique that sets you apart from the competition and grabs attention. Effective differentiation can make all the difference in capturing and retaining your audience.

Tags:

Instagram:Todd Brown @toddbrown

Welcome back to Making Bank! Today’s episode we have, Jay Abraham, who is a renowned marketing strategist and business consultant known for his innovative approaches to business growth and revenue generation. With decades of experience, he has helped numerous companies achieve remarkable success through strategic insights, creative marketing solutions, and effective business strategies. His expertise in maximizing profits and enhancing business performance has made him a highly sought-after advisor and speaker in the world of entrepreneurship.

(1:40) Background

By 18, Jay Abraham had two kids and, by 20, faced responsibilities typically for someone much older. With no formal education, he only found clerical jobs and decided to pursue an entrepreneurial path. He worked on commission-based opportunities, holding three full-time jobs for several years.

(6:59) Business Growth

The "Strategy of Preeminence" is relevant to business growth because it focuses on establishing a business as the most trusted advisor in its market. By doing so, it helps companies differentiate themselves from competitors, build stronger customer loyalty, and enhance profitability. This approach leads to sustainable growth by positioning the business as the preferred choice for clients.

(18:47) High Performance

The key to accelerating success and achieving higher prosperity is forming strategic alliances. Identify partners who already possess trust, credibility, and access to your target market. This approach goes beyond superficial affiliate programs, fostering strong, impactful relationships that enhance performance and growth.

(24:03) Generating More Sales

Optimization means maximizing the use of your time, resources, and market access. Many businesses fail to do this effectively because they follow industry norms, which are often suboptimal. To generate more sales, focus on innovative strategies and broader possibilities rather than conventional approaches.

(29:42) Offering Value

If you're not creating goodwill, it means you're not providing enough value. Many businesses rely on referrals for significant revenue but still spend heavily on advertising and trade shows. Instead, focus on formalizing your referral process, which costs nothing if executed well, and prioritize delivering exceptional value to generate more referrals.

(32:13) Increasing Referrals

Without referrals, you'll need to invest significantly in research, support, and advertising, which is more costly and less effective. Focusing on enhancing the customer experience can boost referrals and reduce the need for expensive alternatives.

(37:29) Proacting

Clearly defining your ideal connections, such as a reliable, professional individual aged 40-50, helps you focus your efforts and achieve results. Proactively framing what you seek and taking strategic action often reveals untapped potential and performance improvements in every area of your work.

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Instagram:@realjayabraham