My Quest for the Best with Bill Ringle - the podcast for ambitious business owners.

John Jamieson is a successful businessman and has launched several companies from nothing more than an idea and a goal. He has spoken to hundreds of audiences all over the United States and Canada on the subjects of Business, Real Estate, and Wealth Creation. John has spoken in almost every major city in the United States and Canada and is a sought after speaker and trainer.

John started in business with no money, no job, and no credit and bought his first piece of investment real estate at the age of 21. Since then he has gone on to purchase tens of millions of dollars of real estate. John also has been involved with tens of millions of dollars of real estate transactions as an agent working with investors from all over the world. He has a unique ability to train people how to start with very little and achieve amazing results. He is currently the owner of Perpetual Financing Systems which is a national company working with people and businesses on a better business model for automatically and systematically creating tax free wealth.

John also is part owner of a real estate investment and sales company in the Metro Detroit area that works with out of area investors to help them build what he calls “real estate cash flow machines”. John has been a lifelong resident of Metro Detroit and puts his years of experience with that real estate market to use for investors from all over the globe. John is a former top selling agent and corporate sales trainer for the Century 21 and RE/MAX franchises.

John is also the author of several training programs on wealth creation and has several live events throughout the year in his home town of Detroit Michigan. He is the bestselling author of the book entitled “The Perpetual Wealth System.”

For more information, visit John’s website.

Travels From: Detroit, Michigan

Web address: ThePerpetualWealthSystem.com

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• The two channels of non-verbal communication that we want leaders to use
• Gender differences and how they impact non-verbal leadership signals
• Cultural views of time and tips on how to be respectful when traveling abroad
• How emotions are common across cultures, but what can be shared, displayed, or shown differs
• What makes our brains default to negative interpretations of any news under certain circumstances

Carol Kinsey Goman, Ph.D., president of Kinsey Consulting Services, is a keynote speaker, executive coach, and leadership consultant. Her clients include over 100 organizations in 24 countries, including PepsiCo, the American Institute of Banking, Cisco, Hewlett-Packard, the Office of the Comptroller of the Currency, and the Library of Congress.

Carol is a leadership blogger for Forbes, an expert contributor to the “On Leadership” column for the Washington Post, and a business body language columnist for the Market magazine. She has authored eleven books, including This Isn’t the Company I Joined, about leadership in a constantly changing organization, Ghost Story, a business fable about the power of knowledge sharing, and The Nonverbal Advantage: Secrets and Science of Body Language at Work. Her latest book is The Silent Language of Leaders: How Body Language Can help – or Hurt – How You Lead. Carol is frequently cited in a range of major media as a leading authority on leadership, change management, collaboration, and body language in the workplace.

Carol has served as adjunct faculty at John F. Kennedy University in the International MBA program, at U.C. Berkeley in the Executive Education Department, and for the Chamber of Commerce of the United States at their Institutes for Organization Management; she is a current faculty member with the Institute for Management Studies.

For more information, visit Carol’s website.

Business Phone: 510-526-1727

Web address: CarolKinseyGoman.com

Travels From: San Francisco, CA

Follow Carol:

In this interview, Dave Logan talks to Bill Ringle on My Quest for the Best about the role of management in business.

>>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today’s top thought leaders and business experts. Host Bill Ringle’s mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations.

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• What’s easy vs. important.
• What to do if something unexpected comes along. 

• 0:59 Dave discusses how he became interested in business and talks about the role that management plays in business.
• 1:34 Dave’s father enjoyed his job until management changed, which is what Dave considers the catalyst of interest in working on fixing the “conspiracy toward mediocrity.”
• 4:10 “Running a company… requires a lot of raw intelligence.”
• 7:22 “When people are struggling, they do what’s easy rather than do what’s right.”
• 7:55 Dave talks about an addiction to the status quo, and that often businesses don’t want to rock the boat when they really should be changing with the times.
• 9:03 Even when it’s uncomfortable, often the best thing for businesses leaders is to get out of the way of others who can do their job better.
• 10:14 Business leaders must follow their gut and intuition when answering important questions.
• 10:40 Dave brings up the Oracle Question: “What is likely to happen in the business if nothing unexpected comes along?”
• 11:05 People act as if their answer to the Oracle Question is the right answer, but depending on their answer, this can negatively impact the business.
• 11:41 Dave lists the ways in which this sense of superiority can cause a lack of forwarding movement and growth.
• 12:21 “Even if they are preaching vision and change and growth… when you actually examine what they do, there’s a default future, the answer to the Oracle Question, that is something other than they are preaching, and they and other people are actively bringing that about. And I think that’s the most important question that business leaders can ever ask.”
• 12:51 Dave gives an example of a business with which he has worked that was not aware of this questioning process, which led to an undesirable default future.
• 18:34 “When you actually figure it out and implement it, there’s this wave of enthusiasm and relief and passion and innovation, and everything that people want ends up happening naturally. You don’t need to bribe people into innovating; they just do it.”
• 19:34 Dave tells us that there are four things that a business needs to get right and that there is at least one of the four that need attention: Strategy, Structure, Systems and Processes, and Culture.
• 20:23 There is an instrument on Dave’s website that can help a business leader find which of the four needs to be reviewed.
• 21:26 Most of what analysts have written about Culture is dead wrong, and Dave’s book Tribal Leadership discusses how to get it right.
• 22:14 DaveLogan.com contains a free download for the audiobook of Tribal Leadership, a free instrument called Fix Your Company, and other instruments that can rate a business’ culture.
• 22:50 The objective of these free instruments on his website is to help a business leader see what is really going on in one’s company.
• 23:12 Dave was surprised to learn that very few employees would devote themselves to the company’s values, regardless of the bottom line.
• 25:20 One of the most widespread problems in management is that many of the management techniques are out of date.

My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

See all listening options (Overcast, Pocket Casts, TuneIn, and more)

Dave Logan studies how people communicate within a company — and how to harness our natural gifts to make change within organizations. He looks at emerging patterns of corporate leadership, organizational transformation, generational differences in the workplace, and team building for high-potential managers and executives.

He’s the co-founder and senior partner at CultureSync, a management consulting firm, and works with Fortune 500 companies, governments, and nonprofits. Much of CultureSync’s work is derived from a ten-year study of over 24,000 people published at Tribal Leadership (2008), which shows how organizational culture evolves over time and how leaders can nudge it forward.

• Web address: CultureSync.net
• Connect on LinkedIn | Twitter

Fred Catona and Bill Ringle discuss the difference having a breakthrough idea can have on a business for small business leaders with big ambitions.

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• The most memorable lesson he learned from Priceline’s founder Jay Walker.
• Why having a message foundation is the critical step to get right for a marketer.
• How to leverage the speed and feedback advantages of direct response radio advertising.
• What role the trust agent plays in marketing for businesses that range from medical practices to travel, especially if you have a skeptical audience.
• What specific criteria you can use to decide if radio advertising can help you grow your business.

Fred Catona is the Founder and Chief Marketing Strategist for Bulldozer Digital, a full-service advertising and marketing company that specializes in Digital Convergence Marketing. Fred has been featured in the Wall Street Journal, USA Today, Philadelphia Inquirer, Entrepreneur Magazine and over 100 TV, radio, magazine and online media outlets.

After graduating from East Stroudsburg University, Fred taught school for twelve years during which time he became an award-winning teacher and successful coach. During the later part of his teaching career, he started The Taste of Philadelphia which became one of the first companies to ship perishable food products overnight nationally.

In 1993, Fred founded Radio Direct Response, the first advertising company to focus solely on radio as its advertising medium. Fred developed and pioneered Direct Response Radio, an extremely effective method to generate sales and sales leads. DRR is easily manageable, measurable and cost effective.

Jay Walker, the Founder of Priceline.com, turned to Fred and Radio Direct Response in 1995 to launch Priceline.com whose valuation grew to $20 billion in just 18 months. RDR has had numerous successful advertising campaigns with other notable companies such as Free Credit Report.com and Disneyonline.

Fred is currently plowing new fields by drawing upon his vast expertise in Direct Response Radio, and its immense lead generating capabilities, by developing a natural progression into the digital world with Radio-Digital Convergence Marketing.

In addition to his executive responsibilities with his companies, Fred does consulting and is a frequent guest speaker. He has also long time active member of Big Brothers of America.

Visit Fred’s Wikipedia page for more information.

No further contact info is available for Fred. He passed away on May 31, 2016.

Travels From: Philadelphia, PA

>>> Visit MyQuestforTheBest.com  for complete show notes and more expert advice and inspiring stories to propel your small business growth. My Quest for the Best is a top-rated small business podcast with over 300 episodes of thought-provoking and insightful interviews with today’s top thought leaders and business experts. Host Bill Ringle’s mission with this show is to provide the strategies, insights, and resources that will unlock the growth potential of your business through these powerful conversations.

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• How to set criteria for overcoming your self-doubt
• Who to ask for business advice (and who can’t give you helpful advice, even if more convenient)
• Looking beyond cold calling for lead generation
• How a $5 MM lab simulation company got out of their own way and doubled revenue
• The big breakthrough for a $100 MM security company
• Why campaign success cannot be measured after a single event or e-mail, and how to really make it work

• 00:59 “Does anyone ever imagine a career in sales when they’re growing up?”
• 1:27 How growing up in a family of entrepreneurs, including her grandfather who owned a successful shoe peddling business, inspired Lee to become an entrepreneur herself.
• 2:21 “I started with a corporate job. I didn’t know what I wanted as a business. I had a very cavalier attitude toward it all.”
• 2:58 “In a corporate job it’s often hard to tell what are your talents. What should that job be when you start, or what should that business be when you start one? So it took me a while to figure out what were my true talents, that somebody would like to purchase, that would make a good business.”
• 3:31 “When I left IBM I had been in sales, but I didn’t believe that I was as good as I was.”
• 4:20 “Well I started in sales and knew, because of this entrepreneurial background, that I wanted to be what was called a new business sales rep, better known as a hunter…I really wanted to work with companies that had never worked with IBM before.”
• 5:18 “We don’t always recognize what we’re good at and what makes us different. We think everybody else could do it.”
• 5:45 “I actually did not feel that I had the skills to start a business, and still didn’t really know what made me different, and what the market needed. So I chose to leave IBM to see if I really could sell.”
• 6:27 “I thought, ‘If I could make it at the number 2 player, then maybe I could sell, and get over this imposter complex.’”
• 6:58 “Inside of 6 months I was the top rep worldwide, and I had done my million dollar deal. So that was when I realized, ‘Uh, oh. Now I have to do what I said I was always going to do and go start this company. What is it?’”
• 7:20 What Lee did with KLA group to figure out the path the business should take.
• 8:15 “Yes, we still do what I founded KLA Group on.”
• 9:36 “Market analysis could just mean going and talking to the people who are going to buy from you and asking them what they really want.”
• 10:53 “I think talking to your real market gives you a better feel for what exactly it is that you have to offer, and what would they pay for it. Your friends and family can’t do that.”
• 11:57 “The reason I wrote the book is that my staff kept saying to me, ‘Kendra, we have to have a book. People want a book. They want more than just the class.’”
• 13:48 [Myths of prospect generation] – “I think the biggest one is that they can either hiring a telemarketing firm to set appointments and that they’ll have all the appointments they need, or that cold calling is the only way to get new appointments.”
• 14:09 “When we talk about prospecting, your goal is to set an appointment with a prospect that is qualified at the very highest level.”
• 14:48 [On criteria for cold calling] – “They forget that there’s a consistency that’s required, there’s training, and those people who are going to be calling on their behalf really need to understand what your solutions are, who your ideal audience is, why that target market would want to talk with you.”
• 15:27 Why it’s so important for people who are managing the people making cold calls on behalf of the company need to understand sales.
• 16:51 Lee recounts two common downfalls of sales managers.
• 18:12 “The executive team or the business owner needs to recognize how they have to evolve their sales team and be ok with the fact that they may have to bring in a different caliber of person.”
• 18:53 The story of HSF and how KLA Group helped them grow more aggressively.
• 20:14 “Whether you are a small company with only 20 employees, or a larger company like HSF…you still encounter that sales management team that may not truly understand sales, for many it’s like a foreign language.”
• 21:00 [On why people hire KLA Group] – “They may have had failure or a series of failures in either hiring sales people or in executing lead generation, so they may have tried many different lead generation techniques but they’re not seeing results.”
• 22:42 [Common misconceptions about lead generation] – “If they’re thinking about campaigns – lead generation campaigns, nurturing campaigns – they may oftentimes think, ‘If I do one email campaign or if run one event, a lunch and learn or a webinar, I will get leads and that’s all I need to do. They don’t realize that what lead generation is all about or what makes selling easier, even if you’ve got a great hunter salesperson, is that name recognition.”
• 24:15 “Even if you have great [brand] awareness, you have to have certain strategies in place to make sure that your market is going to notice that you are doing that event.”
• 24:39 [On brand awareness and demonstrating consistency] – “It is having a strategy in place that outlines what exactly you want to do from who is your target market to what are the issues they are experiencing that you can address to what can you offer them that’s going to make them want to talk to you.”
• 25:38 How Lee was able to convince one of their largest clients to hire KLA Group.
• 27:43 “When you’re doing lead generation, you can start to identify who are those people who need you right now, and you’re going to move those people into your sales process and start working with them.”
• 28:13 “Lead generation gives you that consistency of a funnel where you’re continuing to nurture until they’re ready.”
• 28:25 Lee’s 4 essential tips for lead generation: strategy, sales follow-up, targeting, and the right message for your target market.
• 30:37 “There are processes in lead generation and processes in sales, there’s a structure.”
• 31:08 “As a business owner, once you’ve had the systems in place – you’ve identified your target market and you have your strategy in place – it’s no different than directing your operations manager. When you’ve got a person who’s fully trained and knows what they’re doing, they don’t need a lot of direction.”
• 32:28 “The biggest thing that I do is communicate with the staff. Direct reports I meet with on a weekly basis.”
• 34:00 “I look outside our industry. I have one person I network with who runs a retail business, another that owns an oil company. For me, I want to talk to people who aren’t just in my same type of business, because I could pick up some great idea.”

My Quest for the Best is the podcast where ambitious small business leaders discover strategies and tactics to unlock their growth potential.

Give us a 5-star rating and positive review to make it easier for other small business owners to find and benefit from our work!

See all listening options (Overcast, Pocket Casts, TuneIn, and more)

Kendra Lee, owner-president of KLA Group, is a prospecting prodigy and virtual sales magnet who advises and trains mid-market companies to generate leads, prospect, and sell to mid-market companies in innovative ways that breakthrough common sales and prospecting barriers.

Named one of the Top 50 Sales & Marketing Influencers for 2012 by Top Sales World, Top 25 Influential Leaders in Sales for 2012 by Inside View, and Faculty Chair in Prospecting and Lead Generation for the Sales Training Institute, she is author of the award-winning book, Selling Against the Goal and The Sales Magnet (coming January 2013).

Her clients have included Apple, Microsoft, Hewlett-Packard, and countless mid-market companies.

• Web address: KLAGroup.com
• Travels From: Denver, CO
• Connect on LinkedIn | Twitter | Facebook | YouTube

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• How insisting on a meeting with a decision maker led to a great friendship and business partnership with Jay Levinson
• What Red Bull did to break into the London bar scene
• Economic trends that every business owner can use for growth
• The business growth leverage opportunity in upgrading the skills of your team

A full-time professional speaker since 1980, Orvel Ray Wilson has led more than a thousand large-audience seminars, custom training events and on-site workshops. His first book, Guerrilla Selling, published in 1991, became a bestselling classic, and made his name as an innovator in sales and marketing. As Senior Partner in The Guerrilla Group, he built with his team a multi-million dollar seminar company and conducted hundreds of public and private training programs for clients all over the US, Europe, and Australia.

Orvel Ray, together with co-authors Mark S. A. Smith and Jay Conrad Levinson, expanded the Guerrilla Marketing franchise to include Guerrilla Trade Show Selling, Guerrilla TeleSelling, Guerrilla Negotiating, and Guerrilla Retailing, and numerous audio and video programs distributed worldwide. The Guerrilla series now includes 47 titles with 21 million books sold worldwide in 61 languages.

Today, Orvel Ray shows sales teams “How to Sell More at Higher Prices”. He is a Certified Speaking Professional, and speaks to sales meetings, dealer meetings, trade shows, association conventions and small-business groups about unconventional sales and marketing tactics that build business. His programs draw standing ovations and rave reviews from audiences worldwide. He was voted one of the Top5 Sales and Marketing Speakers in America for 2010, 2011, and 2012.

For more information, visit Orvel Ray’s website.

Web address: GuerrillaGroup.com

Travels From: Boulder, CO

Follow Orvel Ray:

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• The business mindset of caring about the success of your clients first
• The perspective of major brands that don’t mind being unpopular with given market segments
• The power of having your audience spread your message for greater impact and reach

Erika Napoletano has been hailed by Forbes as a “spinless spin doctor” for her perspectives on business, marketing, and branding. She’s a twice-published author, most recently of The Power of Unpopular; a columnist for Entrepreneur Magazine; recent speaker at TEDx Boulder; and speaker at conferences across the U.S. on brand development, social tactics for launching companies, and the inherent power of truth in business… or as she refers to it, the power of unpopularity.

Erika is also the Head Redhead at RHW Media, a branding consulting firm that helps businesses get unstuck and over those annoying problems that keep them from being awesome.

In conjunction with selected public relations firms, she develops comprehensive strategies to help companies develop lasting relationships with their customers and clients. And perhaps most importantly, she helps brands become human – because there’s no such thing as B2B or B2C. Business is always H2H – human to human.

For more information, visit Erika’s website.

Web address: ErikaNapoletano.com

Erika’s TEDx Talk: TEDx Boulder

Travels From: Boulder, CO

Follow Erika: 

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• How an early start in news radio led to a career in executive coaching
• What to do when you find yourself going too fast and fighting too many decisions
• The similarities of a movie script to a life script
• How having a professional code of behavior makes it easy to be consistent and credible
• How publishing a book creates a public standard and personal challenge for congruence

Paul Heagen, President and Founder of Defining Moments Consulting, is an executive coach who guides executives through crucial events and phases of their business and personal lives. His belief that reputations, purpose, and even destiny are shaped by how leaders capitalize on such “defining moments” has distinguished his work for more than 30 years, with clients ranging from Disney to Cisco to Fidelity Investments.

He has been an instructor with the Cincinnati-based Goering Institute and is a high-ranked presenter at conferences and workshops on topics ranging from personal branding and the role of storytelling in propelling business growth. He is also the co-author of The Leader’s Climb: A Business Tale of Rising to the New Leadership Challenge and the author of Real Owls Don’t Bark: Commonsense Lessons of Ordinary Life.

For more information, visit Paul’s website.

Business Phone: 513-260-8330 

Web address: DefiningMoments.me

Travels From: Cincinatti, NY

Follow Paul: 

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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Kevin Allen talks with Bill Ringle about using the Hidden Agenda to your advantage.

• What it means to really listen for the underlying emotions in what your prospect is telling you
• How to know when you have connected with your client’s hidden agenda
• What are the three primary types of hidden agendas
• What Kevin said in his pitch for the MasterCard account that helped his agency stand out from the competition and win the account
• How you can use the Advocate’s approach in your own business development

Kevin Allen is an expert in business development and in leading companies and individuals to achieve their ambitions. He spent two decades on the front lines of business development at the top of advertising giants McCann Worldgroup, Interpublic Group, and Lowe Worldwide and is recognized as one of the advertising industry’s most accomplished growth professionals.

A veteran of the Interpublic Group and a “Mad Man” of agency McCann Erickson, Kevin worked with such brands as MasterCard, developing the globally famous “Priceless” campaign, Microsoft, Marriott, Smith Barney, Nestle, L’Oreal, Lufthansa and Johnson & Johnson. At McCann, he created what is arguably one of the industry’s most envied new business programs, which named McCann Worldgroup the number one agency in new business and Global Agency of the Year, two years in a row. As Lowe Worldwide Vice Chairman, Allen played a pivotal role in the turnaround that named the company Ad Age’s “Turnaround Agency of the Year” in 2009.

He is the Founder and CEO of re:kap, which works with companies to crystallize their sense of purpose, develop plans for growth activity, and align and train their people to reach growth objectives. He is also the author of The Hidden: A Proven Way to Win Business and Create a Following.

For more information, visit Kevin’s website.

Business Phone: +44-(0)207-100-9797 (London) or 212-365-7489 (NY) 

Web address: rekapltd.com

Travels From: London, England

Follow Kevin: 

>>> Visit MyQuestforTheBest.com for complete show notes and more expert advice and inspiring stories to propel your small business growth.

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• The value of both outer tools (strategy, communications, team building, finance,…) and inner tools (self-awareness of values, character, talents, vision,…) for great leaders
• What it takes to transform the volatility, unpredictability, complex, and ambiguous elements to those of vision, understanding, clarity, and agility
• How it took 9 years of research and 1 year of writing to create The Pause Principle book
• What steps Kevin took to add a “pause environment” in his home

Over the past 30 years, Kevin Cashman has been involved in coaching and developing thousands of senior executives and senior teams in more than 60 countries. He is recognized as a pioneer in leadership development and executive coaching, focusing on optimizing executive, team, and organizational performance. He was recently named one of the top ten thought leaders by Leadership Excellencemagazine.

Kevin joined Korn/Ferry Leadership and Talent Consulting in 2006 via its acquisition of LeaderSource, a firm he founded and that was ranked as one of the top three in leadership development globally. Kevin is also the founder of the Executive to Leader Institute®, an interdisciplinary approach to leadership development and executive coaching, and Chief Executive Institute®, a comprehensive, integrated, globally delivered leadership development and coaching program for CEOs and CEO successors.

A frequent keynote speaker at conferences and corporate events, Kevin is a senior fellow of the Caux Roundtable, a global consortium of CEOs dedicated to enhancing principle-based leadership internationally. He is also a board member for the Center for Ethical Business Cultures fostering ethical leadership in corporations.

Kevin is the author of five books on leadership and career development, including The Pause Principle and Awakening the Leader Within. His breakout bestseller, Leadership from the Inside Out, was named the #1 bestselling business book of 2000 and one of the top twenty bestselling business books of the decade by 800-CEO-READ. He has written numerous articles and papers on leadership and career management, and has been featured in The Wall Street Journal, Chief Executive, Human Resource Executive, Fast Company, Strategy & Leadership, Oprah, CNN, National Public Radio, and other national media. Kevin was formerly the host of CareerTalk.

For more information, visit Kevin’s website.

Business Phone: 612-746-5166 

Web address: LeadershipFromTheInsideOut.com

Travels From: Minneapolis, MN

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