Onward Nation

Time to learn how to make a good pitch with some guidance from our guests, Judy Sparks and Katie Cash.

Judy is the founder, CEO, and President of Smartegies LLC. Founded in 2008, Smartegies is a specialty marketing agency that has helped more than 150 companies across North America build stronger brands, implement effective communications, and develop winning strategies and proposals. Judy has worked in B2B marketing and sales roles exclusively since 1993, specializing in the AEC industry. Judy is a true expert in AEC marketing and has a proven record of success across her 25 years in the field.

Katie is an architecture, engineering, and construction marketer with over 15 years of experience serving the AEC industry. Katie is an expert strategist who helps her clients win big projects through creative marketing methods. Katie believes in thinking outside the box and has a gift for tackling challenges by using innovative and unconventional solutions. Today, Katie serves as the Vice President of Smartegies, working alongside Judy to help clients achieve maximum impact in their marketing efforts.

• The struggles that Judy saw in the design and construction industry that led her to start Smartegies
• Katie's path to meeting Judy and what attracted her to work with Smartegies
• The changes that are happening within the design and construction industry and why marketing seems to have become an afterthought
• How Smartegies creates an impact and educates their clients on ways they can build a brand that will help them build their business
• How Smartegies defines marketing and sales
• How to make a good pitch and set yourself apart in the industry
• Why Strategies talks about strategies and how to support their clients' business goals before getting into a project
• Why looking at other B2B industries can help innovate your marketing strategy
• How companies can stand out in the AEC industry with the "Art of the Pitch"
• The number one prevailing emotion that triggers someone to want to hire a firm
• The three things that Smartegies believes a presentation should do in order to stand out in a pitch
• Learn how to make a good pitch by incorporating some emotional storytelling
• Why more agencies/organizations are not implementing the "Art of the Pitch" process
• The skill that business owners need to master before being good at implementing the "Art of the Pitch" process
• Why design and construction firms need to be open to the idea of change
• The importance of recognizing when you need expert's advice

• Website: smartegies.com
• Judy Sparks Email: [email protected]
• Katie Cash Email: [email protected]
• Get more insights on how to make a good pitch by listening to these strategies from Judy and Katie

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn how to make a good pitch to generate leads and sales

John Iannarelli can teach you how to keep your business safe since he is a retired from the FBI after more than 20 years of service, during which time he was a member of the FBI SWAT Team and participated in the investigations of the Oklahoma City Bombing, the 9/11 attack, the shooting of Congresswoman Gabrielle Giffords and the Sony hack. Among his many FBI assignments, John previously served in Washington, D.C. as the FBI National Spokesperson and later with the Executive Staff of the FBI's Cyber Division. He was a Cyber Squad Supervisor before becoming the Assistant Special Agent in Charge of the FBI's Phoenix Division, the number two position overseeing all Criminal, Cyber and CounterIntelligence investigations throughout Arizona. During his FBI tenure, John was also the recipient of the FBI Directors Distinguished Service Award, for which he was selected from the ranks of the Bureaus 35,000 employees.

An energetic and entertaining speaker, John is the author of four books, including Why Teens Fail and What to Fix, a parent's guide to protecting their children from Internet predators and other dangers, Information Governance Security about how businesses can protect their important information from loss or compromise and How to Spot A Terrorist Before It's Too Late, a guide to help people recognize and prevent terrorism before it can occur. His soon to be released fifth book, Disorderly Conduct, examines the lighter side of law enforcement and the humorous moments during John's FBI career.

• John's career as a law enforcement officer and special agent with the FBI
• Why businesses are more likely to be robbed behind the keyboard than with a gun
• How to keep your business safe and prevent it from being hacked by criminals
• The biggest scams that hackers are currently using to hack your email and take your money
• The policies you need to have in place for money transactions
• Why you need to look into a password manager
• The importance for you and your team to have basic cybersecurity education
• What is malware and how to keep your business safe from it
• How bringing someone in to train your team could be helpful
• An example of how a Law Firm was hacked and had $1 million taken from them
• How dangerous thumb drives and free wifi from public restaurants can be for your work's network
• What you need to know about Cyber Insurance and an overview of what it can cover
• The responsibilities you have as a business owner when it comes to cybersecurity

• Website: FBIJohn.com
• Twitter: @FBIJohn
• Check out this blog on how to keep your business safe by employing cyber security

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn from Adam Anderson on how to keep your business safe online by following this cyber security checklist

Do you want to start building a business on Amazon? Then Mike Canarelli is the guy who will help you achieve that goal. Mike Canarelli is the CEO and Co-Founder of Web Talent Marketing and is recognized as one of the top digital marketing agencies in the United States who prides itself on providing unique, scalable long-term solutions for its clients. Mike holds a B.S. from Temple University's Fox School of Business and Management where he studied Entrepreneurship and Management Information Systems. After six years as a freelance designer and web developer, he founded Axis Creative Group in 2006 and later merged with Web Talent SEO in late 2010.

• Why the "project management triangle" or "iron triangle" of speed vs. price vs. quality doesn't exist on Amazon
• Why building a business on Amazon offers potential for business-to-business organizations, and why business leaders need to research Amazon to take advantage of future opportunities
• Why businesses see better results the more they spend on Amazon advertising, and why this is similar to grocery and retail store "slotting fees"
• Why a company losing a sale to Amazon, even if it is for a product the company manufactured, can cost valuable remarketing consumer information
• Why each business must develop a unique and individual strategy to deal with Amazon based on their business needs
• Why Mike chose to add the position of "Chief Growth Officer" to the business, how he defines the role, and why he brought Marcus into the position
• How the work Marcus does in the position of Chief Growth Officer benefits the company, and what support he needs to be able to do his job well
• Why some customers are the wrong fit for a business, and why part of Marcus's role is to identify those situations
• How marketing automation works, and why moving at the speed a prospect wants to go is the key to a successful campaign
• How do you start building a business on Amazon and it's not too late to do so

• Website: www.webtalentmarketing.com
• The Revenue Stream podcast: www.webtalentmarketing.com/podcasts/
• Start building a business on Amazon by learning about creating an A+ content

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn how to create a great brand and start building a business on Amazon

Stephen is the founder and CEO of Predictive ROI, a digital marketing agency, and the host of Onward Nation — a top-rated daily podcast for learning how today's top business owners think, act and achieve. Onward Nation is listened to in 120 countries around the world.

Stephen is the author of three books, including the #1 bestseller, "Profitable Podcasting," and his digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine.

Our special encore guest today is Kelly Hatfield. Kelly has been in the recruiting and HR field for over 25 years as a successful business owner and entrepreneur. And for today's episode, she will be showing us the importance and the process of how to use visualization techniques as part of achieving your goal. She is the host of the Absolute Advantage Podcast and partner in her most recent venture, Think It. Be It. – a human performance company for high achievers. Kelly's work with companies in helping them develop their leadership, design recruiting, as well as retention strategies gives her a unique perspective into the hiring experience and leadership from all angles. Now…you may remember Kelly and the wisdom she shared during Episodes 274 and 524 of Onward Nation. And if you haven't listened to, studied, and applied all she shared during her previous interviews…I highly encourage you to add Episodes 274 and 524 to your list of vital priorities.

• What Kelly has been working on since her previous appearances on Onward Nation in episodes 274 and 524
• How an interview with guest John Mitchell on Kelly's podcast, Absolute Advantage, introduced Kelly to the "Think It Be It" methodology
• Why Kelly became a partner in Think It Be It after her own incredible success using the methodology
• How Think It Be It helps you reframe your thoughts by teaching you how to use visualization techniques to create success for yourself
• How practice and invoking the Reticular Activating System of your brain can help you see opportunities you didn't notice before
• Why it is important as an entrepreneur and team leader to step back and allow your team members to do their work without inserting yourself to "fix the problem"
• How Kelly mastered the process of how to use visualization techniques to lay the foundation of her day, using specific goals and imagery
• Why Kelly reads her business plan every single day, iterating and making course corrections as necessary
• How the Think It Be It process starts with twelve minutes a day, one sheet of paper, and having clarity in your intent

• Websites:
  • www.thinkitbeit.net
  • www.enginuityadvantage.com
• LinkedIn: www.linkedin.com/in/kelly-hatfield-2a2610a
• Text "genius" to 44222
• Learn how to use visualization techniques and use it to build your architecture portfolio

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn how to use visualization techniques and incorporate it into creating your cornerstone content

Dr. Deborak K. Ekstrom is the president of Salisbury Plastic Surgery in Massachusetts — a very successful clinic and she's a highly skilled surgeon and has been honing those skills over decades. But success wasn't easy. It never is Onward Nation. Even if from the outside, it might seem that way.

It takes hard work — it takes commitment — it takes a drive to get over the obstacles and past the naysayers who are attempting to stand in your way, and then you will finally start living life in abundance. And it takes mentors who can take us under their wing and share their guidance with us. Dr. Ekstrom had people like that in her path — she listened — and she persevered.

And you will also hear about how she has reached a place in her career and life where she wants to not just give back — but to teach, to share, to be a conduit of educational resources…and so I'm excited for her to walk us through the media company her and her team have created called Deluge Beau.

So, Onward Nation — this will be a conversation around grit, tenacity, smarts, and building for the future that I think you are going to find extremely helpful.

• How Deborah's early career as a surgeon began, and the challenges she sometimes faced as a female surgeon in a male-dominated time
• Which valuable skills Deborah had to develop to start living life in abundance, and how her goal is now to help enable others to live their extraordinary life
• Why the ability to teach yourself and continue to learn is a critical skill that any successful business leader needs to develop
• How Deborah began her career without resources and mentors, and why she now works to serve as a teacher and mentor to others and especially women
• Why Deborah created Deluge Beau, and why creating a podcast was well-suited to her skills and interests
• Why Deborah and her team named the podcast Deluge Beau, and why she believes that too many people are afraid to start living life in abundance
• What advice Deborah would offer to anyone who struggles to believe that they are deserving of success
• Why abundance is the natural state of the universe and how someone has to actively take self-destructive steps to avoid abundance
• What sort of women Deluge Beau is seeking to serve and welcome into their community, and what hopes Deborah has for the podcast

• Website: www.delugebeau.com
• Facebook: www.facebook.com/delugebeau/
• Instagram: www.instagram.com/delugebeau/
• Be inspired to start living life in abundance by checking out this podcast with Dr. Deborah Ekstrom

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Listen to a related podcast about living life in abundance from our guest, Colin Sprake

Ready to learn how to become authentic? Then join us in today's episode with our special guest, Rob Jolles, as he talks about the importance of authenticity and many other things.

For those of you who don't know, Rob Jolles is a sought-after speaker who teaches, entertains, and inspires audiences worldwide. His live programs in and around the world have enabled him to amass a client list of Fortune 500 companies including Toyota, Disney, GE, a dozen universities, and over 50 financial institutions. He is the best-selling author of six books, including his latest release, Why People Don't Believe You…Building Credibility from the Inside Out. To learn more, visit Jolles.com.

• How Rob unconsciously excelled at his job at the New York Life Insurance Company in his first year, at just 22 years old, and why that was a problem
• Why not knowing what he was doing right for his career became a challenge when he started struggling with the burden of success
• How becoming an actor in his spare time became the third piece of Rob's ultimate career as a corporate trainer
• Why Rob wrote his first book, and why he doesn't consider himself a writer despite authoring six books
• Why Rob loves processes, and why he believes success isn't really about processes but comes down to "percentage points"
• Why Rob began teaching people not just what to say, but how to become authentic in saying it, and how that led to writing his book
• Why Rob's publisher decided to title his book "Why People Don't Believe You", and how it relates to Rob's observations on life
• Why the first step on how to become authentic is to be honest and absolutely believe the things you are saying
• Why it is important to not make assumptions and tell yourself a made-up narrative about others
• Why Rob believes that we should stop using the phrase "soft skills" and should start calling them "performance skills"

• Website: www.jolles.com
• Why People Don't Believe You by Rob Jolles: https://amzn.to/2ElQ8w7
• Start your journey on how to become authentic by checking out this blog

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn about how to become authentic in storytelling from our guest, Tricia Brouk

Stephen is the founder and CEO of Predictive ROI, a digital marketing agency, and the host of Onward Nation — a top-rated daily podcast for learning how today's top business owners think, act and achieve. Onward Nation is listened to in 120 countries around the world.

Stephen is the author of three books, including the #1 best seller, "Profitable Podcasting," and his digital marketing insights have been featured in Forbes.com, Entrepreneur.com, The Washington Post, and Inc. Magazine.

Have you considered planning your exit strategy? If you don't, then it's time that you should because it is something that every business owner must anticipate in case something unexpected happens.

Public educator, entrepreneur, and CEO of the financial technology company of iFlip Investor, Randy Tate combines Silicon Valley style with his partner and CTO Kelly Korshak's Wall Street savvy, creating a software to help the ordinary investor preserve, protect and grow their wealth.

• What Randy and his team at iFlip have been working on since Randy's previous appearance on Onward Nation in episode 658
• Why you need to start planning your exit strategy as early as you can
• Why iFlip is on track for 1000% growth this year, and how they have been developing a stock trading app that will be free to the end user
• Why diversification isn't actually the secret to mitigating investment risk, and why the true secret is to avoid losses
• Why losses and fees compound dangerously and why that fact is aggravated by a lack of industry transparency
• Why Randy believes that every business owner must financially plan for life after their business
• How iFlip's software anticipated the Q4 2018 market dip and had already moved 87% of the money the software manages into cash before the dip
• Why Randy defines "success" as the ability to continually create new possibilities for yourself
• How to start planning your exit strategy and what are the things you need to consider in this process
• How Randy has overcome fear in his own career, and why acknowledging your fear is the key to beating it
• Why efficiency is the key to iFlip's software, as well as the key to its continued business success
• Why Randy suggests you automate everything you can as early as you can so that you can more effectively scale

• Website: https://iflipinvest.com/
• Text "invest" to (480) 418-0300

• Start planning your exit strategy the right way by listening to this advice from David Fairley
• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• You can also check out this podcast about planning your exit strategy from our guest, Michelle Seiler Tucker

Learn about the power of apps, especially in its role in business and marketing. Our guest in this episode, Sean Castro, is the Founder of the premier app marketing agency, PreApps, where he has helped thousands of apps reach millions in downloads. He has worked with many million dollar apps such as Flyp, OverKill 2, Gadget Flow, and even billion dollar apps such as Cheetah Mobile's Security Master with over 550,000,000 downloads. He is also the Creator of the App Marketing Academy, the world's best online mobile app marketing program.

Today, Casto is one of the most in-demand experts on mobile app marketing and growth. His clients and associates have expanded to 80 countries, in 24 different app categories to create, launch, and market their app, from nothing to millions of downloads and sales. Casto has been a guest speaker at industry conventions for Microsoft and Samsung and lectured at Universities such as Northeastern and Harvard. He has also appeared on and been featured by The Washington Post, USA Today, The Boston Globe, Entrepreneur Magazine, and The Associated Press.

• How Sean found a love of entrepreneurism as a child, and how he learned the ins and outs of app development
• How Sean developed the number one industry-leading app marketing agency, and what services his agency provides to app developers
• Why app development and having an app for your business is appealing to business owners in any industry
• What new business marketing potential and customer interaction possibilities have been created thanks to the power of apps
• How new technologies like Augmented Reality (AR) can be integrated into an app to differentiate your business from competitors
• What key strategies and "seven pillars" are fundamental to finding success when launching an app
• Why an app should be user-centric, innovative, and address the needs and wants of your customers
• Why it is difficult to cut through the noise and be discovered when there are over 15,000 new apps launching a week, causing 95% of apps to fail
• Why virality is probably an unrealistic goal, and why it is important to rely on the power of apps to track analytics
• Why understanding where customers typically find apps and understanding Apple and Google's app store algorithms and optimizing for them is key

• Website: www.preapps.com
• App Secrets by Sean Casto: https://amzn.to/2CuDzgw
• Learn more about the power of apps by reading this ultimate guide for beginners

• Sell With Authority by Drew McLellan and Stephen Woessner: https://amzn.to/39y7x13
• Predictive ROI Free Resource Library: https://predictiveroi.com/resources/
• Stephen Woessner's LinkedIn: www.linkedin.com/in/stephenwoessner/
• Learn how to grow your digital footprint and apply it when you're utilizing the power of apps