Onward Nation

Darla Hall is the owner of In the Sports Zone, creating licensed activity books for college, NFL, MLB, NBA and other brands. Her idea started as a gift for a little boy who was struck by a car and suffered two broken legs. She developed the first Roll Tide Activity Book as a gift for him and secured her first license in 2012. He has fully recovered and Darla has grown her business by adding product lines, teams, and leagues each year. She is currently writing a memoir titled, "Ball Cap, Boots, Backflips & Business", which will be released in 2019.

• Why focus is hard to accomplish
• The importance of having a drive and passion for your business
• How having a daily task list helps keep you focused
• The benefits of spending 80% of your day on selling
• How to use social media to build your platform and impact your business
• Why selling is the most critical skill business owners need to master
• Why you can't be afraid of failure when you are trying to build relationships and sell
• The value of mentors and surrounding yourself with smart people
• Why you should look at every day as a new slate
• The need to fight for what you believe in and not to back down

• Website: www.inthesportszone.com
• LinkedIn: Darla Hall
• Facebook: Darla Hall
• Facebook: In the Sports Zone
• Twitter: @inthezone777

Jeff Hyman is the Chief Talent Officer at Chicago-based Strong Suit Executive Search — whose focus is on recruiting and building rockstar teams for growth companies. He's recruited over 3,000 people and has advised hundreds of entrepreneurs along the way on the recruitment process — and from that experience — he wrote the book "Hiring Growth Rockstars: The 10 Step Playbook to Find the Winners and Ignite Your Business" to share the lessons he learned. Jeff also hosts the five-star podcast, Strong Suit.

• Hiring the very best talent can be what helps your business win in your industry
• How rockstar employees are up to 10 times more productive and efficient than average employees
• What happens if you hire 5 rockstar employees but pay them like 8 rockstar employees
• Why you should not look at hiring employees as an expense
• The importance of having a compensation philosophy
• The benefits of not paying top of market prices for an employee
• How to find a rockstar employee that is the right fit for your business
• Why setting priorities and being protective of your time each day are important daily habits
• How purposeful networking can lead to business growth and success
• Why having candor in your company and learning to have the tough discussions is vital to success

• Website: www.recruitrockstars.com
• Email: [email protected]
• Twitter: @JeffHymanTweets
• Book: "Recruit Rockstars: The 10 Step Playbook to Find the Winners and Ignite Your Business"

Good Morning – I'm Stephen Woessner, CEO of Predictive ROI and your host of Onward Nation. And welcome to Episode 690, which is this week's solocast.

Before we go behind-the-green-curtain of today's topic...I want you to know how extremely grateful I am for your time – and I am also grateful that you have chosen this episode to be what you listen to – to study.

Or, maybe you're taking our podcast with you on your daily commute – or however the lessons we share make their way to you – please know – I am thankful we have become part of your day.

Thank you.

We all have the same 86,400 seconds to invest today...and the fact that you have chosen to invest a portion of your time in taking this journey with us means a great deal to me.

So thank you, Onward Nation.

For our time together today...I am going to step us through what I see as the four seasons each and every business owner needs to recognize in order to successfully navigate their company, employees, and clients through as part of the business's natural life cycle.

Every business experiences these seasons – no matter what industry and no matter how successful.

And yes, there is some correlation between the seasons we will walk through during today's discussion and some of the traditional growth models you may have studied in school like Growth-Share Matrix made popular by the Boston Consulting Group.

This is the one with a quadrant – grid layout where a business needs to fit inside one of four boxes. One was labeled Cash Cow, one for Star, one for Question Mark, and one for Dogs.

A business would be classified into one of the quadrants based on their growth rate and market share.

If growth is high and market share was also high...the business would be a star. The opposite of the Star is the Dog quadrant.

I like what the Boston Consulting Group did with the matrix. And it is ideally suited for large corporate entities operating in well-defined industries with easy to calculate market shares.

That is not most business owners, Onward Nation.

It doesn't fit Predictive ROI and my guess is it doesn't fit your company either.

And in my opinion, business owners need a practical framework for connecting the seasons of their business into their thought leadership – into their point of view – and how these blend together to form cornerstone content that can be used to move any business forward.

And also recognizing that there should be healthy period of rest in the business.

I will also share some tactical next steps to consider while you and your team are working your way through each season.

How you can continue to nurture and build your nation of true fans, how you can continually refine and clarify your point of view, and how you can prepare your business to move onward to reach that next level of success.

Okay, let's dive in. Ultimately, there are three main reasons why I wanted to share this with you this morning, Onward Nation.

First...and you may have heard me talk about this before...but I am sick of all the "marketing hyperbole" I hear from digital marketing gurus, business coaches who have never run a business, and consultants who are promising you that their system – if only applied – can give you that coveted 7-figure business.

You just need to download their thing, buy their course, or join their super expensive mastermind.

These gurus are trying to entice you with their get rich quick promises of following their funnel blueprint or this email sequence – just apply this swipe file into your campaigns – and WHAMMO – you too can have a 7-figure business just like they do.

Um, no thank you.

Here's the reality, Onward Nation...

Of the 28.1 million businesses in the United States...only 4 percent of them ever reach the $1 million a year in sales.

Yep, just 4 percent.

With that said...there are certainly legit experts – those who have truly done it before. But the different is that a true thought leader has a fully transparent body of work that is easy to see.

You can review and scrutinize their track record...and their content is true thought leadership versus a self-aggrandizing YouTube channel.

You can easily see how they have built a business of their own and how they truly work in the trenches with others to help build a client's company.

Onward Nation, growing a company to $1 million in sales is a big deal – and if it is one of your goals – super awesome! But to get there...you need to remain cognizant of the fact that your business will go through a healthy process of seasons so you can stay focused and ready to deploy your precious resources at the right time – hence the importance of today's discussion.

Second...I want to help you set expectations on timeline because there is so much glitz and glam surrounding success today that it is really easy to fall into the trap that success can happen overnight.

And even when we logically know and conceptually understand that success takes time and a whole lot of hard work – we can see a business or a celebrity and think, "Wow...how did that happen for them so fast?"

Because we fit all about their behind-the-green-curtain backstory – we only see the flashy front of stage. Here...let me give you two quick examples.

Dwayne Johnson and Kevin Hart are two of the biggest names in entertainment right now – and earners – in Hollywood. So they are great examples of the point I want to make.

With Dwayne, aka The Rock, one of his first starring roles was a movie called The Scorpion King back in 2002...16 years ago, Onward Nation. And before that...he was a professional wrestler from 1996 to 2004.

But...for the better part of 21 years, Dwayne Johnson has been perfecting his craft to the point that he was one of 2017's highest paid actors earning $65 million.

He has also built a nation of true fans, who flock to see his latest blockbuster when he shares snippets of the film in his daily posts with his 100 million Instagram followers.

The Rock deserves every ounce of his success – it's fun to watch from the outside looking in – and he is the furthest thing from an overnight success. He is now reaping the harvest of his 20 plus years of sowing.

Or how about Kevin Hart? He has been perfecting his comedy craft since 2001. Kevin was cast as The Rock's co-star in two recent movies, including the international sensation "Jumanji".

And not only did the starring roles represent success for Kevin Hart all by themselves...but...they also helped further expand his profile and fan base to where he is now breaking box office records with his current comedy tour entitled, "Irresponsible."

Kevin and his team sold an unprecedented 500,000 tickets during the first week of opening. And he now has 57 million Instagram followers.

When I look at Dwayne Johnson and Kevin Hart, I immediately want to know the behind-the-green-curtain of their success...their team...their systems...their practice sessions...the training...the preparation...and all of the hard work...night after night...all the doubt when they must have thought they wouldn't "make it".

And yet they kept work through the seasons and they did it for decades. Because they knew that was the price that success required to be paid in order for them to get them to where they are now.

How they persevered.

How they ignored the naysayers.

How they kept pushing.

I respect that level of dedication to their craft and what they wanted to achieve – but interestingly – if I were to interview them for an Onward Nation episode – I suspect they would both say that as good as things are for them right now...they likely feel like they are just getting started.

Both are legit business owners – not just on-screen talent – so watch what they are doing, Onward Nation, and how they are executing every day. It is mastery and discipline at work.

Third...I wanted to walk you through the seasons so you can had a roadmap for building your business in a strategic and thoughtful way.

A blueprint that helps you build a nation of true fans around your point-of-view, around what makes you unique, your thought leadership, and the value you and your team deliver for clients.

Okay, so let's dive into the four seasons that every business, and every business owner, needs to work through.

In my opinion, this first season is experienced when you need to ignite new growth in your business – and – when you have just reached that next level.

Getting back to the basics, which I believe are re-grouping with your team, skills training, evaluating the resources on your current team and making additions or adjustments, revisiting your point-of-view, how your POV is driving what you earlier defined as your three uniques, and how both are driving your cornerstone content.

As a quick aside, Onward Nation...if you want more detail on POV, three uniques, and how they blend to form your cornerstone content...just go back to Episodes 676 and 659. You will find some good step-by-step detail in both episodes.

So if you just completed a successful business development campaign, launched a new product or service, attended a major trade show and rolled out something innovative – as a result – achieved that next level of your business you are likely now in Season 1.

Versus...continuing to push and push in order to move to yet another level.

Onward Nation, more companies go out of business from indigestion due to too much opportunity versus starvation and not having enough new business to keep them alive.

So if you reached that next level – awesome. Take some time to celebrate and evaluate how you got there by asking yourself some key questions.

Review how your team performed – and more specifically – what skill sets were critical to your success? And do you have enough capacity in that skill going forward?

What value did you deliver to customers?

What feedback did you receive from customers?

What feedback did you receive from vendors?

How many new customers did you take on – and why?

How many customers did you lose – and why?

What about your sales pipeline worked really well and what didn't?

Did your pool of prospects grow and why?

Did you social media ecosphere grow and why?

Or...maybe the reverse is true. Your business has not reached a new level on the upside but instead has reached a new low. Well, the questions we just covered apply for your business, too.

So no matter if you are coming off some massive growth – or some massive struggles – Season 1 is the reset. We all need a reset – to clear away all the clutter and to then focus on renewal and moving forward. It is part of the Law of the Harvest. Just think about that for a second.

Say you are farmer and you just had a record harvest – more corn – more potatoes – more produce than you have every harvested from your fields in the history of your family working the soil for decades.

You put new technology, new tools, and a new team into place the resulting yields we off the charts.

But now the harvest is over. It is time to get back to the basics and prepare for next year's harvest by working through the same evaluation process I just shared with you.

Or, let's say you're the farmer again and you just had the worst yielding harvest ever in the history of your farm.

What do you do?

You get back to the basics and prepare for the next harvest and setting yourself and your team up for success during the next harvest period.

Season 1 is critical to Season 4...it is the Law of the Harvest and it is alive and well on the family farm just as it is in your business. You cannot experience massive growth year after year without coming back to Season 1 and renewing...and getting ready for the next harvest.

For example...at Predictive ROI...we recently experienced a leveling up...new clients...new teammates...a successful launch of our latest book, Profitable Podcasting – and thank you for all of your support, Onward Nation – I am so very grateful for your helping in making the book so successful...becoming a #1 Amazon.com best seller list in 18 hours was awesome.

We had an excellent Season 4 harvest. And we are not done growing Predictive ROI – but we do need to take a brief pause and realize that we are now in Season 1 so that we can prepare for our next Season 4 harvest.

So this week...Erik Jensen and I – my business partner at Predictive ROI – we met up in Austin, Texas – he flew in from Salt Lake City and I flew in from La Crosse, Wisconsin for five days of business development – meetings with several of our Predictive ROI clients and then Erik and I are also investing 2-1/2 days with our mastermind group that consists of other agencies owners – as part of the Agency Management Institute.

The 12 owners in the mastermind all refer to our group as Velocity – and I absolutely love the owners in the group – and this is the perfect Season 1 activity for Predictive ROI...as we plan our next iteration of Seasons 2, 3, and 4.

Let's stay with the farmer example as we walk through the other seasons. In Season 2...again...no matter if you just reached a new level of growth in your business...a record harvest...or...you are grinding in order to rebuild...Season 2 is all about sowing. Season 2 is about generously sowing the right seeds, in the right amounts, and in the right areas in order for new growth to occur.

According to the Law of the Harvest, we will only reap at the time of harvest what has been sown.

So if we have not been generous in helping clients grow, helping our prospects learn and develop all without some hidden agenda, and to generously share our time with our teammates, then how can we expect that our harvest in Season 4 will be abundant?

In addition, the Law of the Harvest also says that we will reap the same in kind as we sow.

Or, to say that another way...you cannot share small tidbits of your knowledge with your prospects and then expect abundance at the time of harvest. You cannot give pennies and expect dollars at harvest.

But also remember this...the Law of the Harvest also says that you will reap more at harvest than what you sow.

So your generosity with customers, clients, teammates, vendors, and all of your other stakeholders during Season 2 will pay big dividends during your harvest.

So if your business is struggling...should you be financially frugal during Season 2? Yes, absolutely!

That is part of being a good steward. But what you should also do is to creatively find ways to share your wisdom and expertise with your clients and prospects – to sow seeds – to build your list – to share your thought leadership – to guest blog – to write that book you have been wanting to write and share the content for free with your clients as a sneak preview and special thank you.

Build a rockin' awesome Instagram account – follow Dwayne Johnson and Kevin Hart – and watch what they are doing – how they let their followers into their lives – they have pulled back the curtain – you can do the same thing with your prospects and clients.

And yes, you don't have 100 million followers – so what – you have the number of seeds you need for your next harvest. You just need to get out there and sow them.

Season 2 is all about planting your flag – your POV in the hearts and minds of your customers and prospects...and you do that through sowing seeds – as many as you can – through your cornerstone content.

You can do this...I believe in you, Onward Nation.

If you have done the hard work of Season 1 – put the plans in place and have been diligent about sowing the right seeds and in the right amounts during Season 2...you will begin to see signs of new growth.

New opportunities will begin to come your way.

New prospects will invite you in to present your services, to share your story, and to discuss how you and your team might be able to add value to what they are trying to accomplish.

You will start to meet prospects at trade shows who come up to you and say, "Hey, I have been listening to your podcast – or watching your YouTube channel – or reading your blog – or – I have been on your email list for a while now – and I really like some of the things you have been sharing and was hoping we would have an opportunity to meet at this show."

Or...how about this, "I knew I just had to attend your workshop because every time I turn around with a problem or crisis in my business – there you are – ready to be helpful."

Okay...how awesome is that, Onward Nation?

And those are all signs of new growth. New opportunities that need to be nurtured – and when that begins to happen – you will know you are firmly planted in Season 3.

It is time for you to water the seeds you have sown, get down on your hands and knees and pull the weeds, gently till the soil to let more air in on the roots, and to prune the growth you are now seeing.

All of this hard work – getting into the trenches with your community – with your audience – with your nation of true fans is critical.

It is the right thing to do in order to remain congruent with the person who just did all of the Season 2 sowing. And, you need to remain congruent with the Law of the Harvest.

If you notice growth and don't water it...or pull the weeds...your new growth will dry out and die.

But oftentimes, I see business owners do the hard work of Season 1 and Season 2 and then expect that the floodgates of the abundant harvest will now come flowing into their business – but that circumvents the law of the harvest.

Nature doesn't work that, way and you cannot expect that the natural laws that govern relationships will work that way either.

So respect the process. Season 3 must be followed if you want to have an abundant harvest in Season 4.

Okay...now Season 4 is here. It is time for your book launch, it is time for your product launch, it is time for you to roll out your new service offering, it is time for you to unveil your latest innovation to your sales team at your private event at the industry trade show – something you and your team have worked so hard to achieve...yes!!!

It's here...THE HARVEST.

And if this is where you are at right now, Onward Nation – congratulations – please know – I am super happy for you.

You didn't move into Season 4 by accident. You didn't wake up one day in Season 4 without some serious hard work – so virtual high five – I respect your effort and hope the abundance of your harvest overflows.

Just like the farmer doesn't wake up one day in early August and say to his team... "You know what I think we ought to do today – let's go pick some corn!" And then they look out to a field without any corn – covered in weeds – not going to be a good harvest.

But, if the farmer and his or her team have done all of the hard work in Seasons 1, 2, and 3...they should be ready for an abundance harvest. And they also know that as soon as all of the hard work of the harvest is complete...they will immediately move back into Season 1 because the preparation for next year's harvest begins.

So just like with the Law of the Harvest – the seasons your business experiences will follow a similar pattern.

However, I also want to make sure I clarify that I am not suggesting that the seasons are an annual cycle for your business are they are when we are talking about growing corn.

You may have an abundant harvest in Season 4...move into Season 1 for planning...and then move through Seasons 2 and 3 to prepare for the next harvest...all in a matter of a few short months.

And for your business or the dynamics of your industry – that may be possible. Or, Seasons 1, 2, and 3 may take you a year or two to get through...especially if you are coming off a harvest that did not produce the results you wanted.

You did not receive great feedback from customers.

You realized that you might need to make some adjustments to your team to level up.

You noticed some adjustments to your product or service to make sure it is properly aligned with the cornerstone content you are producing.

Or, you have now realized how important it is to get clear on your POV, your three uniques, and why you should be sharing cornerstone content on a consistent basis to add value during Season 2 – sowing your seeds.

Regardless of what season your business is currently in – please know – being aware of the Law of Harvest can help you move your business through the seasons – and onward to that next level.

I wish you much success during your next harvest, Onward Nation.

So with that said...I again want to say thank you. Thank you for being here and generously sharing your time and all of your feedback so that we can continue to get better each and every day.

We will be back tomorrow with another helpful episode with Jeff Hyman as my guest. I know you will find the conversation with Jeff helpful because shares insights and the economics around recruiting rock stars for your team. You will not want to miss Jeff Hyman.

Okay, Onward Nation – until then – onward with gusto!

Brandon Steiner is the CEO and Founder of Steiner Sports. Over 30-years ago, he started Steiner Sports with $4,000 and a computer and has grown it to be a leader in the sports memorabilia and marketing industry. Brandon is also a speaker and host of the Unplugged Podcast and the author of two bestselling books, "The Business Playbook" and "You Gotta Have Balls."

• The power of relationships when building your business
• Why you need to create a lot of chaos and confusion before you can see the clarity in your business
• The importance of thinking outside the box and having your own thoughts and ideas
• Why resilience and diligence are two important daily habits
• How being a good communicator helps others join in your vision
• Why picking the right customers and clients to sell to is a key to success
• Why thinking is the hardest work you are going to do in your business
• How the art of selling is differentiating yourself, adding value, and serving
• Learning how everything is negotiable in business and in life
• The importance of being prepared and confident in your abilities

• Website: www.BrandonSteiner.com
• Twitter: @BrandonSteiner
• LinkedIn: Brandon Steiner
• Facebook: Brandon Steiner

Today's episode is going to be different from any other -- in fact -- it is fair to say that today's episode will be another power installment of How to Do the Hard Right Over the Easy Wrong. I can boldly make such a claim because my guest today is Larry Broughton. Larry is Founder and CEO of broughton HOTELS; Broughton Advisory Group; and yoogozi.com. Larry is an award-winning entrepreneur & CEO; a best-selling author; keynote speaker; and former U.S. Army Green Beret -- who is committed to helping visionaries, leaders and high-achievers step into the leadership gap. You may also remember Larry and the wisdom he shared during Episodes 18 and 166 of Onward Nation. If you haven't listened to, studied, and applied all that Larry shared during our first interview...I highly encourage you to add Episodes 18 and 166 to your list of vital priorities. You'll be glad you did.

• Why entrepreneurship and capitalism are catalysts for positive change in the world
• Larry Broughton's new book "VICTORY": a road map to launching your business
• Why the American form of capitalism is the best in the world
• The importance of having a compelling vision when starting a business
• Why doing research and intel is vital to your businesses success
• What a competitive set analysis is and why it's important for your business
• The need to have a coach or mentor to become a high achiever
• How to get people to work to their strengths while you celebrate their achievements
• The importance of setting up systems and operations within your organization
• The benefits of taking rapid action and executing your business plan

• Book: www.larrysnewbook.com
• Website: www.larrybroughton.me
• Twitter: @larrybroughton

Jim Horan is the founder and president of The One Page Business Plan Company, an experienced Fortune 500 executive, sought after thought leader, advisor to startups, CEOs and their management teams as well as other industry leaders. Seventeen years ago, Jim simplified the business plan to a single page and began a revolution that continues to this day. Jim's first book, "The One Page Business Plan for the Creative Entrepreneur" instantly became an Amazon best seller and Inc. Magazine listed the book as one of the Top 10 "Start Your Own Business" books of 2015.

• Why business is first and foremost about people
• The purpose of a one page business plan
• Why the most significant risk to your business is not being understood
• How a one page business plan helps your business clarify its objectives
• The importance of professional trade business associations
• The power of picking up the phone to accelerate your business
• Why you should not try to sell to people within your network
• The value of business relationships when building your business
• When client acquisition becomes easier
• Listening to your intuition and moving towards things you are attracted to

• Website: www.onepagebusinessplan.com
• LinkedIn: Jim Horan
• Facebook: Jim Horan
• Email: [email protected]
• Phone: 510-705-8400

Ian Lamont is the founder and president of i30 Media Corporation, a media venture specializing in reference materials, technology news, and how-to guides, including the award-winning "IN 30 MINUTES" series of guidebooks and "PRIORITY PAYLOAD REPORT", the independent newsletter of industrial automation. He is also the creator of the Lean Media framework, which helps creative people and production teams develop media that matters.

• Why businesses today need to have the DNA of being a media company
• The importance of building an audience for your brand
• What issues surround creating media for your business
• What mistakes businesses make when creating media
• The benefits of making a list to help tackle your priorities each day
• The importance of knowing when your most productive time of the day is
• Why the most critical skills to master are building and selling
• The need to create media that is going to benefit your customers
• What mistakes to avoid when creating media for your business
• Why finding a product or service that people really want or need is critical

• Twitter: @ilamont
• Book: "Lean Media"

Good Morning Onward Nation...I'm Stephen Woessner and welcome to today's solocast.

As part of my role as host of Onward Nation...and as CEO of Predictive ROI...I am blessed with this amazing opportunity to meet, talk with, and really get to know business owners as well as the critical skills and strategies they have applied to be successful and the lessons they learned along the way. But these owners have also been kind enough to take me behind the green curtain and share their fears, their insecurities, and the constraints to success that they face each and every day.

And the constraints can vary from business owner to business owner...and from industry to industry. But there is one constraint that is universal. There is one constraint that affects all of us. There is one constraint – that no matter who you are – you have faced and have been impacted by it.

So for today's solocast...I am going to take you on a deep dive into this constraint, and more importantly, how to conquer it and give you a couple of key ingredients so you can push it aside when it begins to impact you and your business.

And the constraint that I am talking about is the Imposter Syndrome.

The Imposter Syndrome isn't some mystic dark magic voodoo. No, it's the little voice you hear – a whisper – a question – that asks... "Who do you think you are to attempt something so grand...a goal so big. Who would ever pay for that? What makes you think you can deliver that type of project? Why would that company choose you to work with when they could hire anyone they want?" And the list of bad questions that we ask ourselves each and every day can go on and on.

These questions that we pose to ourselves can cause us to question our competency. The questions might give us pause. The questions – and the ensuing internal dialogue – may cause you to show up to a meeting with an important client in a less confident way. Your employees may wonder if you have what it takes to be the inspiring leader they were hoping for when they joined your team.

And then all of that negative self-talk results in a self-fulfilling prophecy, which is then followed by another round of doubt from the syndrome. "See, aren't you glad you didn't get your hopes up? It's better this way...then there is no disappointment." And here too...the list can go on and on.

So, the Imposter Syndrome is real. It is unrelenting. It doesn't get tired. It knows all of your weaknesses and how best to mask your strengths.

The Imposter Syndrome will cheat you out of your destiny. It will cheat you out of the application of your God-given talents. And it will cheat you out of being the owner of the thriving, wonderful, game-changing business you want to lead.

So buckle in Onward Nation. We're going for a deep dive into the Imposter Syndrome and how you can conquer it...once and for all.

I will share some definitions and some context for when the Imposter Syndrome was discovered, how you can avoid it, as well as several examples of the syndrome hard at work so that you can spot it when it tries to sneak up on you.

My hope is that this discussion will be helpful to you recognizing how the seemingly innocent thoughts, or a minor procrastination, can change the course of your destiny without you even realizing it.

Why?

Because your thoughts become your actions -- and your actions -- become your destiny.

So here we go, Onward Nation!

First, the Imposter Syndrome is something we all face. Everyone on Earth faces it -- no matter who they are. It is just that some people have deliberately conditioned themselves to be better than most at pushing themselves past it the fear created by the syndrome.

If you are hearing the term "Imposter Syndrome" for the first time -- let's start us off with some context and background.

The term Imposter Syndrome was first coined in 1978 by clinical psychologists Dr. Pauline R. Clance and Suzanne Imes and was used when referring to high-achieving individuals marked by an inability to internalize their accomplishments and a persistent fear of being exposed as a "fraud."

Despite external evidence of their competence, those exhibiting the syndrome remain convinced they are frauds and do not deserve the success they have achieved. In fact, they take their proof of success and pass it off as luck, timing, or as a result of deceiving others into thinking they are more intelligent and competent than they believe themselves to be.

Some studies suggest the impostor syndrome is particularly common among high-achieving women while other studies indicate that men and women are equally affected.

However, based on my experience over the last 20+ years in business, and having interviewed close to 700 of today's top business owners -- some of the most ambitious super achievers in business today -- I can confidently say -- that the Imposter Syndrome does not have any such gender bias.

It attacks both men and women equally -- so nice of it to do so, right Onward Nation!?!

Now let's take that definition and break it down into its two core ingredients.

Have you ever felt walking into a meeting that you weren't worthy -- or that you didn't belong there? Perhaps someone on the selection committee, the award committee, or board of directors had somehow made a mistake in selecting you.

Heck, maybe even some of your colleagues, family members, or friends looked at you and even validated your own suspicions and asked you the seemingly innocent question of "So why did they pick you?".

I began to learn about the imposter syndrome back in 2009. My first book had been published while I was an academic staff member at the University of Wisconsin-La Crosse. My book had become popular with small business owners and several of the UW campuses around the state started asking me to teach a class at their respective campuses. Awesome.

So one day I mentioned the opportunities to a family friend -- that I was headed to UW-Green Bay the next day to teach a class based on my SEO book...and my friend looked at me and said, "Well, why are they having you teach the class? Couldn't they find someone else locally to teach the class?"

My friend was not trying to be hurtful -- not in the least. But those comments hit me hard. Never mind that my SEO book was #3 in the United States, I had just been interviewed for Inc Magazine and other credibility indicators.

When he asked me that question -- I actually paused and thought about it. "Yeah, why are they hiring me to teach...am I good enough...do I have what it takes...am I the best they could bring in...did I deserve to be there...was I a fraud...did I know what I was talking about?"

Or, there was another instance -- with this same family friend -- when we were having dinner following a recent trip where I was in Washington DC doing what's called a "Speaker Visit" at Leading Authorities, one of the speakers bureaus that represent me. They had just started representing me and the visit was an opportunity for me to make a brief presentation to showcase my areas of expertise, answer questions, and just help their sales team get to know me a bit better for when any of their clients might need a professional speaker with my skill set.

And during the Q&A portion of the discussion, some members of the Leading Authorities sales team asked me some questions about how best to promote one of their newest clients online -- a very big name -- retired military officer -- and big headlines at the time. Awesome -- I love that kind of Q&A -- and it was really fun sharing some strategies and steps they could use to make a big impact.

So when I got home -- and had dinner with my friend -- I told him about the experience at Leading Authorities and how excited it was. And after I was finished telling the story -- he said to me -- again not trying to be mean to me -- but he asked, "So why did they ask you about how to help?"

A legitimate question...and my answer could have been to share aspects of my experience that were relevant to the conversation in D.C. and specifics about how I helped.

Instead, I let the Imposter Syndrome rise up -- destroy my confidence -- and the end result was that I even began to question why I had been asked. It was a complete 180 in my confidence -- but -- it also proved to be a critical lesson in learning how to defeat the Imposter Syndrome -- and part of your weaponry needs to be protecting your inner circle -- who gets to be inside your circle -- and the information you share or don't share with members outside your circle.

But, there's nothing unique or different about these stories. We have all had these experiences of the little voice in our heads whispering -- or in some cases shouting -- "Who do you think you are to do something so amazing?"

That is the Imposter Syndrome, Onward Nation and it is likely holding you back -- it is rearing its ugly head in the form of fear -- and you need to push it aside so it doesn't block your progress in moving forward.

Here's the reality...high-performers work hard to prevent people from discovering they are "impostors." This hard work often leads to more praise and success, which perpetuates the impostor feelings and fears of being "found out." The "impostor" may feel they need to work two or three times as hard, to over-prepare, tinker, and obsess over details. This can lead to burnout and sleep deprivation.

I have felt that way before. With each new interview, success quote, media feature that I received from my books -- I would think -- goodness -- did I deserve to be there? YES -- but it took me a long time to believe it -- and I still wrestle with it today.

Has your business ever gone through a growth spurt and you wondered why?

Have you ever looked around your office and suddenly realized you have some amazing people working for you, looking to you for leadership, and you cannot figure out what they see in you?

Have you ever felt uncomfortable heading into a presentation with a new client and you wonder why they invited you to the table?

Or, in a personal situation -- have you ever felt like you married up -- that your husband or wife -- was not only your better half -- but completely out of your league?

Why do we ask ourselves such losey and unfair questions?

And here's the important point that I really want you to get, Onward Nation. When you ask yourself "How on earth were we able to hire such amazing employees? Don't they know that we don't know what in the world we're doing?" -- your brain does a funny thing...it gives you an answer.

Your brain doesn't want to make you out to be a liar -- so it gives you the answer to fit your story.

You start hearing things like… "Yeah, boy, you really pulled the wool over their eyes on that one. Hope Becky doesn't figure it out -- because if she leaves -- then Tom is sure to leave, too."

Or, "Why did client X invite us here? We don't really have a shot at winning this pitch, do we?"

And then answer you get back might be something like, "Nope, we have no chance of winning -- especially if they knew all about the mistakes we made just last week on Client Z's account. We are lucky to have kept Client Z -- hope X doesn't ask for references. Maybe we ought to back out of the process now."

What nonsense. The reality is that you were invited into the evaluation process because you have a stellar network -- perhaps stellar credentials -- and you deserve to be at the table. The voice on your shoulder -- the voice whispering in your ear -- is the imposter syndrome.

And we all deal with it.

It doesn't matter who you are thinking of right now...Tim Ferriss has dealt with it...Joel Osteen has dealt with...all of the incredible business leaders that grace the covers of SUCCESS Magazine, Inc, Fast Company deal with it.

Heck, I struggle with it, too… "I think to myself all the time -- I can't invite that person to be a guest on my show -- they'll for sure say no!"

Good grief! Why do we do this ourselves, Onward Nation?

Every business owner -- every political leader -- every leader throughout history has dealt with this. George Washington did not feel he was worthy to be this country's first president. No one is immune from the Imposter Syndrome. But if you know that -- you can defeat this secret enemy.

But here's what is unique -- and what is special -- is when someone stares into the face of potential rejection -- faces their fear and they do it anyway.

And to quote the rock solid awesome words of Dr. Marcie Beigel -- a three-time guest of Onward Nation...she said to me in her first encore interview in Episode 144 said to me, "Stephen...be scared, and then do it anyway!"

Wow...I loved that.

Because it is oftentimes fear -- which is another way of describing the imposter syndrome -- it is fear that gets in your way more than anything else. You -- you, Onward Nation...are your business's biggest constraint.

Not the market, not your lack of customers, not your pricing, not your product quality...no...it is you. You -- as the leader -- as the business owner -- you set the pace and tempo of your company -- either fast or slow -- you do.

So I asked Dr. Marcie during that special encore interview to share how business owners can reach that elusive next level? She was kind enough to map it out into three simple steps.

1. Get clear on what the next level is — how will you know when you're there?
2. Walk through your fear -- make a plan -- and just do it
3. Find a mentor -- we learn best from the people who have been there

And let's look at all three of these.

First...get clear on what the next level is. Well, if the imposter syndrome (aka FEAR) is making you believe that you are not even worthy of your current level of success -- how could you possibly believe that you are worthy of more? So how could you define what the next level looks like?

Great question, right?

Instead, perhaps you need to spend some time in gratitude being thankful for what you have already accomplished -- consciously acknowledging that what you have achieved was deserved because you worked hard to get there and you applied your God-given gifts and talents to get there -- and now -- to realize your full potential -- it is time to leap off your current plateau and move onward to that next level -- and you deserve to be at the next level -- because you're an expert.

But the first step is to give yourself permission to define that next level so you know when you and your business have arrived.

Second...be scared about the next level...and do it anyway. Set your fear aside -- what is the worst that could happen? Prospective customers could say no. You might make a bad decision and lose some money?

An employee or a group of employees may disagree in how you're redirecting the company and could decide to leave.

Okay?

Are any of these life-threatening situations? Did anyone die? No. And like Mike Stromsoe taught us in episode 24 of Onward Nation -- did anyone die, no? then move on!

Stopping making each decision more -- or bigger -- than it has to be.

Just make a decision...then move on. It doesn't have to be more complicated than that.

So, Onward Nation, just be scared -- and then do it anyway.

And lastly...find a mentor to learn from. More specifically -- find a mentor or group of mentors who are all moving at a pace and tempo that is faster than you.

I know I say this a lot -- but only because it is critically important. It matters who you spend your time with -- and if you spend your time with people who are moving at your current pace -- or slower -- those people may make you feel comfortable to be around -- they may not challenge you -- they may not push you or ask you tough questions -- and it is easy to relax and unwind.

But guard yourself -- if you don't protect your time -- you will slow down as a result.

Why?

Because as Coach John Wooden once said, you will never outperform your circle. You won't -- it is just human nature.

So you need to make sure the mentors you select are operating at a completely different level than you are currently at -- that you reach -- that you stretch -- that you get yourself into a group of people where you don't currently belong. And then you work like crazy to not get left behind -- and in the process -- you will expand and grow -- and leap off your current plateau onto that next rung.

And as Scott McKain recently taught me, "Stephen, you cannot reach that next rung, unless you are willing to let go of the current one you are hanging on to."

Very wise words, Onward Nation.

Please recognize the imposter syndrome for what it is...it is nothing more than fear. Please also know that we all deal with it...you are not different because you feel it...you are not uniquely burdened or yoked.

But what can make you unique and distinctive is your ability to refuse the status quo and to push past your fear -- to shove the imposter syndrome aside and to not let yourself be your own limitation.

You were meant for greatness. You are a child of the most high God. You are instilled with an infinite abundance of talent and gifts. Please don't let something so small as fear limit all you were meant to be.

So with that said...

I want to say thank you for taking the time to be here with me today. It is an honor to have you here -- thank you for tuning in -- your time is sacred and I am delighted you chose this episode to be what you listen to, study, and take with you on your morning run, or maybe Onward Nation has become part of your daily commute, or in some other way has become part of your morning routine.

However our daily podcast fits into your daily routine -- I want you to know how much I appreciate you sharing some of your invaluable 86,400 seconds you have in your day with me and the strategies we learn and share each day from today's top business owners.

And please continue to let me know what you think of Onward Nation...good or bad...I always want your feedback. My direct email address is [email protected] -- and yes -- that is my actual Inbox. No fancy filters or filing system and I read and reply to every single email.

So please let me know how you think we are doing. I look forward to hearing from you.

We will be back tomorrow with an interview with Ian Lamont. I think you will find Ian helpful because we explored how today's successful companies – at their core – as part of their DNA – have became media companies and how this transformation is likely to continue. My guess is you will find our conversation thought-provoking as I did – it is well worth your time.

Until then, onward with gusto!

Patrick Ewers is an executive coach and the founder of Mindmaven, a company that helps professionals generate more opportunities by introducing experience-based relationship management -- and -- helps them drive growth by increasing their overall mindshare within their network. He was called Silicon Valley's top relationship management expert by Forbes and was also one of LinkedIn's earliest team members, where he was responsible for launching and building up "LinkedIn for Groups."

• The story of how Patrick ended up at LinkedIn so early in the life of the company
• The four life themes that came to Patrick while meditating on a Buddhist retreat that led him to starting his business Mindmaven
• Why what's common to you isn't always common for everyone else and why you need to focus on that to deliver greatness to the world
• Positive alacrity: delivering micro-experiences to others that have a profoundly uplifting impact
• Why good things happen when you do counterintuitive things (which Patrick learned firsthand when he left LinkedIn)
• Spending 10-20% of your time to focus on your relationships and how that will dramatically impact your business
• Why staying top of mind is a great strategy to drive referrals
• Building a list of 30 people called "legends" and emailing one a day to really build that connection over time
• The Five Freebies: Five ways to interact with people with who you already have a relationship in a way that you don't have to think a lot about what you write

• Website: www.mindmaven.com/onward
• Email: [email protected]

Robert Glazer is the founder and Managing Director of Acceleration Partners and the founder and Chairman of Brand Cycle. He is a serial entrepreneur with an exceptional track record and passion for growing revenue and profits for business-to-consumer based companies. He has extensive experience in the consumer, e-commerce, retail, online marketing, and ad-tech industries—partnering with brands such as Adidas, Reebok, Target, Tiny Prints, and Warby Parker. Robert is a highly sought-after speaker who presents to global audiences and serves as an advisor to high-growth businesses.

• Robert's purpose: finding a better way to do things
• Acceleration Partners: the top independent affiliate marketing agency in the US
• Is affiliate marketing right for you?
• Using The Whole Life Dashboard to set up your morning for success
• Getting your top priorities checked off as soon as you can each day
• Focusing on strategy, thinking, and quiet
• Learning from Player-Coaches: coaches/mentors who have actually done it
• Vision and prioritization: why these two skills have to go hand in hand for business leaders
• Chunk it: chipping away at your goals one chunk at a time
• Figuring out what your core values are and getting rid of everything that doesn't align with who you are and what your goals are
• Building a company manifesto so that you attract the right employees (and so the wrong ones decide to leave)
• Using an alignment strategy so that you the behavior you talk about is the behavior you reward
• Why great execution is more important than great strategy

• Book and free chapter: www.performance-partnerships.com
• Company Website: www.accelerationpartners.com
• Personal Website: www.robertsglazer.com
• Blog: www.fridayfwd.com