Onward Nation

In 1985, Mitch co-founded Timeslips Corp, which grew to become the largest time tracking software company in the world. In 1994, Timeslips was sold to Sage. While at Sage, Mitch went on to run all of Sage U.S. as Chief Operating Officer, a division with over 300 people. Later, Mitch joined Chet Holmes as President of Chet Holmes, International. Soon thereafter Mitch and Chet, along with Tony Robbins, created Business Breakthroughs International, a company serving thousands of businesses a year with coaching, consulting, and training services. Mitch was the President and CEO for four years. After the untimely death of Chet, Mitch left Business Breakthroughs to help CEOs build their own "Invisible Organization" using the principles outlined in this powerful book.

Mitch starts every day by figuring out who he can help today -- and ends every day by figuring out what he wants to do tomorrow. ONWARD!

"Nobody fails until they voluntarily quit."

1. Figure out what you did in the past that had the biggest impact
2. Sell that to others

• Website: mitchrusso.com

Daven Michaels is the CEO of 1-2-3 Employee and has made a career of living the American Dream. Starting his entrepreneurial career at age 15, Daven never looked back. Daven has turned multiple passions into prosperous businesses and careers. He has been a bestselling music and television producer, author, speaker and successful entrepreneur. Daven has helped thousands of small business owners transform their businesses by showing them how to play ball with the big corporations and beat them at their own game. Daven's new book "Outsource Smart" has propelled him to the top of the bestseller lists. New York Times bestseller, Los Angeles Times bestseller & Amazon #1 bestseller, Daven has become an advocate for the small business owner and has appeared on numerous radio and TV shows globally.

Daven uses Google Voice -- use this platform to send text messages with greater efficiency than with a phone. ONWARD!

If you have to stop and switch gears, it kills your productivity -- Daven blocks out certain hours where no one can reach him.

Daven brought in a hot shot sales VIP -- it was a disaster -- and Daven tells the whole story here.

"Get out of your own way."

Write down what you learn from your mentors.

1. Find a mentor
2. Before you build a product or service -- run a test
3. Just go for it and ignore the voice in your head

• Website: davenmichaels.com
• Website: 123employee.com

David Burkus is passionate about leadership, innovation, and strategy. He has made it his purpose to facilitate the transfer of good ideas. Toward that end, David is focused on filling the gap between what science knows -- and -- what we most often do. He is the author of "The Myths of Creativity: The Truth About How Innovative Companies Generate Great Ideas" and he writes regularly for Harvard Business Review and INC. Magazine -- and -- is the host of the brilliant podcast, Radio Free Leader, where he shares insights on leadership, innovation, and strategy. When David is not speaking, writing, or podcasting, he's in the classroom serving as an associate professor of management at Oral Roberts University.

David believes there isn't time management -- but there are priorities -- say no to the things you don't want to do. ONWARD!

Don't put everything on one device -- David keeps his work things on his phone and his "fun" things on his iPad -- and he only uses the one he's supposed to be using at the proper time.

David spent 12 hours pretending he was at a level he hadn't reached yet -- and David tells the whole story here.

"Humble yourself and realize that it's up to you to figure out what customers want."

"Give yourself a longer runway."

I would have had a better system for connecting with listeners and readers.

1. Figure out what to copy

• Website: davidburkus.com

Terry Brock is someone who solves problems. He works with organizations to build relationships with customers, suppliers, employees and other stakeholders. His Relationship Marketing emphasis shows how to leverage the power of technologies like video, social media and other tools, to achieve bottom-line results. When Skype needed a new Chief Enterprise Blogger to help with their social media and blogging, they hired Terry. When AT&T needed a new Editor-in-Chief for their award-winning and biggest blog, they hired Terry. He worked with a team of over 100 geniuses to help generate over $2 Billion in sales during his tenure. He's the co-author of the bestselling book, "Klout Matters", and a syndicated columnist.

Terry uses Google Spreadsheets to track the tasks that he needs to complete -- be willing to do what others won't. ONWARD!

Study, exercise, and meditate -- Terry does daily SEM.

Terry got a D in accounting when he went back for his MBA -- and Terry tells the whole story here.

"Learn how to learn fast."

"Find out what everyone else is doing and do something different."

I would have kept track of people more -- use a CRM.

1. Listen to others
2. Get out there and produce

• Website: terrybrock.com

Dr. Steve Fawkes is an internationally recognized expert on energy efficiency with over 30 years experience including delivering large energy management programs, co-founding two energy service companies, implementing innovative energy services deals, and advising governments. His roles include: Senior Adviser to the Investor Confidence Project, Independent member of the Investment Committee of the London Energy Efficiency Fund, Trustee of the National Energy Foundation and advising companies, cities, and investors on energy efficiency programs. He has published extensively on energy efficiency including more than 250 papers and articles, three books and a regular blog: www.onlyelevenpercent.com and makes presentations globally.

Steve picks at most three things to get done each day -- a lesson he learned from Monty Python's John Cleese. ONWARD!

The first step is the hardest -- Steve believes in just getting on with it.

Steve saw his market evaporate -- and Steve tells the whole story here.

"Use your listening skills to determine a course of action."

"Don't react -- stop and think before you respond."

I would have had developed systems for all products.

Work on the business -- not in the business.

An individual would go out of their way to learn about the business.

1. Think about what the purpose of the business is
2. Systems -- work on the business -- not in the business
3. Put your fears aside and get on with it

• Website: energyproltd.com
• Website: www.onlyelevenpercent.com
• Twitter: @drstevefawkes

Steve Fry is the co-founder of three companies over the past 19 years under the umbrella of Spindustry...Spindustry Digital, a digital marketing agency (in 2013 named the top place to work in Iowa by the Des Moines Register... Spindustry Staffing, a professional services staffing company...and Spindustry Training, an IT training center. The Spindustry team achieved both Inc. 500 and Inc. 5000 recognition several times for these businesses and a variety of other "Bests" in their industry.

Steve wanted to take 20+ years of experience and put it on the table.

1. Find your area of expertise
2. Figure out how to organize your thoughts into something that's meaningful
3. Commit to getting it done

Success is having the opportunity to work on things you love to do.

Steve believes in finding people who love to do what you fear -- and Steve tells the reasons why here.

An "A player" is someone who -- first and foremost -- has a great attitude.

1. Be there and be supportive
2. Set a good example -- don't ask people to do things you wouldn't be willing to do yourself
3. Offer constructive ideas in a respectful way

1. Have breakfast clubs -- get together with people of common interests
2. Invite business leaders into your business and buy them lunch

1. Have a strong job description
2. Have the mindset that recruiting has to be done all the time
3. Use Facebook targeting
4. Target your targets spouses
5. Use video to showcase jobs
6. Create an online diary with employee promotion of jobs
7. Drive traffic to the position through PPC and other forms of ads

• Email: [email protected]

Billee Howard is the Founder & CEO of Brandthropologie, an artist collective that helps place brands at the epicenter of culture and commerce. Billee is also the author of "We-Commerce" a book designed to help companies and leaders embrace the principles of the collaborative economy in ways that improve their bottom line.

Billee begins her day by looking at what's going on in the world -- spot trends and apply them into your business. ONWARD!

"If you're not the lead dog, the view never changes."

Success is really knowing that you've pushed yourself to be the best you can be at any moment.

Billee looks at others and says "if they can do it -- I can do it" -- and Billee tells the reasons why here.

An "A player" is someone who can constantly evolve and find new and exciting ways to develop their own skills.

1. Don't try to make your mentees a carbon of you
2. Allow yourself to be mentored by people you wouldn't think of as mentors

1. Build a collaborative culture inside your organization
2. Understand how you are going to meet the needs of consumers
3. Put communications at the beginning of a supply chain of invention instead of at the end

1. Look at how you can change up your routine and shed what's holding you back
2. Take yourself out of your comfort zone and look at how to expand your offering
3. Embrace failure as a tool to drive yourself towards new success

• Website: www.brandthropoloie.com
• Email: [email protected]
• LinkedIn: www.linkedin.com/in/billeehoward
• Twitter: @Mashuptweet

Paul Maskill invested in his first TGA franchise in 2011, combining his business experience with passion for sports. TGA makes golf and tennis more accessible to students ages 3 to 15 through on-campus after school programs, summer camps, parent / child events and more. Over the last 4.5 years, Paul has grown his business to four franchises, impacting thousands of kids each year. At the end of 2015, Paul sold his four franchises for over 6x his initial investment and 3x his net profit. Paul then accepted a position with the franchisor to lead business development and helps current franchise owners to help build their businesses through people, processes, and systems so the business thrives without relying on the owner.

Paul time blocks his morning -- have a plan and stay organized. ONWARD!

Stay organized -- Paul believes in documenting everything you can in your business.

Paul reached a breaking point where he couldn't do it all anymore -- and Paul tells the whole story here.

"Organization and hard work."

"Show up every day and work hard."

I would have been proactive with my schedule and got my must-do things done by noon.

Do the little things and big things will happen.

An individual would take initiative.

1. Start with the end in mind and stay consistent
2. Just get started and make mistakes
3. Trust your staff until they give you a reason not to

• Twitter: @PaulMaskill
• Email: [email protected]
• Link for Onward Nation listeners: franchisetga.com/onward

Stephen is the CEO of Predictive ROI and the host of the Onward Nation podcast. He is the author of two bestselling books, speaker, trainer, and his digital marketing insights have been featured in SUCCESS, Entrepreneur, The Washington Post, Forbes, Inc. Magazine, and other media.

Good Morning Onward Nation…I'm Stephen Woessner. And I am really really excited for today's solocast because — it is going to be rock solid awesome!

One of the reasons that I am so excited is because I am returning to full teaching mode this morning with a powerful lesson about building your platform — more importantly — some practical and tactical steps about building a nation of what Kevin Kelly describes as "True Fans" who will help you mobilize and move your business onward to that next level.

True fans of you — true fans of your message — true fans of your business.

Fans who will support you — because — of the sacred bond you have built with them.

A bond that was built upon — and continues to be built upon — the foundation of the value you created, you delivered, and the value you shared with them on a consistent basis.

Whether you do that every day — every week — no matter what the schedule — no matter what the rhythm — the fact that you are consistent is what is important.

This is going to be such an awesome solocast — and I am delighted you are here with me — your time and attention mean so very much to me.

But before we dive deep into today's lesson…I have a very important favor to ask. In fact, this is the first time I have ever asked this favor within one of my solocasts.

So, if you could do this — please know — it would mean a lot to me.

I'd be grateful — and would really appreciate it — if you would go to iTunes and give Onward Nation a rating and then write a review for our podcast. I respect your time so I wanted to make this as efficient as possible to find us in iTunes…so my team created a special link to save you time.

So if you go to www.onwardnation.com/itc you will go directly to our channel within iTunes.

Okay, why am I asking for this favor?

Last week, I was excited to share with you how Onward Nation is now listened to in 102 countries — and — that we had surpassed the milestone of 50,000 downloads. WOW — still a bit unbelievable — not going to lie — need to pinch myself to realize that yes, this is indeed our reality.

And I credited our growth to our incredible guests and all of the wonderful feedback we have received from you, Onward Nation — all of your comments on Facebook, LinkedIn, Twitter, — and — all of your emails. Thank you!

But in celebrating these amazing milestones — I made a mistake!

I forgot to mention a critical type of feedback that helps us reach more and more people with each one we receive…and that's…all of the ratings and reviews we receive inside iTunes.

With each rating and review we receive, Onward Nation…you help us increase our rankings within iTunes — and — higher rankings means more people will see us in their search results — and potentially they will be seeing us for the very first time.

Each and every review helps more and more people in more countries to hear the wisdom and expertise shared by our guests each day.

So, if you haven't already given us a star rating and written a review — it would really mean a lot to me if you did.

It's simple to do. It doesn't take much time.

Again, just go to www.onwardnation.com/itc — or — if you are listening on your phone — you can give us a rating and write a review from within your podcast app on your phone.

We've occasionally received feedback that leaving ratings can be a confusing process, so here are the steps in detail:

First, after going to the www.onwardnation.com/itc link, please click the blue button that "View in iTunes."

Next, click on the link titled "Ratings and Reviews."

Next, click on "Write a Review."

If you are not signed into iTunes, you will be asked to sign in. If you are already signed into iTunes, it is likely that you will skip this step.

Finally, you will be able to leave a review. Don't forget the star rating!

So thank you, Onward Nation — and please know — I greatly appreciate all of your help, support, encouragement, and feedback — you make me and my team better every day — and — it is an honor to be here with you again this morning.

With that said…let's get dialed in and ready for this week's lesson.

You ready? Because I'm so totally ready — I'm going to bring the thunder this morning, Onward Nation…YES!

I spent quite a bit of time working through and preparing what I wanted to share with you today. Such an important lesson. How one of the vital priorities in your business should be to build a nation of true fans — to develop a sense of community, collaboration, and profitability around the purpose of your business.

Let's begin by breaking the phrase "Build a nation of true fans" into its three core components.

First — let's tackle the word, "Build." How would you "build" a nation of true fans. Whether that's a…

• Podcast
• Blog
• YouTube channel
• Instagram stories

The platform from a tech perspective is irrelevant — any or all of the above — will serve your purpose of "building" a nation of true fans. The tech behind it all is relatively easy. Is there a learning curve? Sure.

Will you feel at times like you are trying to fly the space shuttle with so many knobs and buttons to push? Sure. How does Facebook Live work? What time of day should I create a story on Instagram? What kind of camera and mic are best if I want to be a serious YouTuber?

All of these are tech questions — and within an afternoon with your best friend Google — you can solve those problems and find the answers as long as you don't let the fear of the unknown become paralyzing to you.

So let's shift our focus away from the tech — and instead — focus on the value you will be providing through those channels. What's your story — how will you serve your audience — how will you make what you are doing so valuable to their business or life, that they actually consider you to be indispensable. That you become so consistent in the help, advice, recommendations, and over value that you are providing on a consistent basis — that you BUILD deposits in their emotional bank account. They begin to trust you — they begin to like you — and then because of them liking you and trusting you…they move even closer to you by truly KNOWING you.

So, your first step in building your nation of true fans has nothing to do with the actual content delivery platform and has everything to do with the value of what you will be delivering — because your nation of true fans is built on VALUE. And if you get that right — the actual platform — or your conduit through which you share your value — will fall into place — and it will feel less stressful because the value you were called — put on this Earth to deliver — will then be in the driver's seat. You, Onward Nation — will become unstoppable.

Now let's shift our attention toward the word "Nation" and break that down. And I want to address to make sure we address this because we live in a world where bigger lists, bigger subscribers, massive downloads, huge customer lists, etc. etc. etc. is what attracts headlines and massive attention.

I'm here to share with you the reality…you don't need an email list of 100,000 people…you don't need to have a podcast that gets a million downloads a month…you don't need to have a customer list with 20,000 prospects on it.

Nope. You don't.

That's not your Nation.

What you need — realistically — depending on the size of your business is somewhere between 100 to 1,000 high-qualified prospects.

That's it…100 to 1,000 of the very best prospects who precisely match your client avatar — in fact — your knowledge with some of these people is so deep that you can boldly claim them as your Dream 50 prospects.

If you need a refresher on why your Dream 50 matters — please go back to Episode 308 of Onward Nation — and I map it all out — how to figure out who your Dream 50 is — and — how to romance your Dream 50 so they understand how important they are to you. Again, that was in Episode 308.

To take this point deeper — I want to share a very tangible example of a company that grew from zero to become a multi-billion a year company — yes — billion — with a capital B.

My mentor, Darren Hardy, former publisher of SUCCESS Magazine…decided to interview my friend Cody Foster, co-founder of Advisors Excel and to share the interview on the March 2014 edition of the SUCCESS CD that rides along with the magazine.

You may remember Cody Foster, and the wisdom he shared, as my guest on Episode 81 of Onward Nation.

During the interview with Darren, Cody shared several personal stories of very humble beginnings — and how those stories — helped shaped the kind of company Advisors Excel has become.

A company packed full — wall to wall — of incredible people — a team whose sole focus is to deliver more and more value every day to the financial advisors around the country they are there to serve. And Advisors Excel team does it masterfully well. They have BUILT their platform — a platform that is indeed built on a solid foundation of value.

But…did they build this platform by trying to serve the 60,000 financial advisors located in the state of Florida alone? No. How about all of the financial advisors up and down the west coast?

Nope.

Did they focus on spending large amounts of advertising dollars trying to reach everyone they could with their message of value, value, value?

Nope. Strike three.

Instead…what they did focus on was carefully, meticulously selecting, 1,000 of the very best financial advisors who they wanted to earn the opportunity to serve. Yes, Onward Nation, Cody shared with Darren that they built a list of 1,000 financial advisors — just 1,000 — and then they went to work to deliver more value than another other insurance marketing organization in the industry to the 1,000 advisors they wanted to work with.

The 1,000 advisors became their Nation…and advisors outside of the Nation didn't exist. Advisors Excel was solely focused on being the best they could be for this small group of prospects.

The result outcome? Well, in year six of the business…they reached over $4 billion in revenue. $4 billion, Onward Nation.

When they are the right prospects — you don't need 10,000…you actually only need a small number to make your business amazingly successful and profitable. 1,000 people — who you can love on — who you can support — who you can add value to — who then in turn are excited to do for you some of what you already shared with them.

So now, let's take this number — 1,000 — deeper — because it is a magical number that we all ought to really focus on in our businesses.

Kevin Kelly was the first person — at least I think he was the first person — who popularized the theory — the notion — the strategy that if a business created a base of customers who were more like fans — 1,000 True Fans in fact — then that business could become sustainable and profitable by simply focusing on the needs of its true fans.

And here is a link to Kevin Kelly's blog post as well as the long tail curve he created to illustrate the 1,000 true fans strategy.

Kelly describes — or defines — "True Fans" as customers who will help you mobilize and move your business onward to that next level. They are true fans of you — true fans of your message — true fans of your business.

Fans who will support you — because — of the sacred bond you have built with them.

A bond that was built upon — and continues to be built upon — the foundation of the value you create, you deliver, and the value you share with them on a consistent basis.

As I mentioned at the onset of this solocast.

Whether you do that every day — every week — no matter what the schedule — no matter what the rhythm — the fact that you are consistent is what is important.

According to Kevin, "A True Fan" is defined as someone who will purchase anything and everything you produce. They will drive 200 miles to visit your location.

They will buy the super deluxe version of your product even though they already own the standard version, too.

They have a Google Alert set for your name.

They have bookmarked your website.

They come to your product announcements — or — ribbon cutting ceremonies for a new office location.

They come to your book signings and ask for you to sign their copy.

They cannot wait for your next webinar — your next podcast episode — your next event — your next release of whatever.

And the best way to increase sales for your company is to connect with your True Fans directly…so you need to have a platform built on value…see? We keep coming back to that foundational truth.

Onward Nation, 1,000 true fans is a very reasonable number. As Kevin explains in his brilliant blog post… "if you added one fan a day, it would take only three years. True Fanship is doable. Pleasing a True Fan is pleasurable, and invigorating."

The key challenge is that you have to maintain direct contact with your 1,000 True Fans. And you do that through building your platform — delivering value — and making sure you are using the right conduit so it reaches your 1,000 true fans on a consistent basis.

Again…it doesn't matter if you use a podcast, blog, robust LNKD profile and LNKD publishing, long form posts on Medium, Instagram stories, Facebook Live, and the list goes on.

What's important to identify is not the platform you are most comfortable — but — the platform your fans use the most — what is the best conduit to them?

For me — it's this podcast, my LinkedIn account, email campaigns, and webinars.

But there is also another piece to True Fans…and that are the concentric circles of "Lesser Fans."

These folks will not purchase everything you produce, and may not seek out direct contact, but they will buy much of what you produce.

The processes you develop to feed your True Fans will also nurture Lesser Fans. As you build your nation of True Fans, you will also add many more Lesser Fans.

And as you are building…don't avoid…don't miss the opportunity to go deep…to develop intimacy with your audience…with your true fans.

Onward Nation…that is one of the reasons I ask for feedback in every solocast. My team and I legitimately want to get better — but — I also want to hear from you — to get to know you — to learn from you — and to deliver even more value so Onward Nation becomes — and hopefully remains — your most favorite podcast.

Okay…with that said…and before we go…I want to make one final connection between today's lesson and the favor that I asked you to do for me at the onset of our discussion today.

I know that I have absolutely no permission to make an ask of your time — unless — I have consistently delivered value.

And — even if I have consistently delivered value — I must be considerate in the favors I ask for — no one wants to spend time with the takers — the people who just ask, ask, ask, and never ever give.

So, Onward Nation — I am using today's solocast as a way to ask for a legitimate favor — and — to give you a recipe for how you can do the same to build you own nation of true fans — and when you do — your nation — just like Onward Nation has become this amazing, awesome, wonderful, beautiful incredible platform of people who are so generous with your feedback and help guide your business in the exact direction it needs to go in order to deliver even more value to what it is they need.

So build your own platform for your business — or if you already have one — think about Kevin Kelly's lesson — and ask yourself how you can add even more and more value to your the people already in your community — and build your nation of true fans.

Because when you do — your business, your team, your life will move onward to a completely new level.

So with that…I want to say thank you again for taking the time to be here with me today. It is an honor to have you here — thank you for tuning in — 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.

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.

We will be back tomorrow with an incredible encore interview with Paul Maskill — you will not want to miss Paul's philosophy when he encourages you to, "Go ahead — make mistakes on purpose," Onward Nation. The conversation with Paul is packed full of discussions regarding systems — and more specifically — how he used systems to sell his company for 6 times what he bought it for and 4 times the profit. This systems discussion will help you create financial leverage within your business.

Until then, onward with gusto!

Gina Pellegrini is the owner of Pellegrini Team Consulting -- a Minneapolis-based firm specializing in leadership training, staff development, and practice management. Gina helps business teams streamline their systems, increase productivity, strengthen accountability, and improve communication. With the help of Gina and her team, business owners become better leaders, and employees get more involved in their company's vision, decision-making, and growth.

Gina created an "ideal week" with "buffer days" and "focus days" -- schedule your week out with the right amount of each. ONWARD!

Delegation -- Gina delegates work to her team so that she can focus on what she needs to focus on.

Gina's bookkeeper recommended closing the doors -- and Gina tells the whole story here.

"Hire the right team members and let them do what they were hired to do."

"Be direct -- and understand through someone else's eyes."

I would have grown my practice quicker if I had put time management systems in sooner.

Accountability -- if there's no accountability -- it slides by.

An individual would have the right attitude -- you can teach people anything -- if they have the right attitude.

1. Hire someone as soon as possible
2. Stay engaged with your employees
3. Have them build their "ideal week"

• Website: www.pellegriniteam.net
• Phone: (952)829-5300