Onward Nation

Adrienne Garland is the founder of She Leads Media, a media company dedicated to leadership - both professionally and personally - for women, worldwide. The mission of She Leads Media is to inspire, educate and ultimately, to showcase women as the leaders we were all meant to be. Adrienne has an extensive marketing background and has helped media companies such as Cablevision, DIRECTV, SiriusXM, PR Newswire and PricewaterhouseCoopers with customer growth and digital transformation over the course of her career. She is a sought-after marketing consultant with expertise in bringing together and activating audiences and brands to achieve tangible results. Adrienne is a New York Business Journal 2016 class of Women of Influence honoree.

Adrienne relies on writing things down -- get everything out of your head and get it on paper. ONWARD!

Be fully present with what you're doing -- Adrienne does whatever she does 100%.

Adrienne's partner left -- and Adrienne tells the whole story here.

"Create businesses that can scale."

1. Put your business plan on paper
2. Get help -- get feedback
3. Think big

• Website: www.sheleadsmedia.com

Rick Enrico is the CEO and Founder of SlideGenius Inc., a presentation design agency with over 1,000 clients around the world. He is also a marketing and technology serial entrepreneur, having founded companies like Twenty6 Red, Juice Media, Carstir, and others.

Rick begins his day with a 20-minute zazen meditation -- this meditation helps to be compassionate and patient. ONWARD!

"Whether you think you can or think you can't -- you're right." -- Henry Ford

Success is creating a culture that puts employees first.

Rick meditates -- and Rick tells the reasons why here.

An "A player" goes above and beyond for clients and each other.

1. Have weekly one-on-ones with your direct reports

1. Carve out a niche and excel at producing content in that space

1. Let go and let managers run their divisions -- mistakes and all
2. Take time with people development
3. Stay curious

• Website: http://www.slidegenius.com/

Ari Weinzweig is CEO and co-founding partner of Zingerman's Community of Businesses, which includes Zingerman's Delicatessen, Bakehouse, Creamery, Catering, Mail Order, ZingTrain, Coffee Company, Roadhouse, Candy Manufactory and the newest business, Cornman Farms. Zingerman's produces and sells all sorts of full flavored, traditional foods in its home of Ann Arbor, Michigan to the tune of $55,000,000 a year in annual sales.

Ari was recognized as one of the Who's Who of Food & Beverage in America by the 2006 James Beard Foundation and has awarded a Bon Appetit Lifetime Achievement Award among many recognitions.

Ari is the author of a number of articles and books, including Zingerman's Guide to Better Bacon (Zingerman's Press), Zingerman's Guide to Giving Great Service, Zingerman's Guide to Good Eating (Houghton Mifflin), Zingerman's Guide to Good Leading, Part 1: A Lapsed Anarchists Approach to Building a Great Business, and Zingerman's Guide to Good Leading, Part 2: A Lapsed Anarchists Approach to Being a Better Leader. Zingerman's Guide to Good Leading, Part 3; A Lapsed Anarchist's Approach to Managing Ourselves, was released in December of 2013. Zingerman's Guide to Good Leading, Part 4; A Lapsed Anarchist's Approach to the Power of Beliefs in Business is scheduled for release in the first part of 2016.

Ari journals every morning on yellow legal pads -- clear your mind and focus on the positives. ONWARD!

"Just go ahead anyway."

An "A player" is built by having the right ecosystem -- people do their best work when they're part of a great team.

1. Have positive beliefs about your mentee's ability

• Email: [email protected]
• Books and training: www.zingtrain.com
• Food: www.zingermans.com

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 welcome to Episode 317 -- where 5-days a week -- I interview one of today's top business owners so we can learn their "recipe for success" -- how they built and scaled their business.

But on Wednesday's each week...I record what I like to call a solocast -- where I fly solo for an episode -- just me -- no guest. And this gives us the opportunity to really dig deep into a particular topic or lesson -- and take the time to get super tactical where cover vital priorities like lead gen, sales pipelines, how to defeat the imposter syndrome, and even how to recruit A-players into your company.

Speaking of which -- thank you very much, Onward Nation for all of the feedback regarding Episode 298, my solocast from a couple of weeks ago that I named, "How to Fill Your Sales Pipeline."

Episode 298 was my longest solocast to date -- but -- I did that because I wanted to tackle a chronic problem most business owners are facing.

And that problem is the lack of qualified leads flowing into their sales pipeline. It has become a gaping hole inside most businesses.

In fact, the Content Marketing Institute and MarketingProfs recently published a study concluding that the top goal of 85 percent of companies today is lead generation. Yes, 85 percent Onward Nation. Staggering!

So, I was really pleased to read all of the wonderful feedback we received following 298 -- Awesome!

And I have to say...your feedback...inspired my team and me so much that we decided to go even deeper and create a FREE 17-page Quick Start Guide on How to Fill Your Sales Pipeline.

Just go to OnwardNation.com/Pipeline and you can download it for FREE. Katherine and Louie on my team did an outstanding job creating the guide -- thanks guys -- and my hope is that you and your team will find it helpful as you work through the recipe I shared in Episode 298.

And as always -- if you have questions -- let us know -- and remember -- my direct email address is [email protected]. I read and reply to every single email.

Please let me know what you think -- thumbs up or thumbs down.

So for today's solocast -- I am going to do something a little different by continuing the momentum we started last week.

Instead of me sharing or teaching a step-by-step lesson per se -- I am going to re-introduce you to Kelly Hatfield, our great guest for Episode 274. Shortly after Kelly was my guest -- she invited me to be a guest on her podcast, Absolute Advantage...and that was an outstanding conversation. The leadership lessons Kelly and I exchanged were insightful -- and -- I think I might even surprise you, Onward Nation when you hear me encourage you to "Let your team kick you out of projects" and why this is critical to scaling your business.

Kelly and I also dug into:

• The lessons of parenting that can be used when running a company
• How to find "A Players" and recruit them into an internship program
• The improvements my team and I have had to make to our employee onboarding process due to previous failures in that area
• Why overnight success is a myth
• How to retain your best talent
• Why you need to be completely transparent with your mentors
• What separates the super-high achievers from the rest

I thought the best way for me to share these insights would be to air the full interview. I think you will get a lot out of the discussion.

And as always...please let me know what you think.

One point that I want to make sure I emphasize before we close out for today -- during my conversation with Kelly -- you heard me talk about how we have built our Predictive ROI team from the "Draft" -- we have built our team through a powerful internship program. And over the last 20+ years...I have had many business owners -- even colleagues -- tell me that an unpaid internship program is not possible -- that it can't be done -- that it is wrong to do -- or -- if you do attract candidates -- they won't be the best candidates. I am here to say -- that none of that is accurate.

If you're interested in having a rock solid awesome internship program at your company -- a program that delivers great value to your business -- AND -- delivers an amazing educational experience for your interns -- then take a listen to Episode 137 of Onward Nation.

I shared the complete recipe we have developed and used to build our internship program.

My hope is that the recipe will save you some time and add some value to your process.

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. Hit me up on Twitter or LinkedIn -- or stop by our Predictive ROI Facebook page -- and let us know what you think of the show -- thumbs up or thumbs down. Either way -- we want to know.

Your feedback helps get better. And remember...you can always email me at [email protected] and I reply to every single message.

Please let us know how you think we are doing. I look forward to hearing from you.

We will be back tomorrow with an incredible encore interview with Ari Weinzweig -- you will not want to miss Ari's philosophy and strategy behind how to defeat what he calls the self-fulfilling belief cycle. He will take you deep inside his research and application into these principles and how they add value to their 700 employee, $60 million operation in Ann Arbor, Michigan. Ari is off-the-charts amazing, Onward Nation! Don't miss it.

Until then, onward with gusto!

Anne Deeter Gallaher is Owner and CEO of Deeter Gallaher Group, a marketing, public relations, and digital media firm with offices in Camp Hill, Pennsylvania and Nashville, Tennessee. Anne is the co-author of the book, "Students in High Gear: A Guide for Students and Aspiring Game Changers in Transition from College to Career" and "Women in High Gear: A Guide for Entrepreneurs, On-Rampers, and Aspiring Executives". Honored as one of Pennsylvania's "Best 50 Women in Business", Anne is a frequent speaker and has been featured in The Wall Street Journal, The Huffington Post, and is a contributor to several blogs.

Anne figures out her must-do project for the day -- don't do anything else until that is done. ONWARD!

Bring an air of optimism wherever you are -- Anne deliberately is positive around the office.

"If you can master the power of language -- you can soar."

"Separate business from emotion."

I would have gone high-gear sooner.

1. Write down your five high-gear goals
2. Assemble a personal board of advisors
3. Master the skill of language

• Website: www.deetergallahergroup.com
• Twitter: @AnneDGallaher
• Book: studentsinhighgear.com
• Book: womeninhighgear.com

Jefferson Lilly is a self-made millionaire mobile home park investment expert, educator, and industry consultant. Prior to co-founding Park Street Partners in 2013, Jefferson spent seven years investing his own capital acquiring and operating his own mobile home parks. Before becoming a full-time investor, Jefferson spent nine years in sales leadership roles with several venture-backed startups in Silicon Valley. Jefferson has been featured in The New York Times, Bloomberg Magazine, and on the "Real Money" television show.

Jefferson is trying to hire more employees -- it's important to delegate tasks. ONWARD!

Always be learning -- Jefferson spends weekly time in a mastermind group.

Jefferson got a letter in writing from the government saying his first mobile home park's sewage lagoon was built to code -- and it wasn't -- and Jefferson tells the whole story here.

"Be persistent in all facets of business."

"Buy great businesses at fair prices -- not fair businesses at great prices."

I would have had more financial controls and would have had a bookkeeper.

Delegate -- and make sure things are getting done.

An individual would have the ability to think for themselves and overcome obstacles.

1. Get yourself mentors
2. Set yourself plans and write them down

• Website: www.parkstreetpartners.net
• Website: www.mobilehomeparkinvestors.net

Diane Gardner is an expert tax coach, Quilly award recipient, and best-selling author whose proactive tax planning approach gives clients a leg up on Uncle Sam and helps them dodge the tax bullet. Diane saves small business clients between $5,000 and $50,000 in taxes in as little as 60 minutes! Her tax coaching prowess has resulted in a combined savings of nearly $500,000 to-date of hard-earned profits small business owners would have given to the government by overpaying taxes. Diane is the co-author of the bestselling books, "Stand Apart" and "Why Didn't My CPA Tell Me That?" She has also authored four other books including her newest, "Stop Overpaying Your Taxes! 11 Ways Entrepreneurs Overpay and How to Stop it Now!"

Diane starts her day by planning the rest of her day -- don't go into your day without a plan. ONWARD!

"Life begins at the edge of your comfort zone."

Success is working the hours that I choose to work -- not because I have to work them -- so that I can help people because I want to help them -- not because I have to help them.

Diane thinks you just need to change your mindset -- and Diane tells the reasons why here.

An "A player" is someone show shows up with their mind, body, spirit, and soul.

1. Never ever give up

1. Be a giver

1. Look at your financials

• Website: www.taxcoach4you.com

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. My hope is that on this Wednesday you have already experienced an incredible week thus far — one that has pushed you to grow — one where you have experienced some big wins — and one where you have had opportunities to learn along the way.

I got home on Saturday from a week long trip to Spokane, Washington to visit my Aunt and Uncle followed by several very intense — but awesome — days of masterminding in Portland, Oregon with a group of marketing agency owners. We get together every six months in a different city across the country to share our financials, our biggest challenges, our biggest opportunities, and to seek the advice and recommendations of each other — all the owners in the group.

My fellow owners are exceptional — they are part of my inner circle — they are all moving at the pace and tempo that I want to move at — if not faster — and that makes them the perfect people for me to spend my time with — and to learn from.

The leader and facilitator of our owner group is one of my most influential mentors, Drew McLellan. You may remember Drew as our rock solid awesome guest in Episodes 32 and 167 of Onward Nation. I have learned a lot from him and I am grateful he has been a guest of mine, twice, so he could share his wisdom and expertise with you, too.

Aside from being an incredible mentor and successful business owner — Drew is also the host of the brilliant podcast, Build a Better Agency. And it was such an honor when Drew invited me to be as a guest on his show — in order to share business building insights with his audience — and not just for agencies — but insights any business owner could apply directly into their business to increase sales and profits.

So for today's solocast…we're going to do something a little bit different.

Instead of me sharing a lesson today — we are going to air the interview Drew and I did for his show because the questions he asked me were excellent — and I predict you will find the advice and recommendations that came out of the conversation — to be valuable for what you are working on right now in your business.

For example…Drew and I discuss…

• How to charge a premium free while building trust and providing expertise
• How to fix the money draining mistakes that are likely sucking cash out of your business
• How you can use a Predictive ROI scorecard inside your company
• How to combat the fear of criticism

Okay, Onward Nation…I hope you enjoy the discussion between Drew McLellan and I…and as always…please let me know what you think. Thumbs up or thumbs down.

One point that I want to make sure I emphasize before we close out for today…and that is…when you tackle your client's biggest pain point, Onward Nation, you're no longer a vendor. You become a true partner.

So when you see challenges…when you see your client having difficulties…when you see your client bogged down in a myriad of difficulties and they don't know where to turn…those are signs of opportunity…for you to dig in…add value…help them solve the most difficult challenge in their business…and you will quickly move into partner status…and leave vendor-hood behind — which will likely mean happier clients and greater profitability for you.

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. Hit me up on Twitter or LinkedIn — or stop by our Predictive ROI Facebook page — and let us know what you think of the show — thumbs up or thumbs down. Either way — we want to know. Your feedback will help us get better. And remember…you can always email me at [email protected] and I reply to every single message.

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

We will be back tomorrow with an incredible encore interview with Diane Gardner — you will not want to miss Diane's philosophy of "Life begins at the edge of your comfort zone" and how this permeates every aspect of her business strategy — and how she pushes herself to become more each and every day. Diane is off-the-charts amazing, Onward Nation!

Until then, onward with gusto!

David Finkel is an ex-Olympic-level athlete turned business multimillionaire. He is The Wall Street Journal and Business Week best-selling author of 11 business books. David wrote his current bestseller, "SCALE: 7 Principles to Grow Your Business and Get Your Life Back", with Jeff Hoffman, co-founder of Priceline.com. David's weekly column has been published on Inc.com, Huffington Post, and over 6,000 newspapers and publications. He is also the CEO of Maui Mastermind®, the nation's premier business coaching company specializing in helping business owners with annual sales between $1 million to $25 million create growth -- AND -- at the same time increase owner independence.

David claims three days a week to do A-level activities -- identify what you do that creates the most value for your company. ONWARD!

Work on "above the line" tasks -- David organizes his priorities based on importance.

David lost 40-50% of his revenue in an instant -- and David tells the whole story here.

"What matters most? For the sake of what? And how much is enough?"

"Give your clients your best professional advice -- it's up to them to take it or not."

I would have made key hires sooner -- and given them clear accountability.

1. Narrow your focus to a smaller niche
2. Engage your teams to build teams with you
3. Ignore all the "doom and gloom" stuff

• Website: mauimastermind.com

Michael Roderick is a founder, speaker, and connector. His company, "Small Pond Enterprises" specializes in relationship design for founders, authors, and speakers interested in playing a bigger game. He works with thought-leaders to curate, extend, and leverage their existing networks for the purpose of getting paid engagements for higher fees, speaking opportunities, and interviews. He developed this methodology from his own journey of high school English teacher to Broadway producer. Michael is also the founder of "ConnectorCon", a conference for connectors as well as the co-host of the "Access to Anyone" podcast.

Michael focuses on what is most important -- time, connections, or money -- everyone has a TCM index. ONWARD!

Take the time to meditate -- Michael laughed at meditation initially -- but now it's a crucial part of his day.

Michael was banking on a certain project and turned away other projects -- and Michael tells the whole story here.

"You need to be in the present while listening."

"You have to take time to clean your pipeline and curate your network."

Have a spreadsheet to track your network.

1. Focus on what you can learn -- failure is an opportunity to learn

• Website: www.smallpondenterprises.com
• Twitter: @michaelroderick