Same Side Selling Podcast

Being recognized as a thought leader is a critical component of being successful in your industry. But reaching that status doesn't happen overnight, and it doesn't happen by accident. Here to share the intentional pieces needed to reach that goal is Elizabeth Marshall. She's known as the go-to expert on becoming an expert! She's worked with clients like Seth Godin, Michael Port and Carol Roth among many others.

On today's show, Elizabeth spells out the most common mistakes she sees people make when trying to reach thought leader level, how to promote yourself with seeming to self-promote, and the three questions that when answered will help you define your stance and your audience. This is an episode you will surely want to take notes on so get ready and listen in!

Listen to this episode and discover:

• Why becoming a recognized leader is a mastery path.

• Is your message ever "one and done"?

• How your own unique combination of experience and knowledge will help you stand out.

• What is the difference between curating and sharing content?

• How to walk the line between self-promotion and serving your audience:

• And so much more!

Episode Overview

It's not enough to call on companies and expect to get work with them simply because you want them as your client and what you offer is beneficial. Today it is about being seen and recognized as an expert in your field.

Elizabeth has helped many people achieve that expert status and she says it boils down to developing your message and your audience, first. This is a mastery path and will never be complete; it will require your 10,000 hours and a commitment to evolve, grow and transform right along with your marketplace.

If you're a keynote speaker it isn't enough to provide a great keynote speech from year to year. You must update it with new case studies, stories and insights that reflect the trends in your industry. You will always be developing and evolving your message, and adding to the conversation.

That is true of keynote speakers and you if you want to stand out as the go-to authority in your niche. And there are three questions to ask yourself to help you define your message, why you are an expert, and why your audience would want to work with you.

1. Why now?

The first question is why now? What is happening in the marketplace that has changed or shifted or transformed to make your message important today? Answer this and tie it into some uncertainty, complexity and pace of change then to make a case for why it's relevant now.

2. Why you?

In addition to what is on your resume, including your credentials and work experience, is your personal life factors. The unique experiences that make you who you are are what also qualify you to speak about a particular topic or subject. Elizabeth points out that the experience side of life is really powerful and can create a deep emotional connection with your audience.

3. Why this concept?

If you were writing a book you'd answer the question why this book? But the medium itself doesn't matter so much as why are you starting with this concept versus another one. It's important to answer this question so you know how it ties into your business model, as well as how it ties into your stage as a thought leader.

Today she gives the great example of Michael Port and how he started with Book Yourself Solid before his Think Big Manifesto message. She explains why and how he did it so successfully.

On this episode Elizabeth also explains the difference between self-promotion and sharing valuable content to serve your audience, plus her suggestions on establishing your expertise in your field. She shines valuable light on what to do and what not to do, tune into today's Grow My Revenue to hear it all.

Being recognized as a thought leader is a critical component of being successful in your industry. But reaching that status doesn't happen overnight, and it doesn't happen by accident. Here to share the intentional pieces needed to reach that goal is Elizabeth Marshall. She's known as the go-to expert on becoming an expert! She's worked with clients like Seth Godin, Michael Port and Carol Roth among many others.

On today's show, Elizabeth spells out the most common mistakes she sees people make when trying to reach thought leader level, how to promote yourself with seeming to self-promote, and the three questions that when answered will help you define your stance and your audience. This is an episode you will surely want to take notes on so get ready and listen in!

Listen to this episode and discover:

• Why becoming a recognized leader is a mastery path.

• Is your message ever "one and done"?

• How your own unique combination of experience and knowledge will help you stand out.

• What is the difference between curating and sharing content?

• How to walk the line between self-promotion and serving your audience:

• And so much more!

Episode Overview

It's not enough to call on companies and expect to get work with them simply because you want them as your client and what you offer is beneficial. Today it is about being seen and recognized as an expert in your field.

Elizabeth has helped many people achieve that expert status and she says it boils down to developing your message and your audience, first. This is a mastery path and will never be complete; it will require your 10,000 hours and a commitment to evolve, grow and transform right along with your marketplace.

If you're a keynote speaker it isn't enough to provide a great keynote speech from year to year. You must update it with new case studies, stories and insights that reflect the trends in your industry. You will always be developing and evolving your message, and adding to the conversation.

That is true of keynote speakers and you if you want to stand out as the go-to authority in your niche. And there are three questions to ask yourself to help you define your message, why you are an expert, and why your audience would want to work with you.

1. Why now?

The first question is why now? What is happening in the marketplace that has changed or shifted or transformed to make your message important today? Answer this and tie it into some uncertainty, complexity and pace of change then to make a case for why it's relevant now.

2. Why you?

In addition to what is on your resume, including your credentials and work experience, is your personal life factors. The unique experiences that make you who you are are what also qualify you to speak about a particular topic or subject. Elizabeth points out that the experience side of life is really powerful and can create a deep emotional connection with your audience.

3. Why this concept?

If you were writing a book you'd answer the question why this book? But the medium itself doesn't matter so much as why are you starting with this concept versus another one. It's important to answer this question so you know how it ties into your business model, as well as how it ties into your stage as a thought leader.

Today she gives the great example of Michael Port and how he started with Book Yourself Solid before his Think Big Manifesto message. She explains why and how he did it so successfully.

On this episode Elizabeth also explains the difference between self-promotion and sharing valuable content to serve your audience, plus her suggestions on establishing your expertise in your field. She shines valuable light on what to do and what not to do, tune into today's Grow My Revenue to hear it all.

Sometimes the difference between failure and success is whether or not the person has and uses certain tools and practices. Our guest for today has created an acronym of methods and resources to help along the bumpy road to fulfillment and achievement.

Dr. Jay Greenstein has built six chiropractic practices with four divisions and is the leader in research and results-based chiropractic science. That success wasn't without failure and challenges, however. Today he joins us to talk about what he has overcome, how he has done it and why SWAGR has helped him through it all.

Whether you've ever failed or simply failed to start something because the risk seemed too great, today's episode of Grow My Revenue with Dr. Jay Greenstein will be sure to help you overcome obstacles and challenges as you build and grow your business.

Listen to this episode and discover:

• Does six sigma apply outside of the manufacturing industry?

• What's the difference between a sales person and a subject matter expert?

• How can you create a growth mindset, literally?

• Why your network is your net worth, but only if your network is authentic.

• What role does passion play on the journey to success?

• And so much more!

Episode Overview

Having faced the very real threat of bankruptcy twice in his career, Dr. Jay Greenstein developed a set of tools and practices to help him work his way out of any difficult situation and into a better one. SWAGR helps him to know he can always get to the other side of any challenge that comes up.

The acronym grew out of two experiences in particular. In 2003, he had doubled the size of his office and expanded into second and third offices. Things were going great, even though he had no infrastructure built into the day to day activities of the practice. Not long after expansion, he decided to make his first acquisition and soon saw the necessity of policies and procedures!

The acquisition made him money initially but when patients continued to come in but the money didn't, he was facing the possibility of declaring bankruptcy. But rather than fold, he looked at his situation and evaluated how he got there in the first place - and then what he could do to get out.

While listening to Jack by Jack Welch, Dr. Jay learned about six sigma and the need for a concrete process based on 3 to 5 variables. Those variables provide a given result and remove as much room for error as possible. Dr. Jay understood that to apply to his practice: he needed a procedure based on 3-5 variables that would guarantee payment of patients' insurance claims, and keep the money coming in as well as the patients.

To help remember and better implement the system, Dr. Jay created the acronym SWAGR. For a breakdown of each letter, visit: http://www.ianaltman.com/podcast/jay-greenstein/

On this episode Dr. Jay explains more about the important role relationships play in the health of our business and our overall happiness. He also shares what tools and practices go along with each of letter in SWAGR. Tune in for all of that and so much more on this edition of Grow My Revenue!

Sometimes the difference between failure and success is whether or not the person has and uses certain tools and practices. Our guest for today has created an acronym of methods and resources to help along the bumpy road to fulfillment and achievement.

Dr. Jay Greenstein has built six chiropractic practices with four divisions and is the leader in research and results-based chiropractic science. That success wasn't without failure and challenges, however. Today he joins us to talk about what he has overcome, how he has done it and why SWAGR has helped him through it all.

Whether you've ever failed or simply failed to start something because the risk seemed too great, today's episode of Grow My Revenue with Dr. Jay Greenstein will be sure to help you overcome obstacles and challenges as you build and grow your business.

Listen to this episode and discover:

• Does six sigma apply outside of the manufacturing industry?

• What's the difference between a sales person and a subject matter expert?

• How can you create a growth mindset, literally?

• Why your network is your net worth, but only if your network is authentic.

• What role does passion play on the journey to success?

• And so much more!

Episode Overview

Having faced the very real threat of bankruptcy twice in his career, Dr. Jay Greenstein developed a set of tools and practices to help him work his way out of any difficult situation and into a better one. SWAGR helps him to know he can always get to the other side of any challenge that comes up.

The acronym grew out of two experiences in particular. In 2003, he had doubled the size of his office and expanded into second and third offices. Things were going great, even though he had no infrastructure built into the day to day activities of the practice. Not long after expansion, he decided to make his first acquisition and soon saw the necessity of policies and procedures!

The acquisition made him money initially but when patients continued to come in but the money didn't, he was facing the possibility of declaring bankruptcy. But rather than fold, he looked at his situation and evaluated how he got there in the first place - and then what he could do to get out.

While listening to Jack by Jack Welch, Dr. Jay learned about six sigma and the need for a concrete process based on 3 to 5 variables. Those variables provide a given result and remove as much room for error as possible. Dr. Jay understood that to apply to his practice: he needed a procedure based on 3-5 variables that would guarantee payment of patients' insurance claims, and keep the money coming in as well as the patients.

To help remember and better implement the system, Dr. Jay created the acronym SWAGR. For a breakdown of each letter, visit: http://www.ianaltman.com/podcast/jay-greenstein/

On this episode Dr. Jay explains more about the important role relationships play in the health of our business and our overall happiness. He also shares what tools and practices go along with each of letter in SWAGR. Tune in for all of that and so much more on this edition of Grow My Revenue!

If you're like most entrepreneurs your goal is to build your business, and one day sell it for a handsome profit. Our guest on today's show has done just that, and he's here to talk about it! Matt Curry and his wife built Curry's Automotive into an auto repair shop empire before selling it for $16.5 million a few years ago.

On today's edition of Grow My Revenue, Matt shares what it took to build that empire, what regrets he had after selling it and his one piece of advice if you want to sell your business for an eight-figure sum in the future.

Listen to this episode and discover:

* How long was Matt required to stick around after selling the business?

* Who to talk to when you really want to know how your business is running.

* What his Richmond shop taught him, and can teach you too.

* How he and his spouse have successfully worked together for over 20 years.

* Does he see his Attention Deficit Disorder (ADD) as an obstacle or a benefit?

* And so much more!

Episode Overview

When Matt and his wife started their business he was 28 years old and had $103,000 worth of debt on 13 different cards. Their first shop was in a terrible industrial park.Their goal was to build 10 stores and have the best auto repair shop in the world.

And that's exactly what they did! Over a period of 16 years they had 10 different locations which serviced 60,000 cars a year and turned $20 million in sales. They employed 152 people and their company was voted the best auto repair shop in North America by Motor Age Magazine and Inc. 5000 3 years in a row.

On today's episode, Matt explains how they created their growth so successfully, as well as how his ADD is an asset and not an obstacle.

The key to running and maintaining so many successful locations and generating ever-growing revenue was simple: policies and procedures for everything. Every aspect of the business was outlined, written out and followed by every single employee.

From how a customer was greeted when they entered any of the 10 locations to the test drives done on every car, every aspect of the business had a policy and procedure in place that was followed by all employees. These rigorous policies allowed the business to run with or without Matt, which meant the business was scalable.

On today's episode of Grow My Revenue, he shares more about his book and some of the success his coaching clients have had and why he's so passionate about helping others today. We dig into his perspective on his ADD diagnosis and how that has helped him as an entrepreneur, rather than hurt him. This is one powerful and insightful show you won't want to miss!

Discover more at http://www.ianaltman.com/business-cast/

If you're like most entrepreneurs your goal is to build your business, and one day sell it for a handsome profit. Our guest on today's show has done just that, and he's here to talk about it! Matt Curry and his wife built Curry's Automotive into an auto repair shop empire before selling it for $16.5 million a few years ago.

On today's edition of Grow My Revenue, Matt shares what it took to build that empire, what regrets he had after selling it and his one piece of advice if you want to sell your business for an eight-figure sum in the future.

Listen to this episode and discover:

* How long was Matt required to stick around after selling the business?

* Who to talk to when you really want to know how your business is running.

* What his Richmond shop taught him, and can teach you too.

* How he and his spouse have successfully worked together for over 20 years.

* Does he see his Attention Deficit Disorder (ADD) as an obstacle or a benefit?

* And so much more!

Episode Overview

When Matt and his wife started their business he was 28 years old and had $103,000 worth of debt on 13 different cards. Their first shop was in a terrible industrial park.Their goal was to build 10 stores and have the best auto repair shop in the world.

And that's exactly what they did! Over a period of 16 years they had 10 different locations which serviced 60,000 cars a year and turned $20 million in sales. They employed 152 people and their company was voted the best auto repair shop in North America by Motor Age Magazine and Inc. 5000 3 years in a row.

On today's episode, Matt explains how they created their growth so successfully, as well as how his ADD is an asset and not an obstacle.

The key to running and maintaining so many successful locations and generating ever-growing revenue was simple: policies and procedures for everything. Every aspect of the business was outlined, written out and followed by every single employee.

From how a customer was greeted when they entered any of the 10 locations to the test drives done on every car, every aspect of the business had a policy and procedure in place that was followed by all employees. These rigorous policies allowed the business to run with or without Matt, which meant the business was scalable.

On today's episode of Grow My Revenue, he shares more about his book and some of the success his coaching clients have had and why he's so passionate about helping others today. We dig into his perspective on his ADD diagnosis and how that has helped him as an entrepreneur, rather than hurt him. This is one powerful and insightful show you won't want to miss!

Discover more at http://www.ianaltman.com/business-cast/

On this episode of Grow My Revenue, I share several personal experiences I've had recently around trust, how to listen (and how not to) and why honesty truly is the best policy. Listen in for all of that and more on today's show.

On this episode of Grow My Revenue, I share several personal experiences I've had recently around trust, how to listen (and how not to) and why honesty truly is the best policy. Listen in for all of that and more on today's show.

Are you using your current CRM for the best possible benefits to your business? Joining us to shed light on the world of CRMs is Zvi Band of Contactually, a CRM on the market today.

Zvi is here to talk about the secrets of the CRM industry, the biggest mistakes people make when networking, and the false metrics so often used to measure performance. He gives the nitty-gritty details on all of and more on today's edition of Grow My Revenue.

Are you using your current CRM for the best possible benefits to your business? Joining us to shed light on the world of CRMs is Zvi Band of Contactually, a CRM on the market today.

Zvi is here to talk about the secrets of the CRM industry, the biggest mistakes people make when networking, and the false metrics so often used to measure performance. He gives the nitty-gritty details on all of and more on today's edition of Grow My Revenue.