Small Business Answer Man

A nationally certified Life Coach in Leadership and one of the top Real Estate professionals in the world closing 30-65 deals a month, Chris Craddock is the host of the Uncommon Real Estate Podcast, a realtor, and entrepreneur who runs multiple successful businesses in the Washington DC Metro area (and Richmond, VA). Chris and his companies consistently bring in close to 10 Million in revenue per year. His team, The Redux Group, sold just over $160 Million in volume in 2020.

Chris has been married for 21 years and is the proud father to six beautiful children.

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Introducing Chris Craddock

1. What problem do you solve?
   • How to scale your business, how to replace yourself. How to grow passive income.
2. What three questions do you answer?
   1. What is the best way to scale your business beyond yourself?
   2. How do I start looking at money in a different way?
   3. What is the language of money that you've learned?

Show Notes:

• Don't try to elevate yourself out of the business too early.
• Get a reading list of how to scale your business.
  • E-Myth
  • Who Not How
  • Scrum: How to do Twice The Work in Half the Time
  • EOS Traction
  • Clockwork
    • Do time tracking.
    • Run a time audit.
    • Consider hiring someone to do your low value productive.
• Your income will go up when you let go of tasks.
• Continue to look at things you do that you can hire someone else to do.
• Chris started hanging out with people that had scaled their business and that also helped give him the path.
• When you are in the mix it can be hard to tell what needs worked on.
  • You need to step back to see what needs to be done.
• We all have a kingdom. Our money is our army. We need to put it to work.
  • We need to send it out to do work and it should come back bigger and stronger.
  • It should help strengthen our kingdom.
• The difference between the genius and the idiot in real estate investing is how long you hold it.
• You win with real estate for different reasons.
• Read the book Tax Free Wealth.
• Study about real estate. You can consider accelerated depreciation on real estate.
• It's not always wise to wait for the market to go down. If you hold a property long enough, you will win.
• Chris feels that the market is not the same as 2005-2008.
  • Loans are not being given out as easily.
  • He doesn't feel a massive crash is coming like it did then.
• Real estate is a hedge against inflation.
• Money has a language. We don't want our kids to be illiterate.
  • Rich Dad, Poor Dad is a good book
  • It's important to help others understand money so that they can learn how money can work for them

Chris Craddock's Recharge Round

1. What habit do you think has led to success in your life? His morning routine. Chris stacks his habits in the morning. He reads the Bible, has prayer time, writes in his journal, writes his goals and works out every day while listening to an audiobook.
2. If you had one do-over, what would it be? When he was really winning big, he thought everything he touched would turn to gold and that caused him to lose a lot of money. So now when he checks himself to make sure big decisions aren't based on a miss appropriated view of himself.

Connect with Chris:

Instagram @craddock

Chris' Podcast: Uncommon Real Estate

Chris' website: chriscraddock.com

Instagram @craddock

Facebook

LinkedIn

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Our next guest is a Business Strategist, Designer, Podcast Host, Keynote Speaker, and Blacksmith. Whether stalking the big stage, going global from his private studio, or rocking a comedy club, he brings passion, humor, and insight to every discussion.

For over 25 years, he has been working with passionate yet frustrated business people to transform the way they grow their organizations. An award-winning business owner, founder of the Forge Business Program, host of the Marketing Report Podcast, Past National President of Professional Speakers Australia, and father of 3 feisty children. Please join me in welcoming...Russell Pearson.

Introducing Russell Pearson

1. What problem do you solve?
   • He helps close the gap between marketing and sales, and he also helps you decide what you want from life.
2. What three problems do you solve?
   1. How do I actually make connections to my ideal clients?
   2. What sort of business can I have?
   3. At the end of the day, what do I need to do to get it?

Show Notes:

• Referrals are someone else making a decision about who you work with.
• Understand who you want to work with.
• You don't have to pretend to be someone else, just be more you.
• There are two sides to the coin:
  • Yes, you need to understand who you are to attract the right people.
  • You also need to be disciplined enough to do things that need consistency.
• You need to be connecting with people on a weekly (if not daily) basis.
  • You won't have opportunities if you're not connecting.
• What's the process for connection?
  • You want your clients to know, like, and trust you.
• People do enjoy content creation, but they often do it to avoid connection.
• Branding is taking yourself and your business to make something completely unique and exciting.
  • People will experience the way you solve things in a way they haven't before.
• Ask people if they want help.
  • If you don't ask, you don't get it.
• Can you use a social media platform to reach more of your audience?
• Have communication with people who you will love to work with and people who will love to work with you.
• Russell says it was important when he learned to say yes to things, and by saying yes to things, he found himself in situations where he could step up and step in.
• To stay relevant, you should be in constant communication with your clients (both past, present, and future).

1. What habit do you think has led to success in your life? Russell always says yes to opportunities, and when he has too many opportunities, he gets clear about what he wants.
2. If you had one do-over, what would it be? He would realize sooner that he can actually have anything he wants and that he doesn't have to give something up to get it.

Connect with Russell:

https://russellpearson.com/charge

Russell's website: russellpearson.com

Facebook

LinkedIn

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Rags-to-riches author and CEO Gene Rice and his high school English teacher daughter Courtney Bejgrowicz, share critical information alongside professional and personal successes and failures to demystify adulthood. They are the co-authors of the book "Grad to Grown-Up" which teaches everything you didn't learn in school but all you need to know to launch your personal and professional life. The five sections—life, job search, career, personal finance, and health and relationships—provide real-world insights that are often overlooked in formal education. GENE RICE is a leading executive retained recruiter, placing over 1000 executives while building one of the largest search firms in the world. He is also chairman of Rice Cohen International, and co-founder of the Plant a Seed Inspire a Dream Foundation, which has helped over 700 children pursue their passions.

He brings a desire to help others to all he does.

Introducing Gene Rice

1. What problem do you solve?
   • How do you create great professional success?

1. What three problems do you solve?
   1. He will share three things that help lead to a long-term fit between a company and a candidate.
   2. He will give questions that will quickly help determine if someone is a fit.
   3. He will share simple tips that can be incorporated into the company that may change the culture and help change profits.

Show Notes:

• There are three things to look for when trying to find a long term hire:
  1. Any candidate that joins a corporation should feel they can add value to it.
  2. A year after joining, new hires should be able to step back and examine the multiple ways that they have grown professionally.
  3. New hires need to respect and like the people they work with.
     • If they don't have a rapport with their boss, they will be unhappy and will leave.
• If you're doing a behavior-based interview, you have to connect with your interviewee.
• You want someone to feel that you care about them upfront.
  • Be upfront when you schedule an interview.
    • What got you intrigued to talk to us?
• Gene asks potential hires several things:
  • I really want to understand your background.
  • When were you the happiest professional and what was happening to make that so?
  • What do you enjoy most about your current position at your current company?
  • If you were the CEO of your current company, what would you change about it?
  • If I were to give you a magic wand to create your ideal company and job for yourself, what would you create?
    • What would the culture be like?
  • What questions do you still need to have addressed to make sure this is a good fit for the both of us?
• Help your staff and help your company create purpose.
  • They want a greater purpose.
• The first of every month Gene does a month-end review.
  • He reviews the five goals that an employee has set and managed.
  • It's important to recognize employees for the things that they did well that month.
• A month-end review lets businesses keep in touch with their people.
• Gene tries to positively impact as many people as possible every day.
• Bring in interns to your business.
  • At the end of an eight-week program, you'll know if you want to hire any of them.
• For interns, they should ask themselves if they can see themselves doing this and staying happy doing this once they have finished their eight weeks.
  • If you go out of your way to reach out to people, they will want to go out to lunch with you and vouch for you.
• Support your kids' passions.
  • Help them find how to create a career from what they love.
• Gene's book has 68 tips that covers areas of life, interviewing, health, relationships, and personal finances.

Connect with Gene:

Gene's websites: ricecohentraining.com plantaseedfoundation.org gradtogrownup.com

LinkedIn

Gene Rice Facebook

Courtney Bejgrowicz Facebook

Grad to Grown-Up Facebook

Instagram

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Terrance Lee, AKA The Introvert Leader, has taken on many leadership and management roles as an introvert at several Fortune 500 companies in the defense industry, with proven results. He has made it his mission to help empower other introverts to tap into their own inner leadership potential.

Introducing Terrance Lee

1. What problem do you solve?
   • He wants to solve the problem of people assuming that introverts are lacking something.
2. What three problems do you solve?
   1. Can introverts be effective leaders?
   2. He breaks myths about introverts.
   3. What are some strengths that introverts have?

Show Notes:

• People think about the loudest voices when they think about leaders, but there are things about leaders that go unnoticed.
  • Leaders need to be good observers.
  • Someone who doesn't talk a lot may be practicing active listening.
• People confuse what introverted and extroverted really mean.
  • It's about stimulus.
    • Introverts gain energy from being alone.
    • Extroverts gain energy from being around other people.
• It's a myth that introverts are quiet.
• Terrance used to be terrified of speaking in public, but he got to where he is by being thrown into the fire.
• Sometimes a situation that seems like the worst is a great opportunity.
• Emotional intelligence is really important in leadership.
  • High empathy helps teams work together.
• Terrance had trouble feeling comfortable in being his authentic self.
  • He felt like he had to become someone else.
• Terrance's book came from him thinking for so long that he couldn't be a leader.
  • He thought to himself that there must be other people who have the same struggles.
  • His book is divided into 10 chapters.
    • Each chapter focuses on a different leadership principle that is supported by 3 pillars.

Terrance Lee's Recharge Round

1. What habit do you think has led to success in your life? Terrance is consistent and open to learning.
2. If you had one do-over, what would it be? He would change his thinking that he had to change himself and would have discovered the confidence to stand up for himself sooner.

Connect with Terrance:

Terrance's website: quietvoicefearlessleader.com

Facebook

Twitter

LinkedIn

Martin is a Managing Partner of Bequest Funds. Renowned as a thought leader in the mortgage note investment industry, Martin is generous with his firsthand expertise, to the benefit of his many clients and followers. Genuine, loyal, and passionate about creating a better world through profitable business, he works hard to share and spread success.

Martin holds a BA degree in Philosophy from U.T. — San Antonio, an MBA from Drexel University, and an M.S. in Project Management from George Washington University.

Introducing Martin Saenz

1. What problem do you solve?
   • We create passive income for investors that are looking to retire at some point and need passive income to live.

1. What three problems do you solve?
   1. What is note investing?
   2. What are the risks behind note investing?
   3. What are the benefits of note investing?

Show Notes:

• Most importantly, what is somebody investing in?
• Note investing is about mortgages that are originated at the bank but about 4% of loans go into default.
  • Banks bundle the mortgages that aren't paying together and sell them off into secondary market.
• Martin's mission is to help families stay in their homes by paying the mortgage that they can afford and still making a profit for his company.
• The risk with note investing is who are the operators of the fund?
  • Are they committed and are they experienced?
• There's a risk of delinquency with note investing.
  • You have to make sure people continue to pay.
• Martin keeps his mortgages safe and buys owner-occupied mortgages.
• Martin gets his passion in helping homeowners and in building passive income so that people don't have to work till they die.
• The CEO helps share the vision for the business and the people who execute it.
• Break out how much of your income is passive and how much is active.
  • How can you invest additional money in passive ways?

Martin Saenz's Recharge Round

1. What habit do you think has led to success in your life? Martin looks at his financials every day.
2. If you had one do-over, what would it be? He got scared of an opportunity and didn't take it. He thought too small, and then someone else executed his vision and succeeded.

Connect with Martin:

Martin's email: [email protected]

Martin's website: bqfunds.com

Ebook Collection

LinkedIn

YouTube

Other LinkedIn

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Joseph Wilkins founded ProCreative a marketing agency focused on infomercials, TV commercials, and online video. Previous clients include Google, Linkedin, and McDonalds.

With two decades of experience, hundreds of millions of online views, and over $50 MILLION in tracked sales, Joseph enjoys sharing his simple 8-step process any business can copy to drive immediate online sales.

Introducing Joseph Wilkins

1. What problem do you solve?
   • He is going to solve the problem of how to take a customer who knows nothing about his business and get them to want to learn more in three minutes or less.
2. What three problems do you solve?
   1. How do I grab the customers' attention?
   2. What kind of companies are a good fit for what kinds of videos?
   3. He will list the 8 steps that he takes every project through.

Show Notes:

• Humor gets results.
• Companies that have humans as their targets get results.
  • Humor has to be relevant and has to be targeted at the right audience.
• People go onto social media platforms to be entertained so that will resonate with them better.
  • TV types ads won't work on social media.

Joseph's 8 Steps to Funny Sales Videos

• Step 1 - Research
  • You've got to do your research before doing anything.
    • It's the foundation.
  • The first step of research is learning about the consumer and the first thing you need to do is to listen to your customer.
    • Read 100 customer reviews about your product.
    • What are the most common reasons that people like and buy your product?
  • Don't try to be everything to everyone.
• Step 2 - Brainstorming
  • Who is the character for this video, and what's the big problem that we're going to solve?
  • Don't worry about getting good ideas.
    • Throw out as many bad ideas as possible.
• Step 3 - Scripting
  • Bring in a skilled storyteller and writer.
  • Create a story arc where someone starts with a big painful problem that your audience can feel.
  • Then, have them meet someone who presents a solution to their problem.
  • Finally, show how the character's life has been transformed by implementing that solution.
• Step 4 - Add Comedy
  • Bring in comedy writers who will add to your existing story and bring it to the next level.
• Step 5 - Production
  • Everyone has the ability and the equipment to create a video, but you have to know how to use it.
  • When looking for actors, look for who adds to your script.
    • Who keeps your attention?
  • Ask your applicants back for a live addition.
    • How do they react on the spot?
• Step 6 - Editing
  • Comedy is all about timing.
  • You need a good editor.
  • People stop watching videos because they're bored or it's not relevant to them.
    • You have 5 seconds to get someone's attention. Then you have to get it for another 15 seconds. Then again.
    • You need to interweave your product information with hooks that keep your audience watching.
  • Joseph creates several versions of his videos to meet the needs of certain platforms and situations.
• Step 7 - Testing
  • What is your retention curve like? Where are people bouncing?
  • Most people bounce when the product is introduced.
• Step 8 - Forget About Viral
  • It's not about going viral.
  • It's not a one-and-done.
    • Keep at it.
  • You have to build this funnel, and then fuel it.

Joseph Wilkins' Recharge Round

1. What habit do you think has led to success in your life? Joseph is a creature of habit and has a routine and personal time for himself. He says that he writes down his goals and sticks to them every single day.
2. If you had one do-over, what would it be? He would have sought advice more and sought a mentorship sooner.

Connect with Joseph:

Joseph's website: funnysalesvideos.com

Facebook

Twitter

Get a free ebook from Funny Sales Videos

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Amy Rose Herrick, is "America's Profit Building Specialist." She trains Entrepreneurs to build bigger bottom lines saving them time, and money in the process. Amy helps business owners structure the sale of appreciated assets to reduce capital gains taxes or eliminate the capital gains taxes entirely- legally, morally, and ethically.

1. What problem do you solve?
   • We're going to work on building profit for you today.
2. What three problems do you solve?
   1. I find out where your hidden profits are.
   2. Every business should be sellable every day of the year.
   3. If you're thinking about selling a business, when should you start preparing the business for sale?

Show Notes:

• CPA's function isn't to dive into your business to see if you're using your money correctly/incorrectly.
• Amy goes through every area of your business to find where you can get more profit.
• It's not always about making more sales but about reducing waste.
• Amy has many courses for entrepreneurs.
• What is your return on investment?
• Just because you throw an ad out doesn't mean that it's going to make you money.
• Top-of-mind awareness can work but that doesn't mean that you're something someone will buy.
• Let other people sell something if you're not making a net profit on it.
• You want to think of selling your business from the moment you start it.
  • Have a package that shows the buyer what they're getting.
• Even if you're not willing to sell, look at why people are wanting to buy you.
• Just because you're the only owner doesn't mean you can't have an exit strategy for unexpected circumstances.
  • An exit strategy assure that the work you put in doesn't evaporate or implode.
• There are many kinds of exit strategies.
• You need a non-disclosure statement when attempting to sell.

Amy Rose Herrick's Recharge Round

1. What habit do you think has led to success in your life? She engages professionals to expand her knowledge base. You can always learn more.
2. If you had one do-over, what would it be? She wishes she would have exited some of her affiliations sooner so that she could've embraced social media sooner.

Connect with Amy:

Amy's website: thesecretprofits.com/courses

Email

Facebook

LinkedIn

Instagram

YouTube

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Bew White lll, is Chairman of the Board of Gabriella White and its brands, Summer Classics, Gabby and Wendy Jane.

In 2013 he was named Entrepreneur of the Year by the Society of International Business Fellows and in 2021 Bew White received a Lifetime Achievement Award from the International Casual Furnishings Association. He is also the subject of the well-received biography A Summer Classic: The Bew White Story by Christopher Taunton.

Bew graduated from Auburn University in 1972 with a degree in textile engineering. The phrase "outdoor living" had hardly been coined, as outdoor furniture was simply known as a table and chairs you would find on a basic patio deck.

At just 28 years old, Mr. White left his job at his family-owned business, Avondale Mills, and started a sales representative company in 1978 called Vista Corporation, specializing in selling outdoor furniture. In 1987, Bew started multiple companies in an effort to expand from selling on the road to building a national brand. One of those companies was Summer Classics, which was created around Bew's thought of designing and manufacturing products that he would want for his own backyard. With a business model based on creating products that were consumer-driven, would stand the test of time, and would not go out of style, Summer Classics officially took off in 1987.

Show Notes:

• Bew's health complications prompted him to get going and write his book.
• Two of the biggest events in Bew's life were the 2008 recession and his 25th wedding anniversary.
  • It caused him to think back on his life and realize that he needs to focus on his wife and her presence.
• Bew jokes that he has his MBA in mistakes and that he's working on his PhD.
  • It's about moving forward and learning from your mistakes.
• Bew says that he realized that he needed to start on something that could work without him.
  • Branding is the biggest part of his marketing business.
• How will you differentiate yourself?
• Bew always knew his business would take off and told his employees that they were working on a $500 million idea.
• Get experience.
• Learn how to read a financial statement.
• Relationships are important to living a successful life.
  • You have to constantly work on developing them.
• People often say they didn't take enough risks in life or didn't spend enough time with their family.
  • Bew thinks he took more than enough risks in his life.

Bew White's Recharge Round

1. What habit do you think has led to success in your life? Bew says that a habit of integrity is really important because it takes a lifetime to build a reputation but a moment to lose it. You get the future you plan for.
2. If you had one do-over, what would it be? He would have spent more time with his children.

Connect with Bew:

Bew's website: summerclassicshome.com/bew-white

Bew's Email

Facebook

Twitter

YouTube

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

Chris Pistorius is the founder of KickStart Dental Marketing. While Chris specializes in dental marketing, other medical professionals, marketers, entrepreneurs, and businesses can learn from his digital marketing experience of over 15 years. Chris has worked with countless local business owners in all industries across multiple facets of marketing, consulting, and coaching. Chris has been able to build his local digital marketing agency into one of the top marketing agencies in the country, as listed on UpCity, SEO For Growth, DesignRush, Expertise & AgencyVista. He shares his expertise by giving marketing seminars across the country and hosting a weekly marketing podcast.

Introducing Chris Pistorius

1. What problem do you solve?
   • Chris helps local businesses find how they can be more effective in their local market and attract more customers.
2. What three problems do you solve?
   1. What are the best ways for a local business to promote itself?
   2. What kind of metrics should you use to know if your marketing efforts are working?
   3. What are some things you can do to market to people once they've become your customer?

Show Notes:

• It is a struggle to make yourself more visible online.
  • Digital marketing is critical.
• First, you need to know how to be found.
• Then, you can focus on how to be chosen which is just as important.
• Video testimonials are effective.
• Use your Google my business profile to dive into your digital marketing.
• How many widgets are people buying from your marketing efforts?
  • Adjust your marketing accordingly.
  • Don't spend more on marketing if you're getting fewer returns.
• The most valuable tracking method for Chris is seeing how many customers you are getting and where they are coming from.
• Your phone has tremendous capabilities to make short, effective videos for your business.
• Always ask for references.

Chris Pistorius' Recharge Round

1. What habit do you think has led to success in your life? Chris creates opportunities for himself. He doesn't sit around waiting for stuff to happen.
2. If you had one do-over, what would it be? Chris says that for the first few years of his business venture he didn't create a company but only created a job for himself. If he could go back, he would have hired more people to help him with things he wasn't good at sooner. He would've worked more on the business than in the business.

Connect with Chris:

Chris' website: kickstartdental.com

Facebook

LinkedIn

Twitter

Learn more about Gary's Mastermind group at goascend.biz/mastermind/

For over 35 years, Tim Redmond has been growing highly successful businesses including his work at PriceWaterhouseCoopers, growing a software company from 2 to 400 employees then selling it to Intuit, Inc., and helping thousands of business owners gain time and financial freedom. Tim is also an author and speaker throughout the world whose leadership maxims have been featured in John Maxwell's 21 Irrefutable Laws of Leadership.

Tim also runs a non-profit, Redmond Leadership Institute, that trains pastors, business leaders, and government officials in developing countries. Tim works with all kinds of business owners with a variety of beliefs. For those who request it, he provides a Biblical framework around every Growth Principle he implements.

Tim is madly in love with his hot wife Sandy and his 4 above-average children. He is a wicked harmonica player. Tim also loves reading, playing tennis, and chasing his wife around beautiful resorts.

Introducing Tim Redmond

1. What problem do you solve?
   • Tim works with small business owners and helps them optimize their marketing, sales, and business systems so that they make much more money. He helps businesses so they are less reliant on their owners.

Show Notes:

• Your business should serve you, the owner.
• A lot of people waste money on marketing.
• You need to define what makes your business unique.
  • If you're not remarkable, you're invisible.
• Have a no-brainer offer for customers.
• To build well, you need to build a team around systems that they implement.
  • Build clear. Make it simple.
• Genius is the far side of complexity.
• Businesses go stagnant because people get bored with their job.
  • You have to get your business predictable but in a way that does not withdraw your heart from it.
• What is it that needs to be done?
• Who owns it?
• When is it going to be done by?
• Casualties take casualties.
  • Replace it with a level of excellence?
• Redefine wealth.
  • Wealth is creating something of value to serve other people with it.
  • Wealth comes from you regardless of the challenges you face in your business.
  • Look at things differently.
• Start with a fire of desire.
• What do you want your business to do for you?
• What have you done or how are you actively pursuing that?
• Email Tim at (email) to get a free coaching session with a growth plan.
• You can widen your reach by narrowing your focus.

Tim Redmond's Recharge Round

1. What habit do you think has led to success in your life? Tim's habit is his daily power planning. He gives himself a set time, place, and pattern to go over everything and ask seven questions that are unique to his business. He time locks important stuff into his calendar and then puts everything else into his to-do list.
2. If you had one do-over, what would it be? Tim did not create a sales workflow at the beginning which affected his business.

Connect with Tim:

Tim's website: redmondgrowth.com

Facebook

Instagram

LinkedIn

Twitter

YouTube

Learn more about Gary's Mastermind group at goascend.biz/mastermind/