The earlier you are in your entrepreneurial journey, the more mindset challenges lie around every corner. 

From self-doubt to being surrounded by less-than-supportive people, to poor lifestyle habits that fuel procrastination & laziness... 

there are daily opportunities to slip up and be 

My wife Ana has been instrumental in my own journey. 

We met in a business networking group and soon became accountability partners. 

She has helped me overcome many mindset bugbears. My biggest lesson from her was to externalize the self-sabotaging parts of myself. ➡ it's not ME saying these things... it's the enemy. And it has to be defeated. 

And now I'm proud that she decided to join my business and help provide the more feminine touch when my cold analytical logical self is at its wits' end. 

In this conversation, we discuss Ana's unique approach to mindset work and what the core tenets of her philosophy are. 

+++

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode on YouTube: https://youtu.be/qGdsPurR7j0

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I 

And here are my paid products: Conversations That Close - How to start friendly, non-salesy, but assertive conversation with the aim of finding clients. $150 Basic, $499 Premium: www.ConversationsThatClose.online

Once a month I hear that ominous music...

When the hero walks down the steps into the basement, candle in hand. 👻🐺😱😱😱

And I think NOOOOOOO!

That’s the feeling I get when a prospect tells me he’s working on his course or coaching program. (oddly enough it’s only been MEN so far).

There’s 3 good reasons you should SELL FIRST BEFORE BUILDING the damn thing.

✅ Saving Time: You avoid over-building and creating irrelevant parts

✅ Customer Insight: You build only what the client really needs.

✅ Focus on What Matters Most: Revenue. Because building is fun and can be a wonderful source of procrastination. Selling, on the other hand, is hard.

Now you may say “but how can I deliver something I haven’t built yet?”

The answer? You position it as a concierge product, i.e. the client gets MASSIVE additional value by getting a level of access to you later clients won’t.

+++

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/dNkO65yNdHg

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I 

And here are my paid products: Conversations That Close - How to start friendly, non-salesy, but assertive conversation with the aim of finding clients. $150 Basic, $499 Premium: www.ConversationsThatClose.online

Side hustling for years is a huge waste of time.

SHs are an over-glorified recipe for overwork and mediocrity.

There’s a better way. Reframe Side Hustles: 👇

SHs need to be short-lived experiments to VALIDATE if they can make you money.

When is something “validated”?

Simple: Either 3 acquaintances or 1 stranger is paying you market rates for your work. That’s enough of a signal that you have something valuable to offer.

If proven to work, quit your job and go all-in.

Why?

Because if you keep side hustling, you won’t become very good at what you do. There simply isn’t enough time to hone your craft.

You’re trying to compete in a market with one arm tied behind your back, all the while your unshackled competitors are gunning from all their cannons

And this keeps you in a rut of mediocrity and self-fulfilling prophecy.

You’re not making enough money with your Side Hustle to quit your job…

…because you’re not giving it enough time and effort to grow into something that can replace your job income.

But I get it: You can’t just go ahead and quit your job.

So watch this video first.

++++

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode on YouTube: https://youtu.be/hOVtS2e3b-s

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I 

And here are my paid products: Conversations That Close - How to start friendly, non-salesy, but assertive conversation with the aim of finding clients. $150 Basic, $499 Premium: 

www.ConversationsThatClose.online

When you get 100 potential clients in a room and you present your service - how many of them would end up buying from you? 

Right out of the gate possibly 1 or 2. 

90 would just go home right away. 

And the remaining 8? That's where the magic is: You'd start conversations with them and some of them might become clients. 

Key is how you conduct those conversations. 

This is a masterclass I ran at Anric Blatt's #CrushingItOnLinkedIn event on 28 January 2022. 

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch the YouTube version of this episode: https://youtu.be/XbFAoxRXn1s

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

Executive Coach Paru Radia has blown up on LinkedIn in November 2021, with several posts of hers getting over 100,000 views and counting. 

And it’s far beyond vanity metrics. She closed 3 new retainer clients off the back of these posts. 

What has she changed to achieve this result? 

Paru walks us through her journey of discovering her voice with the help of her coach Al Tepper, founder of Content Gym. Drawing emphasis on authenticity, clearer communication and being a follower before a leader make for a good chance of finding your voice. 

Key insight: Writing TO your audience is better than writing FOR your audience. Paru and Al tell us the subtle, yet key difference.

Time Stamps: 

00:08 Welcome & Guest Intro 

03:00 Meet the LinkedIn Superstar 

05:16 Al’s Content Gym

12:40 What To Do WIth Our Old Network 

18:30 Discussing Paru’s Content 

24:09 The Value(lessness) of Sharing Posts

26:34 Doing What You Believe In

36:48 Does Content Translate to Revenue?

40:10 Impromptu Q&A

45:59 Discussion & Feedback of Jade Fedder’s Content

1:07:30 Final Words from Paru & Al

1:08:39 Wrapup

Find the guests on LinkedIn:

Paru Radia: https://www.linkedin.com/in/paruradia

Al Tepper: https://www.linkedin.com/in/altepper

Jade Fedder: https://www.linkedin.com/in/jadestaceyfedder

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/1gTGT4Px7aI

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

In this episode I’m joined by High Profit Consulting’s Mark Firth and special guest Frank Prendergast of Frank & Marci to discuss the importance of having the right mindset to take on challenges and do away with the victim mentality. 

Mark has had a tremendous impact on me, imparting a crucial lesson to me in September 2020 when he told me I was behaving like a victim. While I didn’t want to hear it at the time, it couldn’t have been more true. 

Learn the ‘Be, Do, Have’ to have a bulletproof mentality and find confidence in being in the state of believing in yourself and your foundation. 

Time Stamps:

00:09 Welcome & Guest Intro 

01:30 Mark Firth’s Business Model Breakdown 

04:53 Meet Frank Prendergast 

07:23 Mindset Awareness 

21:10 The Evolution of Mark’s Mindset

29:30 The ‘Be, Do’ Have’

40:00 Mindset Over Tactics 

41:07 Mindset Criteria 

42:40 Wrapup 

Find Mark Firth on LinkedIn: 

https://www.linkedin.com/in/markfirthonline

Here is Frank Prendergast's link: https://www.linkedin.com/in/frankprendergast

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/89iSX21WByE

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

Practically, a free master class on the art of 'Crushing it on LinkedIn' while enjoying some vacation sun. 

Featuring a puppy cameo, 'The Fund Whisperer' Anric Blatt returns for a discussion of the 2021 review of his Crushing it on LinkedIn course that stemmed from his content views skyrocketing while he was on vacation. 

Anric breaks down his numbers and shows us what he does that helps his numbers skyrocket while he's enjoying some sunshine.

And yes, views don't mean revenue. But they're a good proxy for real-world success, all other things being equal. So there are plenty of good lessons to be learned. 

Josh Curtis also joins us as we explore the importance of authentic interactions as well as recognizing and maintaining the various audiences our content caters to. 

A silver platter of LinkedIn mastery nuggets, and remember; 'No Links in Posts!'

Time Stamps:

00:00 Intro & Banter

03:00 LinkedIn Metrics

04:05 Anric's Crushing it on LinkedIn Presentation

12:58 What Did I Learn?

25:55 Crushing It Index Breakdown

30:55 Josh's Content Strategy

32:55 Threading Interactions Through Authenticity

40:47 Anric's 'Shake, Rattle and Roll' Strategy

53:00 Audience Q&A - Finding The Right Hashtags

59:16 Crushing it Index Formula 

1:01:00 Maintaining Engagements 

1:04:44 The School of Fish

1:12:30 No Links in Posts!

1:23:56 Wrapup 

Find Anric Blatt on LinkedIn here: 

here:

https://www.linkedin.com/in/anricblatt

And here is Josh Curtis’ LinkedIn: 

https://www.linkedin.com/in/joshuascurtis

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/A8VQnnkCT-I

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

If your only experience with Selling is with prospects who come to you as referrals or word of mouth, this training will be very useful to you.

Also, if you don’t convert at least 20% of your calls, tune in. 

I cover the 9 Principles for Alpha Selling - mindsets and processes to optimize your funnel flow to quickly weed out the unsuitable candidates and lock in on those you can help with your product or service. 

Sorry for the bad audio quality on this one, this episode was recorded at my mom’s place in the mountains. 

Time Stamps:

00:08 Intro 

00:16 The Training Index 

01:47 My 2021 Stats

02:14 Sales vs Enrolment 

03:38 The ‘alpha’ in Alpha Selling 

04:25 Alpha Selling Explained 

05:23 States of Desire 

07:44 Alpha Selling Sequence

12:18 Principles for Alpha Selling 

14:56 Goal Prospecting 

24:55 The Funnel Lubricants

31:30 We Need To Talk About Frames 

37:03 Structuring Calls

43:46 Change Your Language

46:28 Handling Objections 

50:30 Wrapup

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/6yulFacgjYI

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

To live or not to live – that is the question: whether ‘tis nobler to host LinkedIn and Facebook Lives… or herd audience into a Zoom call - Anric Blatt shares his thoughts on why one of these options is preferable to him. 

In this treat of an episode, we discover LinkedIn Easter Eggs with Anric as he gives us the lowdown of his tricks for a wider audience reach: experimenting with polls, and sharing LinkedIn articles with links, on LinkedIn. In a few ways, it’s using the machine against itself to further content promotion. Genius, right?

We learn to create social proof using The Power of The Five, guaranteed to have your followers wandering your LinkedIn Garden. A lesson on the pros and cons of coaching clients shows us the essentiality of filling gaps with talent and milking that which works for us best; authenticity. 

Niche, Tribe and Identity. These are key ingredients to attracting your audience.

Time Stamps:

00:11 LinkedIn & Facebook Lives vs Zoom Calls 

04:39 Anric’s Follower Filtering Strategy 

05:47 Experimenting with Polls

07:20 LinkedIn Link Sharing Magic Trick 

13:30 The Power of the Five

22:16 Window Shopper Alert

26:25 The Sales Call Extravaganza 

31:22 How Do We Feel About (Life) Coaching?

42:21 The Art of Effective Selling AKA Finding Your Niche

49:36 Wrapup

Find Anric Blatt on Linkedin here: https://www.linkedin.com/in/anricblatt

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode as a video here: https://youtu.be/1WAY6okoh1M

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I

In this episode, we do a live training session with Curt Sassak where we break down outbound prospecting. 

Originally, this was planned as a session on selling on Zoom, but since Curt said he didn’t have a challenge in this area, I did a swap-out on the fly to cover outbound prospecting. 

Learning how to do cold outreach effectively can be crucial to the success of a business.

Whether you’re starting out or wanting to grow your customer base, I’m sure you’ll enjoy this training session as we learn how to prospect & attract the attention of your ideal client.

Timestamps:

00:00 Intros with Curt

04:20 Overview of the topic - Outbound Prospecting (Flying swap out)

05:10 30,000-foot view on your market (The Secret Weapon)

10:30 Biggest mistakes in prospecting

12:15 The Wider Field Of Concern (Knowing what to say when prospecting)

18:23 The Prospecting Sequence Breakdown

27:22 Checklist when you don’t know what you’re doing wrong

28:58 The Math (How many potential clients should I reach out to?)

31:42 Q&A & wrapup

The State Of Client Acquisition Podcast covers the fascinating world of transforming strangers into clients. Our audience are Small B2B leaders and solopreneurs. We focus on the whole process - Strategy - Positioning - Content - Prospecting - Selling. Got a question you want me to cover? Submit it on www.StateOfClientAcquisition.com.

Watch this episode on YouTube

https://youtu.be/pY4-DE-9QVA

Watch the ungated training on how to win clients in 2022 - The Funnel 🔻 and the Pot 🍲 

https://www.youtube.com/watch?v=kz2iZoITN0I