What You’ll Learn From This Episode:

How to build authority to position yourself as a leader within your industry

Avoiding 'chasing tactics' and focus on running your business

Why self-awareness is important

Related Links and Resources:

We have a program that we started giving out called "Chosen Personal Brand". We have a price tag of $997 on the program, but we took it off and started giving it away for free, it’s www.chosenpersonalbrand.com/chosen-free

Summary:

Marc Ensign’s story began when he was a kid who wanted to change the world. Upon realizing that it might take a little longer than anticipated, he got sidetracked and found himself playing bass on Broadway with the Tony Award-winning show Rent. He was completely unqualified (his words) but had a gift for marketing himself, and the rest is Broadway history.

Fast-forward a bunch of years, and Marc is now “The Big Cheese” at Loud Mouse, a branding agency specializing in making some of the world’s most inspiring people and companies impossible to ignore. Visit MarcEnsign.com or LoudMouse.com to see what else he’s up to.

Here are the highlights of this episode:

1:37 Marc’s ideal Client: In Loud Mouse we work with people who are seen as the face of their company; that can be entrepreneurs, CEOs, athletes, entertainers, that really depends on the business that you're running. But it's the person that steps out or that is seen as the forefront of your company.

2:09 Problem Marc helps solve: We help those people build authority in order to position themselves as a leader within their industry with the idea of scaling their business. People like doing business with people that they know, like, and trust. We help build that authority and that expert status in their space. The people who wanted to do business with that person, ultimately which means coming to that company.

2:48 Typical symptoms that clients do before reaching out to Marc: It usually is one of two things I think is our biggest thorns in the paw that we intend to pull out. They're either chasing leads or they're competing on price. Because when you're chasing leads and competing on price, the prospective client is not really interested in you, they're interested in a service. Once you're removed in that equation, then it really doesn't matter who I work with. When you find that you're having a hard time closing deals, or people are trying to reduce the cost of your proposal, or they're thinking about it, or your time to close is taking too long. Those are a lot of those things that were people don't see you as a true expert. Because at the end of the day, if Elon Musk were to say today "hey, I'm thinking to start a business, anybody interested being partners with me?" people will be jumping over themselves to come on board and to work with him because he's an expert in his space.

4:33 What are some of the common mistakes that folks make before finding Marc and his solution: They get caught up 'on the doing and not the being'; when you're an expert on that space, it's so important that you show up a certain way. When all of a sudden you turn that off so you can create content, post on Facebook, and do all those stuff that you heard on the webinar that you should be doing. You're just chasing tactics instead of running your business, that's where the wheels fall out the bus. Because when you're chasing those tactics, first of all, this is not what you do so chances are you'll going to make a ton of mistakes, you're going to miss something, or you're not going to be consistent, or it's not going to cross as authentic, all these other stuffs that people are looking for. As a result, not only are you going to create some problems on the marketing and the branding side, but now you're taking your eyes off your business and that's really where I need you. If I'm working with somebody, I need that to be all-in on their business, really showing up, let me just observe, let me just take over,

What You’ll Learn From This Episode:

How to scale your business and not the hours and stress

Finding the quality clients

What you need to focus on to make your business continuously profitable

Related Links and Resources:

It’s www.handsoffceo.com/scaleology. It's a great resource on how to use value-based pricing to be able to double your fees. You can download that, and learn from yourself exactly how to attract the kind of clients that will happily pay twice as much your average fee is.

Summary:

Mandi Ellefson is the founder of Hands-Off CEO™. She and her team scale million-dollar consulting agencies, with less reliance on the CEO. First, she helps them generate more cash to scale with an irresistible offer that's easier to sell, and that attracts clients that pay 50-200% higher fees– in 90 days or less. Then, she helps the CEO free up time to focus up to half of their work week on accelerating profits.

Her clients have added 5 figures of net profit every month, added millions of dollars in sales, and some have exited the day-to-day so they can scale growth or even sell the business.

Mandi is a published author and host of the Hands-Off CEO™ Podcast.

Here are the highlights of this episode:

1:55 Mandi’s ideal Client: Our ideal clients are consulting agencies that are 6 or 7 figures and that they have some cutting-edge level of service that they provide for their clients, and they're just looking to scale it.

2:17 Problem Mandi helps solve: When you have a customized service, it's based on your own expertise. And the challenges are that there are only a certain number of hours in the day, so in order to scale, what they're really doing is not scaling or growing; their hours grow and their stress grows. And the only way that they can continue to make more income is to work more hours. So, that's the problem that we solve, that's the problem that they're running into.

3:03 Typical symptoms that clients do before reaching out to Mandi: They might be working 50-60 hours per week or more, they might be at a place where they've seen stagnant growth for years. A lot of people came to us after they had been banging their heads against the wall for three years or so. Realizing that their company hasn't been growing and in fact, if they really look at the trend and were honest with themselves, they're actually back-sliding a little bit, they're actually retracting. Another thing that they might come to us is that they're at a point where they're growing so quickly that they can't actually fulfill all the work. They might be at a place where they are looking around, they're really busy but they're working with clients that aren't necessarily the best quality clients but they have to take what's coming in the door to keep the lights on, to keep the payroll going. They are at this point where they don't have time to go out and find more growth. There are all these opportunities but they're kind of stuck working in the business because they just need to keep the flight where it's going.

4:15 What are some of the common mistakes that folks make before finding Mandi and her solution: There's a lot of us trying advice out there like "oh, just work on the business instead of in the business" all those BS. Yes, it's true but at the same time, how do you actually do that. And the biggest problem that I see is that it's not properly financed to grow. There is a point where there's not enough profitability. That's why the CEO has to be stuck so much in the business because you actually can't afford to hire more people to do it. And even if you can hire more people to do it, there's just not enough resources of time and money. You really need to get those sorted out. First thing that we do with our clients is we help them free at least 10 extra hours in the first week working together. It feels amazing, it's a lot of things like a heavy load that you're carrying around like client management, meetings,

What You’ll Learn From This Episode:

How to heal relationships with you family, with themselves, and with God

Finding your life objectivity and inner peace

Why there's nothing asking for help

Related Links and Resources:

You go to www.josephwarren.net to schedule a free warmup call with me. Or, sign up for my free 10-day E-course. So, it's one email a day for 10 days and it's called 'How to Outperform 95% of Your Competitors Without Ending up Rich, Divorced and Miserable' if you want that, go get that.

Summary:

Joseph Warren started his first multi-million dollar business at age 19 and wasted away his 20's trying to find happiness through money, success and pleasure. HE MADE MILLIONS --- but then lost it all and considered taking his own life.

Today, having triumphed through multiple failed businesses and broken relationships, Joseph Warren is best known as The Family Relationship Fixer™ and the creator of Fix ANY Relationship in 30 Days™ – a proven process to heal broken relationships with your family, and God. He married his dream girl Falon in 2019 and is a dad to one lovely daughter, Alora Love.

His syndicated column on Inc.com and Forbes.com garner million readers every year.  His work has been featured in such prestigious media outlets as the Wall Street Journal, Bloomberg Businessweek, Fox Business, MSNBC, and Inc. Magazine.

Here are the highlights of this episode:

1:52 Joseph’s ideal Client: I work specifically with high six, seven, and eight figure entrepreneurs, coaches and business owners who are killing it in their businesses but, sometimes go home miserable. Peace is what they want, that's what we're all searching for. And the funny thing is, they will give everything that they have, that they spent their entire life building, for just a little peace. As little children they have it, but now as an adult they have no peace.

2:32 Problem Joseph helps solve: I help them heal relationships with their family, with themselves, and with God. These changes the way they show up in their business and as a result, they attract more clients and they double or triple their income. It's just a natural by product.

3:01 Typical symptoms that clients do before reaching out to Joseph: What I've seen with many of my clients, they've come to me in sometimes in a place of quiet desperation. They're crying out for someone to help them but they don't know how to ask for help. They're trying to fix themselves, but as Einstein says and I'm paraphrasing here "you can't fix the problem with the same mind that created it." They have no objectivity; they are in their own storm of their life or in their business and they need that outside helps. So, that's the first thing I see that they're acting out in their lives by drinking too much alcohol, porn addiction, sex addiction, or they become workaholics. These negative behaviors end up destroying their relationships.

4:09 What are some of the common mistakes that folks make before finding Joseph and his solution: As I've previously mentioned, they have no objectivity so they can't see how they showing up in the world with the reality of how they're showing up in the world, how others are seeing it. They're looking from the inside out and it just doesn't work. So, number one, three mistakes; they try to fix themselves like we said, number two they resist asking for help. As men, you know we are the biggest culprits of this. We just refused to ask for help because we don't want to look bad, we don't want to deal with the shame or the humiliation of not looking like we have it all figured out. And number three, they do nothing; they just learn to cope with misery. And figured "Well, this is the way my life is, so I'll just learn to live with the pain."

5:11 Joseph’s Valuable Free Action (VFA): This is the recommend to anyone I meet and that in this type of situation, I invite them or I invite your audience to schedule a free warmup call with me.

What You’ll Learn From This Episode:Avoiding self-employment trapHow can you have a business that doesn't 'own you' but you own businessHow 'Controlitis. by far is the number one constraint to people growing beyond just themselvesRelated Links and Resources:I've arranged my staff to give them a full month of free coaching. This is straight-up coaching; two one-to-one sessions, several small group sessions. Access to several of our best tools and they can get that at www.mauimastermind.com/freemonthSummary:David Finkel is the Wall Street Journal and Business Week best-selling author of 12 business books. David wrote his current bestseller, The Freedom Formula: How to Succeed in Business Without Sacrificing Your Family, Health, or Life. He co-authored, SCALE, with Jeff Hoffman, co-founder of Priceline.com.David is the CEO of Maui Mastermind®, North America’s premier business coaching company which helps business owners grow their companies and get their lives back. Over the past 20 years, David and the other Maui coaches and advisors have personally scaled companies with an aggregate value of $63 billion.His syndicated column on Inc.com and Forbes.com garner million readers every year.  His work has been featured in such prestigious media outlets as the Wall Street Journal, Bloomberg Businessweek, Fox Business, MSNBC, and Inc. Magazine.Here are the highlights of this episode:2:46 David’s ideal Client: Three levels of building a business; level 1 start-up, level 2 owner relying company, and level 3 is an owner independent company. We tend to work with people in that      Owner reliance stage. They started to build a business but it's totally circumscribed by them. Generally, sales of maybe half a million to 20 million dollars a year. They want to grow but more importantly than just growth or at least equal importantly, they want their lives back.3:23 Problem David helps solve: I'm going to give you two. First one I called it 'self-employment trap', they build this business but it all revolves around them, all roads lead back to them. They don't have a business; they have a self-employment job. The second one is that they start to break part of that but they are still relying on what I called 'hit-by-a-bus' test. If something happens to them or if one key person in their company, they are in a world of hurt within 30 to 60 days. Their business is out of business. That's generally the biggest problem that we solve.4:09 Typical symptoms that clients do before reaching out to David: It boils down to two things; stress and overwhelm. They have businesses that work, it's profitable, they've been doing this for a while, but everything falls back to them. Before we start working with a client, before we work with them, 60 to 80 hours or more per week is a very typical work week. Generally, if they take any vacation before we work with them, it's not really a vacation. They still check in everyday with email, text, and other app feeds. And so, the questions now become "how can they actually have a business that doesn't own them but they own their business?" that's generally what it is that they’re feeling. They're feeling out of control with this part, they feel like their business literally has this 'hooks' into them. They're appreciative that it supported them as well as it has but there's this low level that if something happens to them, their businesses is gone. And they're really feeling overwhelmed and tired before we even start working with them.5:19 What are some of the common mistakes that folks make before finding David and his solution:  I got two quick ones; they biggest one is that they're trying to 'brute force' their solution, "oh if I need to grow, I'm going to grow by working harder, longer work nights, on the weekends, I'll bring a little bit of work on my vacation because no one's calling me, I can get the real work done.." and the problem is, there's always this level that the ceiling of success with that.

What You’ll Learn From This Episode:How to remove self-doubt, start being honest with yourself, and finding your 'singularity'Define your 'real' and 'ideal' goalsHow to be the 'dandelion' and not the 'orchid'Related Links and Resources:One, I've got a series of FREE webinars you can download. Number two, we have the 'Tremendous Leadership' podcast. And number three, we have 2 weeks of FREE Ebooks. On the website they will see the banners, all three resources, at www.tremendousleadership.com Summary:Dr. Tracey Jones brings a unique approach to motivation including a call to action and tools to make it happen. Tracy is an author, speaker, Air Force Academy graduate, decorated Veteran, international leadership expert, scholar, and researcher. President of Tremendous Leadership, carrying on the legacy of her father Charlie "Tremendous" Jones, Tracey has released 10 books including her newest title available now, SPARK: 5 Essentials to Ignite the Greatness Within.Here are the highlights of this episode:1:49 Tracey’s ideal Client: My ideal client is really anybody; individuals or organizations out there who are saying to themselves 'the status quo has got to go." I don't care if you're 2 or 200. I was on a call with people last night and they're 70. So, anybody that really wants to raise the bar on life, maybe they're feeling a little bit stuck like they're in the next season and they want the clarity and the tools to get to the next level of what they know, but there's something else for them to do.2:27 Problem Tracey helps solve: Well, I think most people, it kind of goes a different way. There's some that have the problem of self-doubt, where you just don't have the self-efficacy or the belief in yourself. You know it's there but you're not sure how to get there. Number two, there are some people that are really difficult to be honest 'with ourselves'. So, I really help people to get in there and say "listen, only you who's going to unpack this" and so, from my 'tool sergeant' taste, I'm like really with tough love, and getting people to be honest with themselves. And then lastly, deconstructing all the noise; a lot of the problem with people's failure to achieve greatness is they were too busy being pulled into too many different directions. So, I help them target their singularity. And Jim Collins' book 'Good to Great', what's that thing you do better than anybody else.3:28 Typical symptoms that clients do before reaching out to Tracey: Well I am a doctor, so I will diagnose this; negative thoughts, you're sad you're depressed, you're in a rot, you're tired, your physically sick, you dread Monday mornings, that's a big signal. Your failure to focus, quitting too soon, I would like to say to people I'm 'slacktose intolerant'. There are so many things you want to do but you just can't get there. And you may have lack of support or resources, so you're terribly frustrated because you want to do something but you just can't connect the dots.4:17 What are some of the common mistakes that folks make before finding Tracey and her solution: The biggest mistake is, I say to people "one year from now if you haven't change, what's going to happen?" and they say "there's no way" but we lose track if we don't take action. That failure to gain singularity, and that failure to gain being focused and direct of what you're supposed to do, that's really a common mistake. And that will manifest in lots of health, perhaps loss of family, loss of resources. We only have so many minutes on this planet and we need to make the best in all of them.4:59 Tracey’s Valuable Free Action (VFA): Draw two circles; one to the left one to the right. Write 'real' and 'ideal', this is where you are, this is where you want to be. Not what you're doing right now, but what you like to do. And then begin to look at what you're going to bring forward from the real to the ideal and what you're going to leave behind. This will give you a really good orientation.

What You’ll Learn From This Episode:

How to find a greater return on investment

How to become 'the bank' when you buy a debt

Finding opportunities anywhere

Related Links and Resources:

We teach a one-day class called "Note Weekend" normally it's $49, it's kind of a "cliff note" version of note investor. If you're interested in dipping your toes in the water, then go to www.noteweekend.com and type in the word "Bill" and we'll count you in for FREE.

Summary:

Scott Carson is a nationally syndicated radio and podcast host of the popular Note Closers Show Podcast with millions of listeners each month.  He has been an active real estate investor and entrepreneur since 2002, focused on the niche of distressed mortgage investing. For the past ten years he has been helping real estate investors and entrepreneurs create wealth through his teachings and strategies.

He is a highly sought-after speaker and podcast guest with thousands of speaking appearances at events across the country.  He has also been featured in many media outlets including Investor’s Business Daily, The Wall Street Journal and Inc.com.  He spends his free time traveling to new places and making memories.  He calls Austin, Texas home.

Here are the highlights of this episode:

1:50 Scott’s ideal Client: Somebody who is 35 and above is usually what we see. Somebody who's been an entrepreneur, business owner, maybe self-employed and high professional attorneys, doctors, dentist, or things like that. But they're looking for more freedom in what they're doing. So, we deal with a lot of existing investors, either in real estate or passive investors. People looking for a good return of investments besides putting their money to a COD or "Certificate of Disappointment" as we say. Or they are looking for a higher return of their 41K that has dropped down to 101K.

2:40 Problem Scott helps solve: The biggest thing is we help them find a greater return on investment for the retirement funds would be the number one thing. And help them identify and find deals where other investors aren’t seeing things such as small or kind of a niche space.  If you watch "The Big Short" or "Two Big to Fail" then it will give you an idea of what we do.

3:22 Typical symptoms that clients do before reaching out to Scott: A lot of people are tired of trying to do "fix-and-flip", they're tired of being a landlord. A lot of entrepreneurs are obviously in the real estate space or some sort. They're really tired of that, so they're looking for something that's more passivity. Something that they don't need so many hands-on, and that's what we do. We really teach people how to buy debt, whether it's performing or not, performing direct from banks, so that they can turn it into a cashflow. To help them achieve their goals faster without having to do all manual labor that people get into.

4:12 What are some of the common mistakes that folks make before finding Scott and his solution: Not understanding that buying and mortgage is completely different than buying a piece of property. There's a lot of different due diligence and evaluations. You are becoming 'the bank' literally when you buy the debt. It's a whole different mindset, it's a beautiful thing because there's a lot more options, higher returns. You just have to know that it's a different ball game than what's on flip-this-house.

4:47 Scott’s Valuable Free Action (VFA): When you look at the market of what' going on right now, one out of every 12 borrowers is likely to fall. There's a lot of banks out there, billions and billions of dollars in debt that your regional banks or smaller banks have on their books. So, if you are looking for an investment thing, start looking and educating yourself on this huge wave of wealth that has been passed over a couple of years. If you understand how to become a bank, you're literally holding the keys to the kingdom.

5:27 Scott’s Valuable Free Resource (VFR): We teach a one-day class...

What You’ll Learn From This Episode:

How to strategically manage your task list and schedule

The concept of implementing weekly planning

How to avoid over committing and overt scheduling yourself

Related Links and Resources:

I got a 3-step process that will get you out of overwhelmed instantly and kind of get you to calm down and get back in to action. I call it "Ditch the Overwhelmed Cheat Sheet" and everybody can go grab that at the www.theworklifeharmony.com. I run every six or seven weeks what I call the "TOP Bootcamp", this is totally free and you can sign up for it at www.megansumrell.com/topbootcamp 

Summary:

Megan Sumrell is a former corporate techie turned entrepreneur.  As a business owner, mom, and wife, she knows exactly how hard it is to juggle #allthethings while still maintaining your own sense of self and purpose. As a Time Management and Productivity Coach, Megan teaches specific strategies to help others get on top of their time, their calendar and their goals while getting rid of stress, overwhelm, and exhaustion.

She is the creator of the TOP Program and TOP Planner, a program that teaches her proprietary system and processes regarding time management, organization and productivity for female entrepreneurs.

Here are the highlights of this episode:

2:00 Megan’s ideal Client: Basically, it's overwhelmed women that are feeling that they got all the plates spinning between work, home, trying to grow a business or a career. They are exhausted, they might even think that they're getting a lot of things done but every day feels like a race to the finish line; it's just never ending.

2:30 Problem Megan helps solve: The problem is, how to strategically look at your task list, your schedule, and then apply the right structure to it. The traditional ways that productivity and time management are typically taught in a corporate setting don't translate well when you pull it out into entrepreneurship, particularly as a 'mompreneur' when you're joggling family and work life at the same time.

3:25 Typical symptoms that clients do before reaching out to Megan: A number of things. First of all, and I think I hear the most often is "I'm just overwhelmed; I'm overwhelmed or I'm exhausted." You may look back on your day and go "I got things done but I don't know if they're the right things" or that kind of feeling of 'busy being busy' but you don't feel very productive. And what I think what brings women and moms in particular is a tremendous sense of guilt. You think "here I am, I have the job, I have the family, I have all that, and I feel like I've lost myself and I'm unhappy."

4:20 What are some of the common mistakes that folks make before finding Megan and her solution: So the first one I guess "I just need to work harder; I'm going to get up earlier, I'm going to stay up later" which translates into "I'm going to stop taking care of myself." So, we think that if we could just work harder, work smarter, work faster, and do more that it's actually going to solve the problem but in reality, what's happening is that you're over committing and over scheduling yourself. And because you haven't created that space and time for you, for personal development, for self-care, the problem gets perpetuated.

5:10 Megan’s Valuable Free Action (VFA): So, the number thing and the core of everything I teach around time management is the concept of implementing weakly planning. So many people think that they are a really great planner or organizer, and they do it on a daily. They're walking up in the morning and say "Now let me figure out what I'm going to do today" and when you're stepping foot there, it's too late. Because now you are in the 'reaction mode' because what you're going to end up doing is what is the loudest in front of you at the moment, instead of what's the right thing to do. When you learn how to implement a really good weekly planning system, it allows you to focus your time a lot more intentio...

What You’ll Learn From This Episode:

How can you get attention, be heard, and sell more?

How to avoid lack of consistency within the organization

Know the effective business storytelling

Related Links and Resources:

We've created an exclusive link for the listeners, go to www.gonarrative.com/supercharge. And on that page, we've included definitive guide for business storytelling. It's a super condensed, super easy to read, super easy to get going, to start taking the advantages of storytelling on business today.

Summary:

Matthew Woodget is a technologist, marketer, and storyteller whose pedigree spans over 20 years of senior marketing at Intel, Microsoft and the agency world. Matthew's experience includes product marketing, branding, and content strategy. Matthew helps business leaders apply storytelling as a spearhead for thought leadership growth, transformation, and industry influence. He's a status quo challenger who is passionate about customer experiences.

Here are the highlights of this episode:

1:34 Matthew’s ideal Client: Our ideal client is either responsible for the company's purpose and 'why' or responsible for the company's messaging, everything that the company says and does. Often that's the same person, either it's the executive level or the owner. And sometimes with our cooperate clients, we go down to the Senior Director or the GM level as well.

2:02 Problem Matthew helps solve: We help our clients do three things; get attention, be heard, and sell more. It's really about getting that audience to listen, landing a message or having them remember it and then letting them act on it. We say sell more, that's obviously the end goal but it could be driving some type of engagement in an ad campaign, getting a downloadable E-book on the website, getting them to click the 'buy now' button. Some type of action that moves that prospect or clients through the decision-making process. It's really about driving action.

3:04 Typical symptoms that clients do before reaching out to Matthew: They really come to us with 3 key issues. One of those is "my messaging is just not resonating. People aren't clicking with what we're trying to do and say as a company" so that's one thing that we see all the time. Another one, and this one is much more of a problem than people even know or realize explicitly, and that is a lack of consistency. A lack of consistency of what is said and done by the whole organization. We often heard about the tag-of-war between sales and marketing; marketing creates guidance for sales but sales go off and do something else. The problem is actually deeper than that, the problem is into what the engineering are building, are they building something that customer's want. And then there's leadership; how is leadership talking to the whole organization. How they're rallying that sales force, how they're rallying engineering. And so a lot of our clients have a lot of inconsistency, sometimes they don't even realize what they're talking about.

4:37 What are some of the common mistakes that folks make before finding Matthew and his solution: The biggest mistake by far is thinking that speeds and feeds, and facts are enough. Even differentiation, and it's just not enough to win nowadays. If you want to be perceived as extraordinary, if you talk about speeds and feeds, then that's not going to happen. You need to connect not just with this (brain) but with this (heart). All humans make decisions based on emotions and then justify based on data, and most of our clients are actually doing a really good job in the first bucket of speeds and feeds and getting that dialed in. But then when it comes to connecting with hearts and minds, that's where they fail.

5:29 Matthew’s Valuable Free Action (VFA): My first official chief storytelling job was for Microsoft business unit, I thought "hey, this is going to be easy! I'm a passionate storyteller as it is" so I went to go and find some good framewo...

What You’ll Learn From This Episode:

Finding new prospects and doing it quickly and inexpensively

Using the smart-calling process if you're going to reach out to a new prospect

How to take a ‘NO’ response in a positive way

Related Links and Resources:

I am actually going to give free access to a fill-in the blanks, paint by the numbers template where people can actually follow along with those templates. I also have 30 minutes video training that walks them through that entire process. The URL is www.SalesByPhone.com

Summary:

Over the past 30 years Art Sobczak (Sub’-check) has helped salespeople say the right things to get through, get in, and sell, primarily using the phone. The most effective way to sell is still humans SPEAKING with humans, and he helps them do that in a conversational, non-salesy way. His flagship book, “Smart Calling- How to Eliminate the Fear, Failure, and Rejection from Cold Calling” was just released in its new Third Edition, and again hit #1 in Amazon’s Sales category.

Here are the highlights of this episode:

1:36 Art’s ideal Client: My ideal client is a salesperson or somebody who may not even consider themselves as a salesperson, who needs to reach out to somebody that they don't know and who's not expecting their call. And hope to create interest and engage that in a conversation so that they can then discuss whatever it is that they are offering.

2:06 Problem Art helps solve: The problem that I help salespeople solve is of course finding new prospects and doing it quickly and inexpensively. There's a lot of ways out there that people tell you that you can get new business by doing social media and this and that, but still the quickest way to engage somebody in a conversation is still picking up the phone.

2:44 Typical symptoms that clients do before reaching out to Art: Well, anybody that has started a business or is in business or a new salesperson or probably any new salesperson that has experienced not having enough people to talk to for new business. Therefore, that's their dilemma. And there are a lot of other things associated with actually doing that as far as fear of picking up the phone, not able to say the right things, fear of rejection, so there are a number of problems that are associated with the main problem and that is not having enough business.

3:37 What are some of the common mistakes that folks make before finding Art and his solution: Let's assume that they already decided that we need to reach out for new business and we need to do it by phone. A problem at their end is that they think they can just pick up the phone, smile and dial, and 'puking out' a presentation and hoping that they are going to generate some interest. But really what's happening is that they are just adding to the noise.  We are inundated with thousands of messages every day and we ignore almost every single one of them. They need to not make a mistake of just having a generic pitch that they are giving to everybody and continually doing it time after time.

4:41 Art’s Valuable Free Action (VFA): What I would recommend is that people should follow the smart-calling process if you're going to reach out to a new prospect. And that process is knowing something about the people that you'll call, their organization, and any situation that they're experiencing so that you can then customize, tailor, and personalize your messaging whether it be email, Inmail through LinkedIn, voicemail, and your ultimate opening statement when you get them on the phone. Because that's the only way today that somebody is going to pay attention to your message among the 'sea of sameness' out there.

5:35 Art’s Valuable Free Resource (VFR): It ties in to what I have just mentioned. I am actually going to give free access to a fill-in the blanks, paint by the numbers template where people can actually follow along with those templates and take the benefit of what they have and apply it to their audience an...

What You’ll Learn From This Episode:

How to build a cash cow and build the value of your business

Finding ‘the right guide’ to help you with your business

Knowing the simplest way to run a business

Related Links and Resources:

Our free giveaway will be our new book "Make More Money: The Business Owners 5-Step Plan for Bringing in More Cash". If you want get a free copy of it, go to the www.TheCFOproject.com/MoneyBook

Summary:

Jeff Prager, co-founder of The CFO Project. His company has one purpose: to help you make more money. He has been a former CEO/CFO and owner of several successful multimillion-dollar companies.

Jeff’s breadth of experience is remarkable and extremely valuable to entrepreneurs. He’s been a CPA for over 40 years, so he understands all the confusing numbers stuff. But he’s also an author, speaker, and life-long entrepreneur, not just some paper pusher.

Because of his vast experience as both a CPA and a business owner, he has a firm grasp on the challenge’s businesses face whether they’re start-ups or seasoned pros. He's great at simplifying the numbers and an expert at providing a clear road map to improved profitability and cash flow.

Here are the highlights of this episode:

1:52 Jeff’s ideal Client: We normally work with small to medium size businesses that want to generate more cash flow, boost cash reserves, fund their growth, potentially build a cash cow and build the value of their business.

2:22Problem Jeff helps solve: We help companies make more money - PERIOD. That's our whole mission.

2:50Typical symptoms that clients do before reaching out to Jeff: Let me target a few for you. If you're stressed out every month due to inconsistent or lack of enough cash flow, if you're frustrated by financial statements that seem to be written in foreign language.. and by the way they are. Even though I'm a CPA, when I own my own businesses, I realized they weren't telling me the right story. The data that was provided was not helping me run my businesses more effectively. If you're angry that you started your business to make money and gain freedom, neither of which are happening at your desired level. If you're worried that you are in a 'catch 22', you don't have enough cash to expand your business but you can't grow without more cash. And the final one is if you struggle to set targets for your organization and you feel that you're navigating a motherless ship, then you're ready for us.

4:11 What are some of the common mistakes that folks make before finding Jeff and his solution: You hit the nail on the head. The first one I always talk about is not having a guide who's been there, done that. There are lots of coaches and consultants out there who have never ever run their own business. The second thing is focusing on sales' topline growth or net profit bottom line growth, but not focusing on cash, that's a huge mistake I see out there. Number three, not using that information to create 30-day action steps. And the fourth one I find is they solve problem on a tactical basis, in other words they look for 'A solution' like SEO, or direct mails. But they don't look at how it factors into the whole business funnel from lead generation to cash in the bank. Therefore, making decisions not based on the long term.

5:28 Jeff’s Valuable Free Action (VFA): Start looking on where you want to end up versus where you are today. Think like an owner of a business not like an accountant. Review your cash coming in and going out each and every week. And then to project out the next couple of weeks, months, and years. So, you're trying to start with the end in mind, work backgrounds to how much cash do you have today, how much will you have tomorrow, how much you will have next month, and next year. That's how I look at it.

6:20 Jeff’s Valuable Free Resource (VFR): Our free giveaway will be our new book "Make More Money: The Business Owners 5-Step Plan for Bringing in More Cash".