Supercharging Business Success

What You’ll Learn From This Episode:

* Finding help that's also affordable

* Why you need to outsource something that you are good at

* Why hire someone from Philippines?

Related Links and Resources:

If you go to www.onlinejobs.ph/webinar, there's a 35-minute video where John will walk you through this process. How and why is this different than what you heard before in outsourcing.

Summary:

John Jonas has helped thousands of entrepreneurs succeed in their business by doing outsourcing differently. He created and runs OnlineJobs.ph, the largest website for finding Filipino virtual workers, with over 1,000,000 Filipino resumes and over 300,000 employers from around the world using it.

While making a full-time living he rarely works full time. He works about 17 hours per week, choosing to spend his time with his family rather than working. John has made millions of dollars online directly from work that his 37 full-time Filipino workers have done for him and now teaches others exactly how to do the same thing.

Here are the highlights of this episode:

John has told us that typically their ideal client is not big business; a solopreneur or entrepreneur who's running your own business or having a small team. But they do have clients who area realtors, doctors, attorney, even from Google, Uber, and a lot more. These folks are facing the common issue of not having much of time of the day to get things done. The need assistance, but it's hard to find that help and someone who's affordable. In the Philippines, you can get a full-time talented designer or programmer. Typically, they feel overwhelmed, that's what John felt when he started the business. Like everyone, he wanted to work for himself and there's no 'boss.' But then he realized "yes, I'm the boss, I'm going to force myself to work 60hrs a day in a week" and it resulted to him feeling stressed and overworked.

Common mistake is sometimes having this mindset of DIY (Do It Yourself) because you may still need help. John hired someone full time in the Philippines and it completely changed his life; for the first time ever, he stepped away from his business and worked ON his business to create something for him to do. He then felt liberated! He was forced to get the Filipino guy to do stuff for John and it was amazing.

Why the Philippines? For John, he tried people from different countries. For him at beginning, the country doesn't matter. But when he went to the Philippines, he realized that the country matters. They're honest and loyal. The person that John hired back in 2005 still works for him today (16 years). They won't steal your idea, they're hard-working, the speak American English or no communication problem. They really value long-term full-time work, and that creates stability in the business. 

John’s Valuable Free Action (VFA):

Most people would say "outsource what you don't know what to do and do what you're good at." And I say that's a terrible advice; outsource something that you are good at. It's maybe something you don't like doing but you know how to do, get something out of your plate. It makes hiring so easy because you know exactly the skills and qualities you're looking for, you what feedback to give, and even providing training. And when you succeed in this, you're less busy.

What You’ll Learn From This Episode:

* Getting that next level towards conversion

* Combining the right mindset and skillset

* Why can't people sell effectively?

Related Links and Resources:

Navin has recently produced a PDF which talks about how to deal with curious customers into making them a paid client. It's available on his website at www.navinjaitlycoaching.com. Or, send him a direct email at [email protected] and send it to you directly.

Summary:

Navin Jaitly is an award-winning salesman, public speaker and international bestselling author. 15 years' experience in sales and has sold millions of pounds in products/ services across the World. He went from underperformer to high achiever once he learnt what was needed (especially from a mindset perspective?  Now he dedicates his life to help others (in particular small business owners/ solopreneurs) to ramp up their sales revenues.

He has his own unique approach to sales coaching and focuses on both the technical as well as mental side of the sales game. As a result, clients who use him find that they exponentially grow their sales revenue and are able to consistently do this over a long period.

Here are the highlights of this episode:

Navin has shared with us that their ideal clients would be business owner or solopreneur, someone who's doing visibly well but they're in that position that they want to get to that next level. Typically, they have leads but it's falling flat from there. There are curious or interested people, but they are not becoming paid clients. Another problem is that they are stuck in their price zones, wanting to scale their prices up without scaring their existing clients or being able to attract new ones. There's a lot of fear and confusion, they don't know exactly what to do next. They're fantastic in what they do when it comes to products or services but facing problems with conversion. Navin helps them to get total clarity and total knowing what they're doing in order for them to get to the next level.

The mistakes that he sees that they do is that firstly, the mindset. They are not thinking of themselves or their business in a grand manner that they need to in order to get to that next level. Second would be the skillset side. They're making it all about them and not getting into the client's world, asking the right questions, not effectively listening, they're not handling objections in the most empowering way. So, it's important to have those two things clear first.

He says that some people can't sell effectively because they're never been taught how to. Some say that people are naturally born salespeople, but Navin disagrees to this. There are people who are great conversationalist, but sales is not all about the way you talk. It's all about your mindset, how you listen, what type of questions you ask, and how you position yourself. If you want to be a great salesperson which you need to be to grow your business, you need to be taught. Some will come naturally to you, but there is a system in place. 

Navin’s Valuable Free Action (VFA):

For mindset perspective, they need to rethink and relook at what their business is and who they are. Once they work that out in the most empowering way, that will be a gamechanger. On the skillset perspective, the next time you're in front with someone, ask them more empowering questions, ask them opening questions that will get them to an emotional response. Because people buy with emotions and justify with logic. Those two things will surely help.

What You’ll Learn From This Episode:

* How not be a lurker on LinkedIn

* The downside of selling at a networking event

* Why most people are not getting ROI on LinkedIn?

Related Links and Resources:

Go to www.evyrgreen.com/30tips we have a 30 tips booklet, if you want to know how to use LinkedIn better, grab that free gift and you'll going to learn exactly the things you need to do in order to be more successful on LinkedIn.

Summary:

Joe Apfelbaum is the CEO and founder of Ajax Union, a B2B digital marketing agency in Brooklyn, NY. Joe is a business strategist, LinkedIn expert and Certified Google Trainer. He enjoys speaking and writing about digital marketing, professional networking, and personal development in his seminars, webinars, and articles.

Joe is the author of High Energy Marketing. Joe is the host of the popular podcast The Breakthrough Maze where he coaches entrepreneurs on how to go from frustration to ‘Mojovation’; he has also been featured on hundreds of popular podcasts. Joe is on a mission to help 1,000 hungry entrepreneurs go from Frustration to ‘Mojovation’ via his online courses, books, and speaking engagements.

Here are the highlights of this episode:

Joe has shared with us that in their evergreen networking, they coach consultants, coaches, and entrepreneurs on how to use LinkedIn 15 minutes a day to create great conversations. If they are consultants or lawyers who needs usually needs more referrals or clients, then they are an ideal client for Joe's team because they can help them on how to do that on LinkedIn.

There are thousands of things that someone can do on LinkedIn so if you walk there without a strategy, you will be totally lost. His team provides the framework, templates, cheats, scripts, and the system that can help someone generate on LinkedIn. Joe says they procrastinate if they don't have preparation. If you're afraid of doing the wrong thing, it's because you don't have enough preparation or training. As a result, fear stops you from taking action.

The mistake that Joe sees is when they start selling at a networking event, that is if they're taking the wrong action. The other one is when they are being 'reactive', they're perfecting their profile. But they need the right strategy to take the right actions and not selling. In addition, is also wasting their time on the feed; it's not really a best place for you to generate revenue. Learn the things to do correctly in order for you to make an impact.

People wonder why they're not getting ROI on LinkedIn, what do you need to measure on LinkedIn in order to be successful? One word: Conversations. Conversations lead to conversions. Measure how many conversations you had as a result of LinkedIn in the past 90 days. It will then indicate the next 90 days on how much revenue you're going to generate. 

Joe's Valuable Free Action (VFA):

Prospect clients wonder who you are and they tend to go on your profile. What people are missing on their profile is call to action. You have to be really clear on what you want them to do. So, go to your profile today and update it.

What You’ll Learn From This Episode:

* The 3 mistakes in online course

* Knowing "pre-sold, paid, pilot" course

* Why should you create an online course

Related Links and Resources:

Ian has written a book called "The Ultimate Guide to Creating an Online Course" which is available on Amazon. But you can get it completely FREE if you go to www.coursebuildershub.com/sbs. You can download there, and you can also get updates of any new episodes coming on course builders TV. There's lot of people there who has successfully build their course and are sharing their tips and ideas on what they did. So, you will learn for free from those who actually succeeded.

Summary:

Ian Brodie is the Founder of The Course Builders Hub, the online community where successful course builders share their insights, ideas and insider tips on creating and growing an online course.

Here are the highlights of this episode:

Ian helps those who wants to use or build an online course; either to supplement their face-to-face income or to fully replace that. Even perhaps those who wants to take it seriously as a scalable revenue stream and bring value to their clients. They help those who are stuck trying to create, launch, and market an online course and later on, grow it. He further said that everyone can do and succeed using this without being an expert or a social media guru. A lot of those Ian helps usually felt the frustration of these folks; either they are stuck and not able to create that course, or they already created it but not getting attraction with it.

There are 3 mistakes in online course that he sees: first, people are building the wrong course. Most information is free on the internet, so if your course is just giving information, they'll just get it form YouTube. You need something that does something different. Secondly, if it's about providing information and skills, then it means we need to keep creating more and more content but most of us can't do that because we're not a big institution. Thirdly, if it's information and skills to use in the future or next step in your career, it's going to be difficult on the return on investment on that. One should create an 'outcome-focus' course which helps people solve an immediate problem that they have or achieve a goal that they really driving for. So, really narrow it down. Some creates a course before they even know there's a market for it. And it turns out no one wants to buy it. So, test the market first before you build a course.

Online course is for people who sell their time for money like coaches, consultants, trainers, or people who offer their services. One of the easiest ways to transition to a business that's more scalable, gives you more free time & flexibility, is to turn what you know into an online course and deliver those.

Ian’s Valuable Free Action (VFA):

The number one piece of advice that Ian would like to give you they you can do and helps you go fast is to do a "pre-sold, paid, pilot." Pilot is a strip-down version of your course that gets the result people are looking for, and it just does what's needed. If you do a paid pilot, if you charge for it or will give a discount, establish first if there's a market for it. And pre-sold, sell it to people after you write an outline on what's going to be on it, not after you created all the course. The most enthusiastic people are going to buy it if they can. If not enough people are going to buy it, don't create the content.

What You’ll Learn From This Episode:

* How to communicate with potential customers

* Three elements to get business done

* The importance of collaboration

Related Links and Resources:

I will breakdown and teach you exactly what I do. It's all about creating an environment where I build relationship and sales is the natural outcome from the good percentage of those people. Go www.upmyinfluence.com/free and if you scroll all the way to the bottom and you see 'scholarship' then that's where you can go ahead and fill-in, it's FREE. I'm going to breakdown step by step video to know exactly what I do, how I do it, where I build relationship, and guess what? I don't do paid ads!

Summary:

Josh Elledge is a U.S. Navy veteran who launched UpMyInfluence to help entrepreneurs like himself attract the perfect audiences and grow their authority and influence.

While growing their better-than-PR agency, UpMyInfluence discovered that building 7-figure B2B Sales Systems (with zero paid advertising) for agencies, consultants, coaches, and other high-ticket B2B service providers is actually what they do better than anyone else on the planet.

Josh writes a syndicated newspaper column to 1.1 million readers, and regularly appears on more than 75 TV stations across the country. All told, Josh has appeared in the media more than 2000 times. Josh loves living in Orlando, FL with his wife and three children.

Here are the highlights of this episode:

Josh told us that he loves working with high-ticket consultants, coaches, agencies, or those folks who get a lot of good 'word-of-mouth' feedback. He knows that when you work with high-level customer client or those key-decision makers, it's hard to reach out to these people. You may have tried all the typical lead-gen marketing but it doesn't work. The thing is, everybody's a consumer; there's that and combine with the fact that most marketers ruined it. We don't want to be sold at or in general, we just don't have time for it. And you're maybe a good service provider and you should make that connection. When you spent so much money trying things that doesn't work, or hired lead-gen companies that ended up a low-quality provider, then you need to pay attention to the problem, because those who would value from your service, they're too busy to engage.

He reminded everyone that it's not your fault, but because of those bad marketers or those who 'over fished' the water. There's a lot of potential customers, and we just communicate in way that we want to be dealt with.

Everyone wants to grow or scale faster. John truly believes that aligning with amazing people. When you are able to joint venture and build an alliance, it helps. He is a huge fan of collaboration. They have about 120 people or companies that they partnered with that resulted to an amazing business together. 

Josh’s Valuable Free Action (VFA):

Business gets done today with 3 elements. One is Authority-busy decision makers are going to check you out. So, we need to communicate who we are very effectively, communicate the authority of what you have. Having a proper LinkedIn for example helps you to be seen. Number two is to lead with Generosity- Josh believes that it's the best fuel to build meaningful relationship with your dream customer or partners. The most important is the Leverage platform. What you're doing is creating proximity with the people that you want to build relationship with, then that leads to familiarity. When you have someone to watch your content for example, that will lead to 'know-like-and trust'. That's exactly how you do it.

What You’ll Learn From This Episode:

* Common problems: time, team, and money

* Why business owners need to make effort in recruiting

* Knowing the two dimensions of money

Related Links and Resources:

If they go to www.w5coaching.com/downloads and on the menu item there are 20 FREE tools that I use every day with my clients. And hopefully it can help you.

Summary:

John Nieuwenburg, is an award-winning Business Coach, who has worked with hundreds of clients. He coaches in 3 primary areas. Business: getting things done using proven tools, strategies and techniques to grow your business. Personal Growth: working with you in areas such as decision making, leadership, delegation and time management. Accountability: helping you to stay accountable for the results you have chosen.

In an earlier life, John was the President of the BC Liquor Stores that today does about $3Bn of which about $1Bn is profit.

Here are the highlights of this episode:

John has shared with us that he has one or two types of ideal clients; professional advisors in a small-ish firms, or someone who has a craft, construction, or trade type of business. This covers all those professionals from those industries and also including business coaches. The common problems they face are around time, team, and money. When they start to tell themselves "I got so much to do and I can't get everything done. If I don't do it, it won't get done", they need to reach out to John. It's about getting the people to work and also getting the culture you want. And money has two dimensions; one side of it is getting proper accounting, metrics, key performance, or indicators so that you can measure results. While the other side of money, would be "I need more money. I need better sales and marketing."

These folks may even feel like they're the only air traffic controller at the airport, meaning if they even take a break to the bathroom, they will think that planes will crash. They really felt that it's all on them, the responsibility. John would even ask his clients "If you can start your business from scratch, how many of your present people would you rehire?" and most common answer is only around 50%. So many business owners don't put much effort into recruiting as they would, or they should. Then they ending up recruiting on the side of their desk or just kind of an afterthought. Presently, that system isn’t going to work anymore. And most business owners haven't really work with professional CFO's or someone who understand their financial status. Therefore, there's a gap between what they need to what are being offered to them by the accounting professional.

John would like to remind us that information is cheap, execution is hard. If giving you the information gives you the tool you need, that's awesome. But a lot of times people needs help on how to implement. Then you can go to www.timewithjohn.com and it will take you to my calendar and let's have a short 15-minute chat to see if I can help you. 

John’s Valuable Free Action (VFA): If you want to have a help with the free resource I gave, then maybe we should talk.

What You’ll Learn From This Episode:

* Why you need to treat your ad as an actual ad

* Result of hiring the wrong people

* Why do people don't get good help

Related Links and Resources:

Go to www.bluecollarculture.com and you'll see a link for the FREE book "How to Hire the Ones you Won't Want to Fire". Then look at the interview process; what's going on, what they should be doing, or when they should be doing it so that they can prevent those common mistakes.

Summary:

Jeremy Macliver, Certified EOS Implementer and Core-fit Hiring Coach, is passionate about helping business owners get what they want from their business. As a serial entrepreneur, Jeremy has led multiple companies through high growth phases, such as construction, automotive, and service industries.

Under Jeremy's leadership, companies have doubled in size year after year, created strong cultures that attracted top talent, increased profitability, won the Best Places to Work award, and created apprenticeship programs that support youths interested in getting into the trades.

Today, Jeremy shares his insights with leadership teams to reignite the passion on which their business was founded, and guides them through the process of building a stable, long-lasting organization accountable to their vision.

Here are the highlights of this episode:

A line that Jeremy heard from his dad is "get a trade", therefore his ideal clients are business owners in the trades like construction and manufacturing. Particularly those who are hiring lots of people under 30 dollars an hour. He helps them in hiring better people- and faster. The saddest thing that Jeremy sees is when these folks started to lose their vision; their dreams for the company, all of the excitement they have in their business begins to wane. They tell themselves "Ok, I'm going to do that. I need to do that" it means they don't actually have a system to free them, and get the right people in the right seats. Because of this, they become desperate in taking anyone, and it ends up taking the wrong people. This lowers their confidence as a leader, and lowers their performance as a company, and causes tons of financial distractions. If you're wondering why do people don't get good help, that's because they haven't systemize that part of their process whether knowing what they're looking for, or how they're going to sort through it, That's why they're not finding the right people.

Jeremy’s Valuable Free Action (VFA): Start thinking about your job ads as an actual ad. A lot of things that you put on the job ads; they would never put on a marketing ad to get a customer. Start to really think about you're advertising for employees. So, move your job ad over to an advertisement and think "Is it really selling me and my business in a way that I'm proud and represent us."

What You’ll Learn From This Episode:

* Not get stuck on that profit-cashflow rollercoaster

* Revenue is not created equally

* Which is important; revenue or profit?

Related Links and Resources:

The free gift we have for our listeners is the "Profit Leaks" check list. This is a great way to just take one immediate action. Go to www.PowerofProfitability.com to get that.

Summary:

Jennifer Peek is the founder of Peek Advisory Group and The CFO School which help businesses build sustainable profits for long-term business success and create business legacies. Her 20+ years of corporate experience combined with 10+ years of personal entrepreneurship focused on business profitability, valuation and transition uniquely qualify Jennifer to provide businesses with proven insights for focused growth and compounding results.

Here are the highlights of this episode:

Jennifer has shared with us that they've been working usually with business owners who knows exactly who their customers are, what services & products they offer, but they're still stuck on that profit-cashflow rollercoaster. her team then tries to help these folks to gain a consistent, sustainable, profitability. And the biggest payoff for that is that it helps people sleep better at night because they stop being constantly worried. Most business owners face the underlying level of anxiety; a wondering question like "Is this going to be a profitable month or not?". So, this overall anxiety shows up in different ways. The first thing these people do is to chase revenue, because revenue or sales will fix everything. However, they don't really look at what that cost is. Another thing they do is to cross-cut their way to profit. A bunch of little things that even when they cut them a 100% it will not make a big difference. If someone wonders "Which is important; revenue or profit?" because you can't have profit until you have revenues, it's like the 'chicken and the egg' question. The answer is that there should be a balance. Whatever happens so much with revenue, that's where the focus becomes. And the media is not helping with that. "What's your revenue? The size of your company is measured by the revenue..." but you can have a 10 million dollar company and be losing money. So, it's really that balance. Also, it's important to know that regardless where companies are in their business life cycle, to be balancing those and to look at them equally and not over corrected in one direction or the other.

Jennifer’s Valuable Free Action (VFA):

She said that it's important to know that not all of your revenue is created equally. Take a good look at where your revenue is, not only where it's coming from but what is it generating for you. Because you don't want to chase revenue that's just going to give you the same results. It will just become as same problem but bigger number.

What You’ll Learn From This Episode:

* Finding speaking engagements

* Applying a speaker 'one sheet'

* What will you get from SpeakerTunity

Related Links and Resources:

Business podcast are really an important factor. And getting on them is not as easy as you think. So, I got a great training program called "How to make business podcast, video cast, and radio your number source of new clients." You can get that by going to www.speakertunity.com/source

Summary:

Jackie Lapin is a leader in helping leaders, authors, coaches, speakers and entrepreneurs connect with their next followers around the globe. An expert at aiding them to GET BOOKED, she provides strategies, guidance and leads through her SpeakerTunity® programs, tip sheets and regional directories that get changemakers booked for speaking engagements, radio shows, podcasts, virtual summits, TEDx events and virtual networking across North America.

Jackie’s internationally acclaimed Conscious Media Relations Radio/Podcast Tours have helped nearly 200 luminaries, leaders, filmmakers and authors grow their businesses, sell more books, create viewership and change more lives by introducing them to up to 9000 radio shows and podcasts, including such clients as Don Miguel Ruiz, Dr. Joe Vitale, James Twyman, Denise Linn, Arielle Ford, Hay House and more.

Here are the highlights of this episode:

Jackie told us that she helps out anybody who needs to get in front of the audience in order to grow their business. If that's how you introduce people to what you do, then you are the kind of clients that Jackie serves. The problem with these folks, either they don't have the time or don't want to spend time in finding the speaking engagements that will get them in front of their new clients. Therefore, Jackie helps them out by giving directories or exact contacts so that they don't have to do it themselves. You then save the money, time, all the headaches to do the research and get book on stages. These people usually felt overwhelmed or having not enough time to book themselves, they're not finding enough clients and they're frustrated with that, or they're looking at everybody else who are getting bookings and they're envious. Problem is, they tell themselves "I'll get to booking myself within this week" but they never do. Because they have client commitments, family commitments, and all kinds situations that they need to attend to. But the thing is, if you're not going to do it, it's just not going to happen. In her company Speakertunity, they provide regional speaker directories, with around 2,000 just in your own market in 4 categories: business, service groups, direct consumer, and spiritual. They also have 'specialty directories' where you have one niche and you want all speaking engagements all across north America that you can book yourself. So, it's a combination of live speaking, virtual speaking, and hybrid speaking. They have directories for podcast, for virtual summit, TEDx, and virtual networking. And if you get one of their directories and don't want to do it yourself, her team have a strategic partner called "book for your vietual assistance" that will do the booking for you. 

Jackie’s Valuable Free Action (VFA): If you're trying to book for speaking engagements, you really need get a speaker one sheet. You really want to get something that's going to convince the booker that you are a showcase person. Another thing is you really need to have a great pitch letter that's going to get you on a podcast. You really need to have those tools so you can get on those stages and you can feel confident in sending them. It's a combination of have the tools, have the time, and then get your list, and then go out and start promoting yourself. If you don't want to do it yourself,

What You’ll Learn From This Episode:

* Difference between cult and mediocre brand

* Mistakes of relying in paid media and discounting

* Applying the 8 brand cult principles

Related Links and Resources:

I will encourage everyone to go to two places. One is the website called www.cultideas.com, there's a lot of case studies and a lot of free content, you can download a copy of the book and be exposed to those 8 principles. Even a free 'score card' or the self-assessment to see how well you are doing today. Another website would be www.cultgathering.com  where you can register to the event that we do every year. There's a lot of videos there from brand leaders. The content is available for free for you to consume and learn from.

Summary:

Chris Kneeland is the co-founder of one of North America's leading marketing engagement agencies. He and his team have dissected hundreds of cult brands, such as Marvel, Porsche, The Home Depot, Lululemon, and Red Bull to discover how to create brands that people love to work at, and consumers love to buy from. Chris now helps business leaders clone the success of the world’s most beloved brands in their own businesses.

Here are the highlights of this episode:

Chris has shared with us that the client he fantasized about is working with YETI (American outdoor manufacturer). His firm works with two types of businesses; business like YUTI which is destined to become great. Or, businesses that used to be great that are failing now. So, his team tries to 'resuscitate' brands back to their former glory. The 'cult brands' which is what good looks like, and then there's the 'mediocre brands' which is sufficient but not excellent. And the difference is the focus on awareness vs. advocacy. Mediocre brands think that they'll become more successful when more people know about them. While Cult brands think that they'll become more successful when more people advocate on their behalf. Creating awareness involves one set of tools, tips, and tricks. Creating advocacy requires different set of tools, tips, and tricks. Too many businesses are using the 'awareness playbook' and not enough in using the 'advocacy playbook.' Chris sees that most business owners tend to have an unholy reliance upon paid media and upon discounting. They think that if they shout louder or bribe people more, that they will more trial into their business. That is false because the best way to learn about a company is not through a paid media ad but it's through a referral. But it also causes them to under invest in the things that actually matter around consideration, inbound marketing, purchase decisions, and post purchase. He says that when business starts to display negative symptoms, too many businesses owners’ default on hiring an ad agency to do more advertising. The creation of ads is almost counterproductive to the creation of advocates. They should stop fixing the symptoms of their issue but rather fix the cause of their issue. Chris says that if you don't change your behaviors, you don't change your beliefs. He thinks why most businesses falls short from their potential, and he concludes that most people don't have adequate professional role models. Not everybody is mediocre. I encourage everyone to go to those 2 websites to know what I'm talking about. 

Chris’ Valuable Free Action (VFA): We advise people to start to understand 8 proven cult brand principles; 8 things that businesses do to transcend their category. If you just follow these 8 things more likely than not, you're going to be more successful.