Supercharging Business Success

What You’ll Learn From This Episode:

* The progression before closing sales

* Learning to incorporate conversation

* Applying the 5 planks of door opening success

Related Links and Resources:

Go to www.koppconsultingusa.com/VFR and you will find some useful resources. One of them is pinpointing your company's sweet spots. Most people go wide in their targeting, but Caryn recommends adding 3 additional filters to your prospecting efforts. One of them is those who are experiencing urgency, those who are willing to pay for the charge of your services, and those who would find you to be an obvious solution. If you add those 3 filters, you're more likely to contact people who are right and ready.

Summary:

When Caryn Kopp was 11 years old, her neighbor who owned a franchise company told her she had a great phone voice and wondered if she’d like to try getting appointments for them. As time went on she won awards for this skill and it “opened the door,” pun intended, for her to launch her award-winning firm, Kopp Consulting where she holds the title of Chief Door Opener.

Caryn’s talent for seeing a company’s “path to the cash” has inspired her to help thousands of business leaders and sellers secure initial meetings with their most important prospects.

Here are the highlights of this episode:

Caryn helps business leaders who need to get in the door at the executive level to have the first meeting with a prospect to usually discuss large engagement. They need more opportunities to close; they either don't have the time or the talent to get those opportunities to the top of their funnel. Primarily, they need more closed sales, and before that they need more opportunities, before that they need more meetings. Even before that, they need enough time to get those meetings on the calendar. That's usually the progression. When people aren't getting enough meetings as they often should, there's one or more problems with door opening success. The right target, the right sales message. The marketing message and the sales message are not the same thing. They need to have right answers to any objections, so that they can move forward towards the meeting. They need to have the right person doing the work. Then having the right execution; are you people spending enough time in getting those doors open? Those are the 5 planks of door opening success. Any one of those planks is missing, the doors may not open. 

Caryn’s Valuable Free Action (VFA): She says that one should learn to incorporate conversation when they do their prospecting outreach. LinkedIn, Phone and email in combination to the right person is what usually leads to the meeting, one-on-one communication.

What You’ll Learn From This Episode:

* Knowing the advantage of using Growitfor.me and Readitfor.me

* The mistake of over complicating things

* Applying the 'power positioning'

Related Links and Resources:

Steve's team will be launching 'growitforme.learn' where they will package up 3 new summaries per week, specifically on sales, marketing, and product development. These are mostly the 3 things that you need to master in order to succeed. Also, the step-by-step process that Steve use from having a job to creating a product-based business with world-class conversion rates and an army of affiliates who's promoting his products. They will launch this plan for a $199/year. Go to www.growitfor.me/scaleology and they'll get their first year for FREE.

Summary:

Steve Cunningham is the founder of Readitfor.me, the #1 book summary service for busy business leaders, and Growitfor.me, the #1 marketing platform for solopreneurs.  At the beginning of his career, he was a lawyer for exactly one week, and he now has a product based business that has grown almost exclusively through partner and affiliate marketing. In between, he's run a digital marketing agency, been mentored by billionaire entrepreneurs, read a book a day for several years straight, and created a $5,000/hr coaching practice. He's most passionate about the idea that "everybody is an entrepreneur now,' and helping people climb what he calls the Growpreneur Curve.

Here are the highlights of this episode:

He has two distinct products that caters 2 different target markets. The Readitfor.me, it's for growth-minded business leaders, and for Growthitfor.me it's for B2B service providers like coaches and consultants, etc. The Growitfor.me, they try to solve problems for specific sets of people. It can help solopreneurs generate leads, nurture those leads with valuable content, then creating services or products that can help them create passive and recurring revenue. For Readitfor.me is knowing what the top world business experts are teaching or publishing. He says that these people face the frustration of perhaps that stack of books that they haven't started to read or courses they purchased but never use due to lack of time, or really not doing the things that they really wanted to do. He sees that these folks are sometimes complicate things and because of this, nothing ever really gets executed. The two books that he says that you should check out would be "The Lean Startup" by Eric Ries and "Principles" by Ray Dalio.

Steve’s Valuable Free Action (VFA): Steve advised us to be crystal clear on the specific and pressing problems that you solve. Get 10 people that are in your ideal customer profile, get them on a zoom call, have a one-on-one meeting. Walk them through on what Steve calls 'power positioning'. When you get 8 out of 10 people nodding their heads while you're talking, that's your que that you nailed it. That's when you move on in creating that product, service, or marketing that goes along with it.

What You’ll Learn From This Episode:

* Providing an efficient group coaching

* The advantage of using 'upcoach'

* Importance of selling out of love

Related Links and Resources:

I would like to give 6 months of FREE upcoach; so, if you email me at [email protected] then I will hook you up with a coupon code where you can get 250 USD which will be enough to last for 6 months.

Summary:

David Henzel has been building businesses in the saas and ecom space for over 20 years. He had multiple successful exits, including a well-known content delivery network company MaxCDN. He's passion is helping individuals and their organizations reach their full potential.

Latest passion project that David is involved with is upcoach - coaching delivery platform, and a portfolio of businesses under How We Solve umbrella: LTVplus, (Outsourcing for e-commerce & saas), TaskDrive (Sales Development), Shortlist.io (Digital Marketing Agency).

Here are the highlights of this episode:

David says he works with several people with all sorts of background; whether they are authors, business leaders, and so forth. Some of the several problems, and one of them is how to run an efficient group coaching or how to make more impact while coaching multiple people all in one. When he started focusing on group coaching, he attained 94% completion rate in comparison to his previous DIY online course of 7% only. David says that some of them lack the confidence of selling their services. Using his upcoach can help you systematizes all your teachings. He knows that selling is difficult if it's not selling out of love. The biggest epiphany in David's life is that he used to be introverted and he hated doing sales with a passion. He attended toastmasters, public speaking courses, etc. to really overcome this exposure therapy. It worked, but the advice of his yoga teacher that decision making is either made out of fear or out of love is something that really flipped the switch in his head. When David sells out of love, he knows that what he's offering would be good for your business, he sincerely wants to improve your life. If he sells out of fear, he sells because he just needs to get his numbers, which can be difficult. 

David’s Valuable Free Action (VFA): Start doing a group coaching and it can simply start by sending to your list, or even reach out to your friends. Start developing content. Doesn't need to be perfect, just get started with a beta group either for free or minimal price. Just keep rolling, don't hold back.

What You’ll Learn From This Episode:

* Learning the value of writing a book

* Knowing what's the 'wallet biopsy'

* The high-income opportunities in writing a business book

Related Links and Resources:

Go to my website www.patiyer.com and I have a number of free reports that are available on the home page, tools that I put together, check list and reports to help you in writing a book. Also on my blog, I have episodes of "writing to get business podcast" which is designed to interview authors and talk about their journey in writing a book.

Summary:

Pat Iyer is a consultant, speaker, author, editor and coach. She has written or edited 49 of her own books. She delights in assisting people to share their expertise by writing a book. Pat serves entrepreneurs as an editor, ghostwriter, and producer of online courses. Pat is the host of Writing to Get Business podcast, broadcast on the C Suite Radio Network, the largest business podcast network in the world.

Here are the highlights of this episode:

Pat's ideal client would be working with business owner or entrepreneur who knows the value of writing a book for authority, credibility, and invincibility. They understand that a business book can open the doors to opportunity and they are ready to make a commitment to writing a book. The problem is, they have the motivation but sometimes they lack the knowledge. Their end goal is to write a book but they see it as a daunting task or there's so many obstacles in doing so. They ask themselves if they have enough time, can they make a commitment, and so on. They worry that it may not be good enough or perhaps nobody will buy the book. But Pat says it's even worse when they actually stall or do nothing because they face the fear of procrastination. Another one is when they get pulled-in by 'vanity' publishers whose objective is to sign up authors but not their objective to sell books. People often think that they're going to get rich through their book sales which is true if you are a celebrity. What makes you money is when you write a business book is the opportunities that it opens for you. The higher income opportunities are coaching, consulting, speaking, creating online courses, as well as running a membership program. Those 5 opportunities flow very nicely when you have the content from your book. 

Pat’s Valuable Free Action (VFA): Make a commitment to yourself; think about what you want to accomplish. If you say "now is the time" then you take that journey with the first step. Start a book by identifying who want to write for, what do you want to cover, and start developing an outline. There's really no ideal time in writing a book. You need to tell yourself "This is important to me. I'm going to block off a time, I'm going to do this, I'm going to get started."

What You’ll Learn From This Episode:

* Having the life and business balance you want

* The problem when facing the 'symptoms' by themselves

* Finding the difference between high performance and high-ER performance

Related Links and Resources:

Go to www.erikluhrs.com/epiphany and there you'll find my self-diagnostic epiphany process. Most people who took it seriously said that it made them cry, it loosened some side of them that needs shaking, and some say that they can't look at themselves or their business the same way after going through the questions.

Summary:

Erik Luhrs is the creator of Beyond the Brain Higher Performance Coaching, The GURUS Selling System, Subconscious Lead Generation and the Peerless Positioning method, and author of BE DO SALE. He helps executives and entrepreneurs become who they desire to be and achieve what they desire to achieve by aligning what is beyond their brain with what is in their business.

Here are the highlights of this episode:

Erik ideally likes to work with executives or entrepreneurs who are successful but, they somehow felt that they're not experiencing the life that they could have. They think that their personal life and business doesn't seem to be aligning well or doesn't seem to have any movement going on. They felt that they're stuck in multiple areas. When it comes to tangible things, their revenue & company status remains stagnant; life and business seems like on autopilot that's going in circles, rather than the autopilot still taking them to their destination. These folks try to solve the 'symptoms', they try the new marketing or sales tactics by themselves. They may try to put a band-aid on one thing but it's going to pop out on somewhere else because they haven't addressed the actual problem that's causing the symptoms. Erik gave a very interesting explanation of the difference between high performance and high-ER performance. He says that some are hyper performing in one area of life and ignoring others. We need to expand as people and by doing that, you need to expand with your higher self. 

Erik’s Valuable Free Action (VFA): When they put aside on what I called the "Facebook revenge list" which is the things they think they want because everybody else has them. Sit down and think about what you truly desire, look at that as a tree. What's the lowest hanging fruit on that tree that you desire but still scares you to go for it? That thing which is outside your comfort zone that scares you a little bit - just commit going for that. Then that will start the cascading effect.

What You’ll Learn From This Episode:

* Deploying the right task to the team members

* Finding out the energy level of each individual

* Understanding that greatness is different for each person

Related Links and Resources:

It's a free eBook that really states about how to deploy people even better. This is to understanding not only competency but also energy level. Go to  www.perfectperformance.org/primal-greatness  so you can download the resources to help your team immediately.

Summary:

Jason Ho is the founder of Strengths School and Performance Capital, who has over 13 years of Training and Coaching Top Leaders in MNCs, SMEs; to optimize team development and drive PERFECT PERFORMANCE.

His work spans organisations across Asia, Canada and the UAE. Some of many include Ubisoft, DHL, Johnson&Johnson, LeeJeans,Vans, VFCorp, National University of Singapore, NUS Business School and Singapore’s Ministry of Education. As South East Asia's 1st Gallup Certified Strengths Finder® & Platinum Coach, Jason was invited as a keynote speaker for an ASEAN Future Leaders Summit. He also sits on the Singapore’s NUS Business School panel as a Strengths Finder® Advisor.

Here are the highlights of this episode:

Most of the time Jason works with Directors, GM's, and C-levels to whom he does his 1-on-1 coaching. He says that the challenges these people face is when they wonder on how they can deploy their team in the best possible way. When they try to designate a certain task to someone, they don't get the performance that they want from that person. Jason tries to ask them "if somebody is really actually good at doing something, do you think that person likes it or hates it?" and most of the time they'll say they like it of course. But that's WRONG, that's not true. Sometimes there are people who are good at doing something but they don't like it. We need to understand what are the things they are good at they really enjoy. By doing so, they will give you their greatest performance. Jason believes that everyone is built for greatness. The issue is, the greatness is different for each person. How we get that greatness from each person, that world-class standard, is really to identify what they're built to do, since each person is different. 

Jason’s Valuable Free Action (VFA): There's this one question that you could ask: try asking them "For this task, how energize or drain do you feel in doing that task? From 10 being 'energized' and zero being 'drained'. Jason emphasizes that everybody's energy level is different, and as a leader, you need to figure out what they are their best in doing a job.

What You’ll Learn From This Episode:

* How to stop being a 'best kept secret'

* Finding customers who need what you offer

* Getting the exposure you need in the media

Related Links and Resources:

I have "365 days to power up your publicity", it's another free thing that you can do. On every single day of week, there's always something going on (public holiday, special day celebration, etc.). So, the media is always looking for a new angle for these particular celebrations. Use my calendar and see what fits your business. Go to my website www.larissabanting.com and you'll find it there.

Summary:

Larissa Banting is one of only a handful of professionals to be Accredited by the Canadian Public Relations Society. Through her boutique agency, El Bee PR, she helps entrepreneurs amplify their audience and authority via publicity. Past clients include Bombay Sapphire Gin, the City of St. Albert, Nelvana, CBC and CTV networks.

After moving to Costa Rica in 2002, she opened one of the first destination wedding planning firms in Central America and within four years had been named Top 30 Destination Wedding Planners in the World, hitting 7-figures in her business the next year, all thanks to publicity. She is the author of the best-selling Costa Rica - The Bradt Guide.

Here are the highlights of this episode:

Larissa enjoys working with coaches, consultants, authors, and entrepreneurs. Those who have been in the business for a while and are ready to step up to the microphone and share something unique to the public. These folks felt that they're the best kept secret in their industry and they're tired of it already. They want to find those who need what they have or can offer but they don't know how to do it.  These folks are already tired of spending money on ads and being on the hamster wheel of social media. Sometimes they hire very expensive public relations agencies and they end up working with someone who's probably an intern or has less experience as a publicist, therefore ending not getting exactly what they're hoping for. The problem is, they don't really know where to start because they don't know exactly what they're doing. Larissa will tell us in this interview on how PR can really help your business. 

Larissa’s Valuable Free Action (VFA): Here's something that's really simple for you to do. There's a free service called "HARO"-helpareporter.com. Go there, sign up, it's FREE. Everyday you're going to get 3 emails sent to your inbox from reporters looking for resources that they can interview for their articles. We are talking about Entrepreneur, Forbes, New York Times, Good Morning America, etc. Just browse quickly see if there is anything which is a good fit. If you find one, click on it, quickly answer, and send. You might get lucky hearing from them.

What You’ll Learn From This Episode:

* To pursue and understand your potential

* Learning 'radical humility'

* Applying the effective "5 daily practices"

Related Links and Resources:

I actually would like everyone to have my book for FREE; I will sign it, I will ship it, I will pay for the book and shipping for everyone. If you don't the shipping, you can have the eBook or audiobook. Specifically email me at [email protected] or go to www.dmeltzer.com. I answer everything myself & I would love to send a sign copy of my book, paid for & shipping for you to change your life. To allow you to enjoy the consistent, persistent, pursuit of your potential.

Summary:

David Meltzer is the Co-Founder of Sports 1 Marketing and formerly served as CEO of the renowned Leigh (“Lee”) Steinberg Sports & Entertainment agency, which was the inspiration for the movie Jerry Maguire. David has been recognized by Variety Magazine as their Sports Humanitarian of the Year and awarded the Ellis Island Medal of Honor. He is also the Executive Producer of the brand-new Bloomberg and Amazon Prime television series 2 Minute Drill.His life’s mission is to empower OVER 1 BILLION people to be happy! This simple yet powerful mission has led him on an incredible journey to provide one thing…VALUE. In all his content, and communication that’s exactly what you’ll receive. As part of that mission, for the past 20 years, he’s been providing free weekly trainings to empower others to empower others to be happy.

Here are the highlights of this episode:

David's clients are mostly someone who wants to pursue or understand their potential and at the same time, enjoy the consistency in utilizing this in daily practices and values. He helps them identify their ego; instead of resist it, understand it. He believes that you are healthy, wealthy, and worthy. David helps you shift to paradigm and get rid of what's interfering of what you're already are. When you feel that certain 'triggers' that are getting in the way of your professional and personal growth, the ability to make more money, help more people and have more fun, then David he's the person you can reach out to and he's happy to help in any capacity that he can. The easiest way to get to where we want to be is find somebody in this situation that's already where we want to be and ask for directions. The number thing David teaches is applying 'radical humility' and that's by asking for help; you'll be accelerating and growing at an exponential rate. He stated "don't pay the dummy tax yourself." He also shared with us the greatest lesson that David learned is to utilize the 5-daily practices. You need to know your "WHAT" - you need to know what you want from your personal experience in giving and receiving, know your "WHO" as what we he discussed earlier (Who can I help? Who can I get help from?), know your "HOW" - how am I going to get it done & know your NOW by prioritizing what's important in accordance to your WHAT, WHO & your HOW. Then apply your WHY - you can learn to love everything, you don't need to love everything you do, learn to love all the things that you do. Learn to love what you do by knowing your WHAT, your WHO, your HOW, your NOW and your WHY. 

David’s Valuable Free Action (VFA):

David says that a lot of people tries to outthink their feelings. Logic will not change your emotions or feelings - ACTION will. The action that he teaches is to be kind to your future self by doing good deeds. If you have any of the triggers, go ahead and take action to be your better self or do higher things. Something like pick up the trash for someone, smile at someone or even hug them. It's amazing, the power of the truth, the power of abundance, the power of doing good deeds.

What You’ll Learn From This Episode:

* Knowing how be referred to a prospect client

* Why you shouldn't be too close to your material

* Applying 'check for understanding' method

Related Links and Resources:

Go to www.myreferabilityrater.com, in which it will ask you series of questions about your level of referability. So, you can actually if people are going to be able to get you? Are they going to be able to refer you?

Summary:

Michael Roderick is the CEO of Small Pond Enterprises which helps thoughtful givers become thought leaders by making their brands referable, their messaging memorable, and their ideas unforgettable. He is also the host of the podcast Access to Anyone which shows how you can get to know anyone you want in business and in life using time-tested relationship-building principles. Michael's unique methodology comes from his own experience of going from being a Highschool English teacher to a Broadway Producer in under two years.

Here are the highlights of this episode:

He ideally would like to work with individuals who's really fantastic in what they do but they can't seem to get other people understand it. Their friends love them but they don't know how to refer them. And the problem is, they are too close to their material; the metaphor is, as if they're staring at a TV screen and all they see are color pixels. Michael tries to help them see what's on TV and most importantly let them know if they need to change the channel. These people will start to feel frustrated; they know that they are doing great work so why people aren't spending more on it. Or wondering "all of my friends love me yet why aren't they referring me?". The problem Michael sees is when they talk about things that they think is interesting and they don't talk to it in the context of what they are actually doing for the client. In his opinion about the term 'influence' is that most people think of it in the context of persuasion. Michael says that true influence is when you do something without me asking you to do it. The only reason you're going to do that, is if it makes you look good. We have to think about how we package our ideas & concepts that can make other people look good when they share it. If we do that, more and more people will refer us and want to connect with us. 

Michael’s Valuable Free Action (VFA): I refer to it as 'check for understanding', it comes from my background as a teacher. You go to somebody that you already work with and you ask them in your own words "can you tell me what I did for you?" because your best copy is always in your client's mouth.

What You’ll Learn From This Episode:

* The mistake of writing in 'academic style' approach

* How writing is similar to talking

* To write and have the mindset of a persuader

Related Links and Resources:

David would like to give a video on "How to Come Up with Great Ideas" because he thinks that's where a lot of business people or writers gets stuck. Generating ideas is really systematic, there's different ways to trigger ideas. It's in www.DavidLDeutsch.com/video

Summary:

David Deutsch helps companies large and small tell their story and convert prospects into customers. He started on Madison Avenue in New York City at one of the most prestigious ad agencies in the world, Ogilvy and Mather. Today he is one of the top direct response copywriters in the world.

Over the years, his copy and has helped sell over a billion dollars in products and services for his clients. Today he enables companies to get higher-converting copy by providing training, coaching, and creative direction.

Here are the highlights of this episode:

David enjoys working with someone who has their own business and writes their own copy or would like to write their own copy. When you have a business, you know your product and market really well, and that's 80% of copywriting, is to really know the market. And he helps them with the 20% to write a really good, compelling copy that can accelerate their business. That 20% is putting the words together; knowing how do you write the copy, how do you put your own 'salesmanship', or how do you put those words into the pages. Even if you do write it yourself and also hire copywriters, you will be far able to give them the type of direction that they need to write great copy for you. People make mistakes when they think they need to go back to that 'academic style' like writing book reports, or write the way they think writing should sound. One of the reasons for really learning how to write a copy is it makes you a better buyer of copy. He tells us the most important thing in terms of being a writer is really mindset; what state are you in while writing. Have that mindset of a persuader; it's persuading them to do what you think is for their own best interest.

David’s Valuable Free Action (VFA): One thing that David tells people to do is to talk to people about your product or even talking to yourself with a recorder. Because writing is similar to talking, it's just written on a page. The best writing is really a very conversational or easy to listen to writing. These days, a lot of writing is doing videos so it's literally talking. Try to use your own voice to get those words.