Supercharging Business Success

What You’ll Learn From This Episode:

* How to turn NO from being an obstacle into an asset

* Why avoiding rejection is a big mistake

* How setting a 'NO goal' is better than a YES

Related Links and Resources:

It's really easy to find, it's at www.goforno.com and you scroll down and about half the way down there's a little red badge that says "take the N-Q assessment" (No Quotient Quiz) because the first place to really start is to figure out where are you in your relationship to your mindset about failure, rejection, hearing the word No's

Summary:

Everyone loves the word YES. For most people, NO is just the opposite. Frustrating. Depressing.  A small two-letter word that has the power to literally stop people dead in their tracks. What if you could completely change the way you think about NO? Our guest believes that you can…

Andrea Waltz is the founder of Courage Crafters AND co-author of the best-selling book "Go for No!". She teaches salespeople and business owners of every shape and size how to reprogram the way you think and feel about the word NO to achieve your goals and dreams

Here are the highlights of this episode:

1:20 Andrea’s ideal Client: My ideal client is anyone who has to go out and sell a product, service, or idea for a living. Now I know that sounds like everybody because everybody sells but that is really true. It's anybody who has to face rejection, anybody who has a fear of rejection and especially the people that manage those people. Sales Managers typically, VP of Sales where they're leading a salesforce and again, people have to face rejection.

2:05 Problem Andrea helps solve: Right, it's not avoiding the word 'NO'. The problem we solve is helping people turn the word NO and really change it from being an obstacle into an asset. And I'm not kidding when I say that, like literally figuring out a way to help people reprogram the way they think about rejection and also feel about rejection so that it no longer stops them. So, when you get rejected and you get a no, instead of being depressed and slowing down and not being productive. you'll actually feel motivated, inspired and you keep going. It's a huge problem and that's what we focus on solving.

3:03 Typical symptoms that clients do before reaching out to Andrea: It's a great question because there are some really clear signs that rejection affects people and their business and in their life. The big one is procrastination; they know they have to call and reach out to prospects for their product or service, but they don't. They get rejected, they get a few No's, they slowdown, they want to give up. They have anxiety, they have nervousness, fear of looking pushy or aggressive as a salesperson. They fear of coming across as 'salesy salesperson'. All of those kinds of fears, anxiety, physically and all of those thoughts are big signs that rejection is affecting you.

4:06 What are some of the common mistakes that folks make before finding Andrea and her solution: Well typically people think the way to solve a fear of rejection is to do everything within their power to avoid getting rejected. So, they stop putting themselves in positions where they're going to be rejected. They do everything they can to avoid hearing the word 'no' and the irony is that it's the worst thing that you can do. That's the biggest mistake that you can make is to avoid rejection.

4:48 Andrea’s Valuable Free Action (VFA): I know it sounds counterintuitive but we teach people to 'go for NO'; so, I'm going to encourage everybody listening to this, instead of setting a goal for the number of YESES you want to get in a given day, I mean that's how we sell for a living. Set a number of NO's that you're going to get - set a NO GOAL. Go out and actually see how many NO's you can get on a giv...

What You’ll Learn From This Episode:

* How to deal with 'overwhelming complexity'

* Knowing when 'trying something different' will work for your business

* What is 'strategy of conversational relationship marketing’

Related Links and Resources:

I have a book called "Conversation Relationship Marketing" which essentially breaks this entire process down. And you can get that for completely FREE; I don't even ask for an optin for that. There's also an audio book version that you can get there. You can go to thinklikeafish.co.uk/sbs and you also see a few other things on that page as a little surprise, as an 80-minute training on how to use pawn chips to grow your business. There's a few other things you can do and listen to B2B Growth Think Tank podcast on there. So many things there to connect with me and I'd love you to come and pick the things that make the most sense to you.

Summary:

Adam King is "The Captain of The Ship” at Growth Consultancy Think Like a Fish, where he helps established B2B and Professional Service Firms implement a simple, scalable business development system he’s developed from over 18 years in marketing called The Growth Accelerator Ecosystem, that gives them the platform to grow their business from 6 to 7 figures (and beyond).

He’s also the Host of The B2B Growth Think Tank, where each week he and his expert guests discuss growth strategies, ideas and insights, as well as helping another business owner on the “Virtual Hotseat” by masterminding actionable solutions to a specific challenge they're currently trying to solve in their business.

Here are the highlights of this episode:

1:47 Adam’s ideal Client: It's essentially the owners and Directors of firms that sell high ticket, high value, high trust B2B or professional services. And they're generally generating between mid 6-figures to low 7-figures on annual revenue and they're just committed and motivated to implement the system that you described there or a form of system, business development system that will help generate more revenue, less time, lower marketing cost. And to be honest, they're a bit sick and tired of all the hype and false promises and they prefer to work with a partner that actually guarantees' results.

2:42 Problem Adam helps solve: I think the real problem that I solve is 'overwhelming complexity' but I think the people generally think that it isn't their core problem and they generally come to me thinking that they need to be able to full or top their pipeline, they're struggling to generate enough demand that will really help them consistently generate those quality sales opportunities that we all need to grow. So, I give them that clear part.

3:26 Typical symptoms that clients do before reaching out to Adam: Well, the most common thing that I hear or maybe hear this in yourself and some of the listeners out there, they come to me saying something along the lines of "look, we're really good in front of prospects and we win clients when we can talk to them but we're just not talking to enough of them to reach our growth goals." And, I get a lot of my clients come to me at some form of crossroad because their business has been successful, it's been established for a number of years and they got an amazing track record or providing a great service, they have the results to prove it and all that kind of thing but they're realizing that what they've done to get them to this point is not enough to get them to the next level. They know they need to do something different but they're just overwhelmed with all the options of how to do it.

4:35 What are some of the common mistakes that folks make before finding Adam and his solution: Well, I guess the first thing isn't necessarily a mistake, it's just trying to do what they're already been doing as a sort of reference there,

What You’ll Learn From This Episode:

* Finding out if you are D.U.M.B.

* Importance of practicing expense control discipline

* Knowing your valuable proposition and competitive advantage

Related Links and Resources:

Inside this resource page we've got an inventory control sheet, there's probably 10 different spreadsheets and I'm just going to give it all away to your listeners Bill. Whatever we got on that resource page and they can have it for free. They can go to https://www.elevatefinancialtraining.com/resource-download or https://bit.ly/3tk5hFp

Summary:

Mike Milan or "Cash Flow Mike" is the President of Simplex Financials whose mission is to help small business owners overcome financial challenges with a combination of software tools and education. Mike has trained over 10,000 bankers, accountants, and business owners in the art of financial management and was recently named to the Top 100 Tech Innovators and Influencer list by Intercon.

Here are the highlights of this episode:

1:21 Mike’s ideal Client: Frankly, it's US; it's that small business owner who's looking to build or trying to build a lifestyle friendly business. They're looking for that way to just connect their business with their life.

1:53 Problem Mike helps solve: What you don't know is that I'm also called "Cash Flow Mike" so one of the principle things that I to do is help business owners 'get, keep, and grow their cash.'

2:36 Typical symptoms that clients do before reaching out to Mike: I built several companies and it's a feeling that you get when you don't know if you'll be able to pay bills, you're struggling to pay your bills. But it's not only just the companies that are struggling, there's a feeling that they get when they're growing, "can I keep up with my growth?". Whether you're successful or not, it's that feeling of being behind.

3:34 What are some of the common mistakes that folks make before finding Mike and his solution: Actually, my free resource will actually point to some of these but here's what I'm going to tell you. First of all, we take too much out of the business; we're robbing it, we're stripping it of the actual fuel that it needs. Secondly, don't take this the wrong way, but we're 'dumb'; but not dumb as in unintelligent it's D.U.M.B.= we Don't Understand My Business. Those are the two big mistakes that I think we make.

4:25 Mike’s Valuable Free Action (VFA): Simply it's practice, expense control discipline. There's one rule to rule them all. If you're going home tonight, if you're going to look at your financial statements, Look at it this way, here's the calculation: the change in operating expense should mere the changing growth profit. What that means is that if you have less money to spend (gross profit), you should spend less money (operating expense). If you have money to spend, spend a little bit more money.

5:17 Mike’s Valuable Free Resource (VFR): Here's what I will offer. I have a PDF called "The 10 Things that D.U.M.B. Business Owners Think" it might be you. I've thought of them, especially in my businesses, it doesn't stop there though. Inside this resource page we've got an inventory control sheet, there's probably 10 different spreadsheets and I'm just going to give it all away to your listeners Bill. Whatever we got on that resource page and they can have it for free. They can go to elevatefinancialtraining.com/resource-download

6:24 How do I make more money? How do I get my hands on more cash? There are all sorts of hidden opportunities inside your business but I'm going to tell you the first philosophy about money. First of all, you cannot chase it. I don't care what you do, you do not chase money, you have to attract it.

What You’ll Learn From This Episode:

* Generate online presence the right way

* Why Facebook group can help to generate leads

* How important is audience engagement

Related Links and Resources:

I'm going to give you my name and blueprint on exactly how to come up with that perfect Facebook group name so that people know right away if it is 'for me'. We got a special link and it is www.deliveryourgenius.com/scale

Summary:

Christina Jandali is a confidence boosting, cash creating Business Growth Strategies who helps online business owners stand out, get seen and create 6-figures plus+ profits using the power of Facebook groups.

After becoming a millionaire in her mid 20’s (losing it and rebuilding it over again) and climbing the corporate ladder, she realized she was ready to build her own dream business, not someone else’s.

Here are the highlights of this episode:

1:17 Christina’s ideal Client: My ideal client is a business owner that's looking to grow and scale their business online by using online marketing strategies.

1:34 Problem Christina helps solve: It really comes down with the complications of figuring out marketing strategies online and there's so much noise, there's so many new tactics, there's so many moving parts. "How do I actually get social media? How do I actually get that working for me in order to turn that into profits?"

2:11 Typical symptoms that clients do before reaching out to Christina: There are 3 things that I see people struggling with or symptoms of this. Number one: they're trying to generate online presence; they're trying to generate online business but they're not getting the level of engagement that they want. And so, they think that "oh, I should give more content, I need to put more stuff out there, I need to share more HOW-TOs.." so they're giving all this content, they're spending a ton of time and they ended up on this treadmill of producing more and more content just trying to keep up with the amount of level of engagement coming back. They think the problem is "I need to add more content" but that's not the problem. Second thing I see people struggling with is that they're not generating enough leads online. So, they're thinking "where are my people, maybe I need to get it somewhere else, maybe I need to be in a different platform" and they're trying all these different things and they're thinking maybe they need to shift their messaging to try and get more leads. And they're jumping from message to message and people became confused than ever. That's not the problem. And the third one that people see is that they're not getting enough sales and they think "if I have enough people, I will get more sales" but what happen is, if they have an offer that's not converting online, adding people to it is not going to actually convert to more sales, so that's not the problem either. Those are the 3 symptoms that people are experiencing.

3:40 What are some of the common mistakes that folks make before finding Christina and her solution: Trying to go back to those symptoms, they're trying to fix with dumping a whole bunch of content and they're confusing the market. They're trying to change their message based on who they're talking and thinking that's going to generate more leads and they're thinking that driving more leads is just going to be the answer to an offer or sales that's not converting online. What's really going on beneath the surface is the lack of engagement with their audience. If you got that engagement with your audience, if you got that true connection with your audience meaning they're tuned in, they're tapped in, they're paying attention, they're responding to you, they're waiting for you, and they're wanting to hear, they actually want to get fully tuned.

What You’ll Learn From This Episode:* Tips on how to close deals with new and existing customers* Find out if your sales organization can get to that next level of growth* Using the map: 'Mutual Action Plan'Related Links and Resources:On my blog, there is an article about Mutual Action Plan and a template that you can download so that you build your very own Mutual Action Plan. Once you've done that customer's list that I've just told you to do, you are going to need Mutual Action Plans to figure out the best way to move forward with any sales opportunity you have. So, it's www.aliceheiman.com/blog and then type in the search 'Mutual Action Plan.Summary:Alice Heiman is the Founder of Alice Heiman, LLC. Alice is recognized by Forbes.com, as being among the world’s leading experts on the complex sale. and originally, from the widely known Miller Heiman Group, she works with owner-led companies with a B2B complex sale to build their sales organization.Here are the highlights of this episode:1:27 Alice’s ideal Client: An ideal client for me is the CEO of an innovative company with a business-to-business complex sales that has exceptional growth potential-but they're stuck. They might have hit a plateau or they're just aren't sure what's the best path is to get to their next level in profitable sales2:06 Problem Alice helps solve: I help them improve their sales organizations which encompasses a lot of things but improving that so they can make sales easier and that means they can close more deals. But not just with brand new customers, with their existing customers as well.2:55 Typical symptoms that clients do before reaching out to Alice: Well, many times a CEO will call me and say "we're not growing our existing accounts; we're retaining most of them, we have a pretty good retention rate but there's so much growth in those existing accounts and we're just not growing them" that's one of the things. Sometimes they say something to me like "I'm not sure if my team can take us to the next level; the investors and I have a vision but where sales is going, I don't know if the team can take us there. Sometimes they say "I'm not quite sure if my sales leaders have the skills, they need in order to get that sales team out there and really get them closing deals." Those are the kind of things I hear when the CEO is wondering, whether the sales organization that's existing can get to that next level.. you know, that double digit, triple digit growth that they really want, that their investor wants. When they're wondering, then that's the symptom - they're WONDERING.4:29 What are some of the common mistakes that folks make before finding Alice and her solution: You and I both know that these supermen and women wear many hats when they're leading a company. They have a lot of pressure from investors and stakeholders and sometimes their own family if it's a family-owned business. And so, they're trying to do a lot of different things and they're probably aren't focusing on sales; it's one of many things. A big mistake is not placing the proper focus on sales and depending on someone else to be doing that, and they're really not. Another thing is strategy; a big mistake is not having a clear strategy for your company. If you don't have that, you certainly can't have a clear strategy for sales. 'Get more sales' is not a strategy. So, we need a clear strategy that is communicated and I see that often as a mistake. The sales leaders and the sales people aren't quite sure which market they should go after - they should pay attention to existing customers or perhaps to just getting new logos. That unclear strategy is a big mistake.6:07 Alice’s Valuable Free Action (VFA): This is it, and if you haven't done this yet, then the minute you stop listening, I need you to make a list of your existing customers. I want you to rate them and rank them in some way,

What You’ll Learn From This Episode:

* How to be seen as a GO-TO expert and get highly paid for that

* Getting the right visibility and getting results from it

* Why consistent presence is important

Related Links and Resources:

I put together a guide. The guide basically walks you through 17 of the most common mistakes that people make when they're guesting as an expert; you will get it at www.MelanieBenson.com/Scaleology and that will give you to the free download and very simple to go through.

Summary:

Melanie Benson, Authority Amplifier, helps expert-preneurs stand out in a crowded market and attract high paying clients and opportunities. Melanie has a proven track record of accelerating results for her clients (it's not uncommon to see 3-5x revenue increases in the first 6 months.) She's host of Amplify Your Success Podcast, is author of Rewired for Wealth, co-author of the best-selling Voices of the 21st Century and Entrepreneur.com's Start Up Guide to Starting an Information Marketing Business, and has been featured in Bloomberg BusinessWeek, Woman's Day, and Parenting. Melanie served on the Women Speaker's Association Executive Team.

Here are the highlights of this episode:

2:36 Melanie’s ideal Client: My ideal clients are business leaders, business owners, and entrepreneurs who have been in business for two years but they're finding that they're not standing out with their message and the impact they want to have. They're feeling that they are 'best-kept secret', they're feeling that they're getting pass over by ideal clients, there are clients that's choosing their competitors. And they're looking for creative ways to tap in into the new markets without having to be on the road speaking all the time.

3:13 Problem Melanie helps solve: I think without a shadow of a doubt, the biggest one is they think they're doing all the right things but they are not getting the results. So, they're feeling overwhelmed, they're exhausted, that moment when you are like "I'm trying everything what everyone has told me and I'm just not getting the visibility and the attraction that I hoped." Maybe they are already doing podcast guesting. My specialty is helping people look for the right audiences to get featured on a podcast, a guest expert, virtual events, virtual shows, whatever they want to do. And position their authority in a way that transforms them from being pass over and invisible in their market to really being seen as the GO-TO expert and get highly paid for that.

4:29 Typical symptoms that clients do before reaching out to Melanie: A common symptom that I hear is, this just came up the other day, was from someone on my Facebook groups saying "so Melanie, I've been doing what everyone's telling me to do. I'm getting on the podcast guesting, I published a book, I'm doing all the right things but I just feel like people don't really see me, like they're not hiring me." At some level, that invisibility feels overwhelming to them, they feel so confused about what to do to fix that. On the other side, sometimes people are doing all the right things and they're getting on lots of podcast, but the way in which they're organizing their information, what they're going to talk about, it's not actually getting anybody into their leads. They're not turning into potential clients, they're not getting business from it, and so they're flustered. They're thinking "I think I'm doing everything right" but they can't figure the right puzzle pieces are to optimize the time investment they're making, so they're a little bit of hopelessness too, I think.

5:54 What are some of the common mistakes that folks make before finding Melanie and her solution: There's a mistake of trying to do all the right things, but because you don't have a strategy that is custom...

What You’ll Learn From This Episode:

* How to keep the family culture strong and thriving

* The importance of teaching kids that they are a part of something bigger than themselves

* Why having meals together with the family is essential

Related Links and Resources:

I have written recently and co-authored a book with Mark Victor Hansen, the 'Chicken Soup for the Soul' guy. And if you will go to www.auntmitzi.com, I have several free chapters of the book that we wrote together 'How to be UP in Down Times'

Summary:

Author, speaker, and businesswoman Mitzi Perdue holds a BA with honors from Harvard University and an MPA from  George Washington University.  She is a past president of the 35,000-member American Agri-Women, and she’s the founder of CERES Farms. Mitzi combines the experiences of three long-time family businesses.

Her father Ernest Henderson co-founded the Sheraton Hotel Chain and her late husband Frank Perdue was the second generation in the poultry company that today operates in more than 50 countries.

Recently she authored "How to Make Your Family Business Last, Techniques, Advice, Checklists, and Resources for Keeping the Family Business in the Family. The 46 years since the founding of Ceres Farms, she represents more than three centuries of family business history.

Here are the highlights of this episode:

2:51 Mitzi’s ideal Client: My ideal client is a family who is in a family business and who would really like to see the next generation not get screwed up. Because it's so easy for family businesses to not put their enough effort, and having their children grow up with values that will help support keeping the family business in the family.

3:26Problem Mitzi helps solve: I have observed that every family that exists has a culture; but is one that came about by accident or is it one that came about by design? And the one's that came about by accident, they rarely support keeping the family business in the family. So, I help develop a culture that supports keeping the family strong and thriving.

4:19Typical symptoms that clients do before reaching out to Mitzi: A high functioning family which is what we are all in for, is one where people enjoy being all together. They're partners, they're not torn apart by jealousy and ego. If your family is experiencing pain, my best advice to you is to get professional help before it gets worse. My second best advice is, if you're going to have outsiders to help you, have them committed to helping the whole family, not just one or two members. And what I mean by that is, families fall apart when a lawyer represents one family member against the interest of the whole family. So, don't do that.

5:19What are some of the common mistakes that folks make before finding Mitzi and his solution: The biggest thing that they can do to help keep the family together is be very conscious of the culture you develop, including  teaching the kids from the youngest age that they can't always be right. How about teaching them that they are a part of something bigger than themselves, that they're stewards. If you don't do that, the average families aren't going to make it to the next generation. If you want a successful long-lasting family, you've got to consciously figure out the values that will get you there and I certainly recommend that you buy my books to help you learn.

6:19Mitzi’s Valuable Free Action (VFA): This may sound off-brand but you know what really helps families? have you come across 'How to Win Friends and Influence People'? It tells you an enormous amount about human relations that shows you that you are part of something bigger than yourself that helps solve problems and prevent problems before they escape. Both the Henderson and the Perdue (family) regularly read a book that was written generations ag...

What You’ll Learn From This Episode:

* How to connect properly in order to grow your business and network

* Know some common mistakes in launching a podcast

* Think of 20 people you want to connect with and what's the next step

Related Links and Resources:

You and I only have 7-minutes but it usually takes about an hour of various layers of what I call the "R.E.A.C.H. system" and how you gain that reach; more reach, more clients, more referrals to podcasting. I encourage all of your viewers and listeners to go to www.thereachsystem.com/reach  and there's a training available right there that will show them how to get more reach, clients, and referrals through podcasting with actionable steps they can take immediately

Summary:

Adam Hommey is a speaker, author, trainer, and consultant with nearly 20 years’ experience helping business creators. He is the creator of The R.E.A.C.H. System, and helps you exponentially reach more profitable customers.

Adam is the author of Groundhog Day is an Event, Not a Business Strategy, and a contributing author to Journeys to Success: The Millennial Edition - both international Amazon best-sellers. He has spoken on stages (both in-person and virtual) around the country for many years and is a sought-after expert on podcasting for entrepreneurs.

Here are the highlights of this episode:

1:59 Adam’s ideal Client: There are a couple sweet spots so I'll just say anyone. One of which is, working with a start-up to transitioning them to actually making revenue. Another is, organizations that are looking to make the transitions from being solopreneur to being leveraged. If you want to look at statistical data, we find we work well with organizations between two and ten employees or team members, and revenues of 250 and up, give or take.

2:43 Problem Adam helps solve: With the rate system, the main problem we solve has to do with how they network and how they connect with prospects, customers, clients, business allies, JV partners and other media such as other podcasters. In other words, people they need to connect with in order to grow their business and network.

3:24 Typical symptoms that clients do before reaching out to Adam: I think there's actually two of them. Number 1 is folks feel like they are having a lot of conversations that go nowhere fast. And the other is, they have a hesitation about initiating the conversations because they're worried, they may be seen as just another sales person trying to "hawk something". We all know what 'hop on the phone for a quick chat' really means.

4:07 What are some of the common mistakes that folks make before finding Adam and his solution: Actually, what I like to address is something slightly different going back to the problem we solve. I'll answer your actual question in one sentence right now; the common mistake in launching podcasts is that they follow themselves down the rabbit hole and they make it too technologically difficult, so they lose momentum even before they get started. Now, the mistakes that people make that can be solve by hosting a podcast is doing things like endless networking, trying to reach out to people, trying to initiate chats, offering free strategy sessions, and all those other approaches we see out there which are thinly disguised efforts to get people on the phone so that they can volunteer themselves to become clients. With podcasting, just like you and me right now, we're just having a conversation, we're establishing 'know-like-and-trust', we don't have on the back end "oh, we're going to do business together" because we won't. We may or may not. But the chances that you and I could connect and do something together actually increase just because we're having this conversation.

What You’ll Learn From This Episode:

* Avoiding having low productivity and self-sabotaging

* Having a proper leadership style

* Using a 5-step approach to succeed

Related Links and Resources:

So, I created a program called "The Power of Your Unconscious Mind" and I breakdown and go deep with lots of stories about how your mind works, how to optimize yourself, how to get the most out of yourself. And if you go to www.powermindsetprogram.com and I'm giving you a VIP access, there's no charge for this.

Summary:

After 32 years of studying human behavior, facilitating over 15,000 individual hypnosis sessions, and running hundreds of group experiences, Tim Shurr discovered the precise methods for shifting people from surviving to thriving! He boldly says, "I can solve your biggest problem right here and now!" and he's backed his claims up on live television numerous times!

Tim Shurr is host of the How To Be Mesmerizing podcast, creator of the Legend Summit, and author of 6 books including his latest that just released on Amazon, One Belief Away!

Here are the highlights of this episode:

2:02 Tim’s ideal Client: My ideal client is an executive in a midsize company or someone who is on the top leadership or management level who is struggling with the pressures of hitting their numbers regularly, and also managing all the personalities that they have. Also managing getting their all stuff done, and now managing a remote workforce. The constant pressure and anxiety that we have of succeeding and doing well, plus managing our life is tremendous. And people need better tools and strategies, and that's where I provide them.

2:48 Problem Tim helps solve: Well, that one problem really is low productivity and self-sabotage. People do not realize because they're programming from their childhood, the unconscious beliefs and biases floating around in their emotional unconscious mind. That's what keeping them from the results they want. We're trying to solve the wrong problem. We're focusing on changing other people, we're focusing on getting new sales, marketing or new technology in place when we're not upgrading the human software in our own minds. That's why communication breaks down, people have high turnover, why you have silos, even in high-performing team you have a lot of mistakes that are made because people are not aware that they are creating a problem that they're complaining about.

4:08 Typical symptoms that clients do before reaching out to Tim: Think about the most common people problems. People are struggling with anxiety, people are tired, people feel overwhelmed, people are not getting sleep at night, we're turning into sugar, nicotine, alcohol, as a way to feel better and often it just makes things worse. So, the most common people problems are what's creating all the stress in the workplace. But those people problems are coming from these ideas that people don't care or just these common blind spots that people have. For example, there was this guy one time that would run through the workshop, he didn't want to talk to anybody because he was afraid that if someone would ask him something, he wouldn't be able to get his stuff done on his list. He has a belief that his to-do list is more important than the interactions with his people. It made him transactional instead of transformational. And you can imagine the resentment that was happening towards their leader. It's a common blind spot that people have. Another blind spot that people have especially leaders is that "I don't have time to train my people, I barely have enough time to get my own stuff done." Another common belief that we have is that people don't want to work hard, people don't want to give that discretionary effort when really, it's your leadership style and your approach tha...

What You’ll Learn From This Episode:* Avoid feeling overwork and still not making enough money* Knowing who you are actually serving * Identifying your ideal clientsRelated Links and Resources:If you go to www.freelancetransformation.com/fbs it will take you to a little guide that you can use to help you identify those ideal clients and problems that you solve for them in a bit of a more structured way. So, when you are planning to take that day off and planning to do this, grab that and use that as a starting point to help you work through that.Summary:Matt Inglot is the owner of Tilted Pixel, a digital marketing agency that helps membership site owners to grow their websites. Matt has run Tilted Pixel for over 15 years and transformed the business several times to build something that allowed him to live the life he loves and to find the clients that he loves working for. He is also the founder of FreelanceTransformation.com where you can get lots of advice on building a better client-based business including over 170 interviews with successfully agency owners and freelancers.Here are the highlights of this episode:1:38 Matt’s ideal Client: As my agency, we focus on membership site owners; specifically, membership site owners that are making at least half a million dollars a year from their business already and they're trying to grow it. And that's the kind of laser-focused that we have after a lot of ___ ( I cannot decrypt what he said). And through having that agency for 15 years, I found that as a second business, I now also help coach other consultants, agencies, and so on on finding ideal clients and growing their sales.2:24 Problem Matt helps solve: They're trying to find more clients and they're trying to find better clients. And often times, they just get stuck in this terrible position where they simultaneously feel overwork and yet somehow, they're not making enough money. And if run a client-based business and either you can relate to this or you can relate to this at some point in your business journey. And that's because frankly, they're finding the wrong clients, they're not finding the high-valued clients that are actually going to help them grow their business. Meaning, they're going to be able to pay them enough, and they're going to be able to work with them long enough that they're not stuck in a position where they're just trying to get like a hundred clients a year in order to make this thing work.3:39 Typical symptoms that clients do before reaching out to Matt: If you're a solopreneur looking for your own clients, then you're overworked and trying to simultaneously do sales and do client work, and the next thing you know it's 9pm and you're still working. And you mentioned something 'average client value', that's probably a really big symptom. If you're looking at the average size of your client and it's just too small. And then you start doing the math; "if I have a 5,000-dollar client, and I need to make a 100K a year" well then, you need quite a bit of clients, I think 20 clients in order to get that 100K. Not assuming that 100K is profit and everything's perfect. So, imagine all the work you have to do to attract 20 clients. And of course, if it's a 2,000-dollar client, then it's even worse. I say those are the key symptoms. And with membership owners, that's a whole other conversation.5:06 What are some of the common mistakes that folks make before finding Matt and his solution: They try to serve everybody; that will be a big one. And they get it into their head that the way to success is to work harder, spend more time doing sales calls or whatever sales calls really is because if you're a solopreneur, you're probably not picking up the phone and dialing numbers and things like that, there's better ways to get clients. But they think that they have to work harder. And they never kind of stop,