Supercharging Business Success

What You’ll Learn From This Episode:

* How DIY can be frustrating if you’re lacking a system

* Why getting people for yearly enrollment for your coaching is better

* Why group coaching is important

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Related Links and Resources:

You can get her free resource if you go to www.highlyprofitablepractice.com, it's a couple of pages, and it actually teaches you how to do a pilot group or mastermind program in under two weeks and get it off the ground without a lot of tech or a lot of anything.

Summary:

After a 25-year career as a psychotherapist in private practice Susan Epstein launched her first coaching business in 2005.  Susan was a pioneer in the Parent Coaching Industry and founded the Parent Coach Academy a Parent Coach Certification Program. She has trained and certified hundreds of parenting coaches.

In 2015 Susan pivoted and launched her newest business, Highly Profitable Practice. She is a business coach and strategist working with coaches, therapists and healers to fill their practices and then leverage their time.  She does this by offering Masterclasses, Masterminds, Group Coaching Programs and Individual Coaching.   Susan coaches her clients to follow her model by focusing on taking consistent action, eliminating distraction, and finding their ONE THING.

Since then, Susan has scaled her business and has a team of coaches who deliver programming and a team of admins who do all the 'tech and back end detail work.' With this shift, Susan is able to help more coaches achieve their dreams of having a real and profitable business.

Here are the highlights of this episode:

2:13 Susan’s ideal Client: My ideal client is a coach that already has clients & knows what their business is, they're not trying to figure out what their niches. Now they might be pivoting because of the current situation with the pandemic, that's fine. But they have some success and they've been successful in their lives before they were a coach, because none of us were born as a coach. They want to work less, because they want to have a life. They want to have a consistent monthly income, they want to save for their retirement, and they want to not do all the stuff on the back end. They want to be able to do what they love to do, and they're lacking systems in order to do that.

3:13 Problem Susan helps solve: They are trying to DIY, do everything themselves. Build their websites, do their social media promotion, build their landing pages, do all the networking, do all the follow-up, trying to figure out how to do payment links, they are following 15 different gurus, everybody's telling them different things to do. They've probably spent gobs of money on programs that did not fit them, weren't good for them or they didn't deliver what they said. They're frustrated and some of them are wishing they could find a job.

4:17 Typical symptoms that clients do before reaching out to Susan: They're making offers but they're getting more No's than yes's. They're always on enrollment, they're always chasing the next client, they're working way too many hours. They wake up and at their computer at 6 o'clock in the morning and they're sitting on it until 10 at night. Their partner is probably saying "this isn't working, are you sure you want to keep doing this? Are you sure you want to keep on investing and doing this business?" but the person is feeling I meant to do this, I'm supposed to do this, this is what my calling is, I don't want to give up but I don't know where to go, nobody understands what I'm trying to build here.

5:45 What are some of the common mistakes that folks make before finding Susan and her solution: The biggest mistake I see in the clients that has come to me or people that had talked to me is that they are enrolling people for too short of tim...

What You’ll Learn From This Episode:

* Earn more money without sacrificing your lifestyle

* Raise your rates without losing clients

* Separating your fee from time into the pricing strategy

​

Related Links and Resources:

The resource is called 'Get Paid What You're Worth' and you can find this at www.businesssuccesssolution.com/worth.

Summary:

Loren Fogelman is a keynote speaker and one of America’s top ranked business coaches. From 2018 to 2020, Loren has been steadily recognized by HubSpot in its annual list of the world’s top 22 business coaches.

As a keynote speaker, Loren has delivered talks and workshops across the United States at major conferences such as Inbound, one of the world’s most esteemed content marketing events for entrepreneurs, as well as many niche conferences for accounting professionals.

Loren is an expert in pricing strategy and sales for small business owners. Her passion is empowering entrepreneurs to double revenues by working half the time through strategic pricing and effective sales techniques.

Loren coaches service-based entrepreneurs to shift away from the trap of the “dollars-per-hour” business model to a value-based model that has, in some cases, allowed her clients to reduce workload by as much as 50% while doubling revenues.

Here are the highlights of this episode:

2:07 Loren’s ideal Client: My ideal clients are service-based entrepreneurs and business owners who charge by the hour, the session or the project. They wanted to be able to earn more money, however, they don't want to make the sacrifice of their lifestyle in order to be able to have more revenue coming in.

2:36Problem Loren helps solve: The primary problem is how to earn more without having to sacrifice other parts of their life in order to be able to bring more revenue. Basically, what they don't know how to do is to separate their fees from time. And when their income is connected to their time, they are having to give up other important parts of their life if they want to earn more money. That's a big problem.

3:19Typical symptoms that clients do before reaching out to Loren: The thing that comes up to them a lot of times is that they want to raise their rates however they are afraid of losing clients. Nobody else maybe charges more than that. They feel that their geography can only handle a certain amount for that rate, and they won't tolerate more. As a result of that, they are trading their doubts for hours. And what I believe is that when they are doing that, not only is it unfair to them, but it is unfair to their clients as well because it puts them on opposing sides. Where your clients want you to work as quickly as possible (they are watching the clock) and you want to take as long as possible. Therefore, it actually doesn't encourage or incentivize you to become more efficient, and really gain more expertise in what you do.

4:26What are some of the common mistakes that folks make before finding Loren and her solution: What happens is, when they are talking with someone or in any type of networking or marketing, they are focusing on the features, the products, the steps as opposed to the benefits and outcome. That is because the products, the system, the steps, is important to you as the business owner. You invested a lot of time, money, and effort in gaining that level of expertise or that process. However, that's not what your clients is really investing in. Your clients actually invest in your expertise in what you know and not what you do. What you have to show them is that what they have to gain from investing in you is going to be greater than the fees that they actually pay for your service. I just want to say that one more time for emphasize: clients need to believ...

What You’ll Learn From This Episode:

* Difference of selling advice in selling your product

* How focusing your referrals is the foundation of all of your marketing

* Getting a system that drives referrals

Related Links and Resources:

If you go to www.unstoppableceo.net/sbs, they can go there and download the book, a short book, about 45-minute read, combine using a book and using a podcast to exponentially and continually expand your referrals

Summary:

Steve Gordon is the author of five books, including the Amazon Business #1 bestseller Unstoppable Referrals: 10x Referrals, Half the Effort, and Podcast Prospecting: How to Land High-Ticket Clients with a Podcast. He’s the host of The Unstoppable CEO Podcast and has appeared on over 100 podcasts. His firm helps digital agencies, consultants, and expertise-based businesses systematically attract more clients

Here are the highlights of this episode:

1:25 Steve’s ideal Client: Our ideal client is any business where you're hired for your expertise; consultants or sometimes consulting firms. Anyone who is really delivering their advice and their expertise as their product.

1:53Problem Steve helps solve: The big problem that they have is that selling your advice is very different in selling a product, because 'you' are the product. You have to be the salesperson typically and then run into a phone booth and put up your superman suit, come back out and save the day for your client. It can be very hard to make that transition from salesperson to trusted advisor. And so, what we do is we help our clients build systems that pre-sale their prospects so that when they arrive, have a sales conversation and they have already decided that you're their guy, they made the important choice and all you got to do at that point is work out the charms of the deal.

2:50Typical symptoms that clients do before reaching out to Steve: If you're lying awake at night at 2 o'clock in the morning in the dark with a little cold sweat beating off out of your body and you're worried because you don't know where the next deal is coming from, then we maybe should talk. That's usually when it kicks in for people.

3:33What are some of the common mistakes that folks make before finding Steve and his solution: The biggest is what I call 'dabbling'. When it comes to marketing and business development, people tend to hear about the latest and greatest thing, right now TikTok is on the rage, and before that it was Instagram, Snapchat or LinkedIn, you name it. Today there are more options for you that there have ever been in the history to promote your business. Your biggest risk is that you have an abundance of choice. What we see happen too often is that businesses get caught dabbling in a little bit of this and that, or a little bit of the other thing, and they never really master any those channels for business development. Most of the companies we worked with, they're landing very high-ticket engagements, they don't need a thousand or 10,000 clients in a year, they need the right dozen, two dozen or three dozen. And solving that problem is very different than trying to get that thousand or 10,000, so you can do that very effectively by focusing and mastering one or maybe two channels.

4:58Steve’s Valuable Free Action (VFA): The best place to start is to focus on your referrals; that is to me the foundation for all of your marketing. And before you try to go and do anything more elaborate than that, get a system in place that drives referrals. And the one thing that you can do today is sit down and think about the types of information that you need to convey to a potential client to get them to a point that they want to meet with you or somebody on your sales team. These are things that you likely already have around.

What You’ll Learn From This Episode:

* How to reach out and market to your type of client

* Making your LinkedIn profile attractive for A-list clients

* Having a methodology, strategy or system in using LinkedIn

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Related Links and Resources:

You can go to www.linkedleads.us/profile, download a cheat sheet for your LinkedIn. It gives you a good starting guide for making your profile, in what Yakov called 'irresistible' to those A-list clients that you're looking for.

Summary:

Yakov Smart is considered to be the leading expert when it comes to attracting A-List clients using LinkedIn. He’s the Author of Disrupting LinkedIn and a sought-after authority by top business owners and sales leaders world-wide. Yakov has shared the stage with Samantha Debianci of Bravo's hit TV show, Million Dollar Listing and been a guest on numerous media outlets.

A resident of Scottsdale, Arizona, today Yakov is the proud leader of Linked Lead Enterprises, where his webinars, on-demand training programs and strategic consulting accelerators give people proven tools and techniques for transforming their LinkedIn Profiles into priceless, Relationship Building Assets.

Here are the highlights of this episode:

1:43 Yakov’s ideal Client: Somebody who either wants to raise capital, attract investors using LinkedIn or somebody in the B2B type of service space who wants to attract A-list, high-end, premiere type of client.

2:13Problem Yakov helps solve: They don't have control of generating leads at will, on demand. And instead they're stuck hoping to get referrals, that's what usually happens.

2:48Typical symptoms that clients do before reaching out to Yakov: People just aren't able to first of all, get their foot in the door. Maybe they have a type of client they really want to work with, who will get a lot of value from working with them, and maybe they have no way of reaching that person, and when they try to reach out and market or offer their help, it goes on deaf ears because the market is so saturated. There's so much noise out there whether they're just being ignored, and that's not letting them do their best work and it's also not letting their potential client benefit from working with them. The other issue is, it's very sporadic, it's a roller coaster of some months having enough clients and enough business. And another month having a dry up and looking for that next lead or clients. Those are couple of the big things, there are some symptoms and consequences of those, are shortages in cash flow, instability, a lot of stress, a lot of sleepless nights, a lot of hardships and struggle that's completely unnecessary when you do have a way of generating leads consistently.

4:08What are some of the common mistakes that folks make before finding Yakov and his solution: Couple of the biggest ones is they're not doing the right thing; so they're trying to just ‘post and hope’. They're trying to post something to LinkedIn and hope it brings a new flurry of new business. And that 99.9% of the time is not the case. So, they don't have a methodology, strategy or system. They're not reverse engineering how to hit their goal, how to hit their outcome using LinkedIn, using that platform. There are some people who are actively taking a lot of action and trying to do outreach, but reaching out in an ineffective way. They are reaching out where they're coming up as family or salesy, that's not working either. And then you have the people who are just spending so much time trying to do a whole bunch of things, hoping something sticks. They don't have clear direction on that as well. Another big mistake is that some people go on thinking of advertising on LinkedIn, spend money on LinkedIn ads when in reality for most businesses the organic marketing st...

What You’ll Learn From this Episode:

* How 'bright-shiny-objects' syndrome affects entrepreneurs

* Feeling overwhelmed can affect your prioritizing

* How powerful is having a check list

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Related Links and Resources:

If you go to our website www.simplesuccessplans.com/daily. you can download a free copy of 'Daily Success Checklist' There's a whole kit that you can download.

Summary:

Laura Posey is an internationally-recognized speaker, author and consultant.

She is known as The Simple Planning Specialist for her unique ability to simply and easily laser focus her clients to get dramatic results. Her Simple Strategic Plan is used by over 2500 companies from startups to Fortune 100.

She is the author of "How to Plan Your Entire Year on One Sheet Of Paper", and co-author with Jack Canfield of "Mastering The Art Of Success".

Laura is a graduate of SUNY at Buffalo and holds an MBA from Virginia Commonwealth University. She is fluent in German and is currently working on her Spanish.

When not on stage or with a client, you can find her traveling the world, playing golf, practicing the fiddle or snuggling with her rescue mutt, George, at home in Richmond, Virginia, USA.

Here are the highlights of this episode:

1:49 Laura’s ideal Client: Entrepreneurs are my bread and butter, coaches, advisors, consultants, service providers, all in the business to business space. I came out of insurance for many years as an agent and also as a Sales Manager. I just love the B2B Space, I love folks that are selling to other business owners.

2:24Problem Laura helps solve: The biggest problem that I see with almost every entrepreneur, is that they have a terrible 'bright-shiny-objects' syndrome; they see opportunity everywhere, which is why they started a business, because they saw the opportunity. The problem is, they have trouble prioritizing the opportunities. They have trouble saying "no" to the ones that aren't really going to get them where they need to go. And so, we have to help them put some constraints on the opportunities. Choose the very best ones, and get them all the way done.

3:10Typical symptoms that clients do before reaching out to Laura: The biggest emotion or feeling is that sense of overwhelmed; there's just so much to do, they're chasing stuffs, they got many projects going at once, they've got lot of stuffs done but there is a lot of stuffs that isn’t getting done. They're feeling overwhelmed, they're frustrated, they're stressed, and they just feel unfocused. They have this sense of "I just really want a path to follow; just give me some steps, let me put my business into a series of steps that goes from here to here so that I can grow it." That's what we help them to do is to get rid of that overwhelm and create that focus.

4:06What are some of the common mistakes that folks make before finding Laura and her solution: I think the first one is that they think it's unsolvable, they think there's something wrong with them, that they're broken in some way. That they're undisciplined, they don't have any will power, that they have ADHD, they think something's wrong with them. And so, they don't try to solve the problem. They're trying to fix themselves and the problem isn't them. The problem is simply the lack of a plan and the lack of a system. The second thing that I see is that they go overboard; they try to do too much planning. They sit down, answered millions of questions and they end up with this big thick huge plan that they never used. It was a good exercise in thinking in clearing up some of the clutter in their head, but it doesn't become a tool that they can use every day to stay focus, to get over that overwhelm and to make progress every single day.

What You’ll Learn From This Episode:

* Difference of selling advice in selling your product

* How focusing your referrals is the foundation of all of your marketing

* Getting a system that drives referrals

Related Links and Resources:

If you go to www.unstoppableceo.net/sbs, they can go there and download the book, a short book, about 45-minute read, combine using a book and using a podcast to exponentially and continually expand your referrals

Summary:

Steve Gordon is the author of five books, including the Amazon Business #1 bestseller Unstoppable Referrals: 10x Referrals, Half the Effort, and Podcast Prospecting: How to Land High-Ticket Clients with a Podcast. He’s the host of The Unstoppable CEO Podcast and has appeared on over 100 podcasts. His firm helps digital agencies, consultants, and expertise-based businesses systematically attract more clients

Here are the highlights of this episode:

1:25 Steve’s ideal Client: Our ideal client is any business where you're hired for your expertise; consultants or sometimes consulting firms. Anyone who is really delivering their advice and their expertise as their product.

1:53Problem Steve helps solve: The big problem that they have is that selling your advice is very different in selling a product, because 'you' are the product. You have to be the salesperson typically and then run into a phone booth and put up your superman suit, come back out and save the day for your client. It can be very hard to make that transition from salesperson to trusted advisor. And so, what we do is we help our clients build systems that pre-sale their prospects so that when they arrive, have a sales conversation and they have already decided that you're their guy, they made the important choice and all you got to do at that point is work out the charms of the deal.

2:50Typical symptoms that clients do before reaching out to Steve: If you're lying awake at night at 2 o'clock in the morning in the dark with a little cold sweat beating off out of your body and you're worried because you don't know where the next deal is coming from, then we maybe should talk. That's usually when it kicks in for people.

3:33What are some of the common mistakes that folks make before finding Steve and his solution: The biggest is what I call 'dabbling'. When it comes to marketing and business development, people tend to hear about the latest and greatest thing, right now TikTok is on the rage, and before that it was Instagram, Snapchat or LinkedIn, you name it. Today there are more options for you that there have ever been in the history to promote your business. Your biggest risk is that you have an abundance of choice. What we see happen too often is that businesses get caught dabbling in a little bit of this and that, or a little bit of the other thing, and they never really master any those channels for business development. Most of the companies we worked with, they're landing very high-ticket engagements, they don't need a thousand or 10,000 clients in a year, they need the right dozen, two dozen or three dozen. And solving that problem is very different than trying to get that thousand or 10,000, so you can do that very effectively by focusing and mastering one or maybe two channels.

4:58Steve’s Valuable Free Action (VFA): The best place to start is to focus on your referrals; that is to me the foundation for all of your marketing. And before you try to go and do anything more elaborate than that, get a system in place that drives referrals. And the one thing that you can do today is sit down and think about the types of information that you need to convey to a potential client to get them to a point that they want to meet with you or somebody on your sales team. These are things that you likely already have around.

What You’ll Learn From This Episode:

* How can you monetize using a membership website

* How a membership site can be of good use even if you are just using it to deliver your freebies

* Having a short-list before deciding which membership site platform to use

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Related Links and Resources:

Go to their website https://digitalaccesspass.com/worksheet. Read that first, then download the freebie worksheet.

Summary:

Veena Prashanth is the co-founder and co-developer of DigitalAccessPass.com (DAP),  a premium Membership Plugin for Wordpress, founder of one of the most powerful and customizable shopping cart platform for Wordpress called SmartPayCart (SPC), and the creator of MembershipSiteLab  where she teaches people how to generate steady, passive income from a membership site!

She is also the author of an Amazon Best Selling Book called "Upsells Unleashed". She launched DAP back in 2008. Since then generated millions of dollars in revenue from DAP and our other plugins.

To quote Veena: “The secret to our success is that we love our customers & we truly care about their success. We continually evolve and improve our products based on customer feedback and the changing needs of the marketplace.”

Here are the highlights of this episode:

2:03 Veena’s ideal Client: My ideal client is anyone who's looking to monetize their skills, knowledge, experience, expertise and generate a recurring revenue stream and using a membership website. Anyone who knows what they want, who's really good at what they want, can create a consistent content in whatever it is that they are good at, and are willing to put in the work and not give up when it doesn't work the first time they try something.

2:47Problem Veena helps solve: If you have done your niche research, and you know that you have this great idea for a membership website, and you know there is an audience for it. What you are confused about is that you don't know how go about monetizing it, you don't know how to deliver your content online, you don't know how to secure your content, how to protect it, how to integrate it with  payment processors, how to accept payments online. Basically, everything from strategy to planning to actual implementation of a membership site. If you need help of any of that, that's what we do.

3:45Typical symptoms that clients do before reaching out to Veena: I would say overwhelmed and just stressed. Because when you hear the word 'membership' people just assume that they have to create tons and tons of content, and they start wondering if they can continue to create a content on an ongoing basis consistently. And number two, can we deal with the tech because membership sites as you know, you need to use membership software, and some other tools and platforms to deliver your content to secure it. So, they worry about the tech part especially people that are not techy. And the third thing is, there are so many options online, when you ask around, everyone has a different opinion on what software or platform to use. What's good for one person may not be good for you. So how do you decide what's the right platform that you can go with, so that you don't have to keep switching because it didn't work out for you. So, how do you decide.

5:07What are some of the common mistakes that folks make before finding Veena and her solution: Well number one when it comes to membership sites, they think that they have to create all of the content upfront. What I've seen people do is restart into doing the creation mode. First is research, they do none stop for many months and there's really no don't need to do it. Because there is no such thing as a perfect platform. You got to figure out what it is that you really need and want,

What You’ll Learn From This Episode:

* Earn more money without sacrificing your lifestyle

* Raise your rates without losing clients

* Separating your fee from time into the pricing strategy

​

Related Links and Resources:

The resource is called 'Get Paid What You're Worth' and you can find this at www.businesssuccesssolution.com/worth.

Summary:

Loren Fogelman is a keynote speaker and one of America’s top ranked business coaches. From 2018 to 2020, Loren has been steadily recognized by HubSpot in its annual list of the world’s top 22 business coaches.

As a keynote speaker, Loren has delivered talks and workshops across the United States at major conferences such as Inbound, one of the world’s most esteemed content marketing events for entrepreneurs, as well as many niche conferences for accounting professionals.

Loren is an expert in pricing strategy and sales for small business owners. Her passion is empowering entrepreneurs to double revenues by working half the time through strategic pricing and effective sales techniques.

Loren coaches service-based entrepreneurs to shift away from the trap of the “dollars-per-hour” business model to a value-based model that has, in some cases, allowed her clients to reduce workload by as much as 50% while doubling revenues.

Here are the highlights of this episode:

2:07 Loren’s ideal Client: My ideal clients are service-based entrepreneurs and business owners who charge by the hour, the session or the project. They wanted to be able to earn more money, however, they don't want to make the sacrifice of their lifestyle in order to be able to have more revenue coming in.

2:36Problem Loren helps solve: The primary problem is how to earn more without having to sacrifice other parts of their life in order to be able to bring more revenue. Basically, what they don't know how to do is to separate their fees from time. And when their income is connected to their time, they are having to give up other important parts of their life if they want to earn more money. That's a big problem.

3:19Typical symptoms that clients do before reaching out to Loren: The thing that comes up to them a lot of times is that they want to raise their rates however they are afraid of losing clients. Nobody else maybe charges more than that. They feel that their geography can only handle a certain amount for that rate, and they won't tolerate more. As a result of that, they are trading their doubts for hours. And what I believe is that when they are doing that, not only is it unfair to them, but it is unfair to their clients as well because it puts them on opposing sides. Where your clients want you to work as quickly as possible (they are watching the clock) and you want to take as long as possible. Therefore, it actually doesn't encourage or incentivize you to become more efficient, and really gain more expertise in what you do.

4:26What are some of the common mistakes that folks make before finding Loren and her solution: What happens is, when they are talking with someone or in any type of networking or marketing, they are focusing on the features, the products, the steps as opposed to the benefits and outcome. That is because the products, the system, the steps, is important to you as the business owner. You invested a lot of time, money, and effort in gaining that level of expertise or that process. However, that's not what your clients is really investing in. Your clients actually invest in your expertise in what you know and not what you do. What you have to show them is that what they have to gain from investing in you is going to be greater than the fees that they actually pay for your service. I just want to say that one more time for emphasize: clients need to believ...

What You’ll Learn From This Episode:

* How your book can be a leverage to grow your business

* You got the idea for your book, but don’t know how to start or publish it

* You want to start writing a book but doesn’t know what content to put

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Related Links and Resources:

Get Josh’s email free course, you can sign up and get some emails, and it's all about steps on how to get started on thought leader, go directly to his site www.joshsteimley.com.

Summary:

Josh Steimle is an author, speaker, entrepreneur, and creator of The 7 Systems of Influence framework used by parents, educators, and business and community leaders to build influence and increase impact.

Josh is the founder of MWI, a digital marketing agency with offices in Hong Kong, Singapore, China, the UK, and the US. He is also the founder and CEO of Influencer Inc, a publishing, training, and events company that provides personal branding and thought leadership services to CEOs and other executives.

He has written over 300 articles for publications like Fortune, Time, Forbes, Inc., Mashable, TechCrunch, and Entrepreneur, and is the author of Chief Marketing Officers at Work, which was recognized in Success Magazine as one of the 5 Best Business Books of 2016.

Entrepreneur Magazine put Josh on their 50 Inspirational Entrepreneurs to Watch in 2017 list, Forbes recognized him as one of 25 Marketing Influencers To Watch In 2017, Josh was ranked #7 on Richtopia’s list of Top 100 Most Influential CMOs, and data from social media research firm Leadtail ranked Josh #11 on their list of People Most Mentioned and Retweeted by CMOs.

Josh consults with leaders in government on topics related to entrepreneurship and startups and has held various board positions and otherwise worked with non-profit entities related to adoption, education, entrepreneurship, economics, and government policy.

Here are the highlights of this episode:

3:08 Josh’s ideal Client: My ideal client is an entrepreneur between 35-45 years old who has a business doing at least 1 million US and a personal income of 250K, and it's an entrepreneur who wants to write a book. And this is a key because they think it will help grow their business.

3:35Problem Josh helps solve: Well it's really that they got this book inside them and they haven't able to get it published. But even more than that, is that they need to build an attention and thought leadership system around that book which they can then leverage to grow their business. That's how I grew my business through thought leadership, so that's what I'm trying to help entrepreneurs do, but the book is really the heart of it.

4:16Typical symptoms that clients do before reaching out to Josh: A lot of it is frustration, because they know that they got this idea for a book, it's inside. Maybe they even started writing it, but they just can't seem to get it published out there. People keep telling them "you should write a book." They know it will be great for their personal brand, they know it will be good for their business but they get busy and they just don't get it done.

4:50What are some of the common mistakes that folks make before finding Josh and his solution:

That inertia, they just don't get started. The second biggest problem is that they get started, but they never finish. The third biggest problem is that they start, they finished, maybe they even market the book and sell a few copies but they wrote the wrong book. And that's one of the problems who help them solve is that we help them write the right book for building their business.

5:30Josh’s Valuable Free Action (VFA): One of the things that causes writers block and gets people hang up on the book is, they don't take the idea further than just 'hey I want to write a book'.

What You’ll Learn From This Episode:

* How to engage your audience when you do a PowerPoint presentation

* Learn how to use the technique “tell-and-show” method

* Tips to present online or on a webinar

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Related Links and Resources:

Check out Ellen’s video training called "13 techniques to make designing your slides easy" and it shows these different types of how to use “tell-and-show” in various types of situation, but also some specific techniques in PowerPoint. You can go to www.ellenhelps.me/techniques, that's a redirect to her website www.ellenfinkelstein.com.

Summary:

Ellen Finkelstein is a PowerPoint MVP. You may not have heard of that because there's only 18 of them in the United States. But that's a very prestigious professional Microsoft Award.

Her well-known website is www.ellenfinkelstein.com and she offers many PowerPoint tips in the PowerPoint tips newsletters. She specializes in training speakers and presenters to convert Death by PowerPoint to Life by PowerPoint; communicate clearly and powerfully, and designed high-impact persuasive and professional looking slides.

Ellen has done training for Citrix, Brainshark, Disney, Microsoft, Pennsylvania State Education Association, Maharishi International University, State University of New York at Buffalo, State University of Illinois, several law firms and many others.

She's done onsite training, one-on-one virtual coaching, training and webinars.

Here are the highlights of this episode:

1:53 Ellen’s ideal Client: My ideal client is a professional who needs to present well, and somebody whose presentation is crucial for his or her success.

2:15Problem Ellen helps solve: I guess we can simply say "death by PowerPoint" but to expand what that means, the problem is that they don't engage their audience so they annoy their audience, they don't give their audience what their wants or needs when they present to them. So, I would say poor oral communication skills.

3:07Typical symptoms that clients do before reaching out to Ellen: It depends on the type of presentation; some are sales presentation, other are training presentation, it could be different types. But in general, if your audience is falling asleep, isn't engaging with you, doesn't respond to your call of action is, then that's a very easy way of knowing. That's a symptom that your presentation is not ideal.

One of the tricks is try to find out in advance what the audience needs. It's a really great tip. People who don't speak well, they speak at the audience instead of interacting with the audience. They read from the slides using it as a teleprompter, they add images to decorate the slides instead of using it to enhancing understanding, retention and persuasive impact.

4:30What are some of the common mistakes that folks make before finding Ellen and her solution: Surveys have shown what people hate most is presenters reading the slides, that will be the most common.

4:53Ellen’s Valuable Free Action (VFA): I have a technique or method that I call “tell-and-show” method. It's based on research by Michael Alley, who's a professor in the engineering school at Penn State. He tried different types of presentations and tested different groups of students with them. And he calls it "Assertion-Evidence", his more on science-based and he tells it a little bit snappier. But basically, what it is, is that you use the title of the slide to tell your point. And you use some type of graphic (photo, graph, diagram), whatever it is to show the point.

For example, in terms of the telling part of it, you can have chart that shows first quarter sales or dow...