Supercharging Business Success

What You’ll Learn From This Episode:

* How to deal with missing process in your company

* Not to feel overwhelmed and trust your team

* Putting accountability to people

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Related Links and Resources:

Jason and Mary Sturgeon host a weekly peer group for construction companies and it's called builder chat. If you go to www.arcadewayfinding.com/builder-chat , every Thursday at 1PM Pacific and talk about contractor things, and work through construction problems and company problems.

Also check out their personal podcast at www.arcadewayfinding.com/critpath/ were they talk about fun topics, light topics but also impacting and heavy-hitting construction topics as well.

Summary:

Jason and Mary Sturgeon are both ‘Principal Wayfinders’ at Arcade.

Arcade Wayfinding is an organization based, first and foremost, on finding the best, most magnetic ways to help construction industry people to make beneficial changes to their habits and workflow, and to better understand the nature of their work. We lean into a hands-on approach, so our training series focus on workshops, games, interactive activities and keeping people talking, laughing and engaged. One of our core beliefs is that if you’re not engaged, you’re not learning.

Here are the highlights of this episode:

1:26 Jason and Mary’s ideal Client: The ideal client for us would be someone who is good at their business, they're good at their trade, and they are good people. It's really important to us that they are good people, the people you want to sit down and have dinner with. And there are people that need a little bit of help.

Everybody doesn't know everything, and when you recognize that you are not an expert at everything under the sun, your first step would be to identify those resource experts and get them in your corners. So that you are better prepared to be able to deal with the challenges that life throws at you.

2:11Problem both of you helps solve:

Mary: It's true that there are lot of little problems, but if you had to put it under one big heading, it will be missing process. We start building company out and we do the thing we do and we're good at it, we work with the people that we like and that works well. And at some point, the business will grow up to a point that we need processes to help us help our people get work done. Were a lot of construction owners is good in construction, but they're not good at process.

Jason: So, they're very good at their trade, they're good at their discipline, but when it comes to building process where training to that process, that's where it all breaks down.

3:11Typical symptoms that clients do before reaching out to Jason and Mary:

Jason: The symptoms are pretty simple and we see them all the time. They feel like that they can't get away from the business, they feel like they can't take a vacation, they feel like there's no one around them that they can trust and delegate to.

Mary: If they don't do it, it doesn't get done.

Jason: And there is a sense that I wish we could just grow; I wish we could just scale. But you don't take a car that needs some engine work and make it go faster. You actually have to invest the time to make it run clean and then you can go as fast as you want. But we skip that step, it turns into frustration, friction, anger and turmoil within our team.

4:20What are some of the common mistakes that folks make before finding both of you and your solution:

Mary: One of the first mistakes is that before they even start trying to solve the problem, they make the mistakes of thinking that they have a different problem than they have.

What You’ll Learn From This Episode:

* Ways to increase the volume of their demand generation or outbound efforts

* Why LinkedIn is a good platform for digital presence

* Modern demand generation and optimizing

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Related Links and Resources:

He’s going to offer a go-to playbook for any executive or company looking to get active for the first time, so follow the link: https://skaled.com/lp/linkedin-touchpoints

Summary:

Jake Dunlap is the founder and CEO of Skaled Consulting and a recognized Sales Leader and B2B Sales and Marketing Thought Leader. Jake and the Skaled Team help executives around the world accelerate and scale business growth with data-backed sales solutions and a sustainable customer framework.

Along with the list of enterprise clients Skaled has amassed in a few short years (read: The New York Jets, LinkedIn, Insightly, ADP, Microsoft), the majority of Skaled clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward.

In these uncertain times, Jake has naturally positioned himself and Skaled as an Expert in adaptability. Jake spends most days leading Executives and Teams through modern demand gen sequences and into the future of sales and marketing. You can consistently rely on him for sharing his true and honest thoughts and advice on any number of his social channels as well as participating in Virtual Speaking Events and Break Out Sessions around the globe.

Before building Skaled, Jake held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018)

Here are the highlights of this episode:

2:41 Jake’s ideal Client: Our ideal clients are really CEOs and revenue leaders who are trying to either modernize a component of their sales engine. Whether it’s the demand generation from a marketing stand point, the sales process, the account growth process, or organizations that are looking to scale to new levels. So, organizations that are at 25-50 million and trying to figure out and wondering what are we going to need to do from a revenue engine stand point to get now to 100-150 million, etc. That can be a company going from 1-10, 30 to 100 (million). We really come in and support executive leadership through those changes. Think of this as a consulting firm plus an agency that actually gets into the transition and does a lot of tactical execution as well.

3:35Problem Jake helps solve: I think now, it evolves, right? As the needs of our market shifts and things changed. But I would say I can boil it down to a couple of criteria. First is modern demand generation; you focus on your SEO strategy, your paid media strategy, your outbound strategy. Well today this is more intertwined that ever. A lot of organizations wondering how are we going to mix our paid, our LinkedIn, organic strategies and create a modern inbound and outbound engine. So that's one. Every company wants more leads. That will be one core problem that we solve. The other is optimizing; really needing the customer where the customers at. Most sales engine is built from a sales organization efficiency first, and customer experience second. And what we're seeing is at B2B, customers are looking for an experience more similar to B2C, where I can learn about the company upfront, I can get to the information that I want, I can get information about the competition, the I can make an educated decision.

4:59Typical symptoms that clients do before reaching out to ...

What You’ll Learn From This Episode:

* Getting quality leads without spending ton of money

* How to professionally set-up your LinkedIn profile

* Strategic way to sell on LinkedIn

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Related Links and Resources:

Get your giveaway copy of John’s entire book "LinkedIn Riches." The audio book, the E-book, the PDF, the kindle, whatever version you want. Just visit www.Linkedinriches.com.

Summary:

John Nemo is a bestselling LinkedIn Author & Trainer who has been featured by LinkedIn's official marketing blog, Social Media Examiner, Entrepreneur on Fire, Inc. Magazine, Huffington Post, Business Insider and many others.

John has personally rewritten the LinkedIn profiles of Chris Brogan, John Lee Dumas, Mari Smith, Dan Miller, Ray Edwards, Tom Ziglar (son of Zig Ziglar), Jairek Robbins (son of Tony Robbins) and many other A-List business names and entrepreneurs.

Here are the highlights of this episode:

1:48 John’s ideal Client: It's definitely business coaches, consultants, solopreneurs, small business owners and anyone who is in-charge of their own business, company or their own brand.

2:06Problem John helps solve: Lead generation. Getting people quality leads without spending a ton of money on advertising or playing professional footsie at network events, and all those other things we hate to do. Definitely the problem I solve is getting quality leads quickly with minimal expense.

2:46Typical symptoms that clients do before reaching out to John: I think people come to me feeling frustrated, feeling like they've been pass-by. I used to do cold calls, I used to do ads, I used to do networking events and it's not working. I've been living of referrals and those went away, I'm obsolete, how do I get in the game here. And also, those inquisitive and curious wondering there's something going on with LinkedIn, I'm not quite sure how to capitalize on this. But I feel like there's an opportunity here, you seem someone who can help me. That's definitely the state people come to me in.

3:45What are some of the common mistakes that folks make before finding John and his solution: The biggest mistake that people make in approaching LinkedIn is treating it like it's still their resume, and not making a profile in what I called "client face-in", and not being about the problems that you solve or the audience that you serve. That's the number one mistake that people make. The other big mistake that people make on LinkedIn is to try to marry everyone in the first day; they immediately connect and try to sell you something. And you need to practice a little professional courtship and build some rapport. You wouldn't do that in real life, you wouldn't sit down across from me face-to-face meeting for the first time in a coffee shop and ask for a discovery session. You wouldn't do that. Those are the two big mistakes; profile set up wrong and trying to sell.

4:59John’s Valuable Free Action (VFA): With you LinkedIn profile, the most important thing is your headline, right under your name and your photo. Change your headline from CEO (company name), your title, but, no one cares about themselves. Change it to the audience you serve and the service you provide. (example) It will be Business coaching for (blank) audience or SCO for (blank) audience, or lead generation for (blank) audience. Service + audience, that's one quick win you can write.

5:45John’s Valuable Free Resource (VFR): I'm going to giveaway copy of my entire book "LinkedIn Riches." The audio book, the E-book, the PDF, the kindle, whatever version you want. Go to www.Linkedinriches.com. You can download the entire book for free, and that's my whole playbook, scripts, for free, it's all those goodies.

What You’ll Learn From This Episode:

* Why teaching is the new selling

* What you can do to not feel that the webinar is daunting

* How to present a webinar easily and effectively

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Related Links and Resources:

Check out the 7-part video course called "your webinar blueprint course" that will show you step-by-step on how to create your first webinar. Go to www.Webinarninja.com/course.

Summary:

Omar Zenhomis co-founder and CEO of WebinarNinja, and host of the popular podcast The $100 MBA Show.

With over a million webinar attendees to date, WebinarNinja has grown rapidly since its founding in 2014; Academy Ocean named WebinarNinja one of the fastest growing SaaS companies of 2018. The $100 MBA Show consistently ranks among the best business podcasts in over 30 countries, with over 100 million downloads over 1,400 + episodes.

An educator at the secondary and university level for over a dozen years, Omar decided to apply his natural passion for teaching and learning to the business world.

Between teaching classes, he studied and worked to finally make the transition to full-time entrepreneurship. From brick-and-mortar to e-commerce to SaaS, Omar learned the art of entrepreneurship from real-world successes and failures, ultimately dropping out of Wharton’s MBA program to build and manage his own companies.

Now, through the $100 MBA Show and WebinarNinja, Omar has made it his business to help others learn, teach, and grow as entrepreneurs.

Here are the highlights of this episode:

2:43 Omar’s ideal Client: My ideal client is somebody who's looking to use education to present and sell their product. They believe in teaching is the new selling.

2:59Problem Omar’s helps solve: The problem we solve is, we simplify, we make it easy for you to create webinars. Webinars can be daunting. So, our mission is to make sure it's easy to create webinars.

3:34Typical symptoms that clients do before reaching out to Omar: Overwhelmed, there's so many things to do, there's so many moving parts. There's a feeling of don't know where to start. There's a feeling of, if I do it, it may not look professional, what if I choke.. all that kind of stuffs. That nervous angst of feeling, of getting on stage, the kind of butterflies or stage fright, all those things apply.

4:13What are some of the common mistakes that folks make before finding Omar and his solution: One of the things I found is, they have analysis paralysis. They don't start because they find the technology daunting, and this is what we're trying to solve, we're trying to make it simple and easy. They feel like there's a lot of moving parts so therefore they feel like let me just do all these things first before I actually do my first webinar. One of the biggest mistakes is not understanding that it's not actually the technology that matters, what matters is the content of your delivery.

5:06Omar’s Valuable Free Action (VFA): The first step that anybody can take to start running effective webinars is crafting a great topic for their webinar, which is the title for the webinar. The title of your webinar really has a big effect on your success, your attendance, your registration number and all those kinds of stuffs. Really, we need to focus on what your audience is struggling with the most, and how you can you solve it in a workshop. If you could really nail that, there's multiple ways you can do that. We speak about that in our community, whether it's asking people on social media, whether it's a survey or things like that. But the point here is that it's a really good step because once ...

What You’ll Learn From This Episode:

* How to work efficiently when suddenly your organization works virtually

* Having a uniform sales process by using effective CRM system

* The right execution of handling your sales team when working virtually

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Related Links and Resources:

Get a 14-day free trial of the pipeliner by going to their homepage and get a feeling of how the product looks like and how it might work for your business. Visit www.pipelinersales.com.

Also, since people are working remotely right now, checkout John’s series of 1-minute remote working tips, it's a video and there's about 17 of them. Go to www.salespop.net.

Summary:

John Golden is an Amazon bestselling author of Winning the Battle for Sales: Lessons on Closing Every Deal from the World's Greatest Military Victories and Social Upheaval: How to Win at Social Selling.

He is a globally acknowledged Sales & Marketing thought leader, speaker, and strategist, and has conducted over 350 video interviews of thought leaders for Sales POP! online sales magazine and has a podcast channel on iTunes with over 287 audio interviews.

John is the CSMO at Pipeliner CRM. In his spare time, he is an avid Martial Artist.

Here are the highlights of this episode:

1:40 John’s ideal Client: It's anybody who has a sales team and who understands and believes in sales process, any size from small, medium to large.

2:25Problem John helps solve: It's visibility into your revenue, management of your sales organization, and you having a uniform sales process, predictability, and efficiency. We do it through visual CRM that actually Sales Manager and Sales people likes to use because it gives them all of the tools to self-manage as well. It provides all of the data, you can automate some of the process in there so you can get away from the mundane, the repetitive task that sucks up your time, and really focus on intelligent and informed prospecting and selling.

3:25Typical symptoms that clients do before reaching out to John: Right now, if ever you have a wakeup call, like in the crisis that we're in, is the wakeup call for people who don't have good digital process, who don't have good visibilities to their pipeline, who maybe have run their sales organization or business through a combination of I can pop over the bill, share the spreadsheet with me, is there something in the CRM so give me the extra information I need to fill-in the gaps.. that doesn't work when suddenly the organization is virtual. You need to be able to trust the data, you need to access the data, you need to have good digital processes, you need to have your sales people executing the sales process in a uniform manner, and you need to be able to access reporting both leading and lagging indicators of success. And just manage your business in a much more organize and efficient manner.

And right now, a lot of people are realizing that when times are good and business is good, it really does cover up a lot of inefficiency and you tend to overlook things. And you say it maybe broke but I'm not interested in fixing it because business is good right now. But now if it's broke, it's broke, it's hurting you. Having digital process, having a CRM system and having everybody work properly and work within it and utilizing it properly is critical.

5:34What are some of the common mistakes that folks make before finding John and his solution: You don't have real time data, you constantly update spreadsheets, and getting information from multiple sources. Ultimately you are not getting a clear Realtime picture of what's going on with your sales organization, process and revenue.

What You’ll Learn From This Episode:

* Remove the gap between sales and marketing

* Connecting the dots to match what you’re selling to someone’s end goal

* How mental strength is a powerful characteristic to have

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Related Links and Resources:

Check the video on six ways to immediately close business and get some daily sales tips. You can check it out at: www.aleashabhar.com.

Summary:

Aleasha Bahr is a sales and marketing expert worldwide known as The Client Whisperer. She sold millions in revenue in the corporate world, but then got tired of the BS and transitioned to running her own business coaching solopreneurs and sales professionals to predictably have a 50% closing rate and 10x their sales.

Aleasha firmly believes you don’t have to be a “bad person to be good at sales” and has the results to prove it.

Here are the highlights of this episode:

1:37 Aleasha’s ideal Client: I focus a lot on characteristics they have as people, so anybody that cares about the people they are serving and wants to do a quality job. In my bio when it said that I was tired of the BS, it's because there's a lot of people that are incompetent in positions of authority in the corporate world. And a lot of people that don't really care about doing a good job. I really like working with people that do and are ready to just get it done. And solopreneurs are those people and sales teams, so I help both.

2:19Problem Aleasha helps solve: Most people are trying too hard to sell. I help with sales and marketing and a lot of times, those two don't talk to each other. Sales is the frontline of your marketing, they hear the objections that the people are really having, the response to the products, and the things that they want. And a lot of times, the two are at odds with each other. Because marketing will pre-frame the client for a sales call. Also, what they understand about the product and service comes from the marketing. So, I definitely help with that piece of it and that is a big one, there's a lot of gaps there usually. It's a unique thing to do as a sales coach. But I also help sales team perform better.

3:32Typical symptoms that clients do before reaching out to Aleasha: They should've closed, why didn't they close. That's the thing that they often saying. The Sales Manager are saying these people should've closed, they were perfect fit. Or the sales people are saying oh my gosh, these leads are so far off from our customer. Or the solopreneurs saying it make perfect sense, why didn't they close.

4:15What are some of the common mistakes that folks make before finding Aleasha and his solution: I would say one of the biggest mistakes is not connecting what you're selling to the person's end goal. A lot of people will talk about features of their programs and benefits. For example, I was working for a paid search company, and they will tell people this audit that they did..it sounds boring already. You want to say something like it's an audit, so we want to make sure that you getting the most leads for the less amount of money. A lot of people just don't connect those dots. I have a metaphor, if you invited your friend to a game, they've never been to a game of basketball and they don't know anything about it, and you tried to explained the rules, they will be like I don't want to go anymore. Too many people are explaining the rules of the game instead of making it sound like a good time.

5:45Aleasha’s Valuable Free Action (VFA): The biggest thing you can do is to get out of your head; and understand the person across from you is a mother, brother, father, son.. human who's having a day, it might have been a good day or bad day, they've got stuffs going on later, and you are not a gross sales person, you are also a mother, brother, father,

What You’ll Learn From This Episode:* Tips for effective management skills* The difference between delegating responsibility and delegating a task* Answer a question by answering backRelated Links and Resources:If you want to step up your game and improve your management skills, check out Mad’s free webinar directly from his site www.Madsingers.com , it focuses a lot on delegation, recruitment and so on.Summary:Mads Singers has more than 10 years of experience in Fortune 500 companies, such as Xerox and IBM, and more than 7 years of experience coaching and consulting online entrepreneurs.He has also spoken at many larger events such as CMSEO, TiECon, DCBKK & DMSS Bali, SEO Spring Training & the Survive and Thrive Ecommerce Summit.Mads currently owning and running 3 companies, and managing more than 100 people, he doesn't just talk the talk, he walks the walk.As well as being a management expert, Mads is also an expert on growing and scaling an online business, and he is one of the industry experts in the DISC methodology, which is a cornerstone in his management philosophy and he shares his knowledge through the Effective Management Mastery course & community.Here are the highlights of this episode:1:54 Mads’ ideal Client: Generally online business owners, that's pretty broad, in any industry all over the planet.2:14Problem Mads helps solve: At a large scale, it's ramp management. Unfortunately, so many companies are great at training everything except for management skills. Today I will talk specifically about delegation because that's somewhere a lot of people struggle.2:46Typical symptoms that clients do before reaching out to Mads: Well, I work 80hrs a week or I spend working all my time in the business. Most people work too many hours, they work in the business. They're aren’t effectively growing the business.3:23What are some of the common mistakes that folks make before finding Mads and his solution: There's quite a few, but I will hold in to a specific one today. This is particularly in the online world where people always been told to build a process, write it down, and then take that task and give it to someone. Fundamentally the problem is, when you delegate task, instead of delegating responsibility, you take away ownership. And that leads to light of results, and a light of ability of effective delegation.4:19Mads’ Valuable Free Action (VFA): The difference between delegating responsibility and delegating a task, instead of telling someone do this thing this way, you basically talk to them and say here's the area of responsibility I need help with. Here is our process of what we do today, however, you're a smart guy/girl, I want you to own this thing. And then the most important aspect of giving people responsibility is to set clear deliverable, set clear outcomes. The problem when you delegate task is you tell them how many times the task have to be done, but that's not an outcome. When you delegate outcome, you look at what is the result of the person doing this work. And when you start delegating responsibility rather than task, you fundamentally grow your staffs much better and much faster.5:58Mads’ Valuable Free Resource (VFR): The free resource that I want to share is the free webinar that I want to share called Madsingers.com and it focuses a lot on delegation, recruitment and so on. But that's really a great place to get started if you really want to step up your game and improve your management skills and get ready to grow your business.7:00How do you grow your staffs effectively? It ties in with delegation again. One secret, for a business owner stand point, if you look at those business owners, if you look at their Skype or their Slack, they're always blinking with questions. One thing you need to learn, is never answer questions. If people ask you a question, you want them to answer it. So,

What You’ll Learn From This Episode:

* A simplify and strategic way to reach out to people in LinkedIn

* Why LinkedIn messaging is the best way to start a conversation

* How LinkedIn inside tag helps you identify your visitors

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Related Links and Resources:

Go to www.tedprodromou.com/messages and you get free access to his Masterclass called "LinkedIn messages that sell", which Ted usually charge 297USD for that course.

Summary:

Ted Prodromou, America’s Leading LinkedIn Coach, is the award-winning, best-selling author of 5 books including Ultimate Guide to LinkedIn for Business and Ultimate Guide to Twitter for Business (Entrepreneur Press). Ted is a social selling expert and the founder of Search Marketing Simplified, LLC, that's a full-service social media marketing agency.

The SMS team creates advanced LinkedIn and social media lead-generation strategies for small to medium-sized businesses with over $100 million in revenue generated for his clients.

Here are the highlights of this episode:

1:48 Ted’s ideal Client: Anybody that really needs LinkedIn to generate business. People who asked what do I do on LinkedIn, I don’t know what to do or anything. Treat people like you're meeting face-to-face. Remember those old days when we used to go to conferences together, and meet each other, it's a person having a conversation with.

2:37Problem Ted helps solve: I really help simplify how to reach out to people on LinkedIn, to come up with that strategy. How to get on LinkedIn every day and spend 15-20 minutes and get clients.

3:06Typical symptoms that clients do before reaching out to Ted: In the last two months have been a total shift on how businesses is working. CEOs are now going to LinkedIn every day to reach out to each other and say how are we going to get out of this mess.

3:40What are some of the common mistakes that folks make before finding Ted and his solution: Remember the first time we met at the conference, if I came out to you and say "Hi I'm Ted. I'm the best-selling author of ultimate guide on LinkedIn for business" Would you like to hire me? That's pretty much what people are doing these days.

4:23Ted’s Valuable Free Action (VFA): LinkedIn messaging is the best way to start a conversation with people. Not to sell, but to start a casual conversation like what we're having here today. That leads into mail back and forth, and get to know if we can trust each other.

5:39Ted’s Valuable Free Resource (VFR): I just did recently "LinkedIn messages that sell", you don't really want to sell but you want to build-in relationships.

Go to www.tedprodromou.com/messages and you get free access to that, which I charge 297USD for that course.

6:31How do you find the right people on LinkedIn? I get 30 to 50 invitations a day that people come to me. But when I go out and find people, there's a thing called a LinkedIn inside tag in the advertising section. You don't have to run ads, but you put this little code on your website. Every visitor that comes to your website, matches up with LinkedIn profile information. It told me that 60% of my website visitors are in Business Development & Sales, and all of my marketing materials and courses are for coaches, small business owners and consultants. It’s a whole new revenue stream.

I consider myself a farmer, I'm planting a seed every day, I'm not going for the kill. I'm just planting seeds. People see my content all day long and they say "I need to hire Ted." My phone's ringing off the hook right now since this whole pandemic.

What You’ll Learn From This Episode:

* What to do and manage too much data

* How to avoid data dump by knowing 4 essential elements

* Get some insights of effective digital marketing training

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Related Links and Resources:

If you go to Matt Bailey’s website: www.sitelogic.com , you get prompted to download the paper and register in order to get his research paper called “Teaching Your Staffs New Skills."

He has another thing coming up, some free, some not free. It’s a developing a Digital Marketing Masterclass. If you're interested in that, fill-out the form, there's no obligation, but you do get a free white paper research report on 21st Century marketing skills that are in demand. Visit the site: https://www.sitelogicmarketing.com/coached-dmcourse-interest/

Summary:

Matt Bailey has over 20 years’ experience in digital marketing. He has taught Google employees how to use Google analytics, taught Data visualization at Experian, data storytelling at Disney, and digital marketing workshops at Microsoft, HP, Orange Telecom and Lenovo.

He has a passion to produce confident and profitable marketers, who in turn, create profitable companies.

Here are the highlights of this episode:

1:20 Matt’s ideal Client: Anyone looking to train a team or themselves; to set a marketing strategy, develop coordinated communications, or simply improve their digital marketing skills

1:39Problem Matt helps solve: The core problem is that there's too much data. When someone asks how's the campaign doing, they get a 30-page PPT report and it doesn't answer any questions. All it does is copy and paste, charts and graphs, from one system into the PowerPoint presentation and you somehow need to figure out what to do from that.

2:25Typical symptoms that clients do before reaching out to Matt: Anyone who has absolute frustration in dealing with data. In my workshops, I started out by asking people "what do you hate about data and analytics?". We spent about 15 minutes listing all the pain points! It's frustration and trust in the data, it's frustration with too much data. And the problem is, we get the data dumped, it gets dumped on us. And very few people can reduce the dumped into few essential measurements that actually answer the questions. And so that's what people wants, and that's a big pain point.

3:18What are some of the common mistakes that folks make before finding Matt and his solution: They either ignore it hoping it will go away, they will magically acquire the knowledge somehow in order to figure it out, or they just accept it that this is the way it is. Either I need to get smarter or I wish it will change but no one knows what to do.

4:03Matt’s Valuable Free Action (VFA): Stop the data dump! Don't accept it, reject it. First, set your business objective; what is profitability, market share, and increase customers. Now, how are you going to do that, that's your goal. If it's profitability, then your goal is to reduce cost and spend. Now you have a strategy. Establish and review your tactics that will evaluate your return on ad spend. Maybe your customer acquisition cost, cost per lead, and retention rate. By doing this, you've now replaced countless charts and graphs with 4 essential measurements that will immediately set a benchmark for evaluating and optimizing your campaigns to reduce ad spend which meets your business subjective of increasing profitability. Drop the hundreds of KPIs, find the four essential measurements.

5:25Matt’s Valuable Free Resource (VFR): I have two research papers. One is called "Teaching Your Staffs New Skills", how to evaluate training programs and how to implement them.

What You’ll Learn From This Episode:* How to build and nurture your audience* How Math and Mindset is crucial to your financial goal* Why laser coaching is a fantastic coaching model​Related Links and Resources:Rob got a report that list 4 ways to bring in coaching revenue into your business. Get your free report copy from the website: www.innovativecoachingmodels.comSummary:Today’s guest, Rob Goyette, has always looked for a Better Way.While most people tend to adapt to this industry and then polish things up to the next level with the standard way of doing things, Rob constantly looks for better and better ways to get things done easier, faster and more profitably.Rob has been supporting leaders in the coaching industry since 2007 and is the creator of the innovative Fast Revenue Laser Coaching model. He lives in Puerto Rico with his wife and 8-year old son. Here are the highlights of this episode:1:35 Rob’s ideal Client: Coaches and Business Owners1:45Problem Rob helps solve: I help them get clients and customers. The big problem, challenge or opportunity is that, a lot of them don't know how to build an audience or nurture that audience. What sell are two factors; it's trust and an irresistible offer. If anything is not working in your marketing, it's one of those two factors. People are either going to trust you or they don't trust as you as a person because you're the experts who can get them the results they want. Or your offer is not irresistible enough, they either don't understand it or it's a not a no brainer for the value you give compare to the relatively small amount of money you charge. You can troubleshoot any marketing with trust and irresistible offer.3:09Typical symptoms that clients do before reaching out to Rob: They symptoms is usually not enough clients or not enough money coming into their business. As far as emotions, some of its confidence and mindset is like do they deserve it, can they really do it, etc. I like to say that they can hit any financial goal with two factors; Math and mindset. Math is knowing how are you going to hit your goal, and the mindset is do you really deserve it and is your stuffs really worth it. If you don't think so, your audience is going to feel that. If you know absolutely your stuffs is worth it, they're going to feel that too.4:30What are some of the common mistakes that folks make before finding Rob and his solution: Thinking that building a website is going to bring them business. I've gone to business for years with over six figures without a website. Sure, it's where people should go if they don't know you're trustworthy and want to check you out. But what we really want to do is to drive people to go to your landing pages that have one main goal for them to do; opt-in to your email list, watch your webinar, buy a program. And so, a lot of people just fulfill their dreams, build it and it will come, they think that building a website is going to bring them business but it doesn't.5:51Rob’s Valuable Free Action (VFA): The big picture is you want to build and nurture an audience and then make irresistible offers to that audience. And I believe that the number one way to grow your list, and then nurture them and make an offer is by offering a giveaway. What you can do with the giveaways, is that you can identify your top 10-40 JVP (Joint Venture Partners) and invite them to give a gift or giveaway to your event and tell your list about it. If you can get 10 people with a nice-size list each, they're send their people to your front door which builds your list. And then people come to the front door and can choose the 10 most giveaways, what they want. But the even bigger impact it has, is that you will network between 10 to 40 of your ideal JV partners, meaning you started a relationship. And if you have a good relationship and now you have a list of the giveaways,