The Authority Builder Podcast

Many times, whether it’s at work, in your personal relationships, or in your business, you feel powerless. Things are going wrong—sometimes very wrong—and you can’t seem to do anything about it.

Not so, says Bryan Falchuk. He shares some simple techniques that will help you recognize your influence and get back the power you actually do have. 

Listen in to get the details on that, as well as...

• What everyone really wants out of business and life – and how to get it
• Hanlon’s Razor and how it should your every interaction with people
• Why true power isn’t about dominating someone
• The better way to think about other people, especially those who’ve done you wrong 
• And more

You’re ready to grow your business—and that means more clients. But if you just go out into the world and are willing to take on anyone with money who will hire you… you’re going about it all wrong. 

Sure, you might make some money in the short-term, but you won’t have sustainable growth.

Instead, you should be very clear on who your ideal client is and then find specific people who fit the profile. Might sound daunting, but... 

There are some very effective ways to use that strategy— which should inform your marketing, your sales conversations, and everything else— that are actually not too difficult to implement. We get into detail on how to do that, including…

• How to showcase your true value in your marketing messages
• The factor that is more powerful than referrals when identifying potential clients
• Ways to leverage common ground you have with your sales prospects
• Using technology in unexpected ways to make your prospecting even more effective 
• And more

It’s a mantra you’ve heard before: Work on your business, not in it. Easier said than done, right? 

But, says Mandi Ellefson, it can be achieved… you can scale up your professional services strategically… by finding the right team to run your day-to-day operations, which frees you up to do the work you enjoy most while growing your business – and profits.

As an expert consultant or professional services provider, your business must depend – often completely – on your personal skills, experience, and contacts… at least that’s what you might think.

Mandi shares a different mindset and business model, including the clients you work with, that can radically change your business for the better.

Tune in to get all the details on that, as well as…

• Why and how to make a Big Bold Offers and guarantee the results
• How to identify the true value drivers of your business
• The curse of the “Charismatic CEO” and the cure 
• What you should expect from your clients – and how to know when it’s time to let some go
• And more 

You might think a sale is just about a customer or client paying you. But that’s just one part of the whole customer experience. 

It starts with your first contact, how you create credibility, and everything else you do to make it more likely they’ll not just take your offer, but also stay with you long-term.

It’s a concept called sales choreography, and I’ll be exploring that topic in depth. One of the most important elements is your positioning, and how it can set the tone for your entire relationship.

I’ll go into depth on that, including…

• How to set yourself apart from nearly identical competition
• The only two ways to position yourself as a salesperson
• What people are really buying when they hire you or buy a product – and how to make them realize it
• Why you should only create win-win situations with clients 
• The leverageable information a bit of observation can achieve

Small business owners have a lot on their plate: marketing, product development, sales, hiring, expenses… that’s a recipe for overwhelm, says Adam Lean. And, all too often, what takes a backseat are the financials– the numbers that gauge the true health of your business.

Are you living with the attitude of “if I make more money, my finances will take care of themselves,” or “besides, that’s why I have an accountant/bookkeeper, anyways…”?

That’s the entirely wrong attitude to have. Adam says if you don’t monitor the right numbers, you’ll make bad decisions and potentially endanger your business. And, that’s something that someone who does your taxes can’t help you with.

Adam shares the three metrics you should focus on first, as well as…

• When – and why – more sales doesn’t equal more profits
• How to tell if you’re just “buying yourself a job” or truly running a business 
• Creating the customized financial “scoreboard” you need to make decisions 
• Overcoming the #1 thing all business owners struggle with
• And more

When you charge clients by the hour or project for your consulting or professional services, you end up trading your time for money, says business building and marketing expert Frank Bria. And you, as one person (or even if you have a small team), can only do so much. In fact, you probably do too much for some clients “off the clock.” 

That means your profit potential is limited. 

But you can increase your revenue – and profit margins – if you change your business model, leveraging your skills and experience in order to create something once and get paid and paid again. Plus, the business doesn’t depend on your presence at all times.

Frank shares how you can radically change your business and finally experience the ultimate freedom of being an entrepreneur. Tune in to find out…

• The right way (for you and your clients)  to do group coaching
• How to make sure you know your clients’ end goals – and how to address them
• A strategy for delivering your services in a scalable way
• The biggest mistake consultants make when working with clients
• And more

Skip Weisman specializes in helping small businesses radically transform their work environment, making for a more positive and productive company culture – which boosts profits.

Skip draws from his own journey as he advises clients as they make this type of shift. After 20 years working in pro baseball, serving as CEO for five different franchises, he needed a change. He turned the page to the “second chapter” of his life with a new career as a speaker and business consultant.

One of the pillars of his strategy is employee engagement. He takes a controversial approach in which the boss shares information with the rest of the team that most entrepreneurs keep secret.

We go in-depth on that point and also talk about…

• The challenge – and relief – of getting into the second chapter of your life
• How to create team that reduces your stress and increases profits
• The two support systems every entrepreneur needs, especially when times are tough 
• Escaping the business owner’s isolation chamber 
• And more

Every business needs marketing to bring in potential new clients. But there is no one “right” way to market your services… no one-size-fits-all solution to get new leads… not even for very similar businesses in the same industry or niche.

What marketing strategy will work for you? To figure it out, you have to take stock of your business objectives, then you tailor your marketing to achieve those goals. It’s a little more involved than that, of course. 

But put in the effort to create a personalized strategy now, and it will pay off in a steady stream of quality leads coming to you in the long term.

Tune in to find out more, including…

• Why you need to get realistic about what the latest Internet marketing strategy can and can’t do
• Creating a marketing strategy that attracts your ideal client
• The key ways marketing products is different than marketing services
• The two types of prospects every business has
• And more

Do you have to be cutthroat to be successful in business? No, says Jonathan Keyser, not even in the most competitive industries.

He knows from personal experience. For a long time, he was ruthless as he built his commercial real estate career. But he was also miserable and knew there had to be another way. 

When he started helping others… being of service… he was more successful than others. He shares how he formed this philosophy and how it works in the real world, as well as…

• The three parts of transforming your business with selfless service
• How he’s transforming the commercial real estate industry
• Where to find your “community” – and how to help them
• The best way to get the most valuable referrals
• And more

Can you guess the #1 source of new customers and clients for businesses? It’s not marketing or advertising. It’s actually still referrals and word-of-mouth.

There’s nothing that creates trust faster than a personal recommendation. That’s all well and good, you might be saying, but it’s so hard to get even very satisfied clients to take the time and effort to refer you to their network. They’re hesitant… scared even to put themselves out there because it seems like “selling.”

That’s why you take the referral process out of their hands and do it yourself. I share the process for doing that. It’s a system that brings in a steady stream of quality referrals.

I’ve never shared this with anyone, anywhere. Get all the details on that and much more, including...

• What to do once you’ve made first contact with a potential new client
• Leveraging human nature to get better – more – referrals
• Yet another reason you should write a book 
• Why you should never “ask” for referrals directly
• Widely neglected methods for effectively landing and building rapport with valued long-term clients