The Authority Builder Podcast

“If you run your business based on generally accepted accounting principles, you'll probably go broke.” 

That’s a pretty strong statement from a CPA. But when wearing his hat as a serial multi-million dollar entrepreneur (among his companies was Ashworth Golf clothing), Jeff Prager discovered that business success didn’t depend on typical financial metrics that your accountant is probably dutifully reporting. 

Instead, he looked to seven key numbers, including one for which many organizations get a failing grade… and don’t even know it… and certainly don’t know how severely it’s impacting their bottom-line. 

We get in-depth on those key indicators, as well as…

• Why, as an owner, you should be a visionary… not a firefighter
• The simple spreadsheet that can run your business
• The only financial advisor you can trust 
• Why focusing on profit is the worst thing to do
• And more

As a business owner, you have any number of ways to market your services. But forget all the fancy online marketing tricks or expensive ad campaigns. 

At the heart of your marketing is a technique that costs little, if anything, in dollars… and brings your business to the attention of the highest value prospects – who are essentially pre-qualified.

But before you get there you have to be really clear on a fundamental part of your business and how you serve customers. I show you how to craft your messaging to account for that so prospects always “get it” quickly.

Tune in for all the details on that, as well as…

• A reason to have a podcast you never probably considered
• The only marketing channel you need for your service-based business
• The 3 components of the Attention-Getting Ladder
• Tips for creating a clear marketing message 
• And more

Many people are reluctant to make cold calls. In fact, they’ve convinced themselves it doesn’t work… or that it makes them look desperate. But, says Wendy Weiss, those folks just aren’t doing it the right way.

Cold calling can be incredibly effective if you do two things before you ever pick up the phone. Cold calling that brings in leads and sales is not about volume, says Wendy, it’s about value. And even professional service providers and other “authorities” in their niche can benefit.

We unpack exactly what that means and also discuss other nuances of a winning cold call strategy, as well as…

• How to target the right people for cold calls
• How to spot a successful salesperson early on 
• Why prospects are selfish – and how to take advantage of that 
• The importance of simply “showing up”
• And more

Marketing funnels are all the rage these days. They can be a way to turn prospects into customers on autopilot. But… there is a caveat.

Funnels don’t work for certain businesses. If you’re a professional services provider or offer a “complex” product or service, it’s definitely not a good fit.

You need a different approach to your marketing. One that shows potential clients your expertise and experience. There is a marketing channel that accomplishes this that’s actually quite easy to do and readily available. All you have to do is talk…

I go in-depth on that channel and also talk about…

• The 3 purchases that every client makes
• Harnessing the power of the human voice in your marketing 
• Creating content that grabs attention
• How to pre-sell your prospects
• And more

Your most powerful tool for improving your business is… between your ears, says Jonathan Levi of Superhuman Academy. Jonathan says most people don’t even realize what their mind is capable of and don’t use it anywhere near its full potential. 

But, with proper training, you can make better, faster decisions… see opportunities where others don’t… and find the quickest way around obstacles.

Jonathan shares the brain-boosting strategies he’s developed to tap into this resource. It’s a style of learning that offers a revolutionary way of taking in and processing new, valuable information so you better understand and retain it.

Tune in to find out… 

• The most important element in effective learning
• Speed reading techniques that work and memory tricks you can master
• The top 3+ most powerful accelerated learning methods
• Entrepreneurship versus the greater good
• And more

If you’re a small business owner or professional service provider – you need a podcast. It’s a powerful tool to reach your target audience and let them get to know you. But that’s just one of the many ways – most of which you probably haven’t considered – podcasts can help you grow your business.

It’s time to reconsider your view on marketing with podcasts. One of the biggest misconceptions? The larger your audience, the more money you make. I’m going to talk about ways to monetize your podcast even with a tiny audience and create a high ticket sales opportunity with every guest you have on.

Tune in to discover…

• Why the podcast sponsorship model doesn’t work
• The three types of people you should interview
• How to turn podcasting into the ultimate networking tool
• The biggest myths about monetizing podcasts
• And more

Years ago, Jon Schumacher saw the writing on the wall. One of his most effective marketing channels was going away. So he had to pivot to continue to talk with his audience, and he found that through webinars he was able to reach thousands at a time. 

We talk about the nuts and bolts and mindset behind making big shifts like this. He shares his tricks for hosting a well-attended webinar that compels the audience to take action, as well as how the attitude you adopt influences how you adapt to any big changes in your business. 

Jon says an intrinsic motivation to succeed is what keeps him going, even when things get tough. It’s a mindset he says you can learn and will see you through even the biggest failures.

Be sure to tune in to find out…  

• The difference between selling a product or a service via webinar
• How to get big audiences full of prospects ready to take action for your webinar 
• The 3 main elements you need for an effective client acquisition strategy
• When the size of your webinar audience doesn’t matter
• And more

What do you do when you have new ideas to improve your business?

Unfortunately, too many entrepreneurs prefer to perfect the concept first or let the idea percolate just a bit more. In most cases, that new idea, which could be a breakthrough, is never implemented and is soon forgotten.

There are ways to make sure you keep the momentum of your ideas… to find out sooner rather than later if they’ll work or how to improve them. And when you do that, you can see a radical change in your business.

Tune in to discover…

• Why you should avoid perfection at all costs
• The dangers of over-planning – and how to avoid them
• Walt Disney’s most valuable business advice
• The first step you can take to act on any new idea
• And more

You’ve built a successful business. Things are running smoothly with you at the helm. But what happens if you get sick… you want to retire… or, god forbid, you die unexpectedly. 

What happens to the business? What happens to your legacy? To your family?

Too many entrepreneurs are too focused on the here and now, says Kathy Boyle of Chapin Hill Advisors, and don’t plan for the future. Turns out without them in charge, there is no viable business.

Most business owners don’t like to think of their own mortality, but that’s where Kathy comes in to ask the tough questions. We talk about…

• What you should be doing now to prepare your business to be sold
• The systems you need for a successful transition financially and emotionally
• Why you must make yourself “unessential” to your company
• Ways to legally protect your legacy from the IRS
• And more

When you hear “influencer marketing,” you might picture some photoshopped celebrity on Instagram, flaunting a new lip gloss on a tropical beach to a fawning teenage audience.   

But that’s just a cliche, says Shane Barker. This specialized type of marketing actually works in hundreds of niches with hundreds of different types of audiences. But it’s not just a matter of giving an influencer a product to show off – that boat sailed away years ago.  

Real influencer marketing, in which you can see return on investment, requires a strategy. And it’s not just for big brands, says Shane. Small businesses can get in on the action.   

We talk about the influencer marketing strategies working today, as well as…

• Why the number of followers doesn’t matter 
• The right metrics to watch to measure influencer marketing success   
• How Facebook, Instagram, and other platforms can ruin your business overnight (and how to prevent it)   
• What “engagement” really means and how to make sure it’s authentic  
• The rise of the micro-influencers   
• And more