The Authority Builder Podcast

Doug Hall believes in entrepreneurship… he believes in entrepreneurs. And with his business, Resources for CEOs, he strives to help them overcome the challenges that are holding them back from getting everything they want out of their business.

It’s not just money. But the freedom to live their life. 

We talk about how to get there, including a unique “operating system” for companies that has nothing to do with software… but is so necessary when a business gets more complex as it grows.

Listen in to discover…

• The value of looking back to where you started
• The only real reason you’ll actually make significant change 
• The self-imposed limits in processes and mindset you don’t realize you have
• Creating a shared language for your team
• And more

Many business owners, especially professional service providers, downright fear selling… or they think of it as a necessary evil. 

Liz J. Simpson, founder of B2B sales consultancy Stimulyst, helps them embrace sales - and make it easy and fun.

First, with techniques for changing their attitude. Second, with tools and techniques that anybody can use to boost their business development efforts and land high paying clients… even if you think you’re “bad” at selling.

We also chat about…

• Overcoming the #1 barrier to selling
• How to truly get to know yourself – and how it changes your business
• The unexpected benefits of meditation
• Controlling the Buyer’s Journey
• And much more...

As they build a business, most entrepreneurs don’t understand just how much that process can impact their marriage, say doctors Ellyn Bader and Peter Pearson, co-founders of Silicon Valley’s The Couples Institute and married couple for 36 years.

The good news is that the strategies to make for a successful relationship at home… also work in the business world. We talk about setting priorities, the importance of acknowledgement and appreciation, and taking ownership, as well as…

• The 5 Fs of a successful marriage
• The right type of “date night”
• The only way to create lasting trust
• When one-sided decisions are a good thing
• How much you should tell a spouse about business problems
• And more

In 2014, Tracy Enos fired all her digital marketing clients to focus on LinkedIn consulting… and has been unstoppable ever since.

But she’s no ordinary LinkedIn expert. She’s not a big fan of the “shiny” tools that bring in views, likes, and comments – and help your posts “go viral.” 

She focuses on things that actually turn into dollars for her clients’ businesses. We discuss the foundation of a solid LinkedIn strategy for marketing your business – which might mean totally revamping what you’re doing now.

Tune in to find out…

• How to “channel” – then attract – your ideal client
• LinkedIn tools to use… and those to throw out
• Why a smaller list of prospects can be more profitable
• The only way to create value – and start real conversations – with your LinkedIn marketing
• And more

Healthcare and insurance is on everybody’s mind these days, for both employees and employers.

There don’t seem to be any easy answers in this great national debate. Allison De Paoli is making a difference among her clients by making health coverage affordable and effective. 

She’s making it more efficient and cutting unnecessary costs without sacrificing quality coverage that makes you a competitive company in the marketplace and employer people love to work for.

Get your health coverage sorted out, says Allison, and you can radically grow your business and thrive. She talks about strategies that have become available in recent years to make that possible, and also…

• The real reason for the stagnation of wages in the U.S.
• How healthcare is set to change again in the coming years – and who the big players will be
• Strategies to take advantage of the radically shifting health insurance market
• The legal issues employers must watch out for with pharmacy and healthcare  plans
• And more

It’s something every professional service provider or entrepreneur learns very quickly after they start their business, says Andy Paul:

They have the education, the experience, the expertise… they’re good at what they do.

But they don’t know how to sell their services… maybe they’re even afraid or ashamed to sell. But this founder of The Sales House has the antidote.

He says method, training, and process has its place in sales excellence… But he also advocates another secret ingredient.

• We talk about what that is, as well as…
• Where true mastery of any subject comes from
• Why luck doesn’t exist but being lucky does
• How self-development trumps formal training
• The B.A.L.D. Formula for sales excellence
• And more

Most people only seek out legal help as a last resort, when the proverbial “house is on fire.” Big mistake, says Scott Reib, because most matters could be handled simply and inexpensively. 

Scott tells us about one key change he’s made when charging for his services that attracts more clients – and keeps them happy enough that they come back again and again. 

It’s a business model that many professional service providers could adopt to work less and make more money.

We also talk about…

• The skills your lawyer should have beyond legal expertise
• Serious legal issues many small businesses unknowingly neglect
• What you must do before signing any contract (and hopefully you’re using contracts!)
• How a lawyer can help you grow your business
• And more

If you’re a parent, especially if you have a kid in college, you can’t miss this episode. Same with any companies that might be hiring now or in the future. 

Beth Hendler-Grunt, of Next Great Step, is a career coach specializing in helping recent college grads land that all important first job… which can set the stage for their whole career.

She shares what students should be doing right now to prepare, even if graduation is years away. Just having a great degree is not enough anymore. That won’t set you apart from other applicants, says Beth. At the same time, she explains why employers shouldn’t be so afraid to hire right out of college.

As an entrepreneur, Beth also highlights how to make sure your business idea has a ready market and you have the right resources – and people around you – to grow.  

Tune in to find out…

• Where 80% of jobs can be found
• The student and employer mindset mismatch
• How social media can sabotage the job search
• One of the biggest fears young people must face to get ahead
• And more

Back in my engineering days pricing drove me nuts. There was this thing known as a “market rate”—the sort of standard within the industry for what you should charge.

But I didn’t like the standard. It didn’t leave much profit, and it was driven by the firm that was willing to sell their time for less.

And, there’s always someone who will choose to sell for less.

For a long time that really......pissed me off.

What was wrong with them?!!! 😖

It took some time, but I finally realized that the market rate had no bearing on what we choose to charge our clients.

In the process, I stumbled upon some well known, yet seldom used principles that lead to better fees.

In this episode, we’ll tackle them.

• The mindset that leads to higher fees.
• Why clients complain you’re too expensive and how to respond.
• How to avoid discounting when clients ask, “Is that the best you can do?”
• The best way to present your fees.
• Why bonuses are useful, even in service businesses.

In this week’s episode of the podcast, I tackle a question that has come up several times lately…

“How can I connect with potential clients, without spamming them with cold emails, calls, or LinkedIn requests…and actually get them to reply?”

Great question.

In this episode, I’m going to show you how I reach out to prospects, and not only get replies but get excited, enthusiastic replies…they want to talk with me!!

And it’s based on one, simple business truth—you need a relationship before you ask for money.

Most of the stuff you see out there has it the other way ‘round.

Don’t fall into that trap.

Listen to the podcast now…

-Steve