The Authority Builder Podcast

You might love your business, says Todd Palmer, but it doesn’t always love you back. Todd, an entrepreneur and business coach, says that it’s what you do when faced with tough times that counts.

First, you have to come to grips with a mental block most entrepreneurs have. Second, you can’t be afraid to get help (from the right people and in the right way).

Todd almost lost his business about 10 years ago… and went on to have the six-time Inc. 5000 business he has today thanks to completing those two actions.

We talk about how you can apply what he learned to your own venture, as well as…

• How to get clarity when faced with challenges you don’t understand
• The responsibilities you didn’t know you signed up for as an entrepreneur
• The power of the Fail Forward Mentality
• Two sources of help to get through the toughest business problems
• And more

For many professional service providers the decision to “specialize” brings fear of shutting out potential clients. It’s actually the opposite, says author and positioning expert Philip Morgan.

When you narrow your focus previously hidden profitable opportunities seem to come out nowhere. Of course, how you go about specializing and the niche you pick have a lot to do with it.

Philip highlights some proven strategies to make sure you do it the right way. We also talk about…

• The Whale Client problem and how to avoid it
• The “X Factor” that accelerates your success
• The 5 ways to specialize – and how to pick the right method for you
• The power of constant communication with potential clients
• And more…

Sixty to 80 hour workweeks… no freedom… scrambling for every dollar. Like many business owners, Paul Maskill found himself working too hard for too little return, financial or personal.

Then he made key changes in how he ran his business so he could reduce his workload, boost profits, and live the true dream of an entrepreneur.

These days, Paul coaches other entrepreneurs to escape the grind by making the most efficient use of their time. 

Check out our interview to find out…

•  The systems you need so that your business can survive without you
•  The easy way to start delegating
•  Tips for escaping the “this is how I’ve always done it” mindset
• How to figure out your definition of freedom – and what you need to achieve it
•  And more

You have a potential product… service… or tool. Or even just an idea. Gavin Zuchlinski, founder of Acuity Scheduling, says that you shouldn’t try to develop it on your own. He knows you have a resource right under your nose that’ll help you create a winning – and profitable – concept.

The lessons Gavin learned when creating his scheduling software apply to every industry, in every niche. He also has tips for how to optimize your schedule to maximize the value your customer gets – and the money you make.

By the way, Gavin offers a 45-day free trial of his scheduling software at the end of the call, so stick around until the end.

 Listen in to find out…

• The #1 rule to make any tool or service you create successful
• How to get in the mind of your customers… when you’re not your ideal customer
• Why intention can be right but implementation can fall short if don’t take this step
• The power of continuous improvement
• And more

As an entrepreneur, you can feel pretty lonely. But you don’t have to face your business challenges alone, says strategic consultant Pam Wasley. She highlights a specific type of networking you can use to identify the real issues you’re facing and figure out how to overcome them.

Pam also talks about a little-known sector of the gig economy that can help struggling companies boost profits and stay competitive. This is a huge opportunity for consultants and professional service providers.

Be sure to listen to the end, when Pam offers a copy of her book and several more freebies.

You’ll find out…

• Why “talking to yourself” can help you solve your biggest problems
• The right way to fire somebody – it’s a positive for you and them
• How to try before you buy with new employees
• Questions you can use to make sure consultants actually know their stuff
• And more

One of the most painful things any expert or consultant can do is… say no to opportunity. But it must be done. Author and advisor David C. Baker, who’s been featured in the Wall Street Journal, Forbes, and more, explains how doing so will actually make your business more successful (and ensure you enjoy your work even more, too).

Building a business based on your expertise requires a unique approach. And David highlights some of the best practices for making sure potential clients recognize what you bring to the table – and pay accordingly. 

In this episode, you’ll learn…

• The 4 common mistakes of entrepreneurs – and how to avoid them
• One of the best ways to organize your thoughts and formulate new ideas
• The dangers of over-delivering to a client
• 2 ways to gain expertise none of your competitors have
• How to ensure you can charge a premium for your services
• And more

Working on projects you love, with people you love working with. That’s the dream of an entrepreneur. But if you don’t market yourself and your services the right way, that goal could be out of reach, says Cindy Schulson.

 Cindy specializes in helping coaches and consultants use “heart-centered” marketing to stand out from a crowd of competitors with a compelling message.

She offers practical, actionable strategies to help you appeal to the logical and emotional sides of your ideal prospects.

Tune in to discover…

• The 4 layers of every effective marketing message
• How to stop being a “commodity” with your business
• The power of speaking your truth
• Why most business fail within 5 years – and how to avoid that fate
• And more

Here’s a hard truth from my guest, Blair Enns of Win Without Pitching:

You’ve probably been undercharging for your services for a very long time. Let’s change that right now.

Blair, a sales trainer and pricing expert specializing in helping creative professionals, is revolutionizing the way they – and professional service providers, too – sell their services.  

He has techniques for taking back the power in your relationships with clients that will maximize your growth and profits.

He’ll also share…

• A systemized way to set prices for any project or any client
• The “Meet in the Middle” technique for getting the fee you want
• Why taking any project that comes your way loses you money
• How to sell your value instead of your time
• The right way to set up retainer agreements
• And more

Podcasts are the ideal way to get more leads and customers for your business, says Tom Schwab. Tom, author of Podcast Guest Profits, reveals how to make sure you get in front of the right audience when podcasting… and how to get them to know, like, and trust you.

It’s all about getting in on the conversation with your ideal customers, whether it’s on your own podcast or being a guest on somebody else’s show.

Your audience is out there but increasingly difficult to reach with traditional marketing, explains Tom. But with podcasting you can exponentially increase your reach quite easily.

Listen in to find out…

• A step-by-step plan for using podcasts as a lead generation tool
• The 10-minute prep ritual for a podcast guest spot
• The 3 “M’s” you must have in place before podcast marketing 
• Why running into business barriers can be a good thing
• How to leverage podcasts to boost other marketing efforts
• And more

If you’re an independent professional service provider this is a must-listen, especially if you’re still stuck in the hourly billing trap. Yes, it’s a trap, says my guest Jonathan Stark. One that robs you of time and money.  

Jonathan, a former software developer, advocates a value-based pricing model, which leads to better quality work and better client relationships. But getting paid this way requires a whole different approach to marketing your services and how you talk to potential clients.

Tune in to find out… 

• A simple way to “productize” your service 
• The easy way to eliminate worry about scope creep
• Why you don’t have to profit in the traditional sense with hourly billing
• How to make sure you don’t work “too much” on a fixed-bid project
• And more