The Authority Builder Podcast

If you have a professional service firm… you can’t miss this one.

Have you ever done a project and ended up making less than you estimated? Maybe even lost money?

The project went off without a hitch. In fact, you over-delivered.

It may be hard to believe… but that’s where you went wrong.

June Jewell of AEC Business Solutions stops by to share the dangers of “culture traps” that allow professional service firms, to flounder financially even while providing great service. 

June also shares a business model that gives your business a guaranteed income every month.

Tune in and you’ll get straight talk from June about…

• When – and how – to turn down a client request

• Ways to guard against the dreaded scope creep

• How to make sure “technical” people keep profitability front of mind

• The training your team needs now that could save your business

• How to guard against the biggest “money drains”

• The importance of estimating – do it the right way and you’ll never lose money on a project again

• Using the “Amazon” method to position yourself to make long-term recurring revenue

Listen now...

Timeline

00:12 Steve introduces June Jewel, a specialist in the AEC industry.  She specializes in finding the leaks in your business to bring it up to the next level.

01:26 June tells us how she started off in business back in 1990 by getting fired.

04:06 June explains that it is impossible to be unstoppable all the time. Instead, try to be it most of the time.

06:36 June tells us how she left a great job to start her business. Steve and June then discuss the importance of recurring revenue and the use of Amazon as an example.

13:41 June talks about her book Find The Lost Dollars. She actually sold her business in order to spend 100% of her time writing it. This then led her to develop an online training platform.

18:12 June tells us how she reviews a business in order to help it level up.

21:05 Steve talks about estimating a job price properly.

23:11 June explains what “Culture Traps” are.

June tells us that her book caters for all service business, not just those in her particular field and how to contact her.

28:54 June tells us what she’s reading right now. 

Mentioned in this episode:

• Find The Lost Dollars
• Win2
• Delta
• P&G
• Jeff Bezos
• Amazon
• Lean Startup Method
• The Owners Startup Manual
• aecbusiness.com
• Expert Secrets
• The Culture Of Opportunity

Have you ever seen that wooden wall that Marines must climb as they race through the obstacle course in basic training? It’s 30-feet high, straight up. 

In business, we like to construct walls just like that and plant them right between ourselves and our goals. We do it unconsciously…even as a protection…and often we don’t even realize we’ve put up the wall we’re staring at.

My guest on this week’s Unstoppable CEO Podcast is a master at helping entrepreneurs see the walls they’ve built, and cut holes in them (so you can walk through, instead of climb over),

His name is MJ Fitzpatrick, and in this 30-minute interview, he’ll help you discover…

• The right way to approach work/life balance – it’s not what you think
• Why you shouldn’t try to be “right” – and what to do instead
• The power of language to self-sabotage or put you in the mindset for achievement
• How to shine a light on the blind spots that are holding you back from success
• The importance of leaving comfort behind to experience real growth
• How you can find joy in your business – and leave stress out of the equation

Listen now...

00:12 Steve introduces M.J Fitzpatrick, a young Australian who teaches people to update the process of their thinking.

01:47 M.J tells us his extraordinary background which led him to where he is now.

05:03 M.J discusses the process behind “think about your thinking” and incentive drove bias.

07:30 Steve and M.J discuss unconscious thinking.

08:57 M.J talks about learning from Napoleon.

12:20 M.J explains how he works with people to find and fix their “blind spots”.

14:32 Steve talks about his mentor Dr. Sukumar and how your life is like a movie.

16:23 M.J talks about facing your fear and not having any excuses.

21:16 M.J explains how he works with people. He makes the distinction between business problems and life problems.

23:26 Steve talks about the work-life balance and how it really isn’t about time, while M.J tells us to fill our work life with things we enjoy doing.

28:21 M.J tells us the importance of what questions we ask ourselves.

29:31 M.J tells us how to get in contact with him and if you do he’ll give you 99% of his content for free!

• Lawrence Krauss 
• Napoleon 
• Dr. Sukumar 
• Louis C.K 
• www.mjfitzpatrick.com 

• Techniques for overcoming the #1 challenge facing entrepreneurs  
• The seven questions you must ask to know you customers inside and out
• Where to find strategic byproducts - profitable opportunities you don’t plan for 
• How saying “no” can actually open up more possibilities
• Why you should measure progress on your goals by looking “back” not forward
• The magic of the “stop doing” list to keep your forward momentum
• Jason even shares a free download – Three Hacks to Wow Your Customers - full of 10-minutes strategies that can have a profound impact on your business

• CXFormula
• Fleetwood Mac
• Run DMC
• Rush
• Dan Sullivan by The Strategic Coach
• Jim Collins by Good to Great & Built to Last
• go.cxformula.com/unstoppable

Business seems to breed complexity. In fact, if you feel overwhelm or stress it's likely due to the fact that your business has reached a level of complexity that you can no longer manage it with your current thinking, systems, and resources.

Recently, I sat down with Dan Kuschell. If you don't know Dan, he's the CEO of Genius Network and he's started 11 businesses. In this interview, Dan covered some deep and different thinking on the topic of simplifying business...

Your business.

In the interview you'll discover:

• Dan's "3D" framework for getting things off your plate.
• The critical question that will give you the power to get dramatically more done with ease.
• How to connect with your own "genius network."
• The pull method of making progress vs. the push method of struggling forward.
• The vital importance of who is not in the room (it'll make sense when you listen to Dan).
• This is an interview worth listening to twice (probably more) to pick up the small things Dan shared, that delivers tremendous power.

Listen now...

00:11 Steve introduces Dan Kuschell, a serial entrepreneur who amongst other things has built 11 companies.

1:04 Dan tell us how he started off in business, beginning with Direct Mail at the age of 22.

4.40 When dealing with difficult problems Dan likes to use the “Push and Pull” method. Although now he uses “pull” a lot more.

7.20 Steve talks about the benefits he personally got from using one of Dan’s systems for recruiting. Dan knows a thing or two about it since he’s personally done 22,000 interviews!

10:50 The 3 “D”s- “Document it”, “Duplicate it” & “Delegate it”

12:47 Dan explains more about the “pull” aspect of doing business and how all entrepreneurs are rugged individualists.

16:55 Dan tells about the Annual Genuis Event, where the regular community can get access to amazing individuals and information.

20:17 Dan explains what makes the event stand out from the others and breaks down what happens there.

25:31 Dan explains how to gain access to the event.

27:47 Dan tells us what he’s reading right now.

• Joe Polish
• Genius Network
• Direct Mail
• Oliver Wendell Holmes
• Jim Collins
• E-Myth by Michael Gerber
• Strategic Coach
• Dan Sullivan
• Tony Robbins
• Begin With the End in Mindby Dr. Stephen Covey
• [email protected]
• www.geniusnetworkevents/champion
• Never Split the Difference by Chris Voss

The days of needing a physical office, full of employees, to build a highly successful (and profitable business are behind us.

In this Unstoppable CEO interview, I talk with Mitch Russo--author of The Invisible Organization.

Mitch is an expert in building "virtual" organizations.

Organizations with distributed workforces, where the team doesn't meet at the office at 8 am every day.

Mitch isn't your typical expert. He didn't just write a book...he's built two companies.

The first, Timeslips--his the software company he built and sold. The second--Business Breakthroughs International, where Tony Robbins and Chet Holmes brought Mitch in as CEO to build their international consulting firm 100% virtually.

Since leaving BBI, Mitch has helped dozens of firms go all virtual, or partly virtual and reap enormous savings.

In fact, Mitch shares how he helped Tony Robbins put an extra $1 million of profit in his pocket every year by going virtual. Could you use another million?

In this interview, you'll discover the keys to going virtual and making it successful for you, and for your team. Done well, you get a more profitable, more accountable, and happier company.

Listen now...

00:13 Steve introduces Mitch Russo. Amongst other things he builds “Virtual Companies”.

01:58 Mitch tells us how he got started in business, following the time-honored tradition of man 

Entrepreneurs….he got high and started a rock band in his mother’s basement.

But what he learned there was 1# Discipline 2# Product 3# Focus 4# True Value

5# Testimonials #6 PR

07:14 “We do chicken right” Col Sanders

9:22 Mitch tells us he quit his job to build a product, found out that it was worthless and then the same day found it was worth millions.

12:50 Steve explains how Mitch’s point of never giving up is perhaps the most important part of being unstoppable.

16:42 Mitch contrasts a normal routine of a company person with a virtual company person- showing how much money can be saved.

26:21 Mitch outlines the main fears people have in moving from a standard company to a virtual one.

28:20 Steve outline his own reasons for using a virtual workforce.

30:51 Mitch gives an example of a Meat Packing Company from NY who moved components of their company to virtual ones.

32:05 Mitch tells us what he’s most excited to be working on these days.

35:52 Mitch gives us a secret access to a special section of his website.

• The Invisible Organization - Mitch Russo
• Tony Robbins
• Chet Holmes
• Timeslips Corporation
• Does working from homework? Stanford University
• Business Breakthroughs International
• www.mitchrusso.com

Are you running your business consciously?

Strange question, but a serious one. Too often I see entrepreneurs running crazy, yet all of the frenetic activity lacks consciousness and intentionality.

The result is usually a business that fails to serve the owner, the employees, and the customers as well as it could.

To the extent you can force yourself to make the "unconscious", "conscious" you find that the right results come faster and easier...

You can cut out the clutter and nonsense.

In this interview, Mark Monchek will yank you into a conscious reality, and he'll give you a roadmap for build a sustainable business...one that lasts.

In this interview you'll discover:

• How to build your "Opportunity Team"
• How to tap into the skills, wisdom, and network of your Opportunity Team
• The key qualities of the people you pick for your Opportunity Team (and one surprising quality)
• The secret to scaling your business
• What "appropriate scale" is and how to determine the appropriate scale for your business
• How to create your own "Resource Map" to identify how to find your next customer

Here's what I'd like you to do...invest just 36 minutes and 50 seconds in listening to what Mark shares in this interview. I guarantee it will make a difference in your business.

00:13 Steve introduces Mark Monchek, a man with a mission to empower conscious leaders to build great companies.

1:29 Mark tells us how he started off in business: how it was the psychology of entrepreneurs that first got him interested.

03:30 Mark tells us a personal story on how he got over almost losing his business ...and almost losing his life!

06:53 Mark explains how he cultivates the “Opportunity Mindset” in his clients using 3 simple steps “Gratitude”, “Insight” & “Consultation”.

11:22 Steve asks Mark how he builds an “Opportunity Team” of advisers, internal and external.

13:43 Mark explains what to look for in individuals in building your team.

16:44 Mark explains what “Appropriate Scaling” is and how to use it in scaling your business.

21:59 Mark gives a fantastic personal example of the power of an “Opportunity Team” to give people a platform to share their ideas.

27:03 Steve asks Mark how best to start off being a “Conscious Leader”.

28:45 Mark explains what sustainable growth means to him using the example of the CEO of Interface, Ray Anderson.

• The Opportunity Lab
• The Culture Of Opportunity - Mark Monchek
• www.opplab.com
• Rate the podcast on iTunes

This week, we’ve got a special episode of The Unstoppable CEO™ Podcast. Normally, I’m the one doing the interviewing, but not this week…   My buddy and client John Curry “hijacked” one of our recent Roundtable calls for subscribers to The Unstoppable CEO Confidential, and put ME on the hotseat.   I think you’re really going to like this…   Inside I share the 7 principles that guide all of our marketing and every piece of marketing we help our clients build.   Listen to this and you’ll have a “checklist” for every marketing and sales effort in your business   It’s available now…go listen   Timeline:   

00:11 This week’s episode is with Steve and his friend John Curry discussing the  7 principles of Marketing and Sales just after a conference call Steve just had with his clients.

01:47 Discussing begins.

02:48 John asks Steve to walk through the newsletter starting with the title “Why do we make it so complicated”.

05:10 Steve talks about how mindset is so important in gaining new clients.

08:47 “Everybody is chasing tactics if you follow marketing on the internet”- Steve

11:51 Principle #1: Trust

21:05 Principle #2: Confidence

26:40 Principle #3: Purity of Intent

32:37 Principle #4: Risk Reduction

35:11 Principle #5: Focus

38:13 Principle #6: Compelling Offer

42:56 Principle #7: Persistence

49:25 Steve explains the Growth Mindset Scorecard.

Mentioned In this Episode:

• John Curry
• Billy Mays
•  Unbeatable Mind by Mark Divine

When you make it beyond The Demand Breakthrough, you suddenly find that the challenge changes. Instead of running around desperate for prospects, you've got the opposite problem...more leads than you can handle.

That's what I call a "high-class problem."

This is Part 2 of our 3-part "mini-series" on The 3 Breakthroughs to Build a Business that Grows Itself. And in this episode, we're going to cover The Market Leader Breakthrough.

What is The Market Leader Breakthrough? As professionals break out of demand scarcity and develop a system for creating new clients, they hit a new challenge.

A steady stream of new clients has created consistent cash flow in the practice, but they quickly hit a capacity wall. They’ve got all the clients they can handle…

A problem to envy, right?

Ask any professional who’s hit the capacity wall. It’s a grueling, pressure-packed vice. You’re happy and fortunate to have clients and cash flow, but you soon realize, you’ve just capped your income, you’re working harder than you ever have to keep up and the only real way to increase your income is to raise your fees.

Why Commoditization is the Biggest Threat to Your Practice The explosion of access to higher education that began immediately following World War II and accelerated into the early part of this century has turned professional services from a “guaranteed path to wealth” to a price competitive, “everybody’s the same” commoditized business where it’s increasingly difficult to attract clients and command premium fees.

This new reality frustrates professionals who have invested significant amounts of time, energy and money to attain professional status—advanced degrees, certifications, or licenses.

The Escape Path: From Commodity to Market Leader Commodity peddlers are forced to settle for low fees, thin margins, inconsistent cash flow cycles, and the constant worry that a competitor will take your clients.

The answer is to become a market leader. Market Leaders shift from focusing on delivering industry best practices, as their measure of quality and value, and become solely focused on developing a unique method to deliver precisely what is valuable to their IDEAL Client.

The #1 complaint of professionals is that the business is like a hamster wheel…and you’re the hamster!

You’re only making money when you’re working—prospecting, meeting with potential clients or delivering on your “work product.”

You are simultaneously the CEO, CFO, and factory line worker.

The challenges you face are unique to professional services and require new ways of thinking and new approaches if you want to breakthrough to real freedom, where you have a business that grows more and more, with less and less effort from you.

Over the last 25 years of operating and growing two professional services firms, I’ve discovered there are three breakthroughs you must achieve to reach true freedom in your business.

The Demand Breakthrough is the first hurdle in building a Business that Grows Itself. I’ve personally had conversations with hundreds of professionals in the course of our consulting. Common to most all of those conversations is the understanding by each professional that, despite being very good at what they do, they struggle to attract clients.

It sounds like this…

“I’m really good with clients. In fact, my clients love me. And, when I talk to new prospects, they almost always become clients. I just need to see more people…”

This is terrible trap for smart, talented professionals. Your enormous potential for helping clients—and for reaping the financial, lifestyle, and freedom rewards that go with it—are in sight, yet just beyond your grasp.

The reason demand scarcity plagues so many professionals is that selling professional services is dramatically different than selling other products or services.

The sales tactics taught in books and seminars by sales gurus actually work against professionals. The professional sale is an authority sale. You must maintain your authority positioning and leadership status in your relationship with your client.

In fact, your clients are buying your leadership—your professional guidance—more than your “work product.”

“Closing” a client with some sales tactic, forces you to descend down from your position as an authority and leader, to become a sales person. Once you do, it’s virtually impossible to reestablish your position as the leader in the relationship.

So, all of the “conventional advice” for creating demand actually works against you. Most professionals realize that conventional marketing and sales tactics won’t work for them, but they don’t know what to put in its place.

As a result, most “hope” for referrals and settle for a slow-growth practice, with long hours and little profit.

What we find with most professionals is that the acquisition of a new client is an “event.” In other words, when a new client comes to them, it is simply something that happened—a unique event.

This makes getting the next client extremely difficult. It’s as if you’re starting all over at zero.

Successful professionals take a different approach by adopting a different mindset or way of thinking about how they acquire clients.

Instead of viewing each new client as a random piece of good fortune, they work to create a system that produces one client…then another…and another…in a predictable way.

Having a system for creating demand gives them two critical freedoms:

The freedoms of clarity and focus: When every new client is a unique and random event, and you never know how or where the next client is coming from, you have to say “yes” to every opportunity that might lead to a new client. So, you attend every networking event, you try every new form of social media, and chase every new tactic in the hopes that something will deliver a client.

When you have a system for generating clients, you have clarity. You no longer need to chase opportunities. You no longer need to be everywhere, just in case…you have a small number of focused actions that are proven to produce results.

How to know if you’re stuck

If you’ve ever felt like you would hit your goals and reach the next level of success “if you could just see more prospects” then you’re stuck in demand scarcity.

To escape, you need to develop a system that delivers new prospects predictably every month, without consuming all of your time.

• Webinar: How to get clients without spending a dime on advertising
• Book: Unstoppable Referrals: 10 Referrals, Half the Effort