The Authority Builder Podcast

Earned media is a game changer…

It says to your future clients that you’re an expert and the media agrees.

Today there are more opportunities for earned media than at any point in history. 

Traditional media—TV, radio, print—and their online outlets…

Podcasts…

Big YouTube channels…

Live streams…

All have the impact of earned media.

In this interview with PR star Esther Kiss, we dive into how to land earned media appearances and how to leverage them into new client opportunities.

You’ve heard it before…

“There’s riches in niches…”

This week on the podcast you’re I’ve got a case study in how to pivot into a profitable niche. 

I’m talking with my friend and client Davina Frederick, Founder of Wealthy Woman Lawyer and author of the new book The Wealth Woman Lawyer’s Guide to Law Firm Marketing in the Virtual Age.

• You’re going to see how Davina made the pivot to her profitable niche with huge success (she doubled her revenue in a year), plus…Why she made the decision to focus on a niche
• How to filter out clients you don’t want to work with
• Why serving a niche market is more advantageous than you might think
• How to avoid indecision when analyzing your marketing options
• And much more…

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.

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

Time is the single most important element in customer experience…

But most businesses don’t treat it that way.

You might be losing opportunities you didn’t even know about because you were too slow.

So how do you become fast enough for today’s consumers?

Jay Baer is here to share key findings from his new research on the importance of speed in business success.

He’ll cover:

• Your first steps to improving speed
• How quickly do today’s customers expect replies?
• Scenarios where being too fast hurts your business
• How to unlock profit now with the “fast pass” strategy
• And more…

Are you undercharging for your services?

The truth is, most people do…

But it’s time to take back the power in your relationships with clients so you can maximize your growth and profits…

This week, we’re revisiting my interview with Blair Enns, founder and CEO of Win Without Pitching. 

Blair is a pricing expert who helps professionals revolutionize the way they sell their services.

In this episode, he’ll share:

• A system to set prices for any project or 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, not your time
• The right way to set up retainer agreements
• And more

Warning… this is the unsexiest (is that a word?) way to profit from writing a book.

But it works.

Recently, I appeared on the Garlic Marketing Show to discuss The Million Dollar Book and shared this strategy that only requires $5 and a few minutes each day…

Yet it gets your book in front of ideal prospects and easily sells them on you and your firm (before they even get on the sales call).

We also discuss:

• How writing my first book transformed my business overnight
• Producing a book in 90 days (even with no writing experience)
• Why most people won’t read your book—and why that’s okay
• What I’ve learned about book launches
• And more…

Have you ever found yourself in the professional services sales trap?

You know you have to sell to get clients, but you don’t like it… you want to focus on helping clients.

And, the last thing you want to do is sound salesy…

My guest David Newman has reframed the sales process for professionals to make it easy and comfortable.

Today, David is here to break down his new book Do It! Selling: 77 Instant-Action Ideas to Land Better Clients, Bigger Deals, and Higher Fees and make selling easy.

If you want to run a profitable business, this episode is for you…

When you understand how to measure profitability, you can use the data to discover ways to double your profits.

But most business owners fall into the trap of tracking everything (which usually means tracking nothing meaningful)…

There are three key numbers you should be tracking in a service business to drive growth…

Marcel Petitpas, founder and CEO of Parakeeto, shares them in today’s interview.

We all want to earn more money for the value we bring, but we’re afraid we’ll lose prospects if we raise prices…

This mindset tricks you into underpricing yourself…

This week, we’re rewinding back to a favorite episode that will help you raise your prices today—and finally earn what you’re worth.

In this episode, we tackle some well-known, yet seldom used principles that lead to better fees:

• 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
• And more