Interview

1064: Solve Problems, Help People, And Increase Your Sales with Author & Consultant Luis Báez

March 19, 2024

Are you frustrated by your sales performance but like you've tried everything? Growing your revenue consistently is challenging for any business owner. But there's good news! You can break through your current limitations and leave average results behind. Discover a proven method to turn challenges into triumphs and convert even the toughest leads into loyal customers. Say goodbye to excuses and hello to sustainable growth and financial freedom.

Luis Báez is a global "revenue enablement" leader, author, speaker, and consultant who specializes in helping individuals and organizations reach their highest potential. With a background as an elite enterprise sales rep, Luis now leverages his record-breaking experience to diagnose and transform the sales operations of his clients. Today, Luis discusses his holistic approach to sales coaching, which goes beyond just tactics and techniques. He shares insights on developing the right mindsets, inspiring self-motivation, and building sustainable sales cultures.

Quotes

“Let go of the attachment that every conversation must result in a sale. Instead, step in as a consultant and help the person.” – Luis Báez

“You're too smart to use excuses. So, ask questions, get help, hire resources—do whatever it takes to make a smarter decision.” – Luis Báez

“You don't need to sell someone on everything. Just offer the two or three problems you can immediately solve. Let that person enjoy the delightful surprise and have longevity in their investment.”– Luis Báez

Takeaways

07:33 Stop selling and instead step in as a consultant to help the customer make an informed decision.

10:28 Balance the pressure to hit metrics with a methodical, buyer-focused approach.

14:06 Slowing down to thoroughly understand the customer's buying process, decision-making criteria, and any psychological hurdles they may have is essential to closing deals successfully. Leaving nothing to assumption is key.

18:40 Avoiding overselling and instead focusing on the 2-3 key problems you can immediately solve for the customer is crucial. Overwhelming them with technical details or features they don't care about will only push them away.

24:23 Eliminate excuses and take action to make smarter decisions.

Resources

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1063: Introverted Entrepreneurial Success with Speaker & Author Matthew Pollard

March 18, 2024

Are you an introverted entrepreneur finding it hard to reach out to clients in this noisy online world? Don't worry. Many others doubt themselves, too, especially in challenging fields like sales and management. But with determination and creativity, you can break through these barriers and start growing your business quickly.

Matthew Pollard is the “Rapid Growth Guy” and founder of Introvert U. As a successful entrepreneur responsible for building five multimillion-dollar businesses, Matthew has a unique understanding of the challenges introverts face in marketing, sales, and networking. Through his bestselling books, online training programs, and high-energy presentations, he empowers introverted business owners to leverage their natural strengths and achieve rapid, meaningful growth. Today, Matthew discusses the power of introversion in entrepreneurship and business. He shares his personal journey from struggling student to serial entrepreneur and reveals the strategies he developed to overcome self-doubt and build a thriving career.

Quotes

“If it doesn't exist, create it for yourself. Live in ‘what if,’ have a willingness to do the work, and, more importantly, take responsibility.” – Matthew Pollard

“Our path to success is just different from that of an extrovert, and let's face it, extroverts have their own burdens to bear.” – Matthew Pollard

“There's nothing wrong with being an introvert. Many people say, ‘Oh, I'm a recovering introvert’ or ‘I was an introvert, but don't worry, I'm not anymore.’ You can't change who you are.” – Matthew Pollard

Takeaways

03:12 Introverts can absolutely succeed in sales, networking, and entrepreneurship, but their path may look different than extroverts. The key is to leverage your natural strengths rather than trying to become someone you're not.

14:02 Taking responsibility for your own growth and development, rather than making excuses, is crucial for overcoming self-doubt and achieving success as an introvert. This includes being willing to do the necessary work, even if it's uncomfortable.

18:57 Crafting an authentic, compelling personal brand and message is essential for introverted entrepreneurs to stand out in a noisy, digital world.

26:37 Introverts should embrace their personality type and stop thinking there is something wrong with them. Many of the most successful people in business and entrepreneurship are introverts who have learned to leverage their unique strengths.

Resources

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1062: Boost Your Brand with Audio: Market Audio Content with Media Entrepreneur David Wolf

March 18, 2024

Perhaps you've considered sharing your thoughts via audiobooks or podcasts but hesitated due to uncertainties or resource constraints. However, your distinctive voice is crucial in a world that values authenticity. A consistent marketing strategy across various platforms can help promote your audio content and garner the recognition it deserves.

David Wolf is the founder of Audivita Studios, a company that specializes in audiobook and podcast production. With a background as a longtime music composer and producer, David has transitioned into the world of media entrepreneurship, helping clients bring their message to market through high-quality audio content. Today, David discusses the process of remote audiobook recording, highlighting the importance of coaching authors to bring out their authentic voice and connect with their audience. He also shares insights into Audivita's podcast production services, which focus on customization and production quality to meet the diverse needs of their clients.

Quotes

“The process of doing the recording is as important, or more so, than the final product. Because out of that, something magical happens.” – David Wolf

“Find joy in the work you do. Discover what you love and integrate those things.” – David Wolf

“You just have to step back. I practice meditation, and when I started about seven years ago, it gave me perspective on these sorts of things.” – David Wolf

Takeaways

01:16 The unintended impact of Audivita's work on their own employees and the world is just as important as the impact on their external clients. Wolfe didn't anticipate how rewarding it would be to build a team and scale a business.

06:40 The process of recording audiobooks is as important, if not more so, than the final product. Coaching authors to deliver an authentic, connective performance is crucial for serving their audience and growing their brand.

08:43 Audivita offers several options to address price sensitivity for audiobook production, including recording linearly, pricing by the word, cloning the author's voice, and using abridged versions - each with its own tradeoffs.

16:33 While Audivita focuses on high-quality audio and video production for podcasts, they've found it's best to leave the marketing and promotion to their clients, as that's not their core expertise.

18:12 Consistent, multi-channel promotion is essential for the success of both audiobooks and podcasts. Authors and podcasters may need to spend as much on marketing as they did on the content creation itself.

Resources

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1061: From Idea to Bestseller: Method for Writing Success with Author Everett O’Keefe

March 17, 2024

Have you ever dreamt of becoming a best-selling author but felt overwhelmed? You're not alone. Many aspiring writers face similar challenges. But here's the thing: there's a way forward. Your book positions you as an expert, opening doors to valuable relationships and opportunities. It's not just about writing; it's about making an impact. So, take that first step.

Everett O'Keefe is the founder of Ignite Press, a hybrid publishing company that helps authors own their intellectual property and leverage books for marketing and business success. Ignite Press provides the best aspects of both traditional and self-publishing, allowing authors to become bestsellers while retaining control over their content. Today, Everett discusses how books can open doors for authors, providing opportunities for speaking engagements and establishing credibility in their industry.

Quotes

“I call a book the closest thing you can get to the silver bullet of marketing.” – Everett O'Keefe

“You don't have to write the book. Remember, you're writing a book, not the only one you'll ever write.” – Everett O'Keefe

“Don't worry about whether you're the expert. You know more about the topic than your reader, which makes you the expert. So, educate them.” – Everett O'Keefe

Takeaways

01:34 Hybrid publishing offers the best of both traditional and self-publishing, allowing authors to retain control over their intellectual property while benefiting from professional publishing support.

07:15 Identifying a specific target audience and speaking directly to one person in that market is crucial for creating an effective, resonant book.

16:00 Books provide unparalleled authority, credibility, and marketing power compared to other mediums like social media or video.

19:58 A simple method for quickly writing a bestselling book is to identify 20 frequently asked questions in your industry and record yourself answering them.

26:59 Overcoming self-doubt and focusing on sharing your unique perspective and experience is more important than worrying about being an "expert" in your field.

Resources

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1060: Lessons on Entrepreneurship and Pursuing Dreams with Sales Professional Kelly Meyer

March 17, 2024

Entrepreneurship is a journey filled with highs and lows, successes and failures, and it’s okay to feel overwhelmed. But here's the thing: failure isn't the end of the road. It's a valuable teacher. Sure, the road to entrepreneurship is paved with obstacles. Financial metrics, like return on investment, can seem like foreign concepts. And the craft beer industry? It's fiercely competitive. But don't let that discourage you.

Kelly Meyer is a unique individual who has experienced both success and failure as an entrepreneur. After a seven-figure exit from the fitness industry, he opened a craft brewery in 2012, only to struggle with profitability for nearly 10 years before ultimately selling at a massive loss. This experience has led Kelly to write a book and start a podcast called "How NOT to Start a Damn Brewery," where he shares the lessons he's learned along the way. Today, Kelly discusses the challenges and realities of running a brewery, including the high costs, slim margins, and lack of profitability that plague much of the industry.

Quotes

“I'm an expert on failure, not so much on success.” – Kelly Meyer

“If you can't understand your cost structure versus potential revenue, you shouldn't be in business period.” – Kelly Meyer

“Follow your dreams and do whatever you want but keep your eyes open to mitigate risk. Other than that, grip it and rip it, and enjoy life. Have some fun.” – Kelly Meyer

Takeaways

02:28 The brewing industry is often perceived as "cool" and fun, but the reality is that it is a challenging and largely unprofitable business for most operators, with only a small percentage making significant money.

09:16 Successful businesses are those that deeply understand their cost structure, potential revenue, and key performance indicators (KPIs), but this level of financial literacy is lacking in many industries, including brewing.

12:05 Networking, continuous learning, and seeking out mentorship from those who have succeeded (or failed) in a particular industry can be invaluable for entrepreneurs looking to improve their chances of success.

14:31 Different industries have different rules, margins, and bottlenecks, so entrepreneurs need to carefully consider the unique characteristics of a business before deciding to enter or grow it.

16:48 Attention to detail, skilled execution, and having the right people and processes in place are critical for producing high-quality products, whether it's craft beer or any other type of business.

Resources

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1059: Violence Prevention: Practical Strategies for Individual and Organizational Safety With Workplace Safety Expert Jerry McCormick

March 16, 2024

Violence is all over the place. Nowadays, you never know when danger will come, and it robs our peace of mind when we should focus on what we do. Just being afraid won’t help, so we must take precautionary actions to ensure safety at our place for ourselves and others. Take the step and have safety training to avoid potential risks and protect ourselves from dangers.

Jerry McCormick is a workplace safety expert with over 30 years of experience in law enforcement, including 8 years as a US Marine. He has researched active shooter incidents and trained first responders, leading to his expertise in areas like workplace violence prevention, de-escalation, conflict resolution, and securing facilities. Today, Jerry discusses his approach to promoting safety in the workplace and everyday life. He emphasizes the importance of empowering employees and individuals to trust their instincts and take practical steps to avoid dangerous situations, rather than relying solely on fear-based training for rare events like active shooters.

Quotes

“Bad people will often signal their intentions. They'll reveal it through their body language, by getting too close to you, or through the way they talk on the phone and glance over at you.” – Jerry McCormick

“If your instincts tell you something's wrong, they're right in two ways. They always have your best interests at heart.” – Jerry McCormick

“Security should not impede your business from moving forward. You should be able to operate freely.” – Jerry McCormick

Takeaways

07:30 Focus on practical, empowering steps for safety rather than fear-based training. Avoid overloading people with too much information - stick to a few key, actionable tips.

11:48 Simple safety habits like being aware of distracted driving behaviors can significantly reduce risk and improve safety.

16:05 Trusting your instincts and speaking up if something feels off is crucial, even if you're not sure why. Don't get drawn into confrontations.

18:26 Encourage a "if you see something, say something" culture, where employees feel empowered to report concerns without fear of being seen as a "snitch."

21:28 Carefully evaluate statistics and data around safety issues to understand the true context and scale, rather than relying on sensationalized information.

Resources

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1058: Overcome Creative Challenges with Veteran Comedian D.B. Frick

March 15, 2024

Producing and performing offer unique opportunities to glean insights from collaborating with major figures. Working alongside prominent individuals provides first hand lessons in professionalism, creativity, and perseverance. Sharing these experiences not only enriches others' understanding but also inspires personal growth and fosters a culture of continuous learning.

D.B. Frick is a veteran comedian, writer, and producer with over 30 years of experience in the entertainment industry. He has worked alongside renowned figures like Martin Scorsese and Jesse Eisenberg and has written for prestigious outlets such as The Tonight Show with Conan O'Brien, MAD Magazine, and the National Lampoon Radio Hour. D.B. is known for his unique perspective on comedy, creativity, and personal growth. Today, he talks about his career, sharing insights on the art of pitching ideas, the challenges of achieving originality in comedy, and the importance of perseverance and adaptability in the entertainment industry.

Quotes

“This is something I live by comedically: just because I don't find something funny doesn't mean it isn't.” – D.B. Frick

“You have to expect to fail over and over again. It's part of the process of succeeding. Even after you succeed, there will likely be many more failures and successes ahead, regardless of the realm you're in.” – D.B. Frick

“The journey really comes down to the opportunity to impress upon other people what you have to offer.” – D.B. Frick

Takeaways

01:02 Tailoring your pitch to the specific audience or producer is crucial for effectively communicating your ideas and getting them noticed.

12:09 Perseverance, hard work, and a bit of luck are all essential ingredients for success in the entertainment industry and other creative fields. Expecting and embracing failure as part of the journey is key.

14:03 Recognizing and respecting the subjective nature of comedy, where something that may not be funny to one person can be hilarious to another, is an important aspect of being a successful comedian or creative.

22:27 Leveraging one-on-one connections and networking opportunities, even in unconventional ways, can sometimes lead to unexpected breakthroughs and open doors to new possibilities.

29:44 Achieving originality in comedy is challenging, as many comedic ideas and concepts are built upon or inspired by previous works. Understanding this can help manage expectations and focus on putting a unique spin on familiar elements.

Resources

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1057: Frameworks for Success: Engaging Audiences with Author and Entrepreneur Alex Davis

March 14, 2024

Leveraging business for money isn't just about making a quick buck; it's about creating sustainable income streams while doing what you love.By concentrating on delivering value, improving your skills, and adopting new strategies, you can turn your business efforts into profitable opportunities.

Alex Davis is a 20-year-old entrepreneurial prodigy who has cracked the code on building successful businesses in record time. Defying conventional wisdom, Alex has published 4 books, generated $40,000 in revenue, and built a thriving podcast - all before the age of 21. His unique growth mindset and "speed of implementation" approach have allowed him to rapidly scale ventures in social media marketing, content creation, and coaching. Today, Alex discusses his focus on leveraging business as a vehicle for making money, despite common misconceptions about the field. He shares his personal journey of developing a growth mindset and the importance of "speed of implementation" - taking action quickly rather than overthinking.

Quotes

“Business in general is just like a huge opportunity and a vehicle that is not very well understood by a lot of people. People have a weird connotation around it; they might say business is weird, or it's stupid, or it's a scam, or it's risky.” – Alex Davis

“You have to choose what you suck at. And I just don't want to suck when it comes to making money. Business is one of the things that allows me to really learn the process of making money.” – Alex Davis

“I'm introspective about whether humans are naturally equipped to do insane stuff, or if it's something we grow into.” – Alex Davis

Takeaways

03:55 Developing a growth mindset and a willingness to "go all in" on opportunities is crucial for achieving success at a young age.

18:47 Batching content creation and having a consistent posting schedule can help build a sustainable social media presence.

21:33 Surrounding yourself with successful people and learning from their frameworks and strategies can accelerate your own business growth.

22:26 Simplifying complex business concepts and creating easy-to-understand frameworks is key to making information accessible to a wide audience.

24:36 Developing a unique "framework" or set of concepts that become associated with your brand can help establish your expertise and authority in the industry.

Resources

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1056: Transform Grant Writing into an Exciting Opportunity with Nonprofit Grant Strategist Teresa Huff

March 13, 2024

Do you have a nonprofit organization but avoid grant writing for its complexities? Many nonprofits want to increase their impact but need more funding. Thus, grant writing is the way to go. Find grant opportunities that are a good fit and align with the nonprofit's mission and goals, build relationships with funders, and create compelling proposals.

Teresa Huff is the host of the Grant Writing Simplified podcast, a TEDx speaker, and a nonprofit strategy expert. She has been referred to as the "nonprofit powerhouse" after winning over $7.5 million in grants for schools and nonprofits. Today, Teresa shares her insights on the basics of grant writing, strategies for nonprofits to secure funding, and how to use constraints as a catalyst for creativity in the grant writing process.

Quotes

“Grants are much more strategic and are part of a long game, rather than quick or easy money.” – Teresa Huff

“Instead of focusing on return on investment, it's about return on impact—where funders can give to make the most difference.’” – Teresa Huff

“People often feel there's a wall and grantmakers are untouchable. However, many grantmakers welcome conversation and dialogue, and encourage getting to know them before you apply for a grant.” – Teresa Huff

Takeaways

02:31 Grants are a strategic, long-term game, not a quick source of easy money. Nonprofits need to build a strong foundation and align their mission with potential funders before pursuing grants.

09:13 Focusing on the "return on impact" rather than just the "return on investment" can help nonprofits better articulate the value and significance of their work to potential funders.

12:04 Using constraints as a catalyst for creativity can lead to more compelling and impactful grant proposals. Embracing the limitations of grant guidelines can inspire innovative solutions.

15:20 Building relationships with grantmakers, seeking their feedback, and adopting a collaborative learning attitude can significantly improve the chances of securing funding.

19:09 Reaching out directly to experienced grant writing experts can provide invaluable guidance and support to nonprofits looking to improve their grant writing skills and strategies.

Resources

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1055: From Trauma to Triumph: Pursue Passion and Fulfillment After Life’s Challenges with Podcast Host and Author John R. Miles

March 12, 2024

Are you stuck in your life? Not knowing what is the next step? It’s normal to feel like this. You are not alone. To overcome this obstacle in your life, start by intentionally pursuing your passion through developing different aspects of your well-being, such as physical, mental, emotional, spiritual, and relationship. Take action and reinvent yourself; eventually, you will reach success.

John R. Miles is an author, keynote speaker, and entrepreneur who blends practical wisdom with relatable anecdotes to discuss topics of health, wellness, and personal mastery. With a background in the US Navy and senior executive roles in Fortune 50 companies and as a software CEO, John brings a unique perspective on leadership and personal growth. Today, John shares his personal journey of transformation after experiencing trauma and a calling to pursue his passions more fully in order to find fulfillment in life. He discusses the importance of developing pillars of support across physical, mental, emotional, spiritual, and relationship health to achieve self-realization.

Quotes

“The greatest person you'll ever meet in your life is the one who stares back at you in the mirror.” – John R. Miles

“What people don't understand is that we often think we need confidence or courage to take action. It's actually the opposite—you gain confidence by taking action. We tend to overthink how large the action needs to be, but it can really be small choices that compound over time.’” – John R. Miles

“Defeat means giving up on yourself in the midst of difficulty. True success means winning the battle with yourself.” – John R. Miles

Takeaways

01:26 Ignoring a calling or passion can lead to a lack of fulfillment, but it takes courage to make a change and pursue what truly matters.

05:28 Rebuilding one's life around key pillars of physical, emotional, mental, spiritual, and relationship health can help overcome trauma and burnout.

09:23 Balancing periods of intense focus and productivity with intentional downtime for rest and strategic planning is important for sustained success.

13:42 Intentionality, along with passion and perseverance, is a critical component for achieving self-realization and becoming one's best self.

15:15 The greatest competitor we face in life is often ourselves, so winning the battle against our own weaknesses is key to true success.

Resources

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