Interview

699: Get Comfortable Being Uncomfortable, Understand Your Numbers, Calculate Your Hourly Rate, and Implement a Winner’s Mindset with John Kennedy

April 17, 2020

John Kennedy is a certified financial planner who focuses on helping business owners scale their companies. He co-founded Candor Path Financial, a firm that provides fractional CFO services to entrepreneurs. Today, John discusses the benefits of working with a fractional CFO, highlighting how it can help business owners manage their finances, understand key performance indicators, and make informed decisions.

Quotes

“We oftentimes prioritize urgency over importance. And I thought, 'Man, oh man, that's so true,’ and that just defines all of what we're talking about here.” - John Kennedy

“For the clients we work with, if we invest in technology and automation correctly, there are no geographical boundaries. You can travel and spend time with your family, kids, and grandkids, without being confined to a nine-to-five office schedule.” - John Kennedy

“We really enjoy having one-on-one conversations with individuals and business owners. So, at the very least, let's have a conversation. We're absolutely open to it.” - John Kennedy

Takeaways

02:06 Fractional CFO services can provide valuable financial guidance and accountability for small business owners who may not be able to afford a full-time CFO.

04:14 Outsourcing and leveraging technology can help business owners focus on their core competencies and improve efficiency.

07:25 Understanding your hourly rate and identifying tasks that can be outsourced at a lower cost can lead to significant financial benefits.

16:09 Retirement planning for business owners is evolving, with many continuing to work in some capacity even after selling their businesses.

19:57 Passion and finding work that aligns with your interests can be a key driver of success and fulfillment in both business and life.

Resources

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698: Sales and Marketing Funnels: Build Trust and Credibility with Mark Mersman

April 16, 2020

Mark Mersman is the chief marketing officer at USA Financial. Prior to joining the firm in 2004, he entered the world of financial planning by launching his own firm at the age of 22.

He was the host of a nationally syndicated radio show for 6 years and now focuses much of his time on developing outbound and inbound marketing systems for independent financial professionals. He is the author of a wide range of content from marketing to investment management that have been published in industry publications like the Wall Street Journal, Barrons, Financial Advisor Magazine and Investopedia. Mark is also the host of a podcast about marketing for financial advisors titled “16 Ways From Sunday.” 

Quotes

“We really have to focus on getting the steps in the sales and marketing funnel in place, and ultimately ensure that we're establishing trust, building credibility, and maintaining interest through nurture campaigns.” - Mark Mersman

“A lot of professionals in our industry just give up. They don't have nurture campaigns that continually put out their thought leadership and keep them in front of their audience.” - Mark Mersman

“Our industry has always had a problem with the perception that it's purely a sales industry. While it's true that we're all selling something, it's really about how you're positioning what it is that you're selling.” - Mark Mersman

Takeaways

01:14 Building trust and credibility is crucial in the financial services industry, as clients are often hesitant to hand over large sums of money.

06:34 Offering paid services, such as financial planning, can help establish commitment from potential clients and increase the likelihood of closing larger deals.

14:50 Targeting life events and triggering moments can create a sense of urgency and encourage prospects to take action.

20:53 Consistently providing valuable content and thought leadership can help nurture leads and build trust over time.

26:49 Focusing on existing clients and teaching them to make personal introductions can lead to higher closing rates and lower acquisition costs.

Resources

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697: Frame of Mind Coaching: Journal Your Way to Better Focus, Clarity, Thinking and Success with Kim Ades

April 15, 2020

Kim Ades is the President and Founder of Frame of Mind Coaching™ and JournalEngine™ Software. Author, speaker, entrepreneur, coach, and mom of five, Kim has 15 years of experience coaching many of North America’s most respected leaders. Recognized as an expert in the area of thought mastery, Kim uses her unique philosophy and quirky coaching style to help her clients deal with core issues and shift their thinking in order to yield extraordinary results.

Quotes

“Journaling allows us to dream and have a vision.” - Kim Ades

“I understand how people work. I understand how people think, and I can see very quickly how their thinking is either supporting them or hurting them.” - Kim Ades

“One of the most important questions I constantly have to ask myself is, 'What is the key value that I can bring to the world that is unique? What’s that unique thing I bring to the world that isn't so easily replicable?” - Kim Ades

Takeaways

06:36 The Journal Engine software provides users with flexibility to choose how they want to engage with the journaling process, whether privately, with a community, or with a qualified responder, allowing for a personalized experience.

11:53 Identifying and focusing on one's unique value proposition is crucial in a crowded market.

16:08 Journaling can reveal hidden beliefs and patterns that may be holding someone back from achieving their goals.

18:53 Having a qualified person provide feedback and guidance on one's journal entries can help drive personal growth and transformation.

19:40 Seeking feedback from trusted advisors and being open to pivoting one's business strategy can lead to valuable insights and new opportunities.

20:24 Maintaining a consistent journaling habit can be challenging, but software like Journal Engine can help sustain the practice by providing a responsive and interactive experience.

Resources

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696: Followers, Doers, and Experts: Delegate to Build the Right Team of Outsourced Employees with Freeeup Co-Founder Nathan Hirsch

April 14, 2020

Nathan Hirsch is an entrepreneur and the co-founder and CEO of FreeUp.com, an online marketplace that connects businesses with pre-vetted freelancers in e-commerce and digital marketing. Nathan has sold over $30 million online and regularly appears on leading business podcasts. Today, Nathan discusses the importance of hiring and delegating tasks to free up time and focus on being the figurehead and boss.

Quotes

“If you don't hire, you just hit a ceiling that you can't get past. There are also people out there who are not only better than you at certain things but also enjoy them more than you do.” - Nathan Hirsch

“If you're constantly throwing stuff out there, that's when things start to stick.” - Nathan Hirsch

“Don't give up. No one has a 100% hiring record. There will be failures along the way, but focus on what you can control—your systems, your processes—and that's how you improve that hiring percentage.” - Nathan Hirsch

Takeaways

02:37 Hiring the right people can help entrepreneurs avoid hitting a ceiling and focus on tasks they enjoy.

05:38 Trying different marketing strategies and ideas through a trial-and-error process can lead to successful business growth.

11:15 Clearly communicating expectations and providing detailed instructions is crucial when delegating tasks to freelancers.

16:29 Categorizing freelancers into followers, doers, and experts can help entrepreneurs hire the right type of worker for specific tasks.

27:09 Maintaining a long-term mindset and focusing on what can be controlled are key to successful hiring and delegation.

Resources

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695: Generate Sales Calls Every Day, Achieve Household Name Status, Increase Your Monthly Recurring Revenue Using Authority Marketing with Josh Elledge

April 12, 2020

Josh Elledge is U.S. Navy veteran and launched UpMyInfluence.com to help entrepreneurs attract the perfect audiences and grow their brands without the crazy costs associated with traditional PR companies.

UpMyInfluence’s purpose is to DEMOCRATIZE access to influence. Josh believes he has a moral imperative to help entrepreneurs serve the world with their collective messages while growing their revenue!

UpMyInfluence was the natural outgrowth of his first startup, SavingsAngel.com which has grossed more than $6 million in sales with less than $500 in advertising. He did it all through building authority and serving audiences in the media.

Josh is a weekly TV consumer expert in Orlando, writes a syndicated newspaper column to 1.1 million readers, and regularly appears on more than 75 TV stations across the country. All told, Josh has appeared in the media more than 2000 times.

Quotes

“Humans will discriminate in terms of whether they should take a call with a person, click on an ad, or engage in some way. So, you have to gain their trust.” - Josh Elledge

“Everybody has a message that could positively impact the world. And if you have influence, you can truly make that impact. What is in your heart is probably amazing.” - Josh Elledge

“If you want to get through to people who jealously guard their time, you have to lead with just presenting an offer. That's a no-brainer.” - Josh Elledge

Takeaways

02:02 Building personal authority through online profiles, social media, and content creation is crucial for gaining trust and influence with potential clients.

08:14 Providing value and building relationships through a "go-giver" approach, such as hosting a podcast, can be more effective than traditional sales tactics in attracting and converting clients.

09:47 Carefully vetting and selecting guests for a podcast can help ensure they are a good fit for the target audience and potential client base.

17:09 Leveraging video and follow-up communication to maintain engagement and provide additional value can help nurture leads and increase conversion rates.

20:26 Focusing on providing a high-quality product or service and understanding the target market's needs are essential for building a successful and sustainable business.

23:05 Facing challenges in hiring enough staff to meet the growing demand for the company's services is a positive sign of the system's effectiveness.

Resources

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694: From Impossible to Inevitable: Apply the Winning Mindset to Locate Your Ideal Customer, Solve Problems, and Generate Predictable Revenue with Aaron Ross

April 11, 2020

Aaron Ross is the co-CEO of Predictable Revenue and the author of the book "From Impossible to Inevitable." Today, Aaron discusses finding your ideal customer and speaking their language, as well as the need to be comfortable with being uncomfortable when trying to reach new audiences. He shares his own experiences of growing his income and business, as well as the challenges of balancing a large family with his entrepreneurial pursuits.

Quotes

“Comfort is the enemy of growth and success. It's okay to be uncomfortable. You can't grow without feeling that way.” - Aaron Ross

“I can't afford to wait to win. I have the time, the energy, the ideas, and the money to do something, to start a business. I just had to do things.” - Aaron Ross

“We all have different ways that we self-sabotage or show weaknesses. It's just the human condition. No one's perfect.” - Aaron Ross

Takeaways

04:22 The most common reason people struggle to grow revenue is not having a clear, defined niche.

05:56 As a business grows, the attention span of new potential customers becomes increasingly shorter, requiring different messaging and targeting.

08:34 Embracing discomfort and being willing to reach out to new audiences that may not know you is key to continued growth.

11:46 Developing financial confidence and resilience is more valuable than just having financial savings.

17:09 Utilizing "forcing functions" like public deadlines and commitments can help overcome procrastination and lack of motivation.

23:03 Understanding your own strengths, weaknesses, and tendencies to self-sabotage is key to overcoming obstacles and making progress, as everyone struggles with these issues to some degree.

Resources

Podcast: Play in new window | Download (Duration: 26:28 — 24.4MB) | Embed

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693: Get Paid to Build Your Skills and Increase Your Hourly Rate: Master the Freelancer and Career Game with Nissar Ahamed

April 10, 2020

Nissar Ahamed is the founder and CEO of CareerMetis.com, a one-stop destination for job seekers and freelancers. He is also the host of the Career Insider Podcast and the co-host of the C.A.R.E. podcast. Today, Nissar discusses the significant shift in the freelancing and gig economy, noting that it has become a mainstream career choice.

Quotes

“If you're not making money in the long term, and you have all the resources, it's on you. There's no excuses. Others have done it. You can do it as well.” - Nissar Ahamed

“Initially, you have to find clients. Then you become so successful that they come to you.” - Nissar Ahamed

“No matter what you want to do, follow your path. I think you'll get to a point where, no matter what age you are, you'll find your path. Don't do it for someone else.” - Nissar Ahamed

Takeaways

00:47 Freelancing has become a mainstream career choice, with 30-50 million Americans engaged in freelance work, a number that is growing due to technology and the gig economy.

02:59 Starting a side hustle in a desired field can help build a portfolio and skills that can lead to a full-time job or the pursuit of a passion project.

08:43 Persistence and hustle are crucial in the initial stages of freelancing, as building a strong reputation and client base takes time and effort.

15:06 Successful freelancers don't just rely on one platform. They market themselves across multiple channels.

21:33 Joining online communities, such as Facebook groups and Slack channels, can be valuable for finding clients and support in the freelancing journey.

26:07 Balancing a full-time job with freelancing can help reduce risk and build a stable income, while gradually transitioning to a full-time freelance career.

Resources

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692: Guest Expert Profits: Build Relationships and Enjoy Consistent Podcasting Traffic with Jessica Rhodes

April 9, 2020

Jessica Rhodes is the founder and co-owner of Interview Connections, a leading podcast booking agency. She has been a guest on numerous podcasts, sharing her expertise on leveraging podcast interviews for business growth. Today, Jessica discusses the power of podcasting for building relationships and driving consistent traffic to businesses.

Resources

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691: Multiply Yourself by Hiring Smart Virtual Assistants with Anne and Mark Lackey

March 26, 2020

Anne and Mark Lackey are the owners of Hire Smart Virtual Assistants, a company that helps businesses scale by providing top-notch virtual employees. Anne and Mark have coached and trained hundreds of investors and business owners across the US and Canada. They are also authors, having written the book "Multiply Yourself." Today, Anne and Mark discusses their unique approach to hiring virtual assistants. They explain how their rigorous testing and certification process helps match the right candidates to the right roles, addressing the challenges of hiring in a low unemployment market.

Quotes

“We've really honed our testing and profiling to make sure that we get the right kinds of people in the right types of roles.” - Anne Lackey

“I don't care whether you use us or hire locally, it doesn't really matter. But we're all about empowering entrepreneurs to be their best self.” - Anne Lackey

“Whatever it is, get it off your plate so that you can fulfill your highest potential and do the great things in this role that you were intended to do.” - Anne Lackey

Takeaways

01:35 Hiring the right virtual assistant can significantly reduce business owners' workload and allow them to focus on their core responsibilities.

02:55 Thorough testing and certification of virtual assistants helps ensure a good fit and long-term success, addressing the challenges of traditional hiring.

06:41 Virtual assistants can handle a wide range of tasks, from customer service to specialized roles, and can even provide extended hours coverage to give businesses a competitive edge.

19:39 Maintaining a personal touch with customers, even in a virtual setting, can be a powerful way to build relationships and drive business growth.

28:35 Outsourcing tasks that business owners don't enjoy can free up time and energy to focus on their highest potential and fulfill their intended role.

Resources

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690: Deep Knowledge and Learning: Automate, Delegate and Grow with E-Commerce Agency Owner Darwin Liu

March 25, 2020

Darwin Liu is an e-commerce expert and the founder of X Agency, a digital marketing agency focused on helping businesses sell more products online. With over 12 years of experience in the industry, Darwin has managed over $50 million in advertising for his clients. Today, Darwin talks about his approach to building successful e-commerce brands. He shares insights on common mistakes businesses make with their online marketing, the importance of understanding the fundamentals, and the role of automation in e-commerce.

Quotes

“I'm a professional failure. I’ve just been failing and learning along the way.” - Darwin Liu

“As long as you believe that any idea, service, or product you have can work, you just have to keep going. So that's what makes me special. Really, I'm just too dumb to quit.” - Darwin Liu

“If you can consistently do this every single day, I can almost guarantee you your brand will grow.” - Darwin Liu

Takeaways

00:45 Persistence and a willingness to learn from mistakes are key to success in entrepreneurship.

01:42 Fixing fundamental issues with marketing account settings can significantly improve performance and revenue.

09:38 Automation in marketing should be approached with caution, as understanding the underlying processes is crucial.

18:26 Building personal relationships and having a unique personality can help businesses stand out and connect with clients.

20:44 Exploring new business opportunities, like creating your own brand, can provide valuable learning experiences.

23:41 For up-and-coming e-commerce brands with limited budgets, leveraging micro-influencers can be an effective and cost-efficient way to grow the brand.

Resources

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