237 | The Neuroscience of Communications with Nick Morgan

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Today’s guest and founder of Public Words is Nick Morgan. Nick Morgan shares with us that while most of us think that we communicate with our conscious minds, there are layers of beneath that we must become more aware of. Nick’s work focuses on helping professional speakers, executives and business owners communicate more effectively to convey their message. He does this by getting people to understand themselves on a deeper level.

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Target Audience: Nick Morgan, the founder of Public Words helps entrepreneurs and business owners tell their stories to clients and customers to enhance employee engagement. Public Words also serves executives who have a story to tell or want to be better communication. This allows for more effective marketing. Public Works also serves professional speakers.

 

The Mystery of How Humans Communicate

The way we communicate is not how we think we do. When we communicate, we think we are doing so with our conscious minds. It seems logical- HOWEVER that’s NOT how we actually communicate. We have these vast unconscious minds. The unconscious mind can handle 11 million bits of information per second. Whereas the conscious mind only handles 40 bits of information per second- pretty feeble!

Most communication is processed through our unconscious minds. We have intents and ideas that unconscious. Then we begin to express this through our body language before we are even consciously aware of it!! Only after that does your conscious mind catch up. Our brains edit out this delay. This is not only fascinating, but essential to understand if one wishes to communicate effectively.

 

We imagine our thinking is doing this work. But it is our unconscious minds processing it all which is – done milliseconds before that!

EMOTIONS

The stronger the emotion we feel, the easier it is to recall it. Whenever faced with a new situation, we react accordingly. What is not being said that needs to be surfaced? How we read each other’s emotions is also important to be aware of. If someone has their arms folded, for instance, causes conclusions to be drawn by the receive. What’s really happening is that the mirror neurons start to fire. This is how we leak emotions to one another.

So a speaker who is nervous will leak that towards their audience. Public Works helps individuals blow past the nerves to connect with the audience.

 

What Should We Do Instead?

You can either work from the outside- in or the inside- out. You could work on opening up the body language. Or you can work on the emotion. One could work up the emotional excitement (or whatever the appropriate emotion is).

3 NO- NO’s When Giving Your Speech:

  1. Sharing your biography: People don’t actually care as much about your biography as they do about what’s actually in it for them. They need a reason to listen. Maybe later- they’ll be interested in hearing about you once they’ve tuned into how your message can serve them.
  2. Starting off with the Agenda (unless you’re doing a talk for the whole day, then that is fine)- but if it’s just a speech- the audience doesn’t need it. People quickly become distracted right from the start because an agenda doesn’t seem important. In a way, you’ve already trained them NOT to listen to you.
  3. “Throat Clearing.” Starting off by saying things like, “anyone here from ____” is an example. This is chit chat that isn’t getting into the speech but just releasing the speaker’s nerves. This makes for a counterproductive approach

Instead, BEGIN with something that matters. A story, a statistic, etc.  

What the unconscious mind is communicating is emotions, intents, attitudes, interests, excitements, and fears and level of power. The unconscious mind has the capacity to decides on an appropriate mate. It operates on a basic level. This is even more important because it is unconcious.

You have a choice: you can take control or leave it to chance when you communicate. Nick urges people to become aware of what’s possible and become intentional about their communication. What emotions do you want to audience to feel as you go through your speech?

Practical and Actionable

Take stock about where you are in terms of your body language. Spend the next day just noticing how you interact with people. Are you defensive or open? Begin to get a sense of what kind of communicator you are. We carry 2 things: the way we feel in that moment and our HISTORY.

Become acquainted with that history. How does that translate in your body language? (Whether confident or otherwise). Identify that before you take charge. Don’t judge it, for it is neither bad nor good. Become aware of the aspects you love and other aspects that may not be useful.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

236 | Starbucks: Filling Your Soul With Howard Behar

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What does your Soul have to do with Leadership? Howard Behar is the former President of Starbucks. On this episode, we discuss the connection between the soul and how we lead. How we show up every day is the rewarding challenging we can engage in, in order to remain in tune with life’s work. Howard’s key message is about valuing the people we serve. This is a first and foremost priority that comes before anything else.

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Target Audience: Howard serves anyone who wants to become a better human being and a better leader. That pretty much covers everyone in the world.

Howard is the son of 2 immigrants who settled in Seattle. He shares how they didn’t have much but there was always love. His Mom and Dad had a mom and pop business (grocery store) – so there was always food on the table.

Leadership at Starbucks

Howard joined the Starbucks team when there were only 28 stores. At the time, he was actually trying to escape the corporate life. He was In search of something that filled his soul. Howard shares how his journey with Starbucks was one heck of a ride- it was one fast pony where the business quickly grew from 28 stores to 24,000 (today).

Why Did You Have to Feed Your Soul?

Howard says he always had to have purpose greater than myself. He felt that whatever job he had, he needed to feel like he couldn’t wait to do it when he got up in the morning. And so it was with Starbucks. What motivated him each and every day was the fact that they weren’t serving customers, but human beings

It’s About Going From Success to Significance

What really matters is what you are contributing to the world. When you look back it’s not going to be about the money you made.

What are the Key Values for a Company and a Person?

It requires thought. The intention could always be about loving people. This required Howard to look inside himself and identify who he was as a person. Once one does that, it is amazing how you come together with others (connect) and how you get to live a more caring and productive life.

The Connection Between Great Leadership & Leading Through Values

Great leadership lives its values. Take children for example. Children don’t pay attention to what you say but what you DO. If you say you ‘care’ about people, what does that actually mean? People are not assets- but human beings. Howard wants to be known about nurturing the human spirit.

 

Howard’s mission is to live his life everyday nurturing and inspiring the human spirit of himself and others. He’s learned how to take care of himself- emotionally and spiritually. The mission of Starbucks truly resonated with him. It’s what mattered to him. Howard says, “We’re not in the coffee business serving people, but we’re in the people business serving coffee.”

People need to know what you are about. Howard has given the same speech of how it’s about people. You can’t get bored as a leader talking about what your mission is about if you truly believe in your message.

Practical and Actionable

Howard used to send birthday and company anniversary cards until they hit 10,000 people. He then would just send them out to management- which they trickled out to everyone else. He’d personally sign them with a little note even if he didn’t know them. People until this day still have the notes in their cubicles/offices. It doesn’t take much to show people care- other than that one extra second. Those kinds of messages stay with an organization forever.

Don’t just say how much you care. SHOW IT!

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

235 | Significance with 48 in 48 – Jeff Hilimire and Adam Walker

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48in48.org Interview with Jeff Hilimire and Adam Walker

One year later, 48in48.org is pushing into new realms. They are doing another 48 websites for 48 nonprofits this year in Atlanta. And they are also doing another set of 48 websites for another 48 nonprofits in New York. This is a unique episode with so many guests. I interviewed different people involved to get their perspective of this movement. Also Adam Walker and Jeff Hilimire share with me the BIG vision for 48in48.org. I really think they are crazy rebels for putting it out there and I love them for it.

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Target Audience: 48 in 48 provides a volunteer opportunity to developers, designers, working in marketing and in IT build websites for nonprofit organizations. The aim is to complete 48 sites in 48 hours.  

The 48 in 48 Project is about SIGNIFICANCE

The founders, Jeff Hilimire and Adam Walker felt like they wanted to step up their commitment. They want to show that they are a great technology company while at the same time, give their employees an opportunity to do something they love doing. The purpose is to put their passion and skills behind something that is great for the community.

The project is focused on giving back to nonprofits. The people behind the nonprofits they select are the best at what they do. However, they may not have all the technical essentials in place (i.e- a great website).

Here are some perspectives from the Volunteers

Roshell (Volunteer):

“I saw something that was so incredibly exponential. Not often that you get to engage in a volunteer opportunity that so goes beyond it’s initial effort. Seeing the impact it had on the people giving their time and on the community- it was a no brainer that I’d come back again.”

“Nonprofits are dealing with multiple audiences- those they serve and the audiences they are trying to connect and gain support (monetary) from. It’s a challenge and the voice that speaks through the site needs to be different. There are multiple levels with how non profits must communicate with their audiences.”

Gina (Volunteer):

“The project helps the community at large and builds closeness. This is a huge gift”

Tod (Volunteer):

Tod brought his son to the event because they share a love for technology. Tod says this project is unique because you get to see something that goes from nothing to completion so fast and you see the impact that the non profits walk away with. It is something they may have not been able to afford any other way.

 

Perspective from Adam Walker and Jeff Hilimire

The Creators Plan to Take it to the Next Level. They intend on testing places outside of Atlanta. This year, they stepped it up with more sponsors and volunteers. The event and logistics have taken a big step forward. The Core team has been nurtured so that the project can be taken to other cities.

48 in 48 is a representational symbol of using talents and skills to give back to the community. It is highly niched, involved and connected. The volunteers are doing it because they WANT to do it. That’s the major motivating factor driving this project forward.   

 

BIG VISION: What’s next

The Project Will be doing 48 of these across the globe in one weekend. Once this system is scaled and replicated, there is no limit to where the goodness can be shared. The locations and non profits that can be served will continue to grow. There will be more of good people pouring into other people who are also doing good!

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

234 | Making New Choices with Mike Pisciotta

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We all have times in our lives that force us to question the path we are on. We all have moments that make us choose a new direction. I have seen this for myself. And I have watched it in hundreds of others. This is about reinvention. Our guest today is Mike Pisciotta with Marketing Your Purpose. He shares his moment of reinvention that happened while in jail.

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Target Audience: Mike and his wife serve speakers, coaches and trainers or to those selling information on transformation. They are guided with funnel design, funnel optimization and Facebook ads (mainly).

 

Mike’s Story of Awakening

At age 18, Mike woke up in a jail cell with no recollection of how he got there. In that moment, it was like a brick wall hitting him. The first 18 years of his life were spent in a negative home environment surrounded by drugs. However, in that moment, something changed. Suddenly he experienced the realization of where he was and decided to make a choice to change.

He was sentenced to 10 years. And he decided to use every moment of his TEN YEARS (yes, ten years) to use the prison system to renew his perspective. He DECIDED to  immerse himself in spiritual and physical development. He spent time learning about business and studied the markets.

 

10 years of “freedom” were gone. But he was not going to give them 10 years of life. He knew in his core that it didn’t mean he had to give them his life. He decided he was going to live. This type of choice was not made by most of the guys around him. In contrast, they threw in the towel. But Mike was different. He still felt he had a chance and knew he could do something with his time.

The Power of Choice

No matter what life hands us, we always have a choice. We have a choice to move things forward and to change things. Your present state is not what defines you. This is about Owning your faults. It is about Owning the choices you’ve made and wherever that may have brought you now. This takes a Shifting of the responsibility from the external to the internal.

 

Getting Uncomfortable

When we find ourselves in a state of dissatisfaction, we can use it to put fuel in the fire for transformation. Change the cycle. But, people stay in a cycle because it’s comfortable. Expanding and growing yourself is a lot more uncomfortable. What choice will you make?

Mike admits that he knew this was not something he committed to just one day- but every day. Consistency and dedication are required. There are always challenges. That commitment to press forward allows for the building up of  a legacy.

Practical and Actionable:

OWN wherever you are in your business. Own that it is there and that you are there. Own the fact that it is the way it is because of the choices you have made or have not made. Then, make the CHOICE to change that and begin taking steps in a different direction. Use what you don’t like as an excuse to create transformation.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

233 | Be THE Choice, Not Just a Choice with Gene Hammett

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In highly competitive markets, it is getting harder and harder to win the business. I specialize in helping companies grow by making them THE choice, not just a choice. This is about standing out and creating a company that does not have competition. This is a solo episode where I share key parts of my speech: Be THE Choice, Not Just A Choice. I give you 3 areas that allow you to win more business and work with more high-value clients. Don’t miss this one.

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Target Audience: Gene serves entrepreneurs who are (or want to be) Leaders. His clients are committed and are unafraid of doing the work to create a thriving business.

 

What does it take to be THE CHOICE?

There are lots of people and it’s safe to say- even too many people out there. Businesses look very much like each other in their variety of strategies. They blend together. However, you must KNOW that you actually ARE different. The problem is, many entrepreneurs out there do a poor job at standing out. This takes a great deal of building and deepening the relationships you have. How would standing out increase word of mouth and referrals?

SO, how do we raise ourselves ABOVE the crowd? How can people see your specialty and your ability to serve them in a specific area?

 

How do you explain WHAT it is that you DO?

Let’s talk about BRANDING!

Your brand is not what YOU say it is. It is what others say it is! It’s what people talk about when they talk about you. Those who have clear branding also have a clear story, price and promise.

WHO do you serve? & WHO is included in your Profitable Niche?

Your target market is who your services are ideally for. Your profitable niche are those who are ideal for you.

Do they see you as THE choice? If you are too broad in your messaging, they won’t see you as THE choice. If you represent yourself as having a deep understanding of their area, they can TRUST you. Stack your success in your portfolio of previous clients.

 

Do it BETTER

Rise above everyone else by knowing who you serve, what their pain is and offering them a unique solution. Keep getting better at what you do.

Marketing: the 3:7:3[0:30:30] RULE

In 2016, not all marketing is effective. When you are in a room 3% are actively seeking to buy what you offer. 7% are open to what you are offering. 30% are “not yet” and 30% are unconscious to what you offer. Another 30% are a “NEVER.”

Focus on the 67%. When those people are ready to buy you must position yourself in a way so they are NOT looking at anyone else to buy. The way to reach these people is not just creating info and communication- BUT CONNECTING with them. Position your marketing in a way that truly connects with them. Create a connection so powerful, that when they see your email in their inbox, they will open it because they feel connected.

This i’s about the story you craft around your business. You do this through education based marketing – marketing with a clear conscious- & not being pushy.

SPEAKING- the #1 way to get high value clients. You are going where they are and they, themselves are investing in themselves to acquire solutions. This is the most powerful form of marketing Gene has experienced himself!

WRITING for major platforms (like Huffington Post for example) and use different MEDIA to get noticed. Making yourself available for Media- such as podcasts, positions you to new audiences as an expert.

Social media- do you stand out in a way that connects you to your audience? Do you offer Ethical bribes to create continued communication? This is KEY!

Practical and Actionable:

Go to the The Trap of Success HERE. This video will show you how you can show up differently. All you need to do is decide. Also, check out the free video on how to become an AUTHORITY in your target market HERE. 

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do. I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business. I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

232 | Valuating Your Business with John Shumate

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Do you know the valuation of your company?  I think that if even if you were not planning to sell your company soon or even in the next decade that you should know the valuation. My main reason is that understanding what increases the value of the company you have now will make it more profitable now.  I interview John Shumate who specializes in valuations for technology and healthcare companies. He shares the essentials to valuations.  Check out this episode to understand how to put a value on your company.

 

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Target Audience: John serves a wide array of entrepreneurs but especially those within the technology and healthcare arenas

 

Understanding Your Valuation and Your Target

Think about all the different areas of Valuation within your business. What kind of value creation are you really building? Those thinking of selling their company, often times haven’t spent time thinking about what it is worth. Those who are really good at it determine this  BEFORE they even build the company.

 

Common points people don’t pay attention to..

One area is managing of working capital. Often times, business owners don’t manage inventory well. Capital is thus wasted.

Industry Performance: What do you look for?

This is what the industry trajectory is. It is reflected in overall multiples of the company. This is about looking at how the market is betting on the FUTURE of the company. Looking at those different metrics is helpful. It is estimating how long people think you will be around.

The exercise of developing a financial model depends on the company. Quantify the risks. Also approximate the capital that is coming in for the future. What John does is try to build out a detailed financial model. So much of the value is so much in the future. Bake in the perceived risks to determine the value today.

 

You certainly don’t want to be everything to everyone. Pick one area and do it WELL Then you can get into the other vertices. Contemplate one hill. Articulate your niche well. Should be as laser focused of a niche as possible and knock it out of the park!

Practical and Actionable:

Do the exercise. Do market research first and compare how other market companies like yours are doing. There are great free sources. For instance, google finance or yahoo finance to check it out as a start. Search by sector, industry and key word. Find out who the competitors are. Compare their margins to yours. Create the ratios. Determine the tax data. What is their typical day’s revenue?

 

If you’re an earlier stage company, check out Venture Deal ($20/month). http://www.venturedeal.com/ You can search by industry. They have it at a pretty niched level. These are quick ways on getting cheaper data. This is a great exercise to go through on a regular basis.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

230 | Leadership Communication and Connection with Ron Wallace

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Today’s guest and author of Leadership Lessons from a UPS driver is Ron Wallace. Ron emphasized the importance of how true connection is even better than communication. An effective leader does not hold back secrets but rather shares them to gain input and feedback from his team. Ron points out the fundamental principle of giving praise to your team- something that is very simple but has been forgotten. Tune into this episode on the principles of Leadership Connection.  

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Target Audience: Ron serves God. He was a leader at UPS for 30 years

 

Ron’s Book: Leadership Lessons from a UPS driver

We ask Ron: Why did THIS book have to be written? According to Ron, in the world of UPS, there aren’t many stars or super heroes, yet anyone could have written this book. However, Ron stepped forward and pulls back the curtain to reveal how the company has inspired generations of motivated employees. UPS has moved steadily up the Fortune 500 while so many other corporations have disappeared.

Leadership is about taking ownership and putting out fires quickly. It is also very much about the ART of CONNECTION. Communication is key, yet Connection goes way deeper!

 

How Does a Leader Teach their Team to Taking Ownership?

Ron says, you identify your teams and give them responsibilities. Hold them accountable. At UPS, people are hired for a Lifetime career- NOT a job! Those people promote the legacy from generation to generation. This is one of the big advantages at UPS and yet something that can be adopted in other businesses.

Some Common Theme of Leadership Lessons from a UPS driver (Ron’s Book)

Ron speaks about being on the front line, being in action; being with people, and asking the right questions. Communication is good. Connection is better. For example, the management community does not operate from an office – they are out in the field connecting with people face to face. Their purpose is gaining understanding and input. Most of the innovative ideas don’t come from the engineers but those employees who are out on the front lines.

The people that get their hands dirty know the job best. Many shortfalls can be cured via their input.

SO, What is CONNECTION?

Connection is about building a TRUST factor. Holding back no secrets- but rather opening the space for open communication and input. UPS has an open door policy. This provides space for employees to talk about their jobs. It always comes back to engagement, trust, and involvement.

The ability to acknowledge and praise is a serious strength not every leader has. It’s ok to tell people they are doing a good job. There is a tendency to point out faults. If you are a YES leader, it goes a long way. Recognition- a pat on the back is EASY! And yet, It’s not done enough.

 

Practical and Actionable:

In Leadership Lessons from a UPS Driver, Ron talked about using simple principles within the structure. It begins with SHARING the VISION.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

229 | What You need to Know About Writing a Book with Tucker Max

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Our Guest today is Tucker Max, CEO and author of Book in a Box. The philosophy at Book in a Box highlights that the best way to get an idea into the world, is through a book. The problem most people face is that books take too much time to write, and the traditional publishing process can be tedious and frustrating. Tucker shares with us the foundational values all authors must have when writing a book.

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Target Audience: Tucker is the CEO of Book in a Box where ideas are turned into books. The company targets Business Owners, C Level Executives, Coaches and Consultants. Specifically, these are people who have important or valuable ideas they want to get out into the world.

Why You Should Not Write a Book

Be sure the desire to write a book is not coming from an egoistic place, says Tucker. Especially if you don’t have anything to say that’s valuable. Publishing a book should have nothing to do with ego and vanity. Also, Tucker warns his clients about having the wrong expectations. If you are doing it because you are planning to create best seller, you’re setting yourself up for disillusionment. It’s not that it can’t happen, Tucker says. It’s just not where you should be coming from. The intention should always be about providing value to your audience.

So Who Should Write a Book?

For a lot of businesses, it is one of or the best marketing tools they can create. Publishing a book has the potential to establish your authority and give credibility for what you know. It differentiates you. Books are the new “college degree.” Trust is another aspect gained. It gives business owners a way to jump ahead of the pack.

BIG IDEA Books vs. Teaching & How to Books

Tucker highly recommends people do not write big idea books. WHY? Because it is not niched. Remember, trying to serve everyone does not work (most of the time). And it is easier and more efficient to talk to 10,000 people than 10 million people.

How Book in a Box Works

Tucker’s company has a Systematic and Algorithmic way of turning people’s concepts into books. No content is added (the way a Ghostwriter may serve an aspiring author).
The system includes Interviewing people for 15-20 hours over the span of 5-6 months. This allows the author to get everything out of their head. They essentially translate it. Then they position it by understanding what result is desired along with what audience you want to get that result. It is then structured and outlined in about 15-20 pages.

Authors are then interviewed based on that outline. The outline is transcribed from the spoken word into book prose. When manuscripts are completed and approved based on the client, the publishing process begins.

 

Practical and Actionable:

The 3 step process to qualify for Book in a Box. Here are 3 questions to ask yourself. Do you meet the requirements?

  1. What result must i get for this book to be worthwhile to me?
  2. What audience must i reach to achieve that goal? There must be a primary audience (those that would book your speaking gigs) and a secondary audience (those people who would attend your speaking event)
  3. Understanding what you have to say that is interesting and valuable to that audience. It should be unique by definition.

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results Roadmap… it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!

227-matthew-kimberley

227 | Getting to Yes. The Art of Professional Persuasion with Matthew Kimberley

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227-matthew-kimberley

Getting someone to YES is a part of life. It might in business or in your personal life. Have you ever tried to get a 9 year old to say YES to cleaning his room? Well it takes certain skills. Our guest is Matthew Kimberley who shares insights on getting to YES in business. Matthew is a sales master and his wisdom on sales will help you grow your business.

Share the LOVE and TWEET about this episode.
Target Audience: Matthew targets lawyers, accountants, creative professionals, coaches and/or consultants. His aim is to help generate more leads, convert more paying clients and scale into effortless profitability.

A Holistic Approach

Matthew says the relationships you make with others who may or may not become your client is everything because you want to ensure people around you are talking about you in a positive way.
He claims the biggest reason people don’t sell is because they aren’t having enough sales conversations or making any sales offers. Sales conversations require instigation. A system needs to be put in place – a sort of checklist to get there without sounding like an infomercial. Like any muscle, our sales muscle needs to be strengthened. Practice IS required. Matthew calls his system “the Form.” And here it is for you…

The FORM: 16 Aspects (Highlights below! Listen in for fuller explanation)

  • The Qualification Stage: making sales offers to the right people. Those who are inappropriate are a waste of your time.
  • Control- the system
  • Likability
  • Credibility: Significance of being published; etc.
  • Be sure to create marketing that Elicits an immediate visceral yes and then provide the solution
  • Appropriate Risk Reversal

What’s the Hardest aspect of the FORM?

Matthew finds that straying away from putting the client on a pedestal is the hardest mindset for people to transform. Shifting from that mindset to the mindset that the best thing for them is YOU makes all the difference. Think about it: a dentist doesn’t ever thank YOU for coming to your appointment. You, the customer, thank him- right? As an entrepreneur you must go into conversations with that mindset.

Practical and Actionable:

Have more sales conversations. By multiplying your sales efforts you will multiply your results. Holistic the network around you. When more people who are around you say good things about you, your yeses will increase. It is then easier to: appear more credible; get more endorsements when the right people are saying positive things around you (joint venture relationships). You can proactively build your relationships if you don’t have any. Go out there and build with people who matter to your business and who can help you get things you can’t get on your own.

 

 

Resources and Links

How is your business going…would you like to talk about it?

I love my audience of listeners. I really do.  I would love to help you in some way. I started doing calls with listeners and realized that it was a great way to understand you.

Okay, then I formalized the process to offer a Results
…it is a private one-on-one call with me about your business.  I want to help you see your roadmap with more clarity and confidence. Find out more about the Results Roadmap (it takes you to my personal website). This is not a sales pitch. Let me serve you.

A QUICK FAVOR

And lastly, please leave a rating and review for the Leaders in the Trenches on iTunes (or Stitcher) – it will help us in many ways, but it also inspires us to keep doing what we are doing here. Thank you in advance!