Posts

288 | Creating Content that Educates with Jill Schiefelbein

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Are you creating content that educates your audience? Content marketing is not a buzzword. It is a fact of life. Buyers are trained to search for information and insight before making big purchases. Our guest is Jill Schiefelbein who wrote the book on Dynamic Communications. She shares how to create content that educates and gets the audience to move forward.

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Target Audience: Jill brings theories of communication, education and technology together and teaches others how to put them into practice. Making it all applicable for people is her passion.

How Do You Know If Your Content Educates People?

There was a time when Jill started up a video series. And it is when she began to learn about effective communicating to educate. What are people looking for online? What do people tend to click on, etc? How are they finding what they are consuming? Jill says, it is about creating content online that can easily be found in an organic way when people search for information.

It’s Not About The Catchy Title!

People are lead to believe they’ve got to make attractive titles. Jill fell victim to this and once entitled one of her videos: “The Penguin”- after a year it had only gotten $1,200 views which was disappointing to her because of the time and money invested in what she knew to be quality content.

So, she started to do her research to understand human behavior online. And also how computers read data. She then changed “The Penguin” title to: “Calming Your nerves Before Public Speaking: Do the Penguin.” That video now has over 78,000 views.

 

This is all because she was able to better communicate to a computer how to position it for other people when they are searching for answers to their questions. The rules of writing are different for a digital interface.

Getting to The Root of Why People Search Online

When people do a search online it is because they have a problem they want solved or they want an answer to a question they have.

So how did Jill make the leap to 78,000 views?

A few things:

  • She changed the title
  • made unique and universal descriptions on all of her videos so that YouTube could interpret the keywords.
  • Asked herself: What questions does this video answer?

Your positioning has to be all about not only answering that question but also stating that in your titles, headlines and descriptions in a way that the computer can also recognize that this is an answer to a specific type of question.

Other Mistakes? & Restructuring How We Create Content…

When we do a search on google, we’re not typing in one or 2 words anymore- we’re are typing questions. SO- you’ve got to focus your content around questions people are actually asking.

People are more of the DIY mentality than ever before because we have access to that type of information. DIY inquiries increase every year!

 

Writers will put way too much information rather than being more concise at answering a question or follow up.

People want to be the expert now. 10 years ago- they’d call the expert. now people do their research FIRST and have it confirmed by the expert later.

So, to sum up, you want to create educational content that emotionally resonates with your audience.

Practical and Actionable:

Look at the content that you already have out there. How can you rephrase and retitle it? Add more descriptions to it- so that you can add to content that already has credibility online- but will be able to be found more easily for people who are looking for answers.

Use google suggest – it will tell you what’s trending and what’s relevant. Be sure to do this INCOGNITO!

Answer the public- gives you up to date questions people are asking to whatever topic you are thinking of. Then you can use those words/descriptors in your marketing.

In this episode we’ll cover:

  • Why a catchy title is meaningless in the online world
  • Common mistakes on the content people put out there
  • How people search for stuff online these days
  • How to restructure your content so it can be found!
  • Tips on where to go that will guide you

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!

287 | Stepping Outside Your Comfort Zone with Andy Molinsky

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Getting too comfortable is a problem. In fact, it may be the reason why you are “fine” or “OK” with your life or business right now. You have heard about getting outside your comfort zone. Well, our guest today is a master at this. He wrote the book on it. Andy Molinsky shares wisdom to help you grow and evolve. This is a big show…lean in.

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Target Audience: Andy serves multiple types of people. He is a professor at Brandeis University in the business and psychology department. He is a business author, who consults teaches and trains.

Why did You Have to Write your Book: Reach?

Andy shares that the message in the book Reach was something that was inside of him already. It is about how he has and continues to step outside his comfort zone. Andy believes that his struggles are what allowed him to be more finely attuned to the challenges of stepping out comfort zones.  

As an author, he chose to write on a topic where he encountered the most trouble. It is where the greatest insights and motivations come from.

What keeps people inside their comfort zones? People fear they may lack:

  • Authenticity
  • Competence
  • Likability
  • Morality

Living with Conviction

Courage is not the absence of fear. Courage is the ability to take action in spite of fear. That is why Andy says we must live life with much Conviction. It is important that we are able to stick with discomfort.

If we have identified and feel our deep sense of purpose we automatically know our why. Knowing WHY you are interested in doing something that scares you keeps your momentum going when things get tough.

In this episode we’ll cover:

  • Cultivating conviction to get us through obstacles
  • Learning about customization
  • Becoming clear on your WHY
  • Choosing courage despite the fears
  • What keeps people in their comfort zones (& how to avoid this)

Practical and Actionable:

The third element (which comes after Conviction & Customization) is: Clarity

  1. Take out 3 pieces of paper (or create 3 sections somehow).
  2. Write down: Worst case scenario, best case scenario and realistic case scenario.
  3. Put a “likelihood” rating on it on a scale of 1-10. How likely is it that this will occur?
  4. Rate all 3.

What usually happens with this is: you stop fixating on the worst case scenario (and realize it is unlikely) and then you begin to have a grounded perspective. Don’t fixate on the worst or best case scenario. This helps to ground you in the present.  

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!

286 | Using Speaking to Spread Your Message with Tamsen Webster

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Speaking is an unfair advantage. You are face-to-face with your audience. You have a chance to connect like no other form of marketing. When you are in the room with a great speaker, you feel it in your bones.  Tamsen Webster is our guest today. She is amazing at helping speakers find “the Red Thread.” If you don’t know what that is, you really must listen to this show.

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Target Audience: Tamsen runs a company called Strategic Speaking. She helps businesses and entrepreneurs find the “Red Thread” the through line of their products or service. In other words, she helps them to find their real value in their proposition.

Bringing Who We are to the Stage

We each have a unique way of how we make sense of the world. And we can all find that thing that really sets us each apart. It’s hard but it is always there, even though we are often blind to our own gifts.

The audience needs to feel *it* from you. The excitement your connection to your message and the passion you have for it. You have to believe what you say to your very core. Tamsen’s expert advice is to talk about the things you want to talk about and not about the things you think you “should” talk about.

So Many Bad Decisions Are Made in the Name of Should

We start out thinking, what should we talk about? This is a MEGA DON’T. Why? Because it automatically implies external judgement of your intent and motivation. Should is dangerous.

The only thing that you “should” Speak about is that one thing you cannot NOT speak about.

Trial & Error

Many beginner speakers don’t own what they speak about. They give external credit too often (obviously, always give credit where it is due).

However, you as a beginning speaker could integrate what you know and have the courage to say- this is how I SEE IT. You must be willing to do that if you want to be a Speaker.

Back Up Your Claims

Create a “Burden of Proof” around your ideas. That means: doing the work of finding all the research that supports your idea. Commission new research that backs up what you are trying to do. It must survive the “burden of proof.”

Narrowing Your Niche (there it is again!)

The narrower you focus the audience you are trying to reach and the message to them, the stronger and the more broadly it will travel. Focus on who you are really FOR and WHO the message is really for.

The clarity you get from that level of focus enables that message and the action you are looking for to cut through all the other crap that is out there.

Practical and Actionable

Find your Red Thread.com – here’s the worksheet to download.

Here’s Tamsen’s Question to answer before you fill out the worksheet: WHO are you for and WHO is this for?

Determine the way people you serve see the world. Fill out the blanks here:

I am for (category of people) who want X value Y but struggle with Z. What is the “thing” that they really struggle with? Hint: It could be a result of the first 2.

In this episode we’ll cover:

  • Bring who you authentically are to the STAGE
  • Why the word “SHOULD” is dangerous & lethal!
  • Why you’ve got to talk about what truly moves you to your core
  • Why narrowing your niche broadens your reach
  • Creating a burden of proof around your ideas

Resources:

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!

285 | Four Uncommon Principles to Leadership with Angela Buttimer

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With all the talk about leadership, there seems to be something missing in most of the concepts. Today we look at 4 uncommon principles of leadership through the eyes of our guest, Angela Buttimer. Angela is co-founder of the Atlanta Center for Mindfulness and Well Being. Join us for today’s insights.

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Target Audience: Angela is a licensed psychotherapist and Executive Coach. She has coached and counseled executives for over 2 decades. She helps leaders become their best selves through mindfulness and stress reduction techniques.

Mindfulness for Leaders

Mindfulness is about being in the present moment without judgement. without grasping for something in the future or compulsively reviewing the past. It is a training of learning to stay in the present moment with whatever is arising. There will always be conflict. The question is, how will you react to it?

Also, if we’re overly preoccupied with the past or future, we cannot actively engage in what is in front of us. This is all tied to corporate success. It turns out that stress related causes are negatively affecting companies and their performance. More and more often, people are starting to take notice and striving for a change in the way they react to life’s curveballs.

Because, it’s not about NOT having stress but how we relate to it. Angela’s principles help you go from habitually reactionary patterns to more skillfully responding to what is being presented.

 

The 4 C’s of Mindfulness: A Guide to Problem Solving

Leaders are just people. Unfortunately so many of them are taking a massive hit due to stress. What is motivating the behavior and beliefs? Angela came up with the 4 C’s to help Leaders navigate their world in a more effective way.

Calm – must be in place before anything. Being calm is an intentional act. Begin to work with the breath and the body. People tend to walk into their work environment overly tense and this emits a stress response. The amygdala hijacks the prefrontal cortex preventing clarity of mind. If the body can relax, the mind will follow.

Compassion – leaders who are more compassionate and empathetic can galvanize commitment and focus from their team and cultivate higher performance.

Clarity – if we are overextended in our daily tasks- clarity eludes us. When we have clarity, we can be more intentional about how to show up each day.

Choice – Choices are being made constantly and when practicing mindfulness, these choices are more likely to be informed by our best selves. With this practice, Leaders shift from habitual reactionary patterns to more skillful, conscious responding to whatever presents itself.

Practical and Actionable

Get intentional about who you want to be and how your choices line up with that. Do a morning ritual that sets the tone for your day. Did you know the most successful people in the world have a morning ritual?  

In this episode we’ll cover

  • The 4 Keys to Mindfulness
  • Cultivating a Present Mind
  • Relaxing the body and mind
  • Why empathy matters
  • How to set up your day every day

Resources

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!

284 | Building Great Brands with Rick Cesari

284 | Building Great Brands with Rick Cesari

Don't miss an episode of the Leaders in the Trenches Podcast. Subscribe now.


 

284 | Building Great Brands with Rick Cesari

You have watched late-night TV before to see the brand ambassadors show you a new product that is sure to change your life. Well, you can learn from that magic from our guest today. Our guest is Rick Cesari who has been the man behind many mega brands. Rick shares the keys to building a great brand no matter what business you are in.

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Target Audience: Rick serves business owners who are seeking to accelerate the effectiveness of their branding through marketing via media and technology.

 

Rick’s Trap of Success Story

Ricks tells us about how he had become very successful in his business and then complacent. Why? Well, because he felt he had a good amount of money in the bank, things became easy. Basically, he stopped functioning and thinking like a startup entrepreneur. In other words, he became passive about how he was conducting business.

For example, Rick turned down many speaking gigs. At the height of his then – success, he does admit he was fearful about getting on stage. But, he was also too comfortable to take those risk of getting on stage. Speaking could have really helped his business and he saw this later on when his business took a downward plummet. He knew then that if he had marketed himself through speaking, he could have saved himself from some of the losses he experienced.

 

KEYS To Effective Branding:

  1. KNOW why someone would buy your product
  2. Position yourself: What/where is your market place where you can build your following? Identify it!
  3. Deliver VALUE: Set customer expectations and EXCEED them. When you over promise and then over deliver, it will always help the brand you are trying to build.
  4. LISTEN to your customers. Reach out out to them. Your customers will tell you everything that is wrong and right with your business.
  5. GET Authentic Testimonials: people singing your praises – because they have experienced you and your product. The more you can get that out into your marketing, the better.

Making the Emotional Connection

When positioning yourself in the marketplace, be sure whatever it is you are selling emotionally connects with the audience. For instance, the juicing business Rick started with his brother had its roots in a personal and health standpoint. They were passionate about this business  because they had lost their father aged 46 from a heart attack. Thus, they were impacted by how much juice could enhance people’s quality of life.

Emotional Connection = Authenticity

The emotional connection is what makes any business authentic. In describing how the product affected Rick and his brother in a personal way- it resonated with others in a personal and emotionally charged way.

In this episode we’ll cover:

  • Rick’s own personal story with the trap of success
  • The 5 keys to effective branding
  • Making the emotional connection with your audience
  • Executing authentic branding
  • How to create positive momentum for yourself every day

 

Practical and Actionable:

In the morning, spend time meditating. Spend time listening to podcasts and absorb as much info as you can that is relevant to what you are working on at the moment. Get the day off to a good start where you feel like you’ve accomplished something.

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!

245 | How to Create a Personal Brand with Stefanie Diaz

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Our guest, Stefanie Diaz is the founder of Mastermind Your Launch. We talk about owning who you are to launch a business. This episode is about how to play on your strengths. We also delve into the power of content marketing and how it can accelerates your business. What are your own personal strengths and how will you use them to serve the world?

 

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Target Audience: Stefanie serves startups to serial entrepreneurs by helping them crate a marketing strategy with an intentional focus on personal branding and content creation. These are the areas that accelerated her own success.

 

Do you understand the power of having a professional brand? It’s about claiming awareness about where your strengths are and how you serve the world.

 

Mastermind Your Launch

This was a passion project Stefanie delved into when she knew she wanted to start her own business. So, she formed a mastermind of ambitious women who held her accountable through her process.

 

What Personal Branding Means to Stefanie

What’s most often asked when it comes to personal branding is, “How do you want to show up and be perceived?” But for Stefanie it is more about bringing one’s personality to the forefront.

 

Email Marketing

 

Stefanie advises her clients to make sure to place an image – a photo- in emails that reveal a personal story and who they are. You want to inspire your audience to share it with others.

 

Stefanie finds that people hesitate to even share their enthusiasm because they are concerned about a certain structure they THINK they SHOULD follow. But for startups, your enthusiasm is part of how you connect with people. It is about how you wave that flag and get people to follow you.

 

When it comes to sharing the bad- share from your scar not from your wound. The Wound- shows you are still going through it. Bigger impact is created with your scar because it shows you have made it through to the other side. You take them through the journey of seeing what’s possible.

How Stefanie Got Here

She did a business program in college and afterwards landed a job with a startup company. It was an opportunity to see the inner workings of a company. Sales and marketing was the focus. But she also was able to explore other areas. What she took away was how the entrepreneur thought strategically. It gave her the confidence to launch a business.

 

When her son was born, it totally launched her to create a business she loved and what helped to birth “Mastermind Your Launch.” Internally, she felt a responsibility to set an example for her son. She wanted him to grow up watching her doing what she really loved.  

 

Owning Your Truth

When you shine your light and people are watching, you don’t know who you will inspire.

 

Content Marketing

Content Marketing accelerates everything that you do.

  1. When it comes to advertising, (let’s say with a business card for example) people have their walls up. However, when we are offered a piece of content, we read, share and like it. The brain is more open because they don’t feel like they’re being sold something.
  2. Allows you to leverage your time and reach many people all at once. By sharing value, you nurture and grow relationships.

 

Playing on Your Strengths

Showing your authenticity and personality means sharing the good and sharing the bad.

 

Speaking to get clients  

Making the invitation requires confidence. The intention must come from a place of offering them the opportunity to get to know them better.

 

The Trap of Success

Stefanie was enjoying a ‘nice’ lifestyle before she launched her business. She didn’t have a reason to launch a business and to risk any stability. Yet she wasn’t loving what she was doing. She was comfortable. Her son being born flipped her perspective. This has brought so much more meaning in her life.

 

 

In this episode we’ll cover:

  • Owning who you are to launch a business
  • What inspired Stefanie to take the plunge
  • What the Trap of Success means to Stefanie
  • How to play on your strengths
  • Why content marketing accelerates a business

 

Practical and Actionable:

THINK BIG when creating your personal brand. We may feel intimidated by people who are actually doing this. We may feel we are NOT on their level and go the ‘cookie cutter’ route. GO ALL IN. Share a big message- something that is not out there. And that only lies within you. Only YOU carry that message. People want to work with others whom they know, like and trust.

 

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!

241 | The Crazy Idea that Changed A Speaker’s Bureau with Nancy Vogl

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The Crazy Idea that Changed A Speaker's Bureau

 

Nancy Vogl, founder of the Speaker’s Bureau talks about the power of face to face interaction. In today’s world of ever expanding technological advancement, it’s tempting to take the shortcut and connect with people via email or Facebook. Nancy says, this is WEAK! She is a firm believer in the power of nurturing the connections you wish to make. Tune in to find out how Nancy is currently following up with a list of 380 people- the real way!

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Target Audience: The Speakers Bureau books speakers, authors and celebrities for events. While the Speakers Bureau serves speakers, it also serves the audiences as well.  The mission is to bring that connection of the spoken words to a hungry heart and mind.

There are many nuances that go into choosing a speaker – many aspects that come into play that the the client happens to be looking for in the speaker they want.

The Big Idea Behind the Mission

Dr. Wayne Dyer was Nancy’s very first speaker. This was ‘back in the day’ when phones were used and voices were heard. The internet came along and things changed. Technology has impeded the process of connecting on a human level. During that period of frustration, Nancy learned she had a brain tumor.

And in the process of all that, she read an article on elevating business through making more human connections. The author of the article spoke about how she took off a year to do that. Nancy became so inspired by the idea that she decided to take off for a year too. Needless to say, people thought she was crazy. Nonetheless, Nancy carried on and spent the year going around to meet her clients face to face.

 

She found a van and lived in it and traveled around for a couple of months with her husband. She stopped at 24 states and visited 380+ organizations. She would leave her catalog of speakers with each organization. She’d always call ahead before coming and would leave handwritten notes upon leaving- adding it that extra personal touch.

 

Although people thought she was crazy, they also felt like she was living THEIR own dream. And despite having a brain tumor, she felt that because she is still alive, she had much more to do. She feels grateful for the chance to do good work.

Nancy emphasizes that you cannot re-create the energy of seeing someone face to face. If face to face is not possible, then the phone is the next best thing.

The Impact

Nancy didn’t expect to see return for a while (maybe a couple of years). And she is currently doing follow up now (for 380 people). She is nurturing and taking her time with it as all good relationships take time!

Life is short. Nothing should stop you. Just a few days after her surgery to have her tumor removed, she booked a speaker from her hospital bed. During her summer of re-cooperating, she used her down time to plan her trip. Everything fell into place! She believes in the power of intention and following through.

Email is WEAK!

Email is for the details- it’s NOT how you get to know someone. Use the phone to connect or face to face is even better. Continue to be the best you can be and get discovered. Elevate yourself in this industry by making friends and connections.  Work on your platform skills. Give impact and value where they walk away with wanting to take action. Move them.


Authenticity

So many speakers polish and practice. There’s value in that but when a speaker is up there being real, that is really golden.

In this episode we’ll cover:

  • The power of authenticity
  • Why emailing is a weak platform for communication
  • The power of face to face interaction
  • The power of voice through phone
  • Why following up and nurturing relationships is everything

Practical and Actionable:

If you can’t stop thinking about a big idea, do some mind mapping. The big idea may be formulated for you.

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!

240 | How to Network – The New Rules with Angus Nelson

Don't miss an episode of the Leaders in the Trenches Podcast. Subscribe now.


 

240 | How to Network - The New Rules with Angus Nelson

Welcome to the new paradigm of leadership and networking! Executive coach and speaker, Angus Nelson  empowers people and embodies a compassionate spirit when connecting with others. When it comes to Marketing, transparent and sincere connection are the new rules of the game. Today, it is the relationships we choose to nurture that determine the trajectory of our success!

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Target Audience: Angus works with top brands from across the globe. This includes mainly executives. The goal is to help them  become their most effective self by increasing mindfulness through dominating fears.

 

The Concept Behind Building Relationships – Why is it important?

No one is typically getting a job off of a resume these days. In 2016, opportunities arise from the people they know. It is currently commonly known now that you are the sum total of the 5 people closest to you. And in those relationships, Angus speaks about the importance of offering value instead of taking.

What’s created as a result is an authentic dynamic. People often miss this or take it for granted. This idea can be applied in all areas and levels of life (whether business or other). Angus reminds us to remember to be present and find gratitude today.  

Creating a Healthy Mindset

We spend most of our lives in one of 2 places: the past or the future. We compare ourselves to others and see what we lack. It’s important to cultivate a presence with ourselves. This equals abundance, confidence and generosity in the present moment. It creates the mindset of: “I have nothing to lose or prove; I only come to serve.” This subtle shift dynamically changes the relationships you have with others.

Our level of abundance plays out in everything around us. People want to be around you when you exude joy and generosity. Instead of you trying to compensate for lack or weakness, (which most people will see through anyway) they will see you as authentic and real. So many doors open up when you let your true self shine.

 

The very thing we want so desperately is the very thing we fear. We don’t want to be seen as weak. Yet in that place transparency is the element of power.

Angus believes that you will always win when you serve. And you will never know until you put yourself out there. We’re not here to gain a lot of money. Those things are great- yet not as satisfying as human connection. Relationships show you who you are far more effectively than your performance or production.

Thus, the foundational culture you set for your team is that of support; That you will have each others back. Avoid calling people out and rather, help them when they are weak. Exemplify that you are there for one another. If we can get into the mindset of serving one another, everyone wins.

In this episode we’ll cover:

  • How to create meaningful relationships to grow your biz
  • Why it pays to be authentic
  • The power in transparency
  • How to be more present NOW
  • Increasing your mindfulness

Practical and Actionable:

Connect

Communicate value

Cultivate

Here’s a more detailed explanation:

How do we make a sale in the midst of all this too? Value is this: as soon as you get home from that event with all these cards organize them into 2 separate piles: the ones that seemed neat; and cards that are potential business leads. Then, prepare to follow up. It is the most important part of any of this.

For the first set of cards, the convo goes like this:

  1. Great to meet you
  2. Loved our convo about X
  3. The part i really walked away with with was Y

This is giving value by showing them the difference they made for you.

You do the exact same thing with a leads except you add a 4th part:

Provide a resource of some sort that has to do with the unique relationship you just formed. You share you care about them enough to show your support.

These are the elements of connection people don’t often think about. This is about a person not a PRODUCT. When time is right you can “make the ask” – or most likely YOU WON’T HAVE TO because they will come to you.

What equates to is what humanity is all about. When you can reach people on a human level, everything changes.

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 | 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.

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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!

226 | What is Success? with Russell Brunson

Don't miss an episode of the Leaders in the Trenches Podcast. Subscribe now.


226-Russell-Brunson
Today’s guest is best selling author, Russell Brunson. Russell’s mission is about helping small business entrepreneurs start and scale their online companies. His software company ClickFunnels is one of the top super affiliates in the world. Learn how Russell uses his own personality and personal stories to connect with his audience and grow his business. Find out how you can do the same.

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Target Audience: Entrepreneurs with smaller based businesses who create a revenue of about 1-10 million dollars. They are wanting to get their message out to more people.

ClickFunnels: WHAT IS IT?

Click Funnels was created to help entrepreneurs around the world start, promote and grow their companies online. ClickFunnels is the tool that makes it all possible.


After lots and lots of trial and error Russell finally understood what worked. Authenticity and building something like ClickFunnels which was easy for any entrepreneur to use. Russell says this has made him feel his own personal Significance in the world. Security and Contribution are what get him fired up.

The Marketing Plan:

Step 1 is to focus on building a list. There are benefits you will create for the long term. Step 2 is to create consistent content that you keep sending out. Russell began sending out 1 email per month. When he shifted to sending out 2 emails for month, he more than doubled his income! Then it became 1x per week which once again, doubled his income.


One very KEY component of all this, is that his content contains within it his personality that communicates with his audience. Russell says the relationship customers have with you more important than anything else. Soon, after being encouraged by his mentor, he began sending out an email 1x per day. Although Russell was very hesitant and scared that people might get annoyed at first, he took a leap of faith and started doing it.

More and more, Russell revealed his authenticity. He now shares many small pieces of his life and has developed a more personal relationship with his audience. He made the shift from being totally corporate emails to more personal. This means, he doesn’t always talk about his products or what he is selling. This totally changed focus of the business.


Russell says to go out there and create your own attractive character. For example, when Russell decided to share his own personal story about getting pregnant, he attracted a wider range of people. So now he shares pieces of his life which inevitably relate to different types of people. Share the parts about you you may be nervous or afraid to. When you do, people will respond.

SO, Why ClickFunnels?

Russell’s mission in creating ClickFunnels is about creating a faster process. And it is so simple, anyone could use it independently. He now has 15,000 active members.

Practical and Actionable:

Identify your attractive characters. Who or what communicates with your audience? Learn how to communicate your stories with others. It may not be 100% relevant to what you are selling. But it’s about connecting and building your relationships.

226 smResources 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!