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284 | Building Great Brands with Rick Cesari

284 | Building Great Brands with Rick Cesari

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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!

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282 | Creating Influence with Internal Thought Leadership with Neen James

282 | Creating Influence with Internal Thought Leadership with Neen James

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282 | Creating Influence with Internal Thought Leadership with Neen James

 

When you have more influence and authority, people pay attention. Have you considered raising your focus on “Thought Leadership?”  My guest today is the Ah-mazing Neen James. I borrow Neen’s exact phrasing of amazing because she is so freaking amazing. We talk about developing internal thought leaders for your company.  Don’t miss this episode with Neen James.

 

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Target Audience: Neen calls herself an attention expert. She is a keynote speaker and helps people pay attention to what matters. She targets those feeling overwhelmed, over-stressed and over-tired. Typically, they don’t know where to start. Neen provides them actionable/tangible approaches they can incorporate immediately. Her goal: to help people pay attention and create significant moments that matter.

 

The TRAP of success

Neen finds this happens when people are too comfortable. For others it is that fear of the unknown. It’s a huge leap of faith to take and many don’t have the confidence to do it. The truth is, you are always hustling when you’ve got your own company. You’ve got to CREATE your own cash flow.

 

How to Get Attention

To get attention, you’ve got to give attention first. Intention is what makes attention valuable. Be conscious about it. Pay attention to what matters. Everyone wants to be seen and heard. But you’ve got to give it to get it. This is something that can be applied right away.

 

Get Support by Supporting Others First

Choose a significant number of people to represent your brand. Use the power of social media. Engage people through Facebook groups. Use facetime. When you think about the ways you can get creative- you’ve got to see that the world is more connected than ever before. Support people who you want to support you by broadcasting them.

 

Selecting People To Be Brand Ambassadors

Select a handful of people (20) and created a 12 month program. Help them develop their own thought leadership concepts. Expose them to different thought leaders. Give them the right books to read as a guide and then help them package their own concepts as thought leaders. Set them free into the world to share that. Use platforms such as speaking, videos, etc.

 

In this episode we’ll cover:

  • How to GET the attention you deserve
  • Why supporting others first is everything
  • Becoming laser focused on where to place your attention
  • Helping others develop their own LEADERSHIP path
  • Platforms to use to connect

Practical and Actionable:

Develop thought leadership. What’s most important in the message you have for the world? Once identified, what’s your unique experience? Then create a contextual model that very quickly captures that intellectual property that visually appeals to your audience. Use blogs, videos, and speeches at panels. As you test your ideas, collect testimonials.

 

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!

 

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281 | How to use Live Video To Grow with Joel Comm

281 | How to use Live Video To Grow with Joel Comm

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281 | How to use Live Video To Grow with Joel Comm

 

Live video is not going away. When Facebook added this feature to their platform, I knew it would be powerful. Well, it is only powerful if you use it right. Joel Comm is our guest, and he is an expert at many things. Today we talk about using live video to get your message out and propel your brand forward.

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Target Audience: Joel is a Live Video Marketing Expert, Author, Speaker, Consultant, and Brand Influencer. He serves others by helping them to bridge technology with their message so that they can effectively communicate with their target market.

Risking it All

Joel’s experiences have shown him how entrepreneurship works where his faith has continued to grow. After taking many risks over the years, he has built a sense of trust in knowing it’s all going to work out. He feels much more comfortable taking risks now than he used to in the past.  

Why Live Broadcasts Build Connection

Live video is the most social form of social media we have. – apart from speaking to someone in who is in the same room as you. Live video is the closest thing we have to that. Especially when you bring in other people into the conversation.

Those who don’t use live video are missing out. Why? Because an audience can really relate to videos. If anyone wants to grow in this day in age, you want to access the 2 billion people that are using Facebook each month.

 

Dealing with Overwhelm

People get overwhelmed by the idea of going on camera, but it doesn’t have to be that way. Basically, all you are doing is telling stories. You don’t have to script it. You don’t need to have makeup on or your hair done. And you don’t need a beautiful set. If all else fails, you have experiential storytelling to share. If you’re interested in what you are doing, it’s the perfect opportunity to go behind the scenes and share about it. That authenticity is what connects with people.

Mistakes

People try to script it out. That doesn’t leave room for engagement! It’s a huge mistake to do a “one-way” engagement when you broadcast. Always leave it open.  

 

In this episode we’ll cover:

  • The risks Joel took and the rewards he is reaping
  • Why live video is important
  • Dealing with overwhelm over live video
  • Why you should not script when doing live video
  • Building faith and trust within yourself

 

Practical and Actionable:

Go Download the report on how to make more sales with live video 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!

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251 | How to Use Video To Drive High-Value Clients with Steve Gumm

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251 | How to Use Video To Drive High-Value Clients with Steve Gumm

 

Video will continue to be more important to share your story and reach new customers. You don’t have to create Super Bowl style commercials, but you will miss opportunities if you don’t learn to use video for your business. Our guest today is Steve Gumm who works with companies to improve the human-to-human experience. He loves to use video to share stories and value bombs. Steve is the founder of Drop In Local in Chicago, IL.

 

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Target Audience: Steve founded an Agency called Drop In Local that focuses on creating and using video to help people get more customers and make more money.  

 

People Are Afraid of Video

Steve admits that he doesn’t think anyone really likes looking at themselves on video. It’s a vulnerable thing. To get over that is pretty easy though. You just start! It could be with “How To” videos. Choose things you can speak about very freely. Also, it helps to get used to having a camera in the room and around you. So, play around.

 

Creating a Bond with Your Audience

Video creates a bond with who you are trying to reach. You must have a story: the burdens as well as the dreams. It draws people in. You will be blown away by the response because consumers are not used to it. Video puts a real human being behind the business. And guess what? It does not have to be flashy!

 

Ask yourself where you can apply a deeper human touch and start to integrate it? Don’t let the technical stuff scare you away.

 

Even using something as simple as a phone and a tripod is fine. Just focus on building trust with content. The process then becomes fun. I.E: the process of how to nurture and convert. You look at the process and start to plug in a process. Though it takes more courage and strategy to create content on the video platform, this extra effort pays off.

 

How do you (Steve) help someone show up the way the need to on camera?

Hiring someone makes a big difference. Making it natural. Then, set up a camera with the intention of a message first.

 

In this episode we’ll cover:

  • How to start creating videos
  • What content to draw up to put in your videos
  • Why Video is powerful as a platform
  • Why you shouldn’t let the technical stuff scare you off
  • Creating an authentic bond with your audience

Practical and Actionable:

Spontaneous Questions from Gene to Steve:

What length should the video be if you are trying to build brand awareness?

The right length. As long as it is valuable, you don’t have to put time on it. A minute and a half could be a goal.

What’s so important about those first 8 seconds? How do you make it count?

It is EVERYTHING because that is about the attention span of a human being. If you don’t draw them in within that time, you lose them. Get your name out and quickly get to the point.

What should be the Call to Action in the Video?

Have a Teaser at the beginning

Microphones?

Loval ears or Booms

The right time to start?

YESTERDAY

 

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!

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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!

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243 | Recap of 2016 with Gene Hammett

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243 | Recap of 2016 with Gene Hammett

Join us on this very special episode where I share the good, the bad and the ugly of 2016. I talk about what worked, what didn’t and the transformational changes I am going through. I get real and vulnerable about what the Trap of Success means to me and how to reach for more than a comfort zone. Plus, I share some of the exciting upcoming projects I’ve got going on to help you step up your game.

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Target Audience: Gene serves individuals who are committed. They already are or are on their way to becoming leaders. They are not afraid of doing the work to create a thriving business.

I started off the year 2016 with 3 words which set an intention, a tone, a theme. Those words were:

  • Focus
  • Connection
  • Transformation

On this episode, I want to share with you how I grew internally and how that showed up in my business.
Why this episode?

  1. I want you to understand me. It’s about genuine and authentic connection. It is important for me to show who I am.
  2. I want to help you make better decisions for you, your business and your life. My purpose in sharing myself is to help you grow forward.

FOCUS: What it means to me…

I chose the word FOCUS because I realized that I was losing out on opportunities. I was spread across too many different projects.

So, I decided to engage in a “100 Day Challenge” back in January. I committed to having 100 conversations. The outcome of that was I got 4 speaking gigs, new clients and partnerships. This was all because I forced myself to focus on making those phone calls. I released that filter of fear to call someone I didn’t know. A breakthrough for me was when I transformed the barriers. After doing this in the beginning of 2016, I received a fantastic jolt in my business.

Writing My Book: The Trap of Success

This was admittedly a tough process. I heard so many people say, “The best book you’ll ever read, is the book you write yourself.” I delved into the concept of fear- how it impacts me and others. I martialled through that and now I am ready to amp that up to the next level in the coming year.

Speaking

I got a few paid gigs. And there were other gigs that got me clients. I also go to help others get speaking gigs that connected them to potential clients.

The RIGHT Clients

I had some instances of having a funny feeling when enrolling people. I had this gut feeling where I knew it wasn’t going to be right. But, I took them on anyway. And this ended up sucking time and energy out of me. I realized that when I focus on choosing the right clients- those I’d have dinner with maybe – (or people I just truly enjoy being around) those are usually the right fit. My clients are those whom I like at the core and I happen to also appreciate the impact they are making.

CONNECTION

Such an important word. The intention of this word stemmed from a desire to be more present for others. I want to be there for clients and people in my life. For instance, when it comes to speaking, it is more than just words. I realized that there is a unique mechanism there- which is your uniqueness. It is something no one else has- yet it can be a scary to show your true self. Yet, it allows others to see you in a different light. It allows them to select you as THE choice, not just A choice.


For example, when I work with a client who wants to take speaking to the next level, I focus on helping them identify where they are speaking, getting the right speech in front of the right audience and how to deliver that speech in the right way. That maximizes CONNECTION.

Without the right audience, your message cannot be heard. Writing the speech with the connection in mind, helps you to write a speech that moves the audience. This is where Connection trumps Communication.  

 

TRANSFORMATION

I shifted my own perception of how I see the world. I am still shifting into the person that I want to be in order to receive the results and goals important to me for my growth and significance.

What Were My Struggles?

Patience. Not my strong suit. I realized growth comes from pain and adversity and it continues. Those are moments for growth and an opportunity to step in. Time management is huge. I know now that I must hone in on what’s really important so that I have maximum energy to execute on those things. Having that down time to recharge is equally as important.

 

2017 & What’s Coming Up!

My word for 2017 UNSTOPPABLE. What does that mean? To me, it means having clarity and direction to move forward.
The Trap of Success in coming out. Go here to access it. 

Download the first 2 chapters. Do what’s inside the book and let me know what impact is coming up for you.

Authority Camp is also coming out. This is a self study/virtual program on how to use speaking to get clients. It is about discovering and booking the right gigs. It will teach you how to write the speech that can be used over and over again. A free training will be available. Stay tuned!

 

 

In this episode we’ll cover:

  • The good, the bad and the ugly of 2016
  • How Focus, Connection & Transformation played out in 2016
  • My struggle with patience
  • The vulnerability it takes to connect with others
  • What I’ve got coming up for you in 2017

 

Practical and Actionable:

Download the first 2 chapters of The Trap of Success HERE. 

Do what’s inside the book and let me know what impact is coming up for you by getting in touch with me for a conversation.

 

Resources and Links

 

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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!

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

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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!

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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!

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

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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!

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