The Authority Builder Podcast

Today, on the Unstoppable CEO Podcast, we are revisiting a popular interview for you. We talk about selling in the new world of sales where trust really is the name of the game. We talk to Ari Galper, who is the World’s #1 Authority on Trust-Based Selling. He has been featured in CEO and Forbes. He has a unique approach to sales that I think will resonate. We talk about: Myths in sales Why the beg...

Big show today… If you’ve ever felt like being authentic, vulnerable, and transparent was the key to modern success, you’ll want to listen to this episode. Michael Wenderoth is going to show you why authenticity is overrated… Michael is our newest Magnetic Author™. His new book Get Promoted: What You’re Really Missing at Work That’s Holding You Back is available today.  Michael, brings mountains o...

Perfection is your biggest enemy, says our guest this week, Michael Zipursky of ConsultingSuccess.com. Michael says it’s an issue holding back many of the consultants and professional service providers he’s worked with over the years. Michael sees tremendous value in what he calls “Imperfect Action.” Don’t spend all your time fine-tuning your offer, value proposition, product, or service. Just put...

If you’ve ever wanted to stop trading time for money and find a way to “productize” your services, this is the podcast for you…   My guest today is Max Traylor and he turns service businesses into productized, scalable, profitable firms. Max explains the key elements of the productization process, including:  The 3 levels to productize any service  Defining the MOST valuable service you provide  H...

Today on the podcast we’re revisiting a past episode where we talked about the big breakthroughs that come when you publish a book for your business. If you’ve ever wanted to write a book to support your business but just didn’t know how to start, or find the thought of sitting down and writing a book overwhelming, this episode is for you. I sit down with my friend and client John Curry who just w...

This is an excerpt from my new book The Magnetic Author Method. We’ll be selling the book when it’s officially released in April, but as a bonus for subscribers like you, it’s available for free starting today…until March 21st. Click here to get your copy From Chapter 2: The Unbelievable Impact of a Book My First “Celebrity” Experience I’d been invited to speak at the Inbound conference in Boston—...

Confession time…   I don’t like to “sell.” Over the years, I’ve learned to do it, but there are so many other things I’d rather be doing.   Understanding this about myself, I began finding ways to virtually eliminate the need to sell.   Along the way I discovered that there are three key decisions that  each new client makes before they write the check.   I also discovered that I could get them to...

It used to be that most anyone in “professional services” made bank…   Have you noticed that’s changed?   Everything from law, to medicine (the traditional professions)... to accounting, engineering, architecture, consulting, and all the others are now seeing intense commoditization.   And that’s creating two “classes” of professionals: Pair-of-hands experts Transformational leader experts  And on...

Everything you need to know about WHAT it takes to run a successful business is already out there in a book or a seminar or on YouTube. It’s an entirely different matter to understand HOW to grow and lead a successful business. That’s why I’m excited to bring you this conversation with agency coach Tim Kilroy.   Tim brings a perspective to growing your business that we haven’t covered here before....

As entrepreneurs, we are experts at launching ideas and marketing them to clients. We have the business model and the fire to implement them successfully. But we run into problems when we scale the business to a level where we can no longer be the Chief Everything Officer.    Every entrepreneur faces this challenge at some point, the “what got you here won’t get you there” moment. The ones who ins...

Ok… two weeks ago , we covered the main reasons why you might not be getting all the referrals you should. Last week , we covered how to leverage your best ideas to 10-x your referrals right away. Today, you’re going to see how to exponentially grow your referral network, and the number of referrals you receive each month. Now, you might be thinking…”Exponential, I’d be happy with 10 more referral...

This is Part 2 of a 3-part series of building your “by-referral-only” client flow this year. If you missed Part 1 you can find it here . Last week, we looked at why the old model of referrals doesn’t work consistently. Today, we’re diving into the mechanics of the new, easier model. In this episode, you’ll discover how to use your best ideas to multiply your referrals… How to create a “mission” bi...

It’s the new year, and time to get refocused on the basics…block and tackling. In business development, that means referrals. Why? Referral prospects are 400 times more likely to do business with you than prospects from cold media or cold outreach. FOUR. HUNDRED. TIMES. MORE. When surveyed, 64% of business owners say they get the majority of their business from referral. Yet, 80% say they have no...

We’re here at the start of the year, and I’m recommitting to working less (while making more). I started the journey last summer, and here’s what I found when I created the structures that allowed me to increase my free time (only working 4-days a week) … We almost immediately experienced rapid growth. So much, that within short order, that growth surpassed the capacity of those new structures and...

Any business can grow and scale in good times. Can your business thrive and survive through tough times? John Jantsch has 5 steps for consistent growth that any company can utilize in any business climate. The author of The Ultimate Marketing Engine and Founder of Duct Tape Marketing returns to the show this week to talk about his new book, “hourglass marketing”, and how you can rev your marketing...

What if I told you that most of the marketing tactics you’re doing are a waste of time?   What if you could stop doing 80% of what you’re doing now, AND get even better results?   Interested?   In today’s episode of the podcast, I give you 3 principles to create maximum impact with minimum effort and complication. It’s the ultimate 80/20 for growing any company, and it took me most of the last 25...

Today I'm pulling one of our most popular episodes out of the archives that discusses intense setbacks. Our guest, Joshua Long, looks back almost fondly at those times because he knows it shaped who he is today and allows him to see solutions when his clients can’t. Joshua is a consultant specializing in helping B2B companies overcome revenue plateaus, reduce risk, and experience rapid growth. To...

Many moons ago at the age of 28 I was tapped to be the CEO of the small consulting firm I was working for at the time. Great opportunity, and BIG problem…   It was a great business, but all of our growth came from random acts of referral.   One month we’d get a bunch of referrals, the next, little to none. But, we had long-term recurring relationships so we didn’t feel the inconsistency in our bus...

Over the years I’ve worked with business owners at nearly every level, from those just over the 6-figure mark, to businesses doing into 8-figures.   Some grow really fast, almost effortlessly. Others take what can be a painfully slow road.   I’ve been trying to figure out what makes the difference.   A famous old Wall Street Journal ad claimed that the difference was a subscription to the Journal,...

The #1 threat to your business in 2022 isn't the supply chain or inflation... You biggest threat is obscurity. The clients you can help don't know you exist. For most small businesses this is the ever-present, seldom recognized existential threat. So, going into next year, what's your plan to escape from being the best-kept secret in your market? Today, I'm pulling an episode out of the archives t...

1,767 days… That’s how long we’ve published The Unstoppable CEO™ Podcast.  And today we publish Episode 250! When I started the podcast I committed to myself that I would publish weekly for 10 years. We’ve still got a long way to go, but as we approach the halfway point (just two months away) I stopped to reflect on what I’ve learned so far, and on the biggest benefits to publishing for 250 weeks...

Have you ever stopped to think “why should anyone care” about you, your business, the thing you’re selling? The truth is no one does...until you give them a reason to. That reason is what I call your opinionated worldview. Today on the podcast you’ll discover… What an opinionated worldview is (and how to create yours) Why you need one How your worldview acts to bring you better clients (and premiu...

If you’ve ever wanted to stop trading time for money and find a way to “productize” your services, this is the podcast for you…   My guest today is Max Traylor and he turns service businesses into productized, scalable, profitable firms. Max explains the key elements of the productization process, including:  The 3 levels to productize any service  Defining the MOST valuable service you provide  H...

Replacing a lost client is 6-times more expensive than retaining that same client… and replacing a key team member costs 1.5 to 2 times that person’s annual salary.    One of the fastest, easiest ways to put more money on the bottom line is to focus on retention.   My conversation with Lynn Thomas will show you how to take some simple steps that will have a big impact on employee and client satisf...

Have you ever been frustrated by a prospect that just seems to string you along, never really making a decision? Ever wonder how to get more of the people in your database to take a next step...now, not later? In this episode of the podcast I walk you through my favorite technique for forcing prospects to make a choice. It’s easy and can be implemented by any business...today. And will have immedi...