The Authority Builder Podcast

Zander Fryer of High Impact Coaching shares a hard truth. If you want to build a six- or seven-figure business, and you’re not there yet… it’s because you’re not good enough. If you were, you’d already be there.    But, adds, Zander you can become good enough by picking up the right skills, mindsets, habits, and knowledge you need. By growing as a person, you can grow your business.   One of his t...

Bob Howard, founder and president of Contact Science, has built software that focuses on making prospecting for new business more efficient and effective – not to mention easy. It’s automation that doesn’t forget the human touch that is vital for successful sales.   If you don’t have outbound prospecting as part of your business development… Bob shares reasons why you might want to add it to your...

When you make strategic changes, don’t forget to make sure your team is onboard, stress Leeza McKeown and Dan King of Fireside Strategic. If you don’t have that buy-in… there’s no execution and no improvement.   That’s why this dynamic duo stress the people component of any strategic plan. We talk about how to engage your team and make them enthusiastic participants in change, from the CEO down.  ...

Bart Mroz, CEO of SUMO Heavy Industries, has a problem. This boutique digital commerce consulting company is focused on “heavy” development work on the backend systems for ecommerce clients. But they still get a lot of inquiries seeking help with marketing, SEO, design, and similar work… which they don’t do.    Bart wants to reposition the business in the marketplace so they can start attracting m...

The biggest obstacle to business development for consultants and professional service providers – and salespeople in general, says Charlie Moon, is the fear of sales.    It’s that emotional turmoil that as one of his clients put it, causes “sweaty palms” when speaking on the phone with a prospect.    Right now, Charlie is trying a new marketing method to reach potential new clients who need help w...

At consulting firm Sterling Woods Group, CEO Rob Ristagno and his team help middle market companies use data to create sales, marketing, and other strategies to accelerate revenue growth.    Best of all, says Rob, it’s data that is already there. It’s just that owners and executives don’t know how to analyze it – or come up with insights that can impact the business.   It’s a vital service, yet Ro...

There are a lot of misconceptions about LinkedIn out there, says Trevor Turnbull. It’s not Facebook for business people. It’s not an online business card and resume. It’s not a place to spam hundreds of people hoping to find leads.   But when used correctly this social media platform can pull in a steady stream of qualified prospects, says Trevor. And he should know. He’s The LinkedIn Guy, with mo...

If you went on a vacation for a week… would your business grind to a halt? That means you have an owner-centric business, says David Jenyns. And you need to change the way things are run so you can work on the business – and not so much in it.    David, founder of systemHUB and creator of the SYSTEMology methodology, says putting the right systems in place and empowering your team will free you up...

In the past several months, we’ve all experienced traumatic upheaval in healthcare, society, culture, politics, the economy… This isn’t the first time in history something like this has happened. And people face their own personal crises – large and small – all the time. But we can’t let fear rule our lives in a time of change and turmoil.   How we react to change – not the change itself – is what...

Now, more than ever, says Matt Heinz, you need to be crystal clear about who you’re selling to and why… and build your message around that. Only then can you stand out from the crowd and reach the fewer prospects who are buying (and are buying less, by the way).   He says the first step is to set your sales goals – and that informs your target market. Next, setting up a “sales funnel.”    But in c...

Hugh Liddle has a simple philosophy when it comes to sales: people don’t buy what they need, they buy what they want.   He says only when you apply that principle to your interactions with prospects will you get the sale. And it’s even essential for products and services you don’t think people would ever “want”… like tax prep help or legal services.   Hugh explains that in those cases, you must un...

For consultants and coaches, working with clients one-on-one is just not sustainable, says Jane Sagalovich, CFA, and actually limits how big the business can grow and the revenue you bring in.    After all, there is only one of you and just so many hours in the day. And raising your prices can only get you so far.   By growing the business beyond you and “packaging” your expertise, you can still p...

Podcasts are one of the best ways to reach more prospective clients for your business. Not just from the audience but from the person you’re interviewing – or who is interviewing you, not to mention the referrals they can send your way.   Podcasts are a great way to “speed up” a potential business relationship. You get to know your potential client or partner – and can quickly see how you can prov...

If you want to pursue the dream of entrepreneurship but are leery of starting from scratch with a new venture, franchising can be a compelling alternative.    As franchise owner and expert Giuseppe Grammatico puts it when he first got into this business model: “I didn’t want the burden of having to figure everything out.”   In many ways, franchising is a “business in a box,” giving you an establis...

Access to capital in the startup phase – and to propel further growth – is a must-have for small businesses. But it’s not easy to get those much-needed funds, especially if you go through traditional channels.    Lendio, led by founder and CEO Brock Blake, is a lending marketplace that has facilitated $1.7 billion in small business loans to more than 73,000 businesses. These aren’t the next Ubers...

When it comes to coaches and consultants, it’s the “gurus” that get all the attention… at least on the surface. But, says Dov Gordon, you don’t have to be a guru to build a successful business. In fact, he says that most people don’t have the right personality to be an effective figurehead like that.   Another thing: trying to land prospects through social media, paid ads, or the like doesn’t real...

What you learned about business development for your professional services firm… is probably dead wrong. Networking – at least in the traditional sense – doesn’t work.     That’s a bold statement. But in this episode, I unpack exactly what this means for you and your business… and what you should be doing instead to cultivate contacts with the right people that turn into long-term and lucrative bu...

Robert Glazer, founder and CEO of Acceleration Partners, has a recipe for business success: invest in your people. Help them grow… and watch your business grow.    Part of that process is creating a company culture that supports this process… and finding people who fit in that culture.   But Robert says creating culture doesn’t mean putting in a foosball table in the breakroom, and it’s not a miss...

As a business owner, one of your primary roles is to land new clients. And one of the most important parts of that process is to know which clients to pursue now, which to “catch and release,” and which aren’t worth talking to again.   It’s a strategy that takes patience and persistence… but definitely pays off in the long run as you end up working with more of your ideal clients – and people who...

As a business owner, your taxes shouldn’t be an afterthought, something you only think about when you’re getting ready to file. Jamie O’Kane is a CPA who gets proactive when it comes to creating custom tax planning and preparation strategies that can lead to business growth.    Jamie uses her podcast, (Abundant Beans) to help promote her accounting firm. But that’s just the start of her online mar...

If you’ve ever taken a so-called personality test and been dismayed by the results… you’re not alone. Dr. Benjamin Hardy, organizational psychologist, best-selling author, and entrepreneur, says those tests are far from scientific or the definitive truth about who you are.    He says personality is not hardwired, as many think. And this limiting belief prevents most people from getting what they w...

As a small business, don’t let yourself become a commodity – you’ll get lost in a crowded market. Instead, to compete effectively, says Patti Mara, you must position yourself as a trusted resource and provider of not products and services – but solutions.   Patti, a business consultant and author of the new book UpSolutions, says there are key things a business must do to reach that goal. It all s...

“Thought leader” is a big buzzword these days. But Samantha Riley goes beyond the hype and gives her coaching clients actionable steps they can take to expand their influence in their niche and make themselves more valuable… which means more income.   Becoming a thought leader means you’re no longer the best-kept secret… you’re the go-to for potential clients seeking the services you offer because...

In this special bonus episode, I interview my friend and client Jeremy Macliver of Guaranteed Traction. We discuss what it's going to take to restart your business and find the new opportunities as "The Great Reopening" begins. Jeremy is hosting a training session on June 3rd to help you "get a grip" on your business so you're positioned to restart and get your business growing again. You can regi...

You do great work for your clients… you love what you do. But “selling” yourself and your services has been a challenge, even though you know it’s essential to the growth of your business.   Christine Schlonski says it’s time to have more impact on more people… while making more money. You have to switch your mindset; you have to change the negative view you have of sales.    That’s when you can h...