The Business of Authority (youtube feed)

How to use empathy and consultative driven sales to fast-track growing your authority footprint and your revenue. Learning what your people care most about—including how they talk about it, act and buy—so you can meet them where they are. Why sales is mostly listening vs. talking—and why introverts can be natural masters of selling. Developing a sales mindset that not only tightly serves your targ...

How to pinpoint the intersection of your talents and passions with a demonstrated market of people ready to buy. Identifying your superpower talent (and why it’s sometimes challenging to see it for yourself). Why your goal is to create white space in your market—and how to use your talents and passions to carve it out. Engaging your target market in unique ways that tie to your brand, your positio...

Expanding your knowledge through books, podcasts, programs and even coaching from those in your market-adjacent space (or completely outside it). The connection between moving and feeding your body with your mindset (and sometimes your spirit). What to do when your ideal routine gets whacked sideways—by COVID, a change in work schedule or your home life. Wiring your habits—including your physical...

The signs it’s time to systematize components of your business—and which to tackle first. How to find the right balance between building automations and developing manual tools like checklists and reminders. Using any friction in your business processes as a signpost to ask yourself: Is this necessary and if so, what’s the best way to deal with it?  The role of triggers—business and personal—in de...

The difference between “dumb” and smart risks. The two questions to ask yourself when evaluating any risk. The role of the lizard brain in how you react to risk and how to move beyond it. Why having a clear strategy allows you to quickly assess risk and separate real opportunity from distraction. How to recognize and deal with the emotions risk taking arouses in you. Quotables “If you’re not placi...

How to think about your business as an experiment and failures as practice. The value of postmortems to understand—and rebound from—failure. How to put failure in service to your story, your audience and the change you want to make in the world.  Reframing failures (after you’ve worked through the emotions around them) and the role of resilience. Why being willing to fail is part of the mindset of...

The difference between sales and marketing—and why both are necessary to run a sustainable authority business. How aligning sales with your values allows you to sell in line with who you are (and avoid those slimy sales tactics we all hate). Why one part of successful consultative selling is reserving your right to say no—that this client, this work is not the right fit. When your prospective clie...

  Why providing services (vs. products) may be where you start your business, but not where you necessarily stay. The impact of turning services into products—leverage—on your business and revenue models. How to package your expertise in new ways so that the delivery is inexpensive—and morph your client/audience base to reflect the change. Dealing with the identity shift that happens as you morph...

Why getting clear on the critical path your clients and buyers travel with you may be the single most important thing you do. Defining the singular purpose of your emails and automation. Not getting ahead of yourself with “fancy” automation and why keeping it simple will pay dividends. Making more sales through your email automation by meeting your buyers where they are and helping them solve thei...

  Why being the Pharmacist is a frequent first stop when you start a business (but needn’t be the last). When operating as the Nurse is the perfect fit—working on a standard ish process with clients who want to understand what’s happening and participate in the outcomes. How combining high levels of creativity and innovation with very little client interaction makes for the unique marketing and br...

The role of your strategy in deciding whether something is a distraction or an opportunity. Why it’s worth your time to determine the motivation and mindset behind the people approaching you with ideas. Aligning your goals with the ongoing decisions you need to make to keep delivering and funding your mission. When saying yes to distractions becomes a form of procrastination (and how to kick the h...

Getting hyper-clear on what you most value from each specific relationship. Considering the degree of collaboration you’re looking for (and how to avoid micro-managing). Choosing wisely when you have a high risk/high reward, bet the business situation. Ensuring the people on your team “get” your business and your vision while sharing your essential values.  Quotables “The best way to see how nuts...

Why getting to selling transformations is a process and the multiple ways to move yourself further along the curve. The elements of selling transformation—from positioning the outcomes you deliver, understanding your client’s definition of a home run and ensuring their buy-in to the process. Moving from being a master of your craft to fostering transformational outcomes in your ideal client base (...

How to think about “good” marketing so that you naturally build it into running your business. Why your big idea—your mission—gives you everything you need to always be thinking with a marketing mindset. Thinking about marketing as helping other people with your brand of wisdom—in ways and on platforms that suit you, your audience and your message. Why sharing your biggest insights is a far better...

Pursue intimacy at scale. Only create value that can’t be easily copied. The price you charge should match the value you provide. Fewer passionate customers are better than a lot of indifferent ones. Passion is a story. Never be in the commodity business, even if you sell what other people consider a commodity. Quotables “In our world…authority and expertise businesses, when I hear intimacy at sca...

Why passion alone isn’t enough—we also need rigor and hard work to build a successful Passion Economy business. Rethinking your client base as a very tight, intimate group, because fewer passionate clients beat a lot of indifferent ones. How to get clear on the unique value you bring to your clients—and weave that into your business model (and marketing). When letting go of non-ideal clients is es...

Why there is no such thing as being “too busy” to give your attention to the most important things in your life. Discovering the energy that comes from completing essential work (and the thrill of eliminating the unnecessary). Defeat resistance before it starts. How to keep investing in yourself and your business, even with a heavy client load. Quotables “When I finish a bunch of my stuff—I have l...

Why the power of your expertise—arguably the key skill of a consultant—pales in comparison to the “softer” powers you’ll need to make sure your advice sticks. How to think about the types of power you hold as a consultant. Using your power to move client projects forward while building your business. When the power-forward, speed-based mode of consulting is more efficient—but less effective. Figur...

How to create memorable digital content and leads that build a pipeline of future clients/customers. What role does social capital play on the road to authority? Positioning yourself to value price engagements when your projects don’t have an end date—and you’re currently charging hourly or by retainer. How to apply positioning in the context of music and musicians—is this process different when d...

How to build a financial and emotional runway from your current job to freelancing. Using difficult or turbulent times to build a new business. Starting with a niche—and fine-tuning it after your first year of consulting. Getting clear on your best clients and the right conditions to deliver your best work. How to learn the two most important skill sets to run your consulting business (and neither...

The signs you’re ready to start pitching to media. Identifying the right media for you today—bloggers and podcasters, niche media and name brand digital and print outlets. How to think of and treat journalists to capture their attention and get your message heard. The role of media attention in building your authority and your business (hint: it is often NOT a straight line). Deciding which succes...

What kind of pricing model would you recommend to a consulting agency that has traditionally relied on a retainer model? How do you think international business and economics can and should impact pricing? I’ve seen agencies price certain fixed cost products lower in certain countries to make them more accessible. How should small businesses consider reorienting their offerings within the current...