The Business of Authority (youtube feed)

How can you prove your authority? Talking Points What evidence of authority looks like Client testimonials Clients talking you up Social media following Regular speaking gigs Getting big guests on your podcast Having a published book Focusing on interviewees that your target audience will recognize Third-party validation from a trusted brand Building relationships with major players in your field...

When does prospecting build authority? Talking Points What prospecting means for an authority 3 different pivots When prospecting is the perfect play Shifting to a different audience Techniques for getting your message out Being a good listener Being interested in order to be interesting Getting feedback that starts conversations How to ask for feedback How reciprocity helps build a network Practi...

What’s the V-word? Talking Points Vision shame Where the confusion around vision comes from Imagining the way the world could be if your big idea comes to fruition How your mission relates to your vision The big V and the little V Your values How vision helps you filter out distraction and keep moving forward Changing outcomes for the future How to articulate a vision Finding the vision in the sto...

What three questions should you ask yourself during the sales process? Talking Points Why you need to answer some questions yourself during the sales process What resources you need to serve the client Calculating how your time and costs are incurred on behalf of a client Whether the job allows you to work from your genius zone Knowing when to say “no” to working in a different way Knowing how to...

Do you know the difference between branding and positioning? Talking Points Understanding branding Stories, actions, and visuals Narrow or broad focus Positioning as a first step Not being limited by your existing skills Learning new skills When branding becomes critical Being intentional about your branding Telling your story your own way Personal brands Figuring out which stories and visuals wil...

Are you making time to write? Talking Points Jonathan’s plans for 2020 Doing more work without being a workaholic Why Jonathan created a Slack channel Making the time to write Writer’s block Developing and sharing your point of view Honing your ideas and your audience Focusing on the transformation of your ideal audience Making a commitment to write Thinking of writing as giving The importance of...

Can you be an introverted authority? Talking Points Adam Grant’s book Giver and taker personalities in sales Why givers make more sales When people want someone to be dominant and when they want authorities to connect as humans Authenticity Putting ego aside Methods of giving things away The evolution of business practices Otherish Finding a way to give while also getting your own needs met Quotab...

Are you in the best position as a soloist? Talking Points The definition of positioning April Dunford’s components of effective positioning Positioning people vs. products Focusing on the clients that already love you How a soloist can think about forming a positioning team Positioning vocabulary Charting your point of view Alternatives and competitors Listing your true competitive alternatives Ta...

Do you know how to sell confidence? Talking Points When clients are buying confidence The availability of ideas The link between trust and confidence Choosing who is going to be a good fit When clients don’t have confidence in themselves How trust factors in Building your authority so that they know who you are Corporate coaching Parachute consulting Building trust without face-to-face meetings Un...

Listen to Joe Jacobi, winner of our five in five challenge, talk about the art of a good start! Talking Points Joe’s background Whitewater canoeing The progress from winning a gold medal to performance coaching How lingo can obstruct a good dialogue Translating your belief system to client transformations When Joe started writing and coaching What Joe liked about the five in five challenge Whether...

How well do you know your audience? Talking Points Translating what you do into the language of your audience Knowing your goal Picking an audience Learning what your audience is talking about Speaking to your audience in a way that gets your message across Where to find audiences who are talking about the problems you want to solve Locally focusing Conversations in service of a mission Using the...

Is selling subscriptions for you? Talking Points How subscription services became mainstream Applying the subscription model to a services firm The Porsche passport Consider what the buyer is actually buying with a subscription service Buying an experience instead of a product The types of clients who would be interested in a subscription service The safest type of service to sell by subscription...

Are you ready to move from execution to strategy? Talking Points How to get out of execution when you get stuck 3 layers of strategy What would cause someone to want to move from execution to strategy When the client suggests features that won’t work How to sell and price strategy Opportunity cost Separating clients who are interested in strategy from those who aren’t Why people in the strategy sp...

Get ready to specialize! Talking Points Focusing on a smaller market may seem counterintuitive, but establishing a niche works Horizontal specialization It’s easy to think of horizontal specialization first Pitfalls of thinking too much about yourself Consider training Platform specialization How platform specialization differs from horizontal specialization Piggybacking off of a platform’s market...

Who do you need on your team? Talking Points The different categories of assistants you need The right hand How many of the things an assistant could be doing are you doing yourself? Your cheerleaders Your drill sargeants Coaches Peer groups A few sages Growing through reading books, listening to podcasts, and finding personalities that communicate in a way you understand Binging on content Crosso...

Are you wrestling with imposter syndrome? Talking Points Why you feel imposter syndrome Using your fears like a compass The authority mindset Taking feedback Recognizing when something is a learning experience Deciding what’s best for your audience and how to have the maximum impact Feeling uncomfortable is a sign that you’re going in the right direction The confidence that comes with overcoming i...

Are you ready for the publishing challenge? Talking Points The 5 in 5 publishing challenge How writer’s block relates to your audience Developing the discipline to create habits What to write about Beginner’s mind Figuring out what pain your expertise can solve Experimenting with different markets Passing on your knowledge Different ways to leverage what you do Scheduling interviews Audience prefe...

How can you get better clients? Talking Points Getting clients who will trust you more and pay you more What can happen when you take on a bad client Improving your client base as you go Narrowing your niche How taking on clients outside of your niche may affect your business How your point of view and messaging informs which clients you attract Being responsive to how your target reacts to your m...

Talking Points The importance of marketing yourself Having a strategy for your marketing tactics Why you have feast and famine cycles Target markets Being specific in your marketing Distribution Building marketing into your routine Picking a marketing method that has the least friction for your personality and skills Amplifying your message with social media Using social media in a way that fits y...

Start by answering "What's in it for me?" Talking Points Is it lead or lede? What does it mean to bury the lead? Burying the lead in conversation Using the pain point as your headline Knowing when to ask the question Letting the audience know what’s in it for them Conversational emails that aren’t about content Burying the lead means you’re not exhibiting authority and confidence Making sure that...

Is staying solo the right choice for you? Talking Points The difference between “small” and “not a lot of employees” The advantages of staying solo Being able to be very specific Building alliances Ways to address David and Goliath matchups When you’re a solo act, your clients always get to deal with the number one person What soloists need to watch out for Whale clients Why you need to always be...