FtL 1: Welcome to Fail To Learn with Matt Fox

Welcome to the Fail To Learn podcast. This episode is an introduction to the Fail To Learn podcast. It’s no the traditional conversation with a guest. In this episode I cover what my intentions are with the show, what you can expect, and why you might enjoy the show… And decide to subscribe. This show has been on my mind for a while. As a kid, my grandpa used to tell me to “Learn from the mistakes of others so you don’t have to make the same mistakes.” Something I didn’t follow very well. Now, as I’m older, I realize the wisdom in that simple sentence. And I understand how important it is to understand the mistakes people have made so you can be aware when you’re starting to start making the same errors. When I hold trainings, I tell everyone that it’s okay to fail when doing the exercise. Why? Because when you screw up, you learn. If you’re not screwing up, you’re not learning how to do it better. Who Is Fail To Learn For?If you’re in business, sales, marketing, a solo-preneur, entrepreneur, coach, or freelancer, Fail To Learn will be a bright beacon when you’re in a dark place. This is not intended to be like other podcasts. You often hear the same guests making the podcast circuit repeating the same pitch. That won’t happen here. The guests may be selling something, or have something to offer. But you won’t hear the same story. I won’t allow it. And I make that clear before we speak. I want to hear their failures, their mistakes. I don’t want the manicured image that everyone wants to portray. With that, I’m not out to embarrass anyone either. We all make mistakes. And the goal is to share so we can learn from it. And you’ll be surprised how much there is to learn. I hope you enjoy the show. And remember… It’s not failure if you’re learning. View original post on FailToLearn.com

03 Aug 07:13

FtL 2: Donnie Bryant-Freelance Copywriter Painfully Discovers What Happens When You Neglect Your Own Marketing

Today's guest is Donnie Bryant. Donnie is a copywriter, marketing consultant, and self-proclaimed teller of bad jokes. In this interview Donnie tells you about his nightmare roller coaster ride. He's gone from small consulting clients, to feeling like he's on top of the world, then realizing the money has run dry and has to do the one thing he never wanted, and finally climbing back on top. Here's what's covered in this show: Why Donnie said he put the cart before the horse, and then shot the horse. Why every freelancer need to worry about this one thing. The one thing every freelancer needs to focus on, and it's not getting better at what you sell. How confidence plays into your success. The importance in building your platform. What to do when your ego gets stomped on. How writing helped Donnie turn his situation around. What to do when the client flow comes to a crashing halt. The reason you want to continually give your current clients extra attention. How your attitude helps you grow your client base. How nurturing your clients and referral bases keeps your business from becoming fragile. The type of client relationship you don't ever want to be in. How Donnie realized the importance to make time for non-work activities and family activities. The one thing everyone needs to put on their schedule to make business easier. Donnie's one favorite tool that helps freelancers close big sales. Why email isn't the way to close big deals. Why social media doesn't get you the connection you want with customers. The voice mail message Donnie uses, and you should have on your phone, that creates scarcity and make your customers want to business with you. (This is one of my favorites, and not easy for many to do.) Enjoy the show. View original post at FailToLearn.com

03 Aug 07:13

FtL 3: Tim Brownson-The Life Coach Who Learned A Huge Life Lesson In Business

This show's guest is Tim Brownson. Tim is a kick-ass life coach with a great sense of humor. In this episode Tim shares how he went from sales into coaching. And then, how his coaching business almost failed until he had a swift kick in the ass: He lost all his savings. Here's what Tim and I discuss in Episode 3: Money doesn't buy happiness. How sales led him into coaching and how he let his sales experience hold him back. What happens when you don't focus and take your business seriously. The challenge of working for yourself, when you have no one to hold you accountable. How losing his entire savings finally kicked him in the ass. The self-delusion that kept Tim thinking success was about to "hit" at any moment. The tipping point was within his grasp. Why you can't take your foot off the gas in a competitive industry. How easily the world will forget about you. Why Tim said, "People expect you to be competent. That doesn't get you raving fans." What makes people really rabid fans? Why you should stop worrying about always showing your best side. Why Tim said, "Nobody farts on a first date." Why Tim needs to fear waking up to find a Grizzly Bear looking for salmon in his fridge. Why Tim said, "We haven’t got that much mental bandwidth that we can be looking at different things at the same time." And how it stopped his business for over a year. When it's important to "burn the ships." When you should commit to your outcome. The importance of "invigoration." What happens when your expectations aren't in line with reality. And how it prevents your success. Enjoy the show. View original post on FailToLearn.com

03 Aug 07:13

FtL 4: Nathan Kontny-Startup Founder Flounders And Discovers Critical Key To Solving Customer's Problems

In this episode we talk with Nathan Kontny. Nate is the CEO of the popular CRM Highrise and the creator of the awesome online writing platform Draft. Nate has some great stories and insights to share from his experience as the founder of two YCombinator startup companies. What you’ll discover in this show: Why you want to build a company that solves your problems. Why you need to truly care about the problem you’re solving. What Nate learned from the unexpected lack of interest he received from angel investors at YCombinator’s Demo Day. Why you want to sell your product before your finished. The indicator during the sales process you need that lets you know you’re on track. How Nate discovered the importance of passion and excitement, and how it carries him through the process. Why you want to ask, “What’s my purpose?” before you start. Why building software that intrigued Nate was software that didn’t intrigue the world. How he learned to find the true problems worth solving. Why Nate said it’s really hard to solve other people’s problems. How he’s using these strategies to make Highrise better and easier to use for his clients. How Nate uses the basis of Sherlock Holmes to become better with what he does. Why Nate doesn’t find logic as the best indicator to follow. When you should trust your gut and instincts. How marketing events won’t build a business. How he discovered the importance of long-term audience building. The importance of unique ways to communicate new feature releases to your clients. How Nate is learning and working through the challenges after becoming CEO at Highrise. Why Nate asks, “Am I working on a real problem or am I working on something that I just find curious?” The importance of a good mentor or teacher. View Original Post at FailToLearn.com

03 Aug 07:13

FtL 5: Barry Moore Discovers Tiny Niche Market & Quick Product To Market Brings Success Out Of Disaster

Barry Moore shares his insights about niches after failing through his first online business. As Barry's first business failed, he learned the importance of defining your niche, testing your product, and the opportunity to scale. Here's what we cover in this show: How Barry's first business folded because his market was too large. What he meant when he said you have to "Be that guy." When you target a niche, how to hyper-target in that niche. How to niche down. Why you want to niche down before you go after everyone. The problem that happens when you give too much information to your customer at once. How Barry uses a podcast to build his business. Why Barry said, "Nobody wants to get on a plane with a creative pilot." How he tested a niche that's underserved and on an upward growth curve? What the reality is in marketing automation. How Barry put his first course together in a weekend. Why that speed to market is important. How to quickly test a market for a warm indication of customer’s interest. Why gave himself 6 months to validate and confirm assumptions before about what his customers want and need. How Barry brings his knowledge as a pilot to keep his business on course. Why he said, "Make sure you're building a business you want to be in." Download this show's 1-Page Quick Action sheet to help you with your 'freedom business,' as Barry calls it. Enjoy the show.

03 Aug 07:13

FtL 6: Jason Leister on How To Build Your Platform And Get Paid For Being You

Jason Leister started his career as a classical musician (pipe organ) at the Eastman School of Music. While there he won one of the most prestigious organ competitions in the country at age 19. He's brought the always practicing mindset to his career as a copywriter and business coach. After 10 minute phone call with a client, he found himself fired from a $100,000+ contract wondering what to do. And what Jason's learned from that has continued to evolve over time. Listen to the show and discover: Why Jason used to love the saying, "Clients suck!" How his view of clients matured from adversaries, to partners, to his teachers. Why he writes a daily email, what he's learned from it, and how it builds his business. What it means when you have clients who haggle over fees or push your buttons. What Jason means when he says you can solve your problems indirectly by solving other people's problems. How most of your business problems stem from you, and what you can do to begin fixing the problems. Why your process to achieve your goal is more important than the goal. How to build your platform to attract valuable clients you want to work with. What Jason thinks is entrepreneurial heresy. How to make yourself more valuable, so you’re no longer viewed as a commodity. Why your clients will pay you because you're you. Why Jason asks, "How can I multiply the lives that I’m impacting, and still fit that into the lifesyle that I want?" And how that can help you. How Jason defines success and how he does everything he can to live it, despite what other people think. Download the show's 1-Page Quick Action sheet and get a quick, easy to implement summary of all the tips Jason shared. Enjoy the show.

03 Aug 07:13

FtL 7: Mike Vardy Shares How To Be More Productive And Build Habits As Your Business Evolves

Mike Vardy is The Productivityist. He is a productivity expert and coach. His business has been changing. During the process he hit some roadblocks. In our conversation he shares what he learned as he had to stop and check in at each of the roadblocks. What you'll get in this show: Why Mike thinks January is a silly time to start your new year. How he chose his pricing model. Whether it's better to say, "I have to..." or "I need to..." What happened when he received a reply from an upset customer. How he went through the decision to change his email marketing. How Mike themes his days and how that helps batch his work. Why he has a "learning day" and why he knows it will make him a better leader, a better business person, and hone his awareness so he stays on the right path. How he uses his 3 words each year as his framework for the year. The business lessons he's learned from Costco. Why he said, "The pursuit of perfection is idiotic. Excellence is what we strive for. One way to be excellent is to be nimble." The importance to build boundaries when you want to change habits. How to set up boundaries that work so you don’t have to battle with your willpower. How Mike structures his day so he maintains willpower throughout the entire day. Why Mike says "Less stuff, better." How to structure your environment to keep your energy peaked. The importance of consistency. Mike's simple tips to create habits. Why you want to use your task manager to manage your tasks, not your calendar, when starting new habits. The questions to ask your self when your not sticking to your new habits. Download the show's 1-Page Quick Action sheet and get a quick, easy to implement summary of all the tips Mike shared. Enjoy the show.

03 Aug 07:12

FtL 8: Joey Bridges Small Business Facing Financial Failure Turns It Around In 60 Days

In this show I talk with Joey Bridges, one-half of the Bridges twins. Joey and his twin brother, Jamey, host the Marketing Madness podcast and run client’s online marketing campaigns. Not too long ago they were on top of the world helping real estate agents and then it collapsed. They faced over $70,000 in chargebacks and refunds. It’s a scary story. And not one they like to talk about. What we cover in this show: How the real estate collapse kicked the legs out of their previous business. Why focusing on one target market is a double edged sword. How they found themselves with over $70,000 in chargebacks and cancellations that had to be paid in 60 days. How they demonstrated true entreprunerial grit, and created something out of nothing, to repay the $70k in 60 days. How the necessity to make money and pay back this debt forced them to find another market, learn it, and develop solutions people want. How they went from “Can we do it?” to “Oh yeah, I’ll get it done.” Why he said that If you have a job, and you’re happy, don’t go try starting a business. What happened when his clients intentionally sabotages the work they were doing for them. What he learned so they better communicate with their clients. Why you don’t want to be the client’s only source of business. Why you don’t want only one type of client! Why they won’t take on clients who they are their only source of business. How his appreciation for other’s struggles have changed. Why you want to do business slowly and choose your clients wisely. How Joey realized when they sold someting that they didn’t think was perfect for the customer, it always blew up in their face. How small changes made a big impact in their business and personal lives. How he went from barely able to ride a bike for 7 miles 4 yrs ago to completing their first Ironman competition last year. Enjoy the show.

03 Aug 07:12

FtL 9: Justin Krane-Financial Planner Misses Message To Market With New Product

Today’s show is with Justin Krane, a financial planner in California. When Justin decided to branch out in his business, it didn’t go as planned. In fact, it bombed. And that’s what he shares in this show. What we cover in this show: How Justin spent months building a product that gets people what they need, but nobody wants. Why he said that people understand they need to do many things but don’t want to face it. How he packaged the product in a way that wasn’t appealing to his market. Why packaging and framing your product makes the sale much easier. How he lost his excitement during the process to get the product finished and launched... and how that effected his approach. How a heavily regulated industry can crush your marketing message. The struggle of marketing in an industry where you can’t make promises, use testimonials, or any type of guarantee. What Justin means when he said people don’t want to make money decisions on their own. They want help and guidance. Why he said people want one 5 minute thing to do and then give them the next 5 minute thing to do. Justin’s drive to help people improve their financial literacy. How his client’s business is the engine that’s going to fund their personal goals. How people don’t understand what to do with the infromation they receive from their bookkeeper. Why and how business owners need to recognize high expenses with little ROI. Why a Business need cash. This seems obvious but it’s the reason you and your business are left hurting in times of need. The complicated cashflow dance that most businesses deal with? Why your businesses should shoot for at least 10-15% profit, and that is after the salary you pay yourself. How that means saying "No" to a lot of things. What Justin means when he says, "If you’re not getting a return on your investment, don’t do it. Enjoy the show. Financial Planner Misses Message To Market With New Product

03 Aug 07:12

FtL 10: Dov Gordon On Mental Toughness, Hero Worship, and Perseverance

Today’s guest is Dov Gordon. It’s hard to believe Dov struggled for so long to get where he is today. However, I have a feeling it’s the struggle he went through that led him to become so respected among his peers. In this interview Dov shares the challenges he’s faced, how it helped him become who he is today, and how it still sometimes haunts him. Here’s what we talk about: How Dov spent months building his first information product which resulted in only 1 sale. The technology struggle Dov grappled with when putting together his membership site to deliver his product… That made only 1 sale. How he realized all his mistakes, in hindsight. Why he said he had to go through all that to discover what was next and move on. Then, as he was at an all-time low, he couldn’t find a job to help pay the bills. How he battles the fear of possibly running out of money with the belief that everything will work out in the end. Eventhough he’s at a time when he’s experiencing his most success yet. Why you have to get control of your thoughts and emotions. The importance of a consistent, repeatable process. Why it’s important to you pick the right priorities and how you can do that. Dov’s email challenge. What Dov means when he said we have too much hero worship. Why you don’t need another book, course, or information to find success. What to do when you only have 1 person sign up for your course. How “mental toughness” matters to you and your business. Stay focused on your priorities so you know when to say “no” to things that will take you off track. Enjoy the show.

03 Aug 07:12

FtL 11: Frank Bria - Scaling Your Business When You Realize You’re Not Scalable

What would happen if: 1) You were working on the other side of the planet, 2) You get a text from your wife that she’s going to the Emergency Room, 3) You need to get home today but your business has you stuck? That’s what happened to Frank Bria, author of the book Scale, and today’s guest. This is a crazy story with a ton of nuggets to help you grow and scale your business. Here’s what Frank and I talk about: Why Frank doesn’t believe the "follow your passion" advice. How his life changed while he was in Kiev and received a text message that his wife was driving herself to the emergency room… And a second text saying she was being admitted for emergency surgery, and their young kids were at home. How each of his clients slowly fired him when he changed his model to consult from home. How life design worked against him. Why he said "I built a business that wasn’t scalable." Why he said, "You can put a blindfold on and stumble over marketing gurus." The importance of a repeatable process. How a 'rewind moment' can keep you motivated and inspired in your business. Why you need to talk with people when you’re struggling. Why the inner game is the biggest problem facing entrepreneurs. How to get the most out of a mastermind group. What Frank meant when he said, "You can’t become a brain surgeon by reading about it, or watching over someone’s shoulder." The responsibility he feels towards his students and clients. How Frank took what he learned as a math professor to help his clients today. Why he likes Tony Robbins' mindset and how it would help most entrepreneurs. Enjoy the show...

03 Aug 07:12

FtL 12: Coach.me Startup Founder Discovers Revenue Model After Losing Cash For Years

Today we talk with Tony Stubblebine. Tony is the CEO and Founder of Coach.me. Tony originally started his company as Lift. It was an app you used to help you make personal changes. But it was failing fast. Lift looked successful to users but was losing money day after day. Tony had a choice to make, close down Lift or make a change. And that change is what Tony and I discuss in today’s show. Here’s what else you’ll discover in this episode: Why he wanted to build tools that helped people to achieve, as he said, “really astounding things.” Tony response when he went to the bank to get a loan and they asked him, “How is it you have so many users but you’re losing money?” How the fear of losing your team when you make changes in the company stops some founders to stop growing. How they made the decision to pivot when the choice was either “shut down or try something new.” How the branding change was the beginning of the difference that made the difference. How Tim Ferriss, one of their advisors, had an idea for a challenge inside Lift started their coaching platform. The importance of a name change and why it was necessary to evolve from no profit to a revenue generating company. How their old name caused a support nightmare. What does it mean to be a ‘founder’ of a company? Why they took 4 years to, “find our legs.” Why Tony brought his investors along to coach.me after the change. The problems facing you don’t always change because the baggage you had before is brought along for the change. Tony’s challenge running a startup with revenue coming in and expenses to support staff. How he faces the challenge to bring on quality new people who aren’t sure this is something they want to risk and commit to. Why he said, “It’s interesting to look back on how much failure effects you physically and emotionally.” How things seem much simpler for Tony now that coach.me is moving more smoothly. How they evolved to creating a business-to-consumer-to-business coaching model now. Why Coach.me is moving into the business coaching market and how they’re making the transition. Why Tony loves to read case studies of successful people. How Jerry Seinfeld accidentally became the productivity hero with his one tip. Why Tony would love to have the opportunity to talk with Oprah. What Tony means when he said, “It’s not about finding the optimal strategy. It’s about finding the optimal packaging that makes it easy to adopt that strategy.” Why he said, “My job is to learn about human potential. What makes humans excel and succeed?” Enjoy the show.

03 Aug 07:12

FtL 13: What Would Happen If You Left Your Business To Travel For A Month?

Today’s show is with Zephan Blaxberg. Zephan has had a fortunate career. He hasn’t been through the massive losses some of our guests have seen but he’s had his own issues he had to battle. One day he decided to leave his business for a month and find out what would happen. What would happen to the business? What would happen to him? Here’s what Zephan and I discuss: How his successful video production company left him angry with most of his clients. Why he kept working, even when he felt like everyone around him was living their life. What motivated him to uproot everything, leave his successful business, and go to California. How his motivation for money had him looking around his apartment for things to sell on eBay, even when he was financially safe. The surprising thing his mother told him when he said he needed to go on his trip to California. What happened to his business when he returned from his trip. What he means when he said, “Who am I when you take everything away? I am everything when you take everything away.” How he discovered what was truly important. How he works the 80/20 principle. Why he recommends Gary Keller’s book The ONE Thing. Why it’s important for you to write down ideas as they come up. How you can use your friends to figure out worthwhile ideas to pursue. How to clear your head. Why he feels like he’s still being held back with his video production business. Enjoy the show. View the post, all the links mentioned in the show, and get the 1-Page Quick Action Sheet here: What Would Happen If You Left Your Business To Travel For A Month?

03 Aug 07:12

FtL 14: Facebook Advertising Genius, After Learning Some Brutal Truths About Life And Business

Facebook Advertising Genius After Learning Some Brutal Truths About Life And Business Nicholas Kusmich runs a highly successful Facebook marketing agency/consulting business. It wasn’t like this a few years ago. Nicholas was lucky. He hit success when he was young. He was a top salesperson for Cutco knives. He moved to selling investments from the stage and earning a living that was the envy of his friends. Then he found out the investments he was selling weren’t above board (which is a nice way to say they weren’t legal). And things didn’t just start going downhill. It’s like he was thrown from a cliff. And, that’s what we start discussing in this show. What else is in this episode? What people said to him after finding out what he sold was illegal? Why he left his father’s side in the hospital, the day his dad had a heart attack, so he could go sell from the stage. Why he kept defending the “investment” company when he first found out things weren’t right. How he realized, “Your reputation is all you have.” The conflict he grappled with because the money was so tempting. He was afraid to leave. Why he said significance and certainty play a big role in people’s lives. How he continued to lose money with each business idea he saw online and in network marketing. Why he said you find out who are your friends when things turn bad. The 3 things that kept driving him to these bad business ideas, and kept driving him deeper in debt. How he keeps his “greed gland” in check before making decisions. How he understands his weaknesses and makes contingencies for them. How his priorities have changed and how that makes business better. Why Facebook ads are failing for old-school, direct marketers and how he makes them work. How to approach Facebook ads as a social channel. How to think about the people reading your ads. What is “infobesity?” The importance of “just in time” learning. Enjoy the show.

03 Aug 07:12

FtL 15: Is There A Success Club?

Is There A Success Club? How long do you think you could keep trying to build a business before you gave up? This show’s guest shares his long struggle to find success. Today’s guest is Shannon Hansen. Shannon is an overnight success generating leads for the financial world. Overnight success doesn’t include the six years of struggling and fighting until everything finally fell into place. You may not know who he is but his story will keep you pushing through and looking forward to the next time the world tries to knock you down. What Shannon and I discuss: What made him leave his secure position as a contractor. How multi-level marketing was his gateway drug into the entrepreneurship world. Why he thought he wasn’t coachable and how that held him back. How he was able to stay motivated despite constantly losing each battle to survive. Why he believes there is a “Success Club,” and only those who can wait the longest in line are allowed into the club. Why it’s important to have a deep connection to your “Why?” How you can realize you’re already successful and invincible. How Shannon turned failure into a game. Now that’s Shannon’s financially successful, what it means to him and how it is nothing like he expected. Why you have to be careful when you hit success? Now Shannon focuses on the legacy he’s leaving behind. Enjoy the show.

03 Aug 07:12

FtL 16: Life Changing Story Creates A Story Coach Success

Who doesn’t love a great story? We all do. Did you know you can change your life simply by creating a story? Lisa Bloom joins us today to share her life-changing story and how story changed her life. Now she uses story to help businesses and individuals communicate their story in the most effective and compelling way possible. Lisa was a joy to speak with because I love how story and metaphor weave their way throughout our lives. Even when we don’t think they’re there. Here’s what Lisa and I discuss: How a person who tells stories creates trust more quickly, attracts better clients, can sell more easily, etc. Why adults have forgotten how to tell stories and how important they are to us. How she lost a job interview because she didn’t understand their story. Why she kept asking “Who do I need to be?” in order for them to hire her. Why she was unsuccessful when asking that question. Why people respond favorably when you tell stories. How stories open minds and communicate on multiple levels. How storytelling can let you relax in stressful situations. What she means when she said, “It’s important to be whole, be the full person showing up.” How storytelling is not just entertainment and how you can use it to explore possibilities and create a better business. How you can build trust with story. Why we tell stories all the time and don’t realize it. How you can change your story and change your reality. Why she’s not worried in front of a cynical audience. Why it’s important for you to work on your inner story. Storytelling is not just fairytales, books, and movies. How story can help with brain health. How story changes things for the better. Why she would love to hear Barrack Obama’s stories. Enjoy the show. Life Changing Story Creates A Story Coach Success

03 Aug 07:12

FtL 17: How Scott Oldford Went From $726,000 In Debt To Infinite Possibilities

How Scott Oldford Went From $726,000 In Debt To Infinite Possibilities Scott Oldford started his first business when he was a child selling eggs. That business grew, yes it was a business, and as he grew he moved on. He was a golden child and, as he said, he felt like he had the Midas Touch. And then the roller coaster ride began. Here’s what Scott and I discuss in this show: How the people around him gave him a false sense of business invincibility. How that opinion kept him taking bigger risks, which led to his eventual collapse. How he prevents that false security today, and why you want to do the same. How he went to receive an American Express Innovators Award while his business was failing. How he found himself $726,000 in debt and how he climbed out. The question that blew him away and made him realize he wasn’t what he thought. Why he attributes Chris Brogan to his change of attitude and ability to please everyone. Why he wakes up feeling like he has a gun to his head and how that motivates him. How he analyzes every dollar spent now. Why Scott is still haunted with the thought, “This ride is going to crash,” despite business being better than ever. How he makes faster decisions. How he quickly cuts losses now. And how that’s changed his business. How to avoid big gambles in any one project. The importance of your “emotional immune system.” How he surrounds himself with the right people now. Why it’s important to have a broke mindset. How he plans on impacting 100,000 entrepreneurs with his business model. Why it’s important for you to build value with someone before you can ask for help. Enjoy the show. How Scott Oldford Went From $726,000 In Debt To Infinite Possibilities

03 Aug 07:12

FtL 18: David Nihill’s Fear Of Public Speaking Lead Him To Discover Comedy Insights You Can Use To Captivate Your Audience

Today’s show is layered with a small dose of funny. My guest is David Nihill, the author of Do You Talk Funny? 7 Comedy Habits to Become a Better (and Funnier) Public Speaker. When I originally asked David to be on the show he replied saying he didn’t have any business failures to share, but thanks. I didn’t agree with that because he took on comedy to overcome his fear of public speaking. He couldn’t stand in front of a room and talk. That’s a problem many people, possibly you, face. So I hit him over the head and dragged him into the cave to share his story. What he teaches will help entrepreneurs, CEOs, managers, sales people, coaching calls, and more. Humor makes everything easier. And David makes humor easy. Here’s what David and I discuss: Why David’s friends called him “Shakin Stevens.” How he fell apart the first time speaking. How fear of public speaking can hold you back at work and other areas of your life. Why David still hates being on camera, and what he’s given up because of this fear. Why he chose stand-up comedy, of all things, to face his public speaking fear. Why he said comedians are the true masters of public speaking. What you can learn from comedians to present better and make more sales. Why stories drive the best comedy, and the best business presentations. How David uses stories with traditional comedy techniques to build his routine. What he took from comedy to apply in business. What you can do to hone the funny parts in your presentations so you don’t have to master the stand-up comedy circuit. Why comedians always watch what they did to get feedback and improve. Why “winging it” is the worst thing you can do when presenting. The two parts of your presentation that you must completely control to be a true master. What “calling the room” means and how you can use it for maximum impact in your presentations. The structure of a joke, and how to use it in your presentations and stories. Why you’re being judged from the first minute of your presentation, and how to start strong. Why he feels slightly guilty for Donald Trump becoming who he is today, because of David’s mother. How to create a “memory palace” to help you remember your stories. The one thing most people can do to feel relaxed and calm before any presentation. Why David hates most public speaking books. How David tested his ideas before writing his book to see if there was a market for it. How comedy improves your ability to write stories. Why practice is so critical. Why he started comedy under the anonymous name of “Irish Dave.” What David does that helps him tweak his creative efforts. Enjoy the show. David Nihill’s Fear Of Public Speaking L

03 Aug 07:12

FtL 19: We Had A Great Team, And A Bad Business Model with Adam Franklin

Adam Franklin runs Australia's top business blog, BlueWire Media. His business started out strong as a web design agency and evolved into an online marketing agency. They had a team of 10 full-time employees and a business model with unpredictable cash flow. Things were running strong when their clients began 'suspending' their monthly payments. Cash flow shriveled up. Without cash on hand, he had to do the hardest thing any business owner has to do, lay people off. And that's when they began to evolve into his current business model. In this episode we discuss: How Adam started BlueWire Media in 2005 and sold websites without knowing a line of code. Why marketing your website is more important than the site itself. How consistent expenses with "lumpy income" is the worst type of business. How quickly bringing on clients, so you can pay your bills, leads to lower quality clients and higher aggravation. Why cash on hand is important in your business. It may seem obvious but this will drill it home. Why Adam felt successful for the wrong reasons. Why laying off their employees was the most freeing thing they could do, despite being the hardest decision they've ever made. How Adam leveraged BlueWire Media's new model by keeping costs same and getting more 'people in seats.' How their old model couldn't scale, and why that's important to you. Why Adam said, "There's always room to improve. You're never stuck on one path." Why it's important to evolve your business. How the things you fear most are often the best moves you can make now. What Adam thought was a failure turned into a blessing. Why Adam is proud of his mistakes now. This is a great show. If you've ever had employees, you'll understand the struggle Adam went through. Enjoy the show. We Had A Great Team, And A Bad Business Model with Adam Franklin

03 Aug 07:12

FtL 20: Slow Growth Wasn’t The Goal Of ActiveCampaign’s CEO But, In Hindsight, It Was The Right Thing To Do

Today I talk with Jason VandeBoom. Jason is the founder and CEO of ActiveCampaign. ActiveCampaign is a marketing automation platform used by many online and offline businesses. It has evolved to become a unique solution that excels in the arena it plays in. Jason started the company in 2003. They offered email, marketing, and customer support type software you uploaded and installed on your own server. You had to be slightly techn savvy to understand the details and get it up and running. And that caused some issues. In 2010 they decided to slip away from those products and focus on one ideal solution. And that's where Jason found his struggles and thinks they would be different today if they made some different decisions. Here's what we discuss: How they decided to transition from 8 products to only one, ActiveCampaign. Why you don't want to sell tech heavy software to tech fearing people. How they survived going from selling 4 and 5 figure purchase contracts to offering a single product starting at $9 per month. Why it was important to Jason to take their time to get revenue back up after the transition. Why you face certain risk challenges when you're bootstrapped and self-funded. Why he thinks they lost out of potential growth and could be a much larger company today if things went differently, and why that's important to you. Why he views their past caution as a good thing, and how it allowed ActiveCampaign to make huge improvements in the last year. Why it's important to do the right thing for existing clients, even when it slows down growth. The double-edged sword you face when offering a low priced product. Why it's important to have single focus clarity. How their single solution has allowed them to provide better service, reduced new hire training problems, and made everyone in the company more focused. How to integrate human touch points even with marketing automation. How ActiveCampaign clients use their platform in ways they never imagined. Enjoy the show. Slow Growth Wasn’t The Goal Of ActiveCampaign’s CEO But, In Hindsight, It Was The Right Thing To Do

03 Aug 07:12

FtL 21: How Ben Settle Paid The Cost To Be The Boss

Ben Settle lays claim to being a lazy marketer. He says he spends about 10 to 15 minutes each day to send an email and then screws around the rest of the day. I don’t think he has it that easy. But I’m sure he doesn’t work as hard as he has in the past. If you don’t know the song reference in the title, it’s from a song that has one of the most beautiful beats in music: James Brown’s The Boss. It’s a line Ben mentions in our interview and a song he’s mentioned in his emails about the struggles he’s gone through to get where he is today. I enjoyed this interview immensely. I learned some things about Ben’s business I hadn’t known before. He’s built a nice little empire and it came from struggling to figure out where he could fit in. It seems like he was just selling stuff to try and make ends meet. He ultimately paid the cost through those failures and became the boss after finding a way to help people become better marketers with email. You’ll enjoy this episode. Here’s what we discussed: Why Ben wishes he had a stronger father presence as a kid. Why he said the bum on the corner rattling a can and asking for change works harder than he does. How Ben turned his box program into a monthly continuity program. How Ben honed the art of quickly writing daily emails that convert to sales. What happened when Google slapped Ben’s business and forced him to rethink everything. How he worked his ass off so he could finally achieve his first goal and stop working for other people. How he launched the Email Players newsletter. What drove the immediate success of Email Players. How writing daily emails makes writing novels much easier. How copywriting saved Ben and changed his life. Why he failed at MLM before he found copywriting, and why that’s important to you. How a simple story in the book The 7 Lost Secrets of Success made him change everything. The difference between face-to-face sales and selling via copywriting. Why understanding your market is the critical piece you need when writing your sales letters. Why asking the right questions is pivotal to sales and building your sales letter. Why his friend, Doberman Dan, tried to talk him out of starting the Email Players newsletter. Why a list that trusts you is the difference that makes the difference. How emailing every day improves your position with your market. Why Email Players instantly blew away the success of his previous newsletter. Why a physical product triggers a dopamine drip in your customers. Why you want your customers taking your products into the bathroom and the bedroom. How Ben makes his decisions on what his next project will be now. What Ben means when he said, “You just

03 Aug 07:12

FtL 22: Why It Takes Guts To Be Ash Ambirge

Ash Ambirge is one of the most colorful and unique writers on these old internets. I love her style. She brings details to life. She elegantly dances with metaphor. As Seth Godin said, she has an, "original voice in a world that sorely needs it." You can find her at The Middle Finger Project. Go subscribe and let her tickle your reading bone. Ash shares how she went from sleeping in her car to launching her first product. And how it's all about guts. Here's what we talk about: Her start in the corporate world and her painful trip through her own copywriting business. How Ash picked the wrong clients, even though they seemed like the ideal clients. Why she did work to make her resume look good but didn't enjoy the work at all. Why she said she was "foolishly optimistic" and what that led to. The struggle she faced, praying not to overdraw her bank account, when her roommate kicked her out (so her roommate's boyfriend could move in). A wild story about a beautiful guy (her words) who ended up surprising her with something you can't imagine. What made Ash say she thought she was living in a "white trash soap opera." How sleeping in her car, in a Kmart parking lot, gave her the guts to change everything. Why she thinks you're scared to make offers to your customers. The importance of showing up. Why she wrote her first book for herself and why she needed it. What she means when she said, "The only way we can connect with people is by helping them to see you...insisting on being yourself." And how it's an important, human act. Why Ash thinks the bar is consistently being raised. Why it's important to find people who can help you make sure your business is taken seriously. How the words, "Go, go, go," changed her world. What Ash's nervous habit is. Why she is glad she ignored the "Sign up for my newsletter" trend. Why Ash is suspicious of "regularly regurgitated traditional marketing advice." Why it's important for you to give people what they want. And how it's helped her grow her email list and build her business. Enjoy the show: Why It Takes Guts To Be Ash Ambirge Mentioned in this episode: TheMiddleFingerProject.com Seth Godin Podcast episode #21 with Ben Settle Book: How to Be a Woman by Caitlin Moran

03 Aug 07:12

FtL 23: Steli Efti’s Stunning Start Up Struggles And How It Shaped His Character Today

In this show I have the fortune to interview Steli Efti from Close.io. Steli's start is a stunning story. He came to the United States in search of the American dream. He sold everything he had in Germany and moved to Silicon Valley. And then he found a few challenges, to put it lightly. When he arrived he didn't know anyone here. He didn't know the area. He didn't know English very well. He didn't even carry a proper visa. And that's just the start. We talk about those struggles, the failure of his first business, and what he's learned along the way to build his amazing company, Close.io. What Steli shares in this episode: Steli's philosophy on building a business How charisma was his crutch early in his career, and the problems that caused. How he's been a serial entrepreneur since he was 18 years old. How he came about his vision for a tech company. Why he said he was ignorant, not gutsy, for moving to Silicon Valley. How he expected to be an amazing success story in only two years, and how that fell through. Why Steli said, "I wanted to be the stupidest person in the room. And I have been for the past 9 years, consistently." How his old philosophy for success generated "massive amounts of pain" for himself and those around him. And how he blames movies like Rocky for this philosophy. How he worked his first startup to death. Why he would "pretend to work." Why he couldn't let go of his first business. Why he said any rational person would've folded the business after 2 years, yet he kept working and watching it fail for 5 years. Why he wasn't willing to accept the fact his business was failing and what you can do to prevent it yourself. How he recommends quitting your business when you're not willing to admit to others you're closing the business. What Steli realized about his failed company once he had a few weeks away. How this failure made him a better person, "not just in business but a better human." The biggest thing he learned from this and how important it is for you when you run your business. What he means when he wants to be dedicated to his business but not attached to it. What clouds your ability to see what's really going on in your business and how it causes emotional problems like tension and negativity. The one question Steli asks himself whenever he's struggling that has helped him to become more successful. How he takes time everyday to step away and find out what's really going on. The most important thing for Steli does each morning. Why he thought he was a failure when selling, despite being the top salesperson. Why he said charisma will get you in the door but character will keep you in the building. And why he works on character every d

03 Aug 07:12

FtL 24: What Business Are We In And Where Are We Going?

What business are we in? You would think business partners would discuss this question with each other. Roger Dooley can tell you that it's not that obvious. Roger is the author of Brainfluence and The Persuasion Slide. He started in the corporate world and left after starting his first business. Roger and his partner both understood their business and worked smoothly together. They understood they were in the direct marketing business selling computers and electronic items. When they brought on another partner things changed. The business changed. People changed. And that's the story we talk about in today's show. Here's what Roger shares: How partners need to identify what the business is about, first and foremost. Why Roger's new partner thought they were in the computer business and how that clashed. Why it's important to understand this difference. Why direct marketers understand the "bet" you take before your marketing hits the mail. When it's important to bring on a new partner and why they thought it was important. How risk aversion is rampant among managers in business, and why that's not a good thing. What happens when vendors and suppliers pull out of your market. Why it's important to stop, step back, and ask, "Is this the best way to run our business?" Why most managers are too inflexible. Why conversations with your partners are difficult and what you need to do to make sure it happens. How you get blinded with your day-to-day activities. Why Roger said his inventory could, "Go rotten faster than a bunch of yellow bananas." Why Roger finds being an entrepreneur so rewarding. Why he finds it difficult to focus on his writing while traveling. Why Roger asked, "Why is it so hard to raise capital as an entrepreneur yet con artists are able to do it without any problem?" Why managers do enough to satisfy expectations but not go beyond those expectations. Enjoy the show: What Business Are We In And Where Are We Going?

03 Aug 07:12

FtL 25: Chris Johnson On Integrity, Moral, And Business Failures

Chris Johnson is the founder of Simplifilm. We talk about his failures here. We talk about his failures in the mortgage business. We talk about his failures with his family and business partners. You'll enjoy Chris' confessional. You'll recognize challenges you face every day and hopefully have a new way to approach these difficult decisions. Here's what Chris and I discuss: Why he said, "Startups are all bullshit." What it was like when he was in the mortgage business and how he hated giving loans to people he knew couldn't afford them. Why he said, "We all lie. We all have moral failures," and how it can help you. How partnerships can fall apart. The not obvious reasons why it's important to work with people who have integrity. Why we find ways to blame away failure. Why we stop believing in ourselves. His 3 steps to receiving when we fall out of integrity. Why it's a hard battle to admit our flaws and mistakes. Why Chris said he hasn't sold cars yet but that's something he plans to do as a right of passage. Why we lie to ourselves and say, "It's no big deal," when it is a big deal. How to communicate in a way that enhances your relationships. How Chris measures his integrity. What Chris means when he says, "You have to sweep the floor today." How saying "Yes" to things you can't do damages you more than anybody else you let down. Why you have to acknowledge your struggles. Why you don't need that external tool to get where you want to go, and why you should stop searching for it. Why he's glad he never stopped being a "sales guy." Enjoy the show: Chris Johnson On Integrity, Moral, And Business Failures Mentioned In This Show: Simplifilm Video Blocks Pam Slim Book Ego Is The Enemy by Ryan Holiday Mike Vardy - Mike’s FailToLearn Interview FailToLearn Interview with Roger Dooley Book: Titan: The Life of John D. Rockefeller, Sr. by Ron Chernow Book: The House of Morgan: An American Banking Dynasty and the Rise of Modern Finance by Ron Chernow

03 Aug 07:12

FtL 26: Turnkey Business Opportunities Fail Too, With Ryan Healy

How would you recognize a legitimate business investmentopportunity if it was presented to you today? That’s a questionRyan Healy didn’t know how to answer 16 years ago.Ryan has become one of the best direct response copywriterstoday. And many years ago, before he had the knowledge he hastoday, he was a hyper-responder to good copy. And that’s what ledto his incredible story.What we talk about in this show:Why Ryan was hyper-responsive to direct mail.How he analyzes what he went through before investingin the business opportunity.The advice he received when refinancing his home to buy thisbusiness.Why he went through with the loan even though he didn’t feelgood about lying to get the loan.How advertising worked to get him to spend $30,000 for thisbusiness opportunity.How hustle couldn’t save this business.Why he couldn’t keep up with the demand and couldn’t afford toquit his day job to do it full-time.Why he ignored good advice from his banker and still boughtinto this business – and how you could do the same if you’ve everbeen in MLM.Why anything that said “How to start a business” was like adrug to Ryan.Why he only received 1/30 of his purchase price when he soldthe business equipment, and where he should’ve originally boughtthe equipment if he wanted to do it today.Why Ryan says you need to be careful of debt, and why it’simportant to you.How he now buys and sells businesses.Why he sought a coach to grow he current copywriting business,and how it amplified his growth.How outsourcing has freed up some of his time, and alsocontributed to his growth.Why Ryan struggles after starting a project and has to push tofinish them. (I know many entrepreneurs who have this samechallenge.)Why he enjoys conspiracy research, and why it’s called“research” and not “theory.”How avoiding the traditional college path helped him start, butit’s not for everyone.Enjoy the show:Turnkey Business Investment Opportunities Fail Too, With RyanHealy

03 Aug 07:12

FtL 27: How To Make The Critical Shift From Creator Mindset To Marketer Mindset with Ravi Jayagopal

In this episode I talk with Ravi Jayagopal, to cofounder and codeveloped of Digital Access Pass (often called DAP). DAP is a sophisticated membership plugin and marketing platform for WordPress. (And, if you don’t know what any of that means, don’t worry. This isn’t a tech show so we won’t geek out on you. Keep reading.) Ravi built DAP after noticing a gap in options. He built the first PayPal and ClickBank download protection scripts. Before these scripts, if you sold digital downloads/content (ebooks, audio, video, etc), anyone with the link could download your products and you couldn’t do anything about it, except lose money. Ravi’s story starts when he sold the resale rights to one of these scripts. It wasn’t a total failure, he made $30, but it taught him an enormous lesson about marketing, and the difference between creating and selling. In this show Ravi and I talk about: How he started online in an extremely small niche selling a book to find Indian baby names. When he found time to learn coding while working long days at his full-time job. How he came up with the idea to build the first PayPal and ClickBank download protection scripts. What (now) famous internet marketer bought Ravi’s scripts and turned it into the start of his empire. What Ravi learned from watching this marketer turn this small deal into huge profits. Why he was one of the first “geek marketers.” Why it’s important for you to change from a creator mindset if you want to build a real business. What Ravi meant when he said, “Great marketing can sell and inferior product, in the beginning.” The struggle Ravi had to endure to get his United States citizenship, and why he is blessed and grateful to be in the US. How Ravi and his bride, Veena, struggled to shuffle jobs, while building their products, so they could stay in the country and earn their citizenship. What happened when he was fired and how it devastating it was during their citizenship process. Why entrepreneurs have a special passion. Why the time he spent with his family as a child is what drove him to build his business. Why he would fall asleep on the subway while going to work. The difference between the acronyms DOSAA and DOGPOO, and why one is better than the other. How you want to think about pricing. How to package your products to get the most effective pricing, and deliver the best value for your customers. Why you shouldn’t worry about engagement when you launch your product. And, of course, much more… Enjoy The Show: How To Make The Critical Shift From Creator Mindset To Marketer Mindset with Ravi Jayagopal Mentioned In This Show: Digital Access Pass SubscribeMe.fm podcast Cool Cast Player Subscribe Me book by Ravi

03 Aug 07:12

FtL 28: Why Your Default Should Be "No" with Jon Nastor

Jon Nastor is the guy behind a coupe of highly successful podcasts (Hack The Entrepreneur and The Showrunner) and over the past 3 years built a product called VelocityPage. One of the first products that allowed you to quickly create landing pages without knowing how to code. VelocityPage was unique and made a huge splash on the market. Over time Jon’s plans changed. And that’s when the focus of VelocityPage began to fall apart, and what Jon and I discuss. Here’s what Jon shares: How Jon first came up with the idea to start VelocityPage. What triggered the hard decision to close the business, even though he is still making sales. Why he didn’t feel good about the fact people will were buying his product. Why it was important for Jon to get Mark Jaquith as the lead developer, even though he didn’t know Mark at the time. Why he said he didn’t put enough action into this business, and didn’t want to. How the concept of “Hell Yeah!” drove the nail in the coffin before burying his business. Why it’s important to be excited about what you’re doing. Why he said he was throwing away good time, good energy, and money into the project and how it kept dragging him down. How it’s hard for an entrepreneur to face the facts. What Jon means when he said, “I want to scratch of my own itch.” Why you have to default to “No,” rather than default to “Yes.” Why Jon is turning down business opportunities he never thought he’d be offered. How he came up with his next business idea and how he’s taking action on it now. Jon also announced his next big project that is planned to go live in June. Which I think is a very cool idea. Enjoy the show. Download Jon’s tips in the 1-Page Quick Action Sheet for this episode here.

03 Aug 07:12

FtL 29: The Successful Mistake Of Matthew Turner

In this episode, I speak with Matthew Turner, the author of The Successful Mistake. Matthew wanted to take advantage of the vast opportunities crowdfunding a product offers. Last year he decided to do just that. And it flopped. During the time he realized an important factor that plays into the success of anyone in business: relationships. In this episode he shares how his relationships were effected during the launch and what he learned. Here’s what else we discuss: How Matthew came up with the idea for The Successful Mistake. How he discovered most successful people look at their mistakes as some sort of badge of honor. Even after interviewing 163 successful people about their mistakes, Matthew still had to make his own. What he did that caused his crowdfunding campaign to fail. Why he expected people to spread the word. How he made the decision to give up. Why he said it didn’t deserve to be funded. How easy it was for Matthew to burn relationships. Why he thought he was right to get angry because people weren’t buying his book and helping out. What made him realize he was “That guy” who only reached out when he needed help. What he’s doing to change. What made his other crowdfunding campaigns successful. Why the, “If something is scary then you need to do it,” advice hurt more than helped. Why he’s still glad he put the book up to be funded and how it benefits him today. How the challenge to get to launch day is terrifies and excites Matthew. How it has helped him build a “Challenge is learning” mindset. And more… Download Matthew’s tips in this episode’s 1-Page Quick Action Sheet.

03 Aug 07:12

FtL 30: You Have To Be Prepared For Things To Go Wrong

In this episode I get to speak with Amber Wright. Amber is a communication expert, public speaking coach, and award-winning adjunct professor in Communication Studies. That’s the short list of her professional credentials. She knows a bit about the art of communication and public speaking. Yet she makes mistakes too. She opens up and shares a couple of stories where she struggled with things we can relate with. Here’s what Amber and I discuss: How technology almost ruined a relationship with someone she highly respected in her industry. How she fixed it and was able to pull it off. How she continued to make mistakes with that person and can laugh about it today. Why she said you need to slow down and build contingency plans. What she learned from her worst public speaking events. The challenge she faced when speaking to a group of teenagers. What happens when you make a mistake trying to understand your audience. Why it’s important to develop strong communication skills. Why public speaking doesn’t alway mean speaking in front of a group, and why public speaking is valuable to understand and learn. Why it’s important to survey your audience. Why you need to know your material. What happens when you rely on technology. The clothes dryer metaphor that made me laugh. The struggle she is facing while scaling her business. What she means by the term, “People enthusiast.” What she means when she says to, “Reveal your humanity to people.” Why she said your body is naturally afraid of public speaking because you lack the tools to reduce that anxiety.   Enjoy the show: You Have To Be Prepared For Things To Go Wrong with Amber Wright

03 Aug 07:12

FtL 31: How Keenan Learned What's Not Taught, Through Trial And Error

Keenan went through a lot before he found success as A Sales Guy. He’s a great example of persistence in light of disasters after disaster. He had one collapse after another, falling like dominoes in a line. Each attempt was great. They were brilliant ideas. They just didn’t take root, despite the amount of work and effort put into them. Keenan share his stories in today’s show. He talks about what happened and how he’s glad he went through each of these flops. As he told me, he has no regrets. Here’s what Keenan and I discuss: How he came up with his first product that he sold via infomercials. Why he didn’t understand the industry he was selling this product to. Why he received a cease and desist letter from Anthony Robbins. How the product sold like crazy, and had refund requests almost just as fast. How he started his first “dot com” business, CreateBuzz, in 2003. It was a social network and content aggregator wrapped together. Despite the success in some areas, he couldn’t get it to grow as intended. How some communities were more social and quicker to grow than others. Why he still loves the idea of CreateBuzz and wishes he could keep it going. Why you need to do a little research before running headfirst into a business idea. How he started asalesguy.com to build his resume, and how it accidentally turned into his big success. Why he’s building another software product, this time to solve his problems. Why he still struggles with procrastination and spontaneity. How he came up with the idea for Not Taught. Enjoy the show: How Keenan Learned What's Not Taught, Through Trial And Error

03 Aug 07:12

FtL 32: Lame Hiring Process Caused Regret And Slowed Growth At Copy Hackers, And What They Did To Fix It

As your business grows you have to make many decisions around hiring employees. Bringing on employees brings on an entirely new set of challenges, and highlights challenge areas in your business you never realized you had. Joanna Wiebe, founder of Copy Hackers, shares the struggles and challenges she endured with her hiring process. The struggle to hire the someone who won’t sleep on the job, to the challenges of training and building a cohesive team. Joanna is a joy to talk with and this is a conversation you want to listen to, even if you never plan to hire an employee. Here’s what Joanna and I discuss: How she put off hiring anyone after being burned by her first hires. Writing a blog is a lot more work than most people think. How her first hire fell asleep on the job, literally. The emotional struggle she faced when firing him, and how it took a long time to recover. How she tried to live with only virtual assistants and the constraints that placed on her. Why she should’ve hired someone immediately and what stopped her from making that decision. Why she thought just doing it herself was the right thing, even though is could be deadly. Why she said she’d be much further ahead if she would’ve hired sooner. The challenges faced when training new people. The problem Joanna faced with virtual employees. Why she needed people to be in the same room with her. Why saying, “Forget it! I’ll just do it myself,” is a garbage attitude to hold. What shows inexperience when hiring and training people. How not bringing on people kept her from producing as much as they wanted. Why Copy Hackers is based on courses and not taking on client work. Why email is important for selling courses. The challenge to keep your list engaged between product launches, and what she’s done to fix it. Why it’s important to have evergreen products. The 3 questions every growing business owners needs to step back and ask about their business, before things go bad. How to put systems in place, even when it’s hard. Why she said her team is amazing, despite her challenges training them. How Joanna screens and brings on new people now, and how it has changed the way they operate. Why product promotion is often more important than product creation. How she’s gone from hiring on “gut instinct” to building a process that filters better candidates. How she’s more aware of her flaws when hiring. How Airstory will change the way you write. Enjoy the show: FtL 32: Lame Hiring Process Caused Regret And Slowed Growth At Copy Hackers, And What They Did To Fix It

03 Aug 07:12

FtL 33: How A Professional Drummer Beat Business Odds By Playing To His Market’s Rhythm - Nate Smith

What's working in your business? What's not? Are you relying on a technique or strategy that may be obsolete after Google makes another change? Or will it stand the test of time? These are some things that Nate Smith, from 8020MarketingGuy.com, had to ask himself as he abandoned business attempt after business attempt. Until he found something that worked. It works well now and he keeps on top to make sure it will work far into the future. As a professional musician, Nate had to make choices he didn't like. He looked for ways to build a business around music. And that's when things finally started to look up. Here’s what Nate and I discuss in this show: Why Nate said he's an entrepreneur who leverages his musical skills to build a business. What Nate learned building the8020Drummer.com. The struggles facing a professional musician in New York and the difference between musicians who make money and those who go the creative route. The business ideas he started, and quickly dropped. How he sat on his idea for 2.5 years before he had the courage to take the leap. How Nate "dry-tested" his idea for 80/20 Drummer with a fake sales page and cheap Facebook ads. Why it took him 16 months before he made his first $1000 after launching his drumming site. How he attempted to scale his ads with a slim profit margin, and what he did to become profitable in the process. What his mentor said that gave him the idea to leverage his first product, and how you can use that advice yourself. How his tentative attitude saved him. How Nate found a perfect product to market fit and how it was the difference that made the difference. How he deals with the limits he faces in the drumming market Why Nate said you should, "Bias yourself toward staying in the game longer than your instincts tell you to." How he's dealing with his personal mindset issues about selling things to his audience. The moments he says, "Stay with it and try one more thing." How he views his responsibility to his clients and the value he provides. Enjoy the show: How A Professional Drummer Beat Business Odds By Playing To His Market's Rhythm

03 Aug 07:12

FtL 34: David Marquet Shares Surprising Leadership Secrets: Create Instant Results While Establishing A Long-Term Legacy

Captain David Marquet is the author of Turn The Ship Around. The book documents his time leading the nuclear submarine, the USS Santa Fe. From among all the books I’ve read on leadership, Turn The Ship Around is one I remember and consistently think about when working with my team. The prescription he outlines is a very simple model empowering everyone to produce the best possible outcome. I decided to pick David's brain about the struggles he faced and how he came about the strategies listed in his book. Here’s what David and I discuss: How the top down, leader-follower model is not the most efficient way to run a team. Why we’re wired to create a leader-follower hierarchy. What happened when David took control of the Santa Fe, a submarine he wasn’t trained to run, didn’t know all the details about, and a ship with the worst performance in the US Navy’s fleet. Why he originally walked in with the mindset that he needs to give all the orders and know all the answers… but he didn’t. Why waiting for orders is a psychologically safe place for your team, and how to change that. What happened when David gave an incorrect order that the officer repeated back to do. And why the officer later told him he, “Knew the order couldn’t be done. But you told me to do it so I ordered it anyway. I thought you knew something I didn’t.” How giving orders prevents people from speaking up…even when you say you want people to speak up. The idea of a leader is to create an environment where your people can be at their best. Why we associate thinking as not working, and how that is wrong. How to give your team “control, competence, and clarity.” And how it will make your life easier. How David’s book gives you the tools you need so your team can feel like they've achieved what Daniel Pink says truly drives people: Mastery, autonomy, and purpose. How to use language that can start changing behaviors today. Why David said, “You can only control yourself. I can only control my own language but by controlling my language I can influence other people and I invite people to a better place. As opposed to controlling and manipulating other people.” How to invite people higher on the ladder of leadership. How to use language that empowers others to create ownership in their work. How David used the words, “I intend to…” And how it started the transformation aboard the Santa Fe. How to start asking more questions… And how it will enable your team to become more proactive. Why it’s important to think out loud. Why it’s important for your team to be comfortable with ambiguity and probabilistic thinking. The difference is between binary thinking and probabilistic thinking… And why it’s important to s

03 Aug 07:12

FtL 35: How Failing At Sales Taught Ian Brodie How To Sell More Effectively

In this episode I speak with Ian Brodie about his failures as a salesperson. He started off as a business consultant and was great at helping his clients with their strategies and making changes. But to progress in his company he had to sell. And that’s where the problems started. He didn’t like being a salesperson and everything with his clients changed. He was almost fired. Fortunately, he accidentally discovered a way to get in front of prospects that repeatedly worked. And that’s what we talk about. What Ian and I discuss in this show: Ian’s successful background in consulting. Why he couldn’t “be” a salesperson. What happened when his clients stopped taking his calls. Why he feared what people thought about him and how it stopped him from making calls. How people think about salespeople, how he thinks about salespeople, and how that label made him feel less credible. Why Ian didn’t want to be seen as someone out to just take people’s money (because he wasn’t). How his fears almost got him fired. How he used research material from his company to start making sales. How he was able to provide value before asking for a sale, and started getting phone calls returned, and how you can do this too. Why he wasn’t able to be like the other sales people. How he used case studies to open doors to appointments and close more sales. How Ian discovered what areas he was good at, how he learned to focus on those, and how he refined it to work best. How you can structure your client meetings to go from providing value to transitioning into the sale. What Ian did to get clients to relax for his sales calls. How the same principles Ian used in face-to-face sales can be applied in online sales… but you don’t have to talk with people one-on-one (if you don’t want). Why Ian asks, “How do you scale without building a large team?” And how he’s working on that for himself, and you. Why he wished he started his own business earlier. Why he couldn’t start his own business until he knew others who did.   Enjoy the show: FtL 35: How Failing At Sales Taught Ian Brodie How To Sell More Effectively

03 Aug 07:12

FtL 36: Why It's Okay To Turn Away Business With Dan Crask

I talk with Dan Crask, from Brand Shepherd today. When Dan started up their business they took on a client who they should’ve said, “No!” They were new in business. They wanted to build something amazing for this company because the company had potential influence for referrals. So they took the job. And it lost money, time, and energy. Dan and I talk about this struggle and how a company should approach branding, among other things. Here’s what Dan and I discuss in this episode: Why Dan now prefers working with tangible product producers. How they bootstrapped their business and built on their successes. How being a “generalist” kept him from progressing in ways he wanted. How he made his mistakes with the country club and worked to impress their board of directors. How he recovered from this setback. Why he said he should’ve declined the project when he first met with the client. How to do your homework before taking on a project. How he was able to still get referral business despite the crash and burn. How Dan pivoted Brand Shepherd from this experience, and why that’s important to you and your business. Why Dan believes his reputation is critical. Why you want to have physical objects to leave with clients to remain top-of-mind. How presidential election years have effected their business. How they found the sweet spot in their market, and how you can do the same. How major brands are always making small changes to keep their products fresh, and new looking, to the market. What branding means to Dan (hint, it’s not just your logo and it involves making sales). Why your story is crucial. How to structure your story to appeal to your ideal clients. Why he said James Hatfield, from Metallica, is a legend of our time. Enjoy the show: FtL 36: Why It's Okay To Turn Away Business With Dan Crask

03 Aug 07:12

FtL 37: Want To Grow Your Service Business? Document Your Procedures Now with Carey Green

Starting a service business wasn’t the first thing on Carey Green’s mind. He had been a pastor for the last 20 years but he felt a calling towards a different path. Carey left his church and wondered what he was going to do. He pursued ideas that went nowhere fast. He was editing a friend’s podcast and his friend said, “Why don’t you turn this into a business?” And he did. In 2013 he started Podcast FastTrack and has nurtured it into a profitable service business. But, shortly after starting he had his doubts. And that’s what we talk about in today’s show. Here’s what Carey and I discuss: How his friend convinced him to start a podcast editing business. How his quick growth led to simple mistakes, and how you can avoid these mistakes. What happened when he received an email from an unhappy client. How that took a toll on Carey and made him doubt he was doing the right thing. What happened when Carey began doubting he could make it as an entrepreneur. Why you need to have procedures and systems in place for everything. How checklists are always better than what’s in your head. Why Carey said, “It was all on my shoulders, as it is for all solopreneurs, and you think you’re doing well until somebody on the receiving end tells you you’re not.” How his virtual team communicates and keeps all their procedures in place. What tools they use to document all their systems. How Carey titles procedure documents to make it easy of everyone on the team to quickly find what they’re looking for. How his background as a pastor relates to running a business. And why he didn’t see that relationship immediately. How he views the exchange of money for value, and why you want to provide more value than the money exchanged. How he couldn’t find a job that would allow him to keep his home, and how that drove him to succeed. Why it’s important to have a supporting spouse at home. How his wife supported him when he was faced with doubt. Why Carey believes, "It’s much easier to keep a good client, and add much more value that they’re willing to give you money for, than it is to go out and find a new client. Why he still struggles to work in the business while growing the business. The process he set up to find the best employees and/or contractors. How you can get a prospective employees to self-eliminate and discover if there’s synergy between you. Why he’s glad he started his business, despite the constant advice from others to find a job instead. Enjoy the show: FtL 37: Want To Grow Your Service Business? Document Your Procedures Now with Carey Green

03 Aug 07:12

FtL 38: Matt McWilliams Shares The Best Business Advice He's Received

Matt McWilliams is the biggest name behind many of the biggest names marketing online today. Matt’s business runs affiliate programs for people like Jeff Goins, Michael Hyatt, Brian Tracy International, Lewis Howes, copywriter Ray Edwards, among others. While paving the path to success Matt had many struggles. He was fired from almost every job he’s had. He help start a company that went from 0 to over 50 employees, and was then fired. He ran for political office (that’s a failure whether you win or not). About 10 years ago he started working online. And in that time he’s become one of the, if not THE, best at what he does. And I had a fun time talking with Matt about when he’s failed and what he learned. Here’s what Matt and I discuss: How Matt started working online in 2004, while sleeping on his mom’s couch. What happened when his first consulting client asked Matt to start their affiliate program. The best advice Matt received when starting his consulting career… If you do any client work, you want to hear this! Why he feared asking for larger fees when he started. A fee that was more in line to the real value to his client. How he decides to increase his consulting fees, and why you should too. Why he still wrestles with, “Am I worth it?” Why you have to remind yourself each day that the change you can give someone is worth 100x what you charge. How the negative voice doubting Matt’s ability keeps him motivated and “in check” for his clients. How Matt deals with those doubts. (You can use this strategy too) Why Matt said he fails every time he moves out of his wheelhouse, and how he uses that as a reminder to keep focused on where he’s the best. Why he created a list of what his business will do and won’t do, and the difference that’s made to attracting his ideal clients. How he came up with the eight criteria for his ideal clients, and why he won’t work with anyone who doesn’t meet all eight. Why you shouldn’t fear losing any one client. Why the belief of a “steady paycheck and safe job” is a myth. How Matt struggles with scaling while not increasing costs and losing his business’ identity in the process. Matt’s definition of culture, and why it’s important to your business. Why it’s important for you, as the leader, to say, “I trust you,” to your team.   Enjoy the show: FtL 38: Matt McWilliams Shares The Best Business Advice He's Received

03 Aug 07:11

FtL 39: Why Most Business Ideas Fail, And What You Can Do About It

I’m doing things a little different in this episode. Instead of the typical interview, I’m taking control. I’m not sharing my failures (I don’t know where to start). Instead I’m addressing the reasons why most business ideas die and never find life. And what you need to do to give your ideas a fighting chance. Here’s what I talk about in this episode: How commitment, and lack of commitment, drives both success and failure. Why you want to realize sunk cost quickly. And then forget about it. Why you don’t want to think of your business ideas as your “baby.” How your ideas keep you spread too thin. How we have too many choices is killing your progress. How business is like nature and natural selection is at play. Why you need many ideas to survive. How to find success by acting fast. Why diversity and evolution are the process behind every business idea’s success. How to put this all together so you can succeed. Enjoy the show:   Why Most Business Ideas Fail, And What You Can Do About It

03 Aug 07:11

FtL 40: Misunderstanding Willpower

Willpower is misunderstood. It’s not something outside you. It’s not something you need to summon. It’s not something that fails you. Willpower is under your control. And you have more than you realize. That’s what I talk about in this episode of the Fail To Learn podcast. Here’s what I share: What is willpower? The 4 categories of willpower. Why you don’t have a limited amount of willpower, despite what many people think. How too many choices today depletes your ability to focus on the test at hand. How you can strengthen your willpower, like a muscle, but it doesn’t involve heavy lifting. The types of tasks you can do each day to strengthen your willpower. How to use 30 day challenges most effectively. How to unblock the flow of willpower in your life. Enjoy the show: Misunderstanding Willpower Mentioned In This Show: FailToLearn interview with Jason Leister Willpower by Roay F Baumeister The Paradox of Choice by Barry Schwartz Barry Schwartz Ted Presentation on the paradox of choice Matt Cutts Ted presentation to try something new for 30 days 100 30 Day Challenge Ideas To Turn Your Life Around Lead Goals vs Lag Goals Reinforcing Behaviors with Operant Conditioning  

03 Aug 07:11

FtL 41: Personal Training Business Setback Leads To Technology Breakthrough with David Pitts

If you’re a personal trainer, coach, consultant, manager of a team, how do you keep in contact with your clients or employees? How can you make it personal and keep them accountable? That’s the question David Pitts faced in his personal training business. As his business grew he lost his ability to manually deliver personal messages on a larger scale. And that was the catalyst for his business, Off Day Trainer Here’s what guest and I discuss: How David started his personal training business 15 years ago. Why it was easy for him to deliver value during the client session but hard to keep them on track when he wasn’t there. What he did manually to keep them on track. How he was able to keep in contact with clients after the training session. Why he wanted to keep in contact after the training session, and how it increased client renewals. Why text messages is the fastest way to connect with clients. Why he felt relief when clients would cancel their sessions. He had to figure out how to provide the best experience for his clients, and himself, so he didn’t want to quit. What happened when he started his own gym, and how quickly it didn’t go as expected. Why it’s important to identify the pain points in your initial questions when signing up you clients. How to automate the process of identifying these pain points. Why it’s hard to find someone who has unread text messages.   Enjoy the show: Personal Training Business Setback Leads To Technology Breakthrough with David Pitts

03 Aug 07:11

FtL 42: Cheap Pricing Disaster Shows You How To Raise Your Prices, And Keep Clients

Joe Kashurba, from Agency Accelerator, manages 6 figure marketing budgets for some of the largest companies in their industry. Yet, it wasn’t always easy for him. He started off as a web designer. That’s where he made his money. As he watched the rise of Squarespace, and other website building providers (aka websites for dummies), he decided to build a competitor. Joe spent over a year of his time and money building and trying to sell this to local businesses. It was a disaster. But he learned a lot, and you will too. Because that’s what we talk about in today’s show. Here’s what Joe and I discuss: Why Joe thought creating the website builder was a good idea. How he divided it up for unique niches. Why he couldn’t give it away, even after building the sites for customers. How his niching strategy was a poor plan, and what he would do different today. Why he didn’t make the decision to quit when first realized it wasn’t working. How he targeted the wrong type of customer who didn’t value what he was providing, and what you can learn from this. The mistake he made building a product based on his perspective versus the experience of the customer. Why he kept focusing on making it inexpensive, instead of building the value. Why he resisted learning marketing and selling, and how everything changed once he understood the fundamentals. How he takes what he’s learned and now helps businesses scale and grow their businesses online. The challenges Joe faces while growing his agency. How he deals with the client’s expectations to personally work with him when his team does much of the work. Why he said the people who succeed are those who face their challenges and keep going. Enjoy the show: FtL 42: Cheap Pricing Disaster Shows You How To Raise Your Prices, And Keep Clients  

03 Aug 07:11

FtL 43: From Dream Job, To A Hospital Bed, To A Business On His Own Terms

I speak with Max! Rouzier from That Man Max! I wanted to call this episode, “What’s your excuse?” But Max said you shouldn’t listen to this and think he has it harder so you shouldn’t complain. But listen, relate to him, and learn. Max has gone from landing his dream job to working himself to a hospital bed, lucky to be alive. He now works his business on his terms. Something he didn’t think was possible a couple years ago. You’re going to enjoy this episode. Here’s what Max and I discuss: How Max landed his dream job at Google, and then realized it may be a dream for others but not for him. Why he put such an emphasis on getting the job that he didn’t appreciate the process, and what that mean for you. How he started producing viral content and YouTube videos. Why shipping a video once per week was the fastest way for him to develop his skills, and how you can do it too. How he discovered his secret to promoting his videos and how it made all the difference in their growth. How Max, and his partner, were able to write, record, edit, and produce a video each week that was worth watching. How he consistently put out content despite ending up in the hospital several times. The challenges he struggles with due to sickle cell anemia. How he runs at 100% but his body doesn’t always keep up. How he gets more work done today while working fewer hours than in the past. Why he didn’t accept the sickly cell anemia and kept pushing himself beyond his capabilities, and how it almost killed him. How he emails his list daily. Why it’s important to share what’s going on with your emails and how to use it to help your prospects, and yourself. How he is able to work his system. How you can make the change and work your own systems. Enjoy the show: From Dream Job, To A Hospital Bed, To A Business On His Own Terms with Max Rouzier

03 Aug 07:11

FtL 44: The 2 Communication Mistakes You’re Making At Work, And How To Fix Them

George Bernard Shaw sums it up best with this quote: The single biggest problem in communication is the illusion that it has taken place. - George Bernard Shaw We spend a big chunk of our life talking with other people but are we really communicating? This is a critical idea to consider. Even more so when you’re attempting to sell or influence others to do something. In this episode I share the two biggest communication and influence mistakes I run into on a regular basis. And how you can fix them. Here’s what I share: Why these two mistakes are the 80/20 of influence. But they’re the 20% that can destroy the working 80%. How multitasking overwhelms your ability to listen. This is not what you think about multitasking. Why we stop listening and how to catch yourself to listen better. How you can hear some of my listening mistakes in past podcast episodes. How talking about yourself triggers the pleasure center in your brain, and how that can reduce your income by 25%. Why you shouldn’t say, “I understand,” and what to say instead to build more rapport. The type of questions you want to ask to communicate more effectively. How your behavior restricts your ability to build rapport, and what you can do fix it. How to listen to someone with all your senses, not just your ears. How mirroring someone amplifies the rapport building process. How we display we’re different, and how to fix it so people feel as though you are like them. Why you want to become flexible in your behavior. How to notice the habitual behaviors of people so you can quickly create a bond with them. Why you don’t need to make drastic changes to drastically improve your ability to communicate and sell more. Enjoy the show: The 2 Communication Mistakes You’re Making At Work, And How To Fix Them Resources For This Episode: Listen for linguistic presuppositions Asking questions to build rapport How to quickly create metaphors to communicate an idea Mirroring to gain rapport Asking effective questions  

03 Aug 07:11

FtL 45: The Challenges Don’t Go Away, They Just Get Different with Anthony Lee

At an early age, Anthony Lee was told he wouldn’t make anything of himself. He grew up in a poor family and was taught a poor kid from lower-middle class Alabama couldn’t rise up. Unlike most, he found a way to lift himself out. He worked hard, struggled, and built a business, selling his products through Amazon. In this episode of FailToLearn we talk about Anthony’s struggles and how they helped him get where he is today. What Anthony and I discuss: How Anthony was looking for a way to make money and get more from life. How he started trading commodities, and why it didn’t work for him. Why he wanted to use his trading skills to get a job at a big firm. How he practiced and made imaginary trades to test his skills. What he went through to open his first brokerage account. How quickly he lost his entire savings trading, and what happened after. Why he wouldn’t trade that experience for anything. Why he doesn’t compare trading in the market to gambling, even after losing everything. How Anthony view networking, and why it’s important to you. Why he changed his idea of success and was ready to settle for a job, until he came across copywriting. Why Anthony finds copywriting a critical skill. How he started importing products from China to sell on Amazon. How much credit card debt he piled up to start his import business, and his wife’s reaction when she found out. What he did when he realized how easy it is to sell on Amazon. How he got started selling on Amazon, and what he would do different today, if he was starting today. Why he said anyone with a physical store should be selling on Amazon. How Anthony is working to scale and sell his products in physical stores. How the fear of failure doesn’t go away. How he realized he could repeat his system. Why people who are entrepreneurial will always be entrepreneurial. Enjoy the show: The Challenges Don’t Go Away, They Just Get Different with Anthony Lee

03 Aug 07:11

FtL 46: You Discover Your True Friends On The Way Down

Steve Rodgers is the founder of The Alchemy Advisors and author of Lead to Gold: Transition to transformation. Not long ago, Steve was flying high as the CEO of Berkshire Hathaway’s southern California real estate company. He was leading over 5000 sales people at 110 different offices. It was his dream job. However, he took control when the real estate market was at its worst. And he had to start cutting everything back. He had to layoff friends. He had to close offices. And then he was laid off. Steve took this blow hard. It knocked the wind out of him. Yet he was able to bounce back and start The Alchemy Advisors and pursue his calling. This rollercoaster ride is where Steve and I start our discussion in today’s show. What you’ll enjoy in this episode: How Steve chose to focus The Alchemy Advisors on productivity, profit, and purpose. Why Birkshire wasn’t behind him, in the way Steve expected, when the going got tough, and told him to start closing offices. How he stuck to his ideals and tried to grow the business, despite being told to cut everything back. Why he said, “When you’re the coach of the team, and the team is not winning, a lot of times they replace the coach. Sometimes that needs to happen.” Why he moved out of his parents home when he was 17, and what that means to Steve today. Before Steve took over as CEO, he could see the “writing on the wall” that led to his termination. What a little voice in Steve’s head said to him when he sat in the CEO chair for the first time. How he thinks being fired was actually a push, forcing him to pursue his dream. The emotional challenge you face when firing the people you call friends. Why his wife took the firing worse than he did. How he discovered his true friends after being fired. How he went from being attached to his position and title to, what I called, “Happy Steve.” How he finds gratitude, and maintains a positive outlook, throughout all the struggles he’s faced… and will face. Why he feels like he’s finally found his purpose. Enjoy the show: You Discover Your True Friends On The Way Down

03 Aug 07:11

FtL 47: Employee Relationships And The Challenges They Cause with Jessica Rhodes

Jessica Rhodes runs Interview Connections, a company that helps match podcasts with guest experts. Her business is booming. And she’s running it with a team of virtual employees. Everything was running smooth. And then Jessica had to take time off for the birth of her second child. Jessica kept giving her assistant more control in the business. When Jessica came back and began reclaiming control, things turned bad. And it didn’t end well between them. Here’s what Jessica and I discuss: The big challenge we face with employee/boss relationships. What happens when you give someone too much control while you’re away, and what happens when you try to get it back. Why financial incentives don’t alway work to motivate someone. How tension grew between Jessica and her employee, and conversations that used to flow smoothly were now strained. How the feeling of distrust grew and ruined their relationship. What Jessica could’ve done that might have changed the outcome. How she fell into the trap of giving up control. The key Jessica discovered to make sure this doesn’t happen again. Why Jessica isn’t ready to let go of the control of her business and be an ’absentee CEO." Our discussion about the “business as a baby” metaphor. Why it’s good and bad. What she’s doing now to make sure her business grows and supports her lifestyle. The one thing you need to know about virtual assistants before hiring one. Enjoy the show: Employee Relationships And The Challenges They Cause

03 Aug 07:11

FtL 48: Your Most Important Negotiations Will Be With The People Closest To You with Kwame Christian

Kwame Christian discovered his passion for negotiation by accident. During law school he took a class on negotiation that sparked a fire inside of him. He’s a practicing business attorney and recently launched the American Negotiation Institute to help you get better deals and advance your career. I loved talking with Kwame about negotiation. This wasn’t a typical failure story because I went off track with my questions. Instead of a story you get some wonderful negotiation tips. Here’s what Kwame and I discuss: How Kwame realized he could make a business out of what actually interests him. How he built his client base doing free negotiation seminars. The 3 ways you can use negotiations. And it’s more than simply getting a better deal. How Kwame’s happiness played into his decision to launch this business, and begin transitioning his legal practice. The most difficult negotiations you’ll face. Demystifying the planning process for any negotiation. Kwame’s struggle to balance two startup businesses. How he struggles with patience while building his audience. How Kwame found successful connections through LinkedIn. The difference between conflict and combat, and why that’s important to your sales and negotiations. How long should you prepare before you negotiate with someone? Why negotiations are won, and lost, in the preparation. Why you shouldn’t look at negotiation as a single event and more like a long-term process. The biggest challenge you face when negotiating. Kwame’s 70–30 rule for negotiating. Why he said he has a problem with selling. How he thinks being a lawyer has hampered his ability to market himself. How grit has played into his success. If you’re in a business partnership, why you need to understand the communication challenges facing you. And how they’re more complicated than a marriage. Enjoy the show: Your Most Important Negotiations Will Be With The People Closest To You

03 Aug 07:11

FtL 49: How Do You Decide To Close Your Business?

Jim Palmer, author of Decide, had a couple of successful businesses already running when he decided to partner with a friend for another. This idea, while great at the time, turned out to be an expensive learning experience for them. Fortunately, the partners had worked out the details beforehand. They planned for what would happen if everything worked well, or if it failed. And it failed. Are they still friends today? You’ll have to listen to find out. Here’s what Jim and I discuss: How Jim and his friend came up with the idea for their business. The smart things they did before taking the first step. How they spent a year building the necessary systems to give their distribution partners a turnkey system. How these turnkey systems can fail, when not implemented properly. What happens when two friends, with a lot of business experience, realize they’ve lost over $30,000 and months of their time on a losing business idea. The one defining key that makes every business work. Why Jim doesn’t regret the loss. How they choose their distribution partners, and how those partners still failed. How people in business assume that the business will take care of itself, and what really needs to be done. The most important piece to any partnership. What caused Jim and his partner to ‘mentally check out’ long before they closed the business’ doors. Why you need to ‘cut the rope,’ and what it means to your success. The key to failing fast. How you can use a newsletter as a ‘silent salesman’ to deliver consistent and reliable sales. What Jim has found to be a critical factor among those who are the most successful in any field. How you can improve your ability to make decisions. Why wrong decisions aren’t bad, or detrimental to your success. How he structures his week, so he can work from anywhere in the world. Enjoy the show: How Do You Decide To Close Your Business?

03 Aug 07:11

FtL 50: Routine Is A Sign Of Success

Kevin Donlin has been involved with copywriting and marketing since the early 1990s. His experience is vast. Yet that didn't keep him from his mistakes along the way. Kevin shares some of these errors in this episode. Fortunately, each mistake was a stair step to elevating his business. Here’s what Kevin and I discuss: How Kevin started as a resume writer. How small classified ads attracted his first clients. Why looking at other people in your industry will screw you up when you make decisions on what to charge and how to run your business. Why people who pay more are better clients. How Kevin's hobby helping business owners turned into his copywriting and consulting business. How the 'sure thing' will always trip you up. Kevin's story about the importance of testing small before making a large commitment. Why a recurring revenue model changed his business. Why he said he has to get smarter each month to keep his coaching clients. What Kevin means when he said, "Routine is a sign of success." The neuroscience study that keeps him sending a physical package to his clients instead of an online coaching business. Why it's important to get hands on in your business every now and then. How he still struggles with accountability as an entrepreneur. How he took direct response marketing principles and applied them to resume writing. Why giving refunds will get you more sales, and more cash to keep in the long run. Enjoy the show: Routine Is A Sign Of Success

03 Aug 07:11

FtL 51: Everybody Wants To Rule The World

Jennifer Briney is host of the super fascinating Congressional Dish podcast. On it she breaks down congressional bills and gives you the dirty laundry hidden deep inside. It's not pretty. Before she found her success, she was floating through unsuccessful sales positions and jobs with zero responsibility. And that's the story she tells us in this episode. I couldn't help myself so Jennifer and I also discuss the presidential election, politics, and misleading news outlets. It's an educational and entertaining conversation. Here’s what Jennifer and I discuss: How she took a job as a salesperson just so she could get health insurance after college. She became a successful leasing agent for her apartment complex. How everything went downhill when she was promoted. Why she knew she could sell what she believed in. How she transitioned into another sales position and failed. What she thought about the product she was trying to sell. It's an odd one. How she want 9 months without selling one of these products. What she would've done differently, if she had to do it all over again. How she thought she was a gifted salesperson until she went through this experience. The critical lessons she learned from this selling disaster. Why she called many of her "no responsibility" jobs "just for cashies." How she started her political podcast, The Congressional Dish. What motivates her to keep reading these congressional bills, and why she feels compelled to keep at it. What she distrusts about our mainstream media outlets. What drives media coverage today, and how it changes the way we believe what's going on (and this isn't conspiracy theory or right or left-wing arguments). How congress stuffs bills with horrible laws that can't be taken out, and why you never hear about it. Wh she wishes traditional journalists would pick up and steal her stories. What influences the TV news channels coverage choices and how it effects you. How native advertising is ruining journalism. Why she turns down ads on her podcast. How she struggles when stating her opinions on the show. But she always disclosures her opinion if she shares. Why this election helped shed a light on the corruption in both major parties. How the Republicans and Democrats control the elections and won't let outside candidates on stage for debates. How our power as citizens is in congress, not the president. And why you need to vote for house and senate candidates. Enjoy the show: Everybody Wants To Rule The World

03 Aug 07:11

FtL 52: How A Tax Coach's Business Succeeded Despite The Odds

In this episode I talk with Diane Gardner from TaxCoach4You.com. That's right taxes. A subject very few people are eager to discuss. But Diane loves it because she takes a slightly different approach. Diane is a Certified Tax Coach and a large portion of her business is coaching entrepreneurs to help them pay the least amount of tax that's legally required. Sounds nice. She's saved her clients over a million dollars in taxes over the past few years. She knows her stuff. Of course, we start the interview with her big mistake and the struggle she faced. You can listen to find out what it was. Here’s what else Diane and I discuss: Diane answers the question, "What exactly is a tax coach and proactive tax planning?" How she's saved her clients over $1 million with tax planning, nut just filing the taxes but actively planning. Why she bought her business' building in 2007, at the top of the real estate market. How she lost half her clients, because they went out of business, from 2007 to 2010. How she struggled to grow her business (because she didn't understand marketing) and the catalyst that turned everything around. What took her down the path to become a tax coach, and add it to her 'traditional' accounting business. Why she loves helping entrepreneurs and businesses. How she financed her marketing with 'loans' from her credit cards and the anxiety that caused. What happened when she realized they didn't teach you how to run a business when she learned to do accounting. What she does to help successful business owners save thousands of dollars in taxes each year. Why most people don't think there is any way to plan ahead and actually lower their taxes. How her employees attempted to revolt because of her business changes. What she did to keep her business going the way she wanted and deal with the dissenting employees. How the employees almost tore apart her business. Why she feels like she turned the Titanic mourned and kept it afloat. The fears she faces with her employee issues. Enjoy the show: How A Tax Coach's Business Succeeded Despite The Odds

03 Aug 07:11