Exit Coach Radio

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Mike Goodfriend - Make a Difference in Leadership

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Click here to read this episode's transcript. 

 

Mike Goodfriend, President of Goodfriend & Associates, is a teamwork engineer, leadership coach, and a meeting facilitator. Mike has always considered himself a student of strategy, teamwork, and leadership. He now trains teams to leverage these skills in order to mine and uncover business opportunities. Mike and his team bring some fun competition into their methodology in order to foster growth within organizations. 

 

In his interview, Mike describes the ways in which he helps teams become more cohesive and seize new business opportunities. Mike explains the unique team development workshops he hosts, which he calls “Teamwork Sharks.” He discusses how this helps people discover new ways of identifying and presenting business opportunities. He also shares the importance of detailed data analytics. An effective company will have strong values from the top down, so be sure to tune into Mike’s tips on how you can refine your leadership team.

 

1-Minute Sections:
  • 3:00-4:07: Using data analytics effectively can be a game changer, like in Major League Baseball.
  • 9:23-10:28: Introducing Teamwork Sharks Leadership Development courses as a way to teach effective business plan presentation and encourage strategic thinking within leaders.
  • 11:42-12:32: An overview of Mike’s strategies for leadership coaching.

 

Tony Martignetti - Which Mountain Are You Climbing and Why?

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Tony Martignetti is a leadership coach, entrepreneur, idea generator, and people connector. He brings together practical experience, formal training, and extreme curiosity, to elevate leaders and equip them with the tools to navigate through change and unlock their true potential.

He loves guiding people to find clarity in their lives, so they are energized, fully present, and unstoppable. When leaders unlock their potential and lead from a place of inspired purpose, they impact and inspire everyone around them. He has dedicated himself to helping people live an inspired life.

Before becoming a coach, He was a finance and strategy professional with experience working with some of the world's leading life sciences companies. Along his journey, he also managed small businesses and ran a financial consulting company.

Tony is the host of The Virtual Campfire podcast and is currently writing his first book, "Climbing the Right Mountain: Navigating the Journey to An Inspired Life."

Chris Dedeyan - Transition Steps

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Christopher is a peak performance expert and professional speaker, who has devoted his life to helping high-achievers manage stress, increase productivity and have more energy.

Here are several questions/topics Christopher answers and addresses in this interview:
1. How have you been able to transition from a real estate career to professional speaking and coaching successfully?
2. How have you been able to overcome your Learning disability (education system)?
3. How to hit your personal peak performance levels.
4. How to manage stress, increase productivity and have more energy.
5. Common mistakes people make when trying to transform their life.

https://www.christopherdedeyan.com/en/coaching/

Todd Palmer - Is COVID Happening TO You or FOR You?

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Todd is CEO of Extraordinary Advisors. He helps his clients ditch their comfort zone, dive into their “failures,” and re-frame their mindset to be more authentic, transparent, and vulnerable to affect real change along the path to success.

In this interview, we discuss Todd's path to success and his new book From "Suck to Success: A Guide to Extraordinary Entrepreneurship"

 

Michelle Seiler Tucker - Exit Rich

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Michelle Seiler Tucker is the Founder and CEO of Seiler Tucker Incorporated and is going to talk about hot to build a sustainable, scalable, and sellable business utilizing her proven techniques outlined in her newest book Exit Rich®.

Some of the questions she answers in this interview:

  • What are some of the biggest mistakes you see business owners make?
  • Why is it important to plan your exit strategy from day one using the ST GPS Exit Model?
  • The big thing that you talk about is the ST 6 P Method to sell your business for huge profits. Can you tell us what the 6 P’s are and why they are so important?

    Michelle has written a great upcoming book, Exit Rich. You can find more information on the book and receive additional benefits from purchasing the book on exitrichbook.com

Kevin Weir - If it is Hard to Turn The Key, You Will Not Get Top Dollar

Kevin Weir, Action Coach, discusses a common problem of many small businesses - lack of processes and systems that make it hard to transition the business.

Transcript: 

Kevin: When you're trying to sell a business, it's a lot harder to sell a business if it isn't a turn-key operation. If somebody wants to walk in and buy a business and all the systems are sitting in the owner's head, that potential buyer is going to place a discount on that business, because most people who are investing in business aren't going to want to just purely operate it on an ongoing basis. A lot of people who are wanting to buy a business want to be able to have some level of ability to let it operate buy itself. The less systems you have in the business, the bigger the discount. So, what we do, is we help them develop and systematize the business such that it can work without them, because our definition of a business is a commercial, profitable enterprise that works without you, the business owner. To the degree it fits that definition is the degree that you're going to have a much more valuable business. 

 

Jerry Teplitz - Increase Your Brain’s Leadership Performance

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Dr. Jerry V. Teplitz is in the business of Optimizing Brain Performance and he is going to talk about How toIncrease Your Brain's Leadership Performance to New Levels of Excellence. 

Questions Answered: 

 

1) What is brain performance?
2) How can you increase it?
3) Do you have any research validating your approach?

Contact Info: 

Website: www.Teplitz.com

Email: Jerry@Teplitz.com

ExitCoachRadio.com - Great Advice from Great Advisors! 
Listen to Daily interviews and tell your Business Owner friends!

Terry Hawkins - Why Wait to be Great? (L2417)

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Terry Hawkins, Founder and CEO of People in Progress Global, has been helping businesses build and use powerful systems, as well as shape workplace cultures, for over 25 years. Terry has been listed as one of the top 60 motivational speakers in the world and is also the author of “Why Wait to be Great? It’s Either Now or Too Late.” Originally finding success in Australia, after moving to the US, she found her old ways weren’t working. This led her to essentially restart from the ground up, and she has since come out the other side with a stronger business and even greater sense of purpose. 

Her passion is making a difference, and in Terry’s interview, she emphasizes the importance of having very clear goals and passions. She dissects the process of mastery and cites routines and well-structured processes as key players in goal achievement. While Terry’s personality helped her business growth in Australia, she found it to be exhausting and not effective in America, which sparked her to reconsider business as a system of processes. Rather than putting people on a pedestal, Terry encourages leaders to put tried and true processes on a pedestal, and let trusted people run the processes. A business may seem highly successful, but Terry’s information may help you break your own perceived glass ceiling and achieve levels you hadn’t previously thought possible.  

We've built a special collection of 20 minute interviews from members of Provisors and Vistage speakers. To see the directory and choose an interview visit ExitCoachRadio.com

Are you and your Company Transition-Ready? Click Here for a free report & assessment!

Stephen Lynch - How to Create a Business That Can Outlive the Owner (K2817)


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Stephen Lynch is the Head of Strategy and Consulting at RESULTS.com and the author of the award-winning book: Business Execution for RESULTS - a practical guide for leaders of small to mid sized firms. His book was judged best management book in the USA’s 2014 Small Business Book Awards. Stephen has had articles published in The Economist, and writes a weekly email newsletter that has over 40,000 business leader subscribers around the globe.
His company RESULTS.com provides management dashboard software to help you to engage your employees - and achieve your company goals faster. The software helps companies to track KPIs, Projects, Tasks and run more effective meetings to drive better results

Questions Answered: 

1. What are the main ingredients that go into creating a compelling company vision?
2. How do you engage employees to want to give more than the bare minimum?
3. What is the key to creating an enduring company culture - one that can outlive the owner’s involvement?

Contact Info: 

Website: www.results.com


Are you and your Company Transition-Ready? 

Click Here or Text EXITMAP to 44222 for a free report & assessment!

 

 


Morrie Shechtman - Ending Mediocrity in the Workplace (K0517)

1c59d55.jpgMorrie Shechtman is a Chairman of Fifth Wave Leadership, a company that deals the Human Capital Consulting. Today, he will discuss the topic of ending mediocrity in business. 


Questions Answered: 


1) What's the only competitive advantage left? 
2) Why do most leaders and their companies underachieve? 
3) Why are there no "business problems"?


Contact Info: 



 

 

 

 

 

Jeffrey Appleman - What You Should do Prior to Your Decision to Exit (G2217)

Jeffrey Appleman  of B2B CFO discusses how to get ready to exit your business.

 

Contact Info:

Email Address: jeffreyappleman@b2bcfo.com

Website: www.b2bcfo.com

 

Leslie Hassler - Become the Chairman of the Board of Your Life (E0417)

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Banish Your 5 Time Demons! How to get 2 hours back in your day, everyday!

How would it feel to have more hours in your day? What if there was a way NOT to get lost in the vortex of your busy life? It is possible to add more time to your day and get more done? Join Leslie Hassler with Your Biz Rules ™ for this powerful, tip-packed class where she will explain how women entrepreneurs can expand time and turn minutes to moments, creating tangible results and predictable success.

Questions Answered:

1) Why do entrepreneurs struggle with time management?

2) How do women and men struggle with time management differently?

3) How does a shift in time management change a business?

Contact info:

Email Address: leslie@yourbizrules.com

Website: www.yourbizrules.com

 

 

We've built a special collection of 20 minute interviews from members of @Provisors and @Vistage speakers. To see the directory and choose an interview visit ExitCoachRadio.com

Are you and your Company Transition-Ready? Click Here for a free report & assessment!

 

 


 

 

 

 

Reb Risty - Marketing in the Virtual Universe: 5 Reasons Every Business Should Use Video Testimonials

Screen_Shot_2020-06-15_at_51519_PM_ay9by.pngReb Risty, Head and CEO of REBL Marketing, is a marketing expert with useful information for communicating with your customers in these unique times. After starting her company in 2008, her mission has been to help her clients clearly communicate their value propositions and boost engagement. The marketplace has rapidly shifted from a digital world to a virtual universe, so online presence is more important than ever before, and video testimonials are a great place to start. As we begin to reopen, Reb has tips for marketing in a cognizant manner.

In her interview, Reb discusses the importance of continuing communication with your customers. She dives deep on the importance of having not just testimonials, but video testimonials from clients. Reb shares some of the reasons video testimonials are so successful and how you can easily start generating your own. It is essential to adapt to the changing marketplace, use Reb’s tips to thrive in the virtual space.

1-Minute Sections: 
  • 5:28-6:21: Marketing tips for the re-opening and business survival.
  • 6:54-7:58: “We went from a digital world to a virtual universe,” continue evolving your plan. 
  • 8:49-9:54: Importance of testimonials, and reasons why a video testimonial is even more powerful.
  • 11:30-12:30: Simple ways to get video testimonials from your clients.
  • 13:22-14:24: Sweet spot of time frame for video testimonial, with social media platforms and customers in mind.
  • 17:34-18:20: Keep communicating with your customers, they’ll know you’re there for them when things bounce back.

 

Jeff Blackman - Peak Your Profits

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Jeff Blackman is a Hall of Fame Speaker and Best Selling Author of "Peak Your Profits". He's also an award-winning Business Growth specialist, and in this interview he shares great insights and tips into how you can lead your employees through tough times.

 

 

Corey Udkoff - Is Relocation in Your Future?

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A lot is being discussed these days about "right-sizing" office space to deal with some of the changing  trends. Corey has a lot of thoughtful insights and suggestions that you will find interesting in this interview!

Elizabeth Mower - Business Owner Exit Planning Trends During COVID-19

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In the field of Exit Planning for business owners, the original organization focused on this topic is a company called BEI. For the last 25 or 30 years, BEI has been training professional advisors to do comprehensive and customized planning for business clients, and then equipping those advisors with software and tools to manage each client's Exit Planning journey.

Today I'm joined by the President of BEI, Elizabeth Mower. Elizabeth leads BEI in fulfilling its mission to help business owners benefit from their life's work, and she's joining us today to talk about what she sees happening right now in terms of owners of closely held businesses creating plans for the future. Elizabeth spent the first phase of her career working directly with business clients, but for the last 15 years or so, she has been dedicated to helping advisor deliver better outcomes to their clients.

In this interview we discuss the answers to these questions:

 

Are business owners doing more or less planning for the future during the COVID-19 pandemic?

What would you say are the ways that the current situation for owners is the same as it was during the Great Recession, and in what ways are things different today?

A lot of business owners are more busy and more stressed out these days, and if we assume that's true regardless of geography and industry, are you seeing any trends or bright spots that would help a business owner take steps today that move them toward whatever it is they want the future to look like?

 

BEI has a massive amount of content for both business owners and their advisors available for free at BEI's website, which is ExitPlanning.com.

Business owners can also ask their most trusted advisor for a plan that is powered by BEI's planning platform. If they want to find an advisor who is specially trained in Exit Planning, business owners can go to ExitPlanning.com and use the Find an Advisor tool under Resources. Or, to get started in thinking about the future, business owners can take a look at BEI's most recent book, which is called ExitPlanning: The Definitive Guide. You can go to ExitPlanning.com/definitiveguide (or even to Amazon) and get the book. It comes with online self-assessments and checklists that business owners can use to start to map out their futures.

And for professional advisors, we suggest that they go to ExitPlanning.com and follow the blog, listen to BEI's podcast (it's called Why We Plan) or learn more about BEI's tools and resources for advisors.

Dana Dattola - Insurance and Covid

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Our next guest Dana Dattola, Owner of Weaver & Associates, is a third-generation property and casualty insurance broker. She is a certified insurance consultant and a certified risk manager. Dana’s agency often serves as the risk management department of privately owned, growth-oriented businesses who see the value of risk management. She aims to simplify the insurance process, making sure their clients understand the risks and their insurance policies so they can confidently make business decisions.

In her interview, Dana sheds light on insurance in the time of Covid. She discusses business interruption coverage and what you should do if you have it. Dana shares what is happening with employer liability and workers’ comp due to Covid. She also has an offer you don’t want to miss. Among all the uncertainty, be sure to listen to Dana’s expertise to help you stay informed.

1-Minute Sections: 
  • 8:27-9:24: Many agencies are being bought by larger agencies, meaning some of the personal service is being lost and boutiques are doing well.
  • 10:00-11:10: Insurance and Covid - do you have business interruption coverage?
  • 12:55-13:56: What is happening with insurance right now due to Covid and what you should do now.
  • 14:37-15:49: Workers comp is going to pick up - insight on employer’s liability for employee’s health.

 

Tim Shurr - How to Build Wealth Through Relationships (K0217)

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Tim Shurr is the President of Shurr Success Seminars and is an expert in human behavior and influential communication. Before helping Fortune 500 companies improve their corporate cultures through empowering managers with more persuasive forms of communication, he built an international reputation as an award-winning hypnosis and NLP Trainer! Tim is a regular guest expert on TV and radio and has authored 4 books including his latest, "Get Out of Your Way!"

Questions discussed:
 
1. What's the #1 way to influence others?
2. What's your best tip for building wealth through relationships?
3. What's the question most business owners ask for help with?

Contact info:



 
 
 

 

Natalie Elisha Gold - Estate Planning Essentials

Screen_Shot_2020-06-17_at_30643_PM_93v9p.pngNatalie Elisha Gold, Provisors member and Managing Attorney at Gold Legal Group, LLP., is in the business of protecting your legacy and the legacy of your business and clients. After a life-changing injury in her youth, she was motivated to change the world and at age 24 started her own law firm. Natalie aims to help people leave something better behind for their children and implement trusts which will preserve wealth to the fullest extent possible. Her strategic approach to wealth preservation is truly essential to having a highly successful estate plan.

In her interview, Natalie discusses estate planning as a way to protect your independence and privacy. Without a plan, your family will be faced with time-consuming litigation and expensive attorney and court fees. Natalie knows that the best way to preserve your wealth is getting your estate plan sorted out while you’re still able, and continuing to update it as necessary. A legal fee is a drop in the bucket compared to the money you’ll save by having a well thought out plan. Being well-informed will help you make better choices for yourself and your family, take the time to listen to Natalie’s expertise on making wealth preservation as painless as possible.

1-Minute Sections:
  • 8:06-8:56: If you value your independence and privacy, you cannot afford to not do planning to protect your wealth.
  • 9:58-10:58: An overview of some of the common shortcomings in wealth and asset protection.
  • 12:04-13:06: The legal fee is absolutely worth it compared to how much you’ll save and help your family. 
  • 15:07-16:16: Get your estate planning done while you can, it will protect your family and privacy without involving courts and headaches. 
  • 18:51-19:53: Life insurance is a must, get it young when healthy, it isn’t just for helping after death.

 

Sonni Sabahi - Business Relationships, Investing, and Saving Money

Screen_Shot_2020-06-16_at_90607_PM_7qc6r.pngSonni Sabahi, Managing Director of ICM Capital Markets, Inc., specializes in whole loan trading and investments. He’s been in the financial and real estate industries for nearly 25 years. ICM Capital Markets, Inc. began in 2008 following the market crash. With the current crisis, his profession is extremely relevant as banks need cash to survive. 

Sonni describes how a residential whole loan fund works and why it can be a good alternative to the stock market as an investment. He shares how defunct loans can become revenue sources for investors. Sonni also explains why the current crisis has led to problems for big banks and how to gain assets at a discount. We always hope to bring new ideas to our listeners, so if you’re looking for new investment ventures be sure to listen to Sonni’s insight.

1-Minute Sections:
3:04-4:10: What is a whole loan and trading investment?
5:00-6:00: An idea of what Sonni does at ICM Capital, Inc.
7:02-8:06: Covid crisis and investment opportunities due to liquidity issues.
11:13-12:15: Discussing this form of investment as an asset class which is not bound to the stock market. 
 

 

JJ Richa - The Interim CEO’s role (F2818)

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JJ Richa of Business Vision Advisory shares the role of an Interim CEO.

 

Andy Gole - Urgency Based Selling

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To Read This Episode's Transcript: Click Here

Back with us again is Andy Gole, of Urgency Based Selling. He’s been helping business owners improve profitable sales for the last 27 years. Andy is also a Vistage member, is the author of “Innovation Now,” and has a storied history in all areas of selling. He has important information regarding sales during Covid to share.

In his interview, Andy discusses some reasons why you should still be reaching out to your clients, despite the current crisis. He explains the idea that if you may be able to help them succeed, there is no reason you shouldn’t reach out. Andy gives powerful insight on the power of creating a sense of urgency when selling and discusses the central paradox of selling. Additionally, in light of the increasingly virtual world, Andy also has some tips for more successful email campaigns. Don’t miss out on Andy’s powerful tips that will help you increase your sales.

1-Minute Sections:
  • 5:28-6:32: The central paradox of selling.
  • 7:26-8:28: Payments in Kind and how they can help level the playing field.
  • 10:27-11:31: When you should reach out to your clients, specific to Covid considerations.
  • 16:25-17:21: The economic return and the “Double Slingshot.”

 

 

Kristen Allott - Optimizing Your Dynamic Brain (G3017)

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Kristen Allott is the owner of Dynamic Brains, a company that optimizes brains for high stake events for better decision making, creative problem solving and health.

Steven Snyder - Focused Passion

author.jpgSteven Snyder is author of the book Focused Passion: How to be Better, Faster, Smarter, and Happier, with Far Less Stress, and Much More Passion. 

 
Questions Answered: 
 
1) What is Focused Passion?
2) How can it help readers to become mindful?
3) What are the benefits of living with less stress and more passion? 
 
Contact Info: 
 

Focused Passion: How to be Better, Faster, Smarter, and Happier, with Far Less Stress, and Much More Passion is available on Amazon in paperback and on Kindle. 

 

 

 

Heath Goldman - Don’t Build Your Financial House Without an Architect (I2017)

In this 20 minute interview, Heath Goldman, Financial Architect of ICON Wealth & Legacy Partners, discusses how he works with clients as an "Architect" to add thought and structure to complex plans. He also talks about popular tax minimization and other financial strategies that tax-weary business owners are exploring to minimize the many layers of taxes on wealth.

 

 

 

 

Jim Muehlhausen - Half Retire

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Jim Muehlhausen, Founder of Half Retire, helps individuals maximize their business value via a strategy he calls Half Retirement. Jim noticed a trend of people reluctant to fully retire and sought to create a solution. Some business owners may lose their sense of identity if they are no longer at CEO status, and can tend to struggle to find ways to fill the day without the work they know and love. Meanwhile, some may simply struggle to sell the business for their magic number and remain in the business out of necessity.

In his interview, Jim describes what half retirement looks like in a practical sense, as well as what needs to happen in order to successfully half retire. He discusses the benefits of being able to drive up the value of your business while working less hours, and ultimately not losing money to transactional sales tax. Jim shares ways to design work away and be responsible for only the unique areas in which you cannot be replaced. He also discusses his upcoming book, also called “Half Retire,” which dives deeper into the concepts he’s outlined. If you desire to maintain a successful company and income while working less, Jim’s interview is definitely for you.

1-Minute Sections: 
  • 3:59-4:50: What is Half Retirement all about?
  • 7:19-8:19: Some of the things needed to successfully half retire.
  • 9:56-10:57: You cannot simply delegate your way to half retirement, you still need to bring your unique work.
  • 16:22-17:15: Technology’s role in the half retirement process and business valuation.
  • 18:30-19:28: Delegation costs money, but there are ways to design work away.

 

Henry Evans - Best Practices for Driving Accountability & Building High Performing Teams (J2717)

Henry Evans is the Managing Partner of Dynamic Results, a Strategy Implementation and Organizational Development firm. According to Harvard University, Dynamic Results' clients implement their strategies at 8 times the rate of most companies.

Questions Discussed:

1) What does it mean when you say your clients implement their strategies at 8x the rate of most companies, according to Harvard?

2) Your Accountability Method, and also, your approach to generating leadership at every level of an organization, have both gotten a lot of press. What, if anything, do the approaches have in common?

3) Your methods have gotten a lot of press (Inc., Forbes, Washington Post, Fast Company, Huffington Post, Entrepreneur) for being counterintuitive. For example, you promote the idea that it's okay to get angry at work. Can you say more about that?

Contact Info: 

Email Address: hevans@dynamicresults.com

Website: www.dynamicresults.com

 Books available on Amazon: "Winning With Accountability, The Secret Language of High Performing Organizations" & "Step Up, Lead In Six Moments That Matter"

 

 

 

 

 

Matthew Januszek - Escape Your Limits

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An entrepreneur for 25 years. Builder of multiple successful businesses in the UK, Germany, Poland and the United States. Matthew now sits on the board as a director of 3 companies.
Co-founder of Escape Fitness, which he has taken from a start-up with minimal capital to a major International business chosen by premier fitness brands around the world, with growth across all markets including the North America.
Matthew knows what it’s like to start and build a business: with hands on experience in multiple start ups, overcoming the challenge of financing the business and raising capital, innovating and reinventing the offering to remain relevant and expanding into International markets.
He is a serial learner, always listening to what successful people have done and how they have done it. Now, with the Escape Your Limits podcast, he is bringing others the opportunity to learn from his experiences and those of other entrepreneurs. 

Lance Graulich - Franchise Opportunities and Lessons

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This episode features CEO of ION Franchising, Lance Graulich. Lance is the founder & CEO of ION Franchising, an industry leading franchise consulting and development group, that represents over 500 franchise brands & business opportunities within 90 categories. Lance helps prospective entrepreneurs find their perfect franchise for FREE. He also assists independent business owners in creating a franchise system.

Every business has a story

Lance started out in the family business on Wall Street after receiving an economics degree. He then joined a TGI Fridays franchise in Phoenix, AZ as a key executive and was vital to the rapid growth of this $225,000,000 organization. Mr Graulich was a multi-unit, multi-state franchisee of Wingstop and Krispy Kreme Doughnuts. He has created countless start up brands and has become the industry leading donut expert. He is the founder of a donut chain called Pinkbox in Las Vegas. His latest start up bakery project is with a Food Network star. As a business start-up expert with more than 25 years of experience, he has served as President of various franchise advisory councils and boards advising emerging franchise brands. He has helped a multitude of companies grow efficiently & effectively. 

Lisa Caprelli - Five areas to achieve balance, happiness and fulfillment in life

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Lisa Caprelli, Author and Host of the Happy Lifestyle show, shares some great tips on how to live a happy and balanced life.

 

 

 

 

 

Holly Green - Using Your Brain to Win (K2317)

AAEAAQAAAAAAAAfhAAAAJGU5N2ZmZjk0LTg4MmUtHolly helps business leaders and their companies achieve excellence by creating clarity on what winning looks like and determining how to get there. She will help you achieve alignment and focus your organization so everyone is in the same race. Her unique approach to strategic agility, alignment and engagement - based on the approach Pause, Think, Focus, Run - provides the tools, techniques, and skills companies need to reach their destinations and achieve their goals.


Questions Answered: 


1) What are some of the ways our brain has built in blind spots? 
2) How do we use our brains more effectively at work?
3) How can we set ourselves up to be successful


Contact Info: 



Bonus Material: 


Book on Amazon: Using Your Brain to Win and via MoreThanaMinute.com


 

 

Juan Ortega - Your Business Coach Sees Things You Can’t (F1017)

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Juan Ortega explains business coaching, why it works, and why your company should consider it. 
 

 Transcript: 


One of the things that we've all learned through different research and studies that have been done is that 80% of the chance of us getting our next customer is going to be from a customer that we've already met or serviced at one point. Only 20% of those next sales are coming from people we've never met. Of that 20%, almost 90% of that is coming from referrals, so it might have been someone that I've never met, but it's coming through somebody that I've done business with. So, what I ask my business owners to do is, do a mini-research study in your business. If you find that 80% of your business is coming from your existing clients and referrals, then devote 80% of your resources and allocate the time and money to focus on it. So, it needs to be equivalent to the business that's coming in at the moment. 
Please share this interview with your Social Media contacts!
 
 

Wayne Pinnell - How to Prepare for Your Inevitable Exit

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Wayne Pinnell, Managing Partner of Haskell & White, one of Southern CA's largest independently owned accounting firms, shares tips, ideas and precautions for business owners on their way to exiting their business.

 

Chris Yonker - The Art of Navigating Family Business Succession

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Chris Yonker shares tips about how to create a Family Business Succession plan while still being able to enjoy Thanksgiving dinners together.

 

Check out Chris's book available on Amazon: Soul Intention: An Executive's Guide to Building a Life by Choice, Not By Chance

 

ExitCoachRadio.com - Great Advice from Great Advisors! 
Listen to Daily interviews and tell your Business Owner friends!

Diana Henderson - Employees Behaving Badly

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Diana Henderson follows up her previous interview entitled "Employers Behaving Badly" with these great insights - look for her new book in early 2019.

 

 

Aaron Weiner - What You Don’t Know About Your Lease Can Hurt You (K0417)

AAEAAQAAAAAAAAj0AAAAJGRhNGQ2N2YyLTBjOGEtAaron Weiner is the Sr. Vice President of Bailes & Associates. Aaron is in the business of Commercial Real Estate Brokerage and focuses on tenant representation. 


Questions Answered: 

1) "Real estate leases are long and full of fine print and legalese. How much of it is really negotiable?"
2) "Can you give me an example (or a couple of examples) of a lease clause that tenant's don't pay much attention to that can be negotiated to their benefit?"
3) "Most tenants equate high image with a fancy location and high rent. Are there other considerations they should be taking into account?" 

Contact Info: 


 

George Hicks - Prepare early to ring the bell (F1618)

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George Hicks, Chief M&A Officer of TheM&A Brokers shares several tips and stories about how to have a transferable business so that you are able to "ring the bell" and sell successfully.

 
Please share this interview with your Social Media contacts!
 
 

Vincent Mastrovito - Exit Readiness: What it is and Why it’s Critical

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Vincent Mastrovito of Prometis Partners is a frequent and popular guest. Here, he reveals some of the key reasons why business owners fail to sell their business, and what they can do about it. 

Pat Kramer - Press Releases: The Who, What and When

Pat Kramer, Writer - Writer For Hire, shares insights about the ideal times to send out a Press Release for maximum exposure.

ExitCoachRadio.com - Great Advice from Great Advisors! 
Listen to Daily interviews and tell your Business Owner friends!

Tish Squillaro - People Alignment and Goal Setting

In order to achieve success in business, a company must participate in people alignment and goal setting. Tish Squillaro of Candor Consulting does just that and more, which she will explain in today's episode. 
 
Questions Discussed:
 
Why the name CANDOR?
What is your greatest accomplish with a client?
What is head trash index?
 
Contact Info: 
 
 
ExitCoachRadio.com - Great Advice from Great Advisors! 
Listen to Daily interviews and tell your Business Owner friends!

Bill Eckstrom - Sales Growth is About the Sales Leaders, Not the Sales People (I1117)

Bill Eckstrom is the President of EcSell Institute. EcSell Institute is a research based organization that helps sales departments drive more revenue by working only with sales leadership--not sales people.
 
Questions discussed:
 
1. If sales departments want to grow sales, why do you say it more about the leader versus the sales person?
2. Why has there not been much emphasis on developing managers/leaders, but yet so many resources are dedicated to the sales person?
3. What should sales leaders be doing differently if they want to grow sales?
 
Contact info:
 
 
 
 

Hans Sperling - Use Caution When International Buyers Come Calling

Hans Sperling, Attorney - Sperling Law Corporation discusses some of the precautions he helps his clients think through when International Buyers approach them for purchase of the business.

Transcript: 

Hans: I mean, I think, even in domestic transaction when you kind of see the money from working a long time to find a good buyer, people want to strike while the iron's hot. A lot of what we do is say, let's slow down a little bit and make sure we do this right. But, with international, as your saying, it's that much more risky. Yeah, they could be trying to get your intellectual property, that's very common, we protect you from that. And the other thing is, if you're manufacturing or you have some technology that might be sensitive, I mean it's not necessarily obvious, it's not necessarily a missile, it could be there's magnets, lasers, sensors, all kinds of things you might not think of as being military sensitive. There's a whole other area of the law that covers that, so that could be an issue. There's also something called a foreign corrupt practices act, which, when you're dealing internationally, you have to be very careful, because in some cultures, they might not look like bribes, but gifts and so are common, and you have to be really careful to stay on the right side of the law, especially US law. 

ExitCoachRadio.com - Great Advice from Great Advisors! 
Listen to Daily interviews and tell your Business Owner friends!

Jennifer Holland - Do Your People Live Your Brand? (I1917)

Bill Black interviews Jennifer Holland of Holland People + Brands, who shares the importance of building a memorable , powerful and substantial brand.

 

 

 

Bill Crawford - Life from the Top of the Mind (B1418)

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Settle in for a fascinating conversation with 2019 Vistage Speaker of the year Dr. Bill Crawford. Bill is a licensed psychologist, author of 4 books, and has created over 3,300 presentations for Sprint, Shell, The American Medical Association, and many more esteemed organizations. While we are over-saturated with information, Bill realized early on that we are not necessarily sure of what to do with it. After taking a class on the biological basis of behavior, Bill came up with a tried and true system for taking advantage of the way our brains work in order to think at a higher level.

Reactions are due to the way we process information, and Bill shares why thinking in different parts of the brain causes different responses. By training our brain to think in the neocortex, our decision making process becomes more advanced and clear. Bill sheds light on what can happen when we try to see other people as allies instead of adversaries. While it may seem exhausting to aim for high level thinking all the time, Bill discusses why this process can actually be chemically energizing. Treat yourself to Bill’s exceptionally useful information.

 

Chad Peterson - Tips from a top business broker about selling your business

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Maybe you think you know a lot about how you will sell your business. Chad Peterson of Peterson Acquisitions has sold many many businesses and shares his expertise.

Website:

https://petersonacquisitions.com/

LinkedIn:

https://www.linkedin.com/in/petersonacquisitions/

Recent Award:

https://bloggerlocal.com/national/reviews/best-business-brokers-sell-your-company

How to Sell Your Company (Free eBook offer)

https://petersonacquisitions.com/get-the-book/

 

Craig Weber - Conversational Capacity (L1817)

Craig Weber is the author of Conversational Capacity: The Secret to Building Successful Teams that Perform When the Pressure is On. He's going to talk to us about the subject of conversational capacity and its importance to management, leadership, and teamwork.
 
Questions discussed:
 
1. What do you mean by conversational capacity? 
2. Why is conversational capacity such a difficult thing to create?
3. Given its importance, how do we build it?
 
Contact info:
 
 

George Hicks - Maximize Your Value

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George Hicks brings over 30 years business experience to the Merger & Acquisition profession. He is a CBI (Certified Business Intermediary) and a CBB (Certified Business Broker) and has been selected by the International Business Brokerage Assn. and the California Assn. of Business Brokers to lecture his peers on business Mergers and Acquisitions.  
George is qualified in the California Superior Court as an Expert Witness in Mergers and Acquisitions. He has been awarded an Industry Expert designation by the publishers of The Essential Guide to Pricing a Business, published by Business Brokerage Press. George has owned multiple businesses, mastering execution of the sales, marketing and operational disciplines that drive value in the business transaction world. He has received multiple awards for being the top producer in both dollar volume and quantity of deals from one of the largest brokerage offices in the country. His transactional experience has made him a sought after speaker and author for business media, educational institutions, peer associations and industry trade groups. 
George says that transactional experience combined with creativity and execution, result in maximizing value and getting businesses SOLD. 
 
We do 3 things: 
 
1) Sell businesses 
2) Provide business valuations 
3) Help buyers find the right business for them.
 

 

Scott Bornstein - Memory Power: Your Secret Weapon

BornsteinScott6zzos.pngScott Bornstein is a Chief Memory Training Expert at MemoryPower. Grab a notebook for this one, memory training is a universally useful skill and everyone can benefit from this information. Scott’s expertise is in making memory and recall as easy as possible for business leaders, managers, and sales people. Not only is it important to learn to remember, but to understand how to make yourself more memorable to people. Marketing is essentially memory training to get customers to remember your message.

Scott shares some useful skill sets you can profit from immediately and discusses his methodology that creates consistency and results. The brain is best wired to remember stories, and Scott walks us through a few examples of this practice. Our brains don’t remember as well when they’re racing, we need to slow down and take time to form meaningful connections. Give yourself a mental boost and listen to Scott’s valuable information. Scott shares an invitation link to discounted information for ECR listeners if you’d like to learn more.

 

 

 

 

Jim Jubelirer - Creating a High Performance Culture (G0717)

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Jim Jubelirer is the owner of Jubelirer Results Group. Jim's goal is to Contribute to Others and Add Value. Today we're going to talk about Creating a High Performance Culture.
 
 
 
 

 

Christina Haxton - Are You Facing Burnout?

Haxton_Christina_bag4x.pngFounder and CEO of Sustainable Leadership, Inc., Christina Haxton is an expert at helping others transform stress into increased engagement. Christina is a licensed marriage and family therapist, and in her clinical time, her clients tended to be extremely burnt out business executives. She began her business after realizing she wanted to help more than just one person at a time. Christina has guided countless people toward better lives, both at work and home, by sharing this important information. 

Many of the clients Christina was seeing were coming to her after a wake up call from a doctor or loved one. Her new goal is to prevent people from reaching the point of desperation, and instead educating about proactive measures that prevent burnout. Many business leaders have become distant from their colleagues, but connection is essential to managing stress. Christina shares 5 common warning signs of burnout and some changes you can make to help your team and yourself manage stress more effectively. Companies with a more cohesive and connected culture become more valuable, so don’t miss out on Christina’s beneficial information.