Exit Coach Radio

Barbara Turley - Should Your Next Hire Be Virtual?

Barbara Turley started The Virtual Hub Ltd to help busy business owners get their life back. She offers several great tips and strategies for how to effectively do just that with virtual assistance.

Curt Mercadante - Does Your Brand Have Authority?

Curt Mercadante is founder of Merc Enterprises and he is a branding expert, speaker and business strategist.

Here are some of the questions we tackled in this interview:
You talk about an "authority brand." What other types of brands are there, and what's the difference?
What are the four pillars of building an authority brand?
Where do you start with an entrepreneur or business owner who wants to build his/her authority brand?
What's the biggest mistake you see entrepreneurs make concerning branding?
How have you seen branding evolve over your 25 years of experience?
What is ONE piece of advice you can give to our listeners right now about building their authority brand?

Steven Snyder - Focused Passion (J1117)

Steven Snyder is a CEO Trainer, helping people reach paradise and attain emotional management. Today, Steven will discuss how his methods can help people become better, faster, smarter and happier. 

Questions Discussed:

1) What is the state of Focused Passion?

2) How do people become better, faster, smarter and happier?

3) What is your lifelong mission?

Contact Info: 

Email Address: steven.snyder@mac.com

Website: www.focusedpassion.com

 

Christine Miles - The Art of the Nudge

Christine Miles, Founder of CI Squared LLC and Vistage Speaker, helps people and organizations reach their untapped potential. For over 25 years, Christine has been a behavioral psychologist, and she knows firsthand how difficult it can be to change. She is also the author of “The Art of the Nudge,” which details her gentle approach to inspiring large changes. Small nudges can lead to big results by gently getting people out of their comfort zone rather than immediately overwhelming them. 

 In her interview, Christine emphasizes the notion that you need to slow down in order to speed up. She relates this idea to sports and how we must always be mindful of the end goal. Christine explains how our brain pathways work and why dysfunction can be comfortable, but positive change can be difficult. Reflection is essential, and can help clarify communication across all levels in a business. Preparing for, accepting, and moving towards change is essential for making big differences, be sure to listen to Christine’s advice and reach your untapped potential.

1-Minute Sections:

• 5:30-6:35: Sports metaphor to explain “You have to slow down to speed up”
• 7:30-8:40: Describing of comfortable brain functions that limit our full potential
• 13:17-14:10: Dissonance between senior leadership and employees understanding of goals
• 14:42-15:46: Explains the importance of understanding what motivates your people and how it relates to growth

 

(20m) Bill Anton - If You Are To Lead You Must First Comprehend (H1217)

Bill Anton of CEOEffectiveness.com discusses leadership and transformation concepts. 

 

ALL STAR SATURDAY

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Ahmad Munawar - Fix Your Pipeline in 90 days

Ahmad Munawar (AH-med MUN-ah-wahr) is the creator of the 90-Day Pipeline, a coaching program that helps B2B consultants and service providers fill their pipeline with 5- and 6-figure deals, without begging for referrals, wasting time networking, or spending a dime on advertising

“Clients should be lining up to work with me.” “I should be charging way more for the value I provide.” “I wish I could work with better clients who appreciate my expertise.” You might just hear something like this from a consultant or B2B service provider before they connect with Ahmad Munawar. As owner/founder of Boutique Growth, Ahmad helps consultants and professional service providers design a more predictable way to generate new business and consistently win 5-and 6-figure deals...without begging for referrals or wasting time with networking. Ahmad knows the frustration a business owner can feel when their business isn’t living up to its potential.

Today we talk about marketing and why you need to "put it on automatic". Through his proven 90-Day Pipeline system, Ahmad’s clients walk away with: 1. Radical focus on who they can deliver the most value to at the highest price 2. Powerful positioning that puts them head-and-shoulders above the competition 3. A step-by-step marketing plan to turn strangers into high-paying clients 4. More CONFIDENCE in their business than ever before

Kevin Berson - How to Increase Valuation and Maximize Deal Proceeds When Selling Your Business

Our next guest is Kevin Berson of Kinected Consulting. Kevin is an M&A Advisor and strategy consultant serving lower middle market business owners by helping fundamentally improve their business and navigate the process of selling for maximum transactional value. He has over 25 years of experience and takes a holistic approach with his clients. During this time of radical change, he shares insight on how to increase valuation despite the crisis. 

Businesses are affected in different ways depending on their industry - some are actually thriving, while others have come to a complete halt. One of the most essential pieces to a business going forward will be maintaining a healthy eCommerce facet that allows consumer-facing businesses to continue operations. As new guidelines are unveiled, businesses are finding they will not be able to operate at their pre-COVID capacity. Kevin shares real-world examples of what companies are doing to adapt, as well as discussing crucial actions business owners should take right now to increase their value. You do not want to miss out on Kevin’s extremely relevant expertise.

 

How to Plan a Successful Ownership Transition (20m) Jane Johnson

Jane Johnson of Business Transition Academy discusses her experience and gives us some valuable tips for Business ownership transition pre-planning.

 

Dr. David Leonardi - The Technology of Aging and the Prevention of Age-Related Diseases (D0218)

Dr. David Leonardi of the Leonardi Institute in Lakewood, CO, talks about the current state of medical technology and how it is helping us live longer, healthier lives. Originally working as an emergency physician, he quickly realized that many of his most catastrophic cases could’ve been prevented by early action. Dr. Leonardi eventually shifted his focus to preventative medicine in order to help people avoid major, vitality-lowering health events. At the Leonardi Institute, his patients can invest one day into improving the quality of the rest of their life. 

In his interview, Dr. Leonardi shares critical information regarding longevity, vitality, and maintaining a zest for life. He talks a bit about his hand-tailored process for creating nutrition plans for his patients, and also discusses some lifestyle tips you can use now. He also scientifically breaks down diet and disease causes, helping you make more informed choices about how you eat. Whether you want to be able to run your business for longer, or simply enjoy retirement with a cleaner bill of health, Dr. Leonardi’s expertise concerning wellness should not be missed.

 

Roger Firestien - How to Be Deliberately Creative and Other Tips

This is a fascinating interview. Dr. Roger Firestien has taught more people to lead the creative process than anyone else in the world. His latest book Create in a Flash: A leader's recipe for breakthrough innovation is his sixth book on innovation. In a beautifully formatted book he shares the key things that leader's need to do to nurture their creativity and the creativity of others --To compete and be profitable in today's marketplace and with all of the changes facing us, you need big, creative solutions and you need them now. Thanks Dr. Roger! His website: click here

ALL STAR SATURDAY

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Doug Gray - Objectives + Key Results (OKR) Leadership

Doug Gray, PhD, PCC has always focused on outcome-based leader development.  He has worked with over 10,000 leaders in multiple business sectors, schools and colleges, families and non-profits.  Since 1997, as CEO of Action Learning Associates, www.action-learning.com, his consultancy guarantees results using the globally validated AD-FIT protocol in workshops, assessments and executive coaching.  Doug is also a consultant with the Family Business Consulting Group, a leading business consultancy exclusively devoted to helping family enterprises prosper across generations.  Doug speaks and trains leaders throughout North America.  His most recent book is Objectives + Key Results (OKR) Leadership; How to Apply Silicon Valley’s Secret Sauce to Your Career, Team or Organization (2019).  This is his third book, written because his clients asked, “What really works?”  Doug and his family live near Nashville, TN, USA.

Here are some of the questions we discussed today:
1.  What is OKR Leadership?
2.  How are family business leaders driving our economy?
3.  How can leaders practice the HERO model during a global pandemic?

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

 

 

 

 

 

 

 

 

 

 

 

 

 

 

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!

 

 

Tawnya Gilreath - Increase Business Value 30% in the Year Leading up to Sale

Tawnya Gilreath of LA Business Pros talks about a 12 month Value Driver process they use to Guarantee a 30% increase in the value of a business from the time they initially value your business.

Transcript: 

Tawnya: Basically, we put together a systematic process where we could help business owners that want to increase the value of their business before putting it on the market, and it is a 12 month program. Now, understand that some business owners are burned out and they don't want to wait 12 months. However, for those that do, we guarantee we will be able to sell their business for at least 30% more than the initial valuation when we started. So, when you think about that in terms of, if a business is worth $2M at the beginning, that means 12 months later, we guarantee that we're going to be able to sell it for $2.6M. 

Bill: So, by working with you and you coming in and saying, "You've got to fix this, put processes and systems in place, work on all these different areas," they're going to drive up the value of their business 30% and you guys stand behind that? 

Tawnya: We do stand behind that, and what we do is, let's go back to that $2M vs. $2.6M, let's say we only sell that business for $2.5M. Not only does the business owner derive the benefit of that extra half-million dollars in revenue from the sales price, but in addition to that, we refund all the consulting fees that he paid during that 12 month period, during that process. So it's absolutely risk free to that business owner. 

 

Common Growth Obstacles - Richard Munro (J0117)

Richard Munro of Newport Board Group discusses several obstacles to Growth that he sees in Companies he consults with.

 

 

Chuck Blakeman - Why Employees are ALWAYS a Bad Idea (F1917)

Chuck Blakeman discusses re-evaluating our business structure to maximize efficiency and decision making. 

 

 

ALL STAR SATURDAY

 

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Greg DeSimone - Strategy Simplified

Greg DeSimone of FocalPoint Business Coaching discusses how to think strategically about your business and stay on track with strategic initiatives.

 

Brian Kinahan - Run Your Business Like You’re Going to Sell It...Even If You’re Not (E0518)

Brian Kinahan is a business coach who helps CEOs and business owners improve business performance and prepare for an eventual sale or generational transfer. His philosophy: run your business like you're going to sell it, even if you're not. 

 

Questions Asked: 

 

1) Are there steps an owner can take in the short term to increase the selling price of a business? 

2) Aside from being ready for the transaction process, how does financial performance affect valuation? 

3) What else can an owner do to have a significant impact on the price a buyer will pay for the business? 

 

Contact Info: 

 

Website: www.alliance-ceo.com

Email: brian@alliance-ceo.com 

 

Marvin Smith - Bring Innovative Thinking to Your Business

 

 

 

 

 

 

Marvin Smith is the Owner/Principle of Deliberate Synergy. Deliberate Synergy is a company that focuses on bringing innovative thinking to people, products and organizations.

Questions Answered: 

1) What makes having innovative thinking a desired leadership competency? 

2) Where can innovative thinking be applied?

3) What makes you a unique resource?

Contact Info: 

Website: www.deliberatesynergy.com

Email: marvin_smith@comcast.net

 

 

Diana Henderson - Employees Behaving Badly

Diana Henderson follows up her previous interview entitled "Employers Behaving Badly" with these great insights.

 

 

Ken Sanginario - Sales Growth Does Not Always Translate to Sale Growth

Sometimes growing sales is counterproductive to growing the sale value of your business. Ken Sanginario explains.

 

 

 

ALL STAR SATURDAY

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Jamie Leno Zimron - Stress Less / Prosper More: Effortless Power for Unprecedented Success! (A3118)

 

 

 

 

 

 

 

Jamie shares her incredible life journey with us and shares great lessons she has learned along the way.

Dynamic Peak Performance training, consulting and speaking - with a unique integrative approach blending

psychology, body-mind fitness, professional golf and martial arts expertise, and entrepreneurial energy.

Questions answered:

1) Your work is very 'experiential.' What does that look like, and why do you feel that is such an essential

element in your talks and trainings?

2) Can you tell us more about Somatics, and why both a mind and body approach to mastery is especially

important in our cyber-age?

3) Do people have to be into martial arts to benefit from your work?

Contact info:

Email Address Jamiesensei@thekiaiway.com

Website www.thekiaiway.com

 

Scott Bornstein - Memory Power: Your Secret Weapon

Scott 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.

 

 

 

 

David Avrin - How to Build and Position Your Business (F0118)

David Avrin is a consultant and keynote speaker on Marketing and Branding. Today, he is going to talk about how to build and position your business for growth or acquisition. 

 

Questions discussed:

 

1. The marketplace has changed in recent years, what does this mean for business owners and professionals?

2. How has social media changed the landscape?

3. What makes a business attractive to customers or potential partners?

 

Contact info:

 

Email: david@visibilitycoach.com

Website: www.visibilitycoach.com

 

Stephen Lynch - Meetings that Drive Business Execution

 

 

 

 

 

 

 

 

Stephen Lynch is the Head of Strategy and Consulting at RESULTS.com.

RESULTS.com provides management dashboard software to help you to engage your employees - and achieve your company goals faster.

 

Questions Answered: 

 

1) What are the most common problems that hold companies back when it comes to executing their strategic plans?

2) Many companies do take on too much. How do you help them prioritize?

3) You are a big advocate of having 1 on 1 meetings with employees every week. Tell us more about why these are so important?

4) What should a manager do when you have an employee who is struggling?

 

Contact Info: 

Website: www.results.com
Email: stephen.lynch@results.com

 

 

Lisa Walker - Planning Your Exit Pays Many Dividends (E222018)

Lisa Walker of The Performance Strategies Coaching and Consulting Team brings focus to small to medium size businesses in the Orange County area. They take a holistic view of a business looking at every functional area from HR to operations, leadership development, scalability, systems, financials to sales, marketing and customer service and find opportunities to improve performance. They then help business owners map out their Exit Strategy with an expert team of professionals.

 

 

ALL STAR SATURDAY

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Jason Lavin - Make Your Website Work for You (I1417)

Jason Lavin is the CEO of GoldenComm. He also teaches a series called Master Your Webmaster, which focuses on Internet Marketing and making sure that your website is working hard for you.   

Questions Answered:   

1) How long have you been in business?

2) Where are you located?

3) You were the "Fast Track Speaker of the Year" for Vistage - why do you think you won that award?

 Website: goldencomm.com Email: jlavin@goldencomm.com   

 

Z. Christopher Mercer - Valuation is a Moving Target (G2317)

 

 

 

 

 

 

 

Z. Christopher Mercer, of Mercer Capital, discusses how business valuation can fluctuate from time to time and why you need to stress-test your Buy-Sell regularly. Of particular note is Chris' Blog, and we recommend you check out www.ChrisMercer.net

 

Terry Shope - Financial and Operational Preparation Prior To Sale

In this 20 minute interview, Terry Shope, Principal - MPL Consulting,Inc. discusses several ideas and strategies for Business Owners who are starting to think about their future sale. This interview has many tips that you can put into play right away!

 

Vince Mastrovito - Causes and Solutions for Family Business Conflicts

Vince Mastrovito is the Owner of Prometis Partners Inc, a business coaching and exit planning firm. In this interview we discuss common causes for Family Business conflicts and how to address them.

Being Proactive About Business Owner Relationships Could Save Your Business - Michel Zelnick (J0317)

Did you know that most business owner relationships suffer from a lack of communication? However, with a proactive approach Business Owners can help preserve and protect their business value by addressing conflicts and lack of communication early. Michel Zelnick, Business Therapist and Founder of The Zelnick Group, offers valuable tips and insights from his many years of helping owners address their differences and "wear the right hats" while attending to business matters.

 

ALL STAR SATURDAY

 

We hope you enjoy this 10 minute compilation of 1 minute tips from our past guests! Have a great weekend!

Michael Koenigs - Tips on Surviving and Thriving from a Serial Entrepreneur

Mike Koenigs is an unemployable serial entrepreneur with a high-school education whose obsession with taking apart gadgets to figure out their inner workings started as soon as he could crawl. He quickly learned he has the attention span of a bag of gnats on amphetamines. His curiosity in tech, psychology, entertainment, storytelling, entrepreneurship, marketing,
and spirit has taken him to Uganda where he witnessed a woman dying of AIDS in a mud hut to the great pyramid in Egypt where he chanted in the king’s sarcophagus with Deepak Chopra and Wayne Dyer. He has played the didgeridoo in an IMAX movie, produced a feature film, started and sold five businesses from scratch, survived stage 3A colorectal cancer, and created a video game that shipped with six million boxes of General Mills cereal.

He believes entrepreneurship is an international language of peace, opportunity, freedom, and abundance.

 

Elizabeth Thornton - Rethinking the Way You Think with Greater Objectivity

Joining us next is Elizabeth Thornton, CEO of Global Initiative of Objective Leadership and Professor of Management Practice at Babson Executive Education. After deeply and honestly analyzing why her first business venture failed, she struck mental gold by realizing the importance of objective thinking. This prompted her to further study things like psychology and neuroscience, eventually leading her to develop a course called “Principles of Objectivity.” She teaches both students and established business executives to think more objectively and avoid common cognitive errors that can inhibit personal growth and success.

In her interview, Elizabeth deeply discusses the difference between subjectivity and objectivity, as well as how they apply to business. Her insight into neuroplasticity and its relevance in the workplace is truly fascinating. She offers a variety of tips on how to analyze your own thought processes, overcome your instinctual responses, and break outside of your existing mental models. We are inherently subjective, but Elizabeth proves we can use objective thought to develop a better sense of clarity.

 

 

 

 

 

Peter Sieffert - The Importance of Knowing the Enterprise Value of Your Business Before you Exit (J2117)

Peter Sieffert is the Owner of Swiss Avenue Partners San Diego, a company focused on helping business owners grow enterprise value in preparation for sale, acquisition, or transition. Today, Peter will discuss why you should know the enterprise value of your business regardless of when you are thinking of an exit. 

 

Questions Discussed:

 

1) Why should owners know the total enterprise value of their business today, regardless of when they plan to exit? 

 

2) Why should a company increase their total enterprise value today?

 

3) Who can businesses turn to to initiate the discussion?

 

Contact Info: 

 

Email Address: peter@swissavenuepartners.com

 

Website: www.swissavenuepartners.com

 

 

Isaiah Leslie - Knowing the Why in What You Do

Isaiah works in litigation support, providing court reporting, videography and trial technology solutions to law firms, in-house legal departments and corporations throughout the US. 

Questions Answered: 

 

1) Can you explain your topic title in a little more detail?

2) What advice do you have for someone outside the law? 

Contact Info: 

Website: www.regalcourtreporting.com

Email: isaiah@regalcourtreporting.com

 

 

Dave G - What Good is a Part-Time CFO? (K0617)

Dave G (aka Dave Gajdzik), Managing Partner of Dave G CFO discusses the value of hire an experienced CFO part-time for business owners who do not have the budget for a full-time CFO.

Transcript: 

Dave: In simplest format, I provide CFO services for those firms that have yet to justify the cost of a full-time CFO, and I like to take the position that every firm should have a CFO, but the reality is in a business somewhere between $3M and $50M, they really can't afford that individual because it appears to be an overhead function. That's where we come in and we fulfill that void that's there. So, I don't need to work there 40 hours a week, maybe it's only 8, maybe it's 12, maybe it's 4, it depends upon every client. It doesn't matter whether you're in construction, distribution, internet, manufacturing, non-profit, paper industry, we can address all of those based upon the as needed basis. You know, doctors, we'd like to have a doctor handy anytime we need them. Well, what is it? It's on an as needed basis. Most companies don't have attorneys on staff. What is it? It's on an as needed basis. So, the CFO is really in that same league as the attorneys and the doctors, and when you need them, you need that professional with the formally educated background and the experience. So that's what we fulfill and that's how we make it happen. 

 

Brad Leggett - High Performance Sales Teams - How to Build, Lead and Retain Yours (D0918)

Brad Leggett of www.LeggettSales.com returns to the show to discuss more in-depth recommendations on how to find, train, and motivate the right team, how to develop routines that make your CRM pay off, and a blueprint for productive sales meetings.

 

Steve Smith - Does Authority Make You A Leader?

Steve Smith discusses Leadership vs Authority-  If you have authority in your position, does that mean you are considered a leader?

 

Questions discussed:
1 – What is the most important aspect about being coached?

 

2 – How does someone determine that coaching would be good for them?

 

3 – How long does it take to see improvement?

GrowthSource Coaching is a business and executive coaching firm that helps business professionals improve themselves so they can run and grow better companies.   

Website:   www.growthsourcecoaching.com

 

 

                                                                                                                       

 

 

 

 

 

 

 

 

 

 

 

John Anderson - Make Your Business Attractive Well Ahead of a Sale

John Anderson of The Glowan Consulting Group shares great tips about being "sale-ready"

Robin Waite - Fearless Business

Robin Waite of Fearless Business shares brilliant tips and strategies on how to "productize" a service business and stand out from your competition.

Brant Cooper - What Are You Doing to Move Your Needle?

Brant Cooper, NYT best-selling author of The Lean Entrepreneur and CEO of Moves the Needle.  Brant is an entrepreneur and intrapreneur mentor who's leading organizations out of the mental industrial age of asserting power and control methods into a culture of creativity, innovation, and lean methodologies to offer new value to customers, overcome growth plateaus, and empower individuals to make innovative changes.

Brant runs a team of four to produce a $2M ARR. Brant and I talk about his success milestones such as IPO, acquisition and rapid growth...as well as devastating failures. Be sure and read The Startup Bluebook

Jim Jubelirer - Have You Had Your Daily Huddle Today?

Jim Jubelirer of Jubelirer Results Group works with business owners on scaling up their business. Being around business his whole life, Jim has seen plenty of highs and lows, but he’s always been following how business and people work. Industry agnostic, Jim works with clients globally to increase value while practicing a very holistic approach. Additionally serving as an executive coach in training programs at Duke, he’s helped countless people find small wins that lead to big momentum. 

Jim talks about not just what you need to do to reach your goals, but what you need to stop doing. He discusses the main predicting characteristic of successful people and why you should create a mindset of growth and well-being in all aspects of life. Jim also shares meeting strategies that improve team performance, including what he calls a “Daily Huddle.” Everyone wants to be on a winning team, help improve yours by listening to Jim’s vital information.

 

Janne Ohtonen - The 1 Reason Your Business Exists (C0118)

Janne Ohtonen is in the business of Customer Experiences and is going to talk about Customer Experience

Strategies.

Questions discussed:

What makes customer experiences so important?

How can companies ensure they are producing remarkable customer experiences?

What happens for organizations that do not put proper effort in customer experiences?

Offer:

Free online video training series for creating your own customer experience blueprint at http://bit.ly/cebbillblack

Contact info:

Email Address janne@ohtonen.fi

Website http://addvalueto.me

 

Jeff Karges - Working In The Family Business and Loving It (H1017)

In this 20 minute interview, Jeff Karges, Partner - Relationship Matters Consulting Group discusses lessons he has learned by being involved in and consulting for Family Businesses, including the challenges and how best to deal with them.

 

 

John Bly - Cracking the Code to M&A Growth

John Bly is the co-managing member of LBA Haynes Strand, PLLC. Today, John will discuss how small businesses are valued and where funding for deals comes from. 

 

Questions discussed:

 

1. How are small businesses valued?

2. What is the current M&A environment like?

3. Where is the funding for deals coming from today?

 

Contact info:

 

Email: john@lba-cpa.com

Website: www.lbahs.com