Join Up Dots Business Coaching Podcast

Introducing Neil Pasricha

Todays guest joining us on the Join Up Dots podcast, is Neil Pasricha. He is a Canadian author, entrepreneur, podcaster, and public speaker characterized by his advocacy of positivity and simple pleasures.

He is best known for his The Book of Awesome series, and "The Happiness Equation" which are international bestsellers As he says "I think, write, and speak about living intentionally. All of my current work focuses under the themes of gratitude, happiness, failure, resilience, and trust.

I’m the the author of six books including: The Book of Awesome, a spinning rolodex of simple pleasures based on my 100-million-hit, award-winning blog 1000 Awesome Things, The Happiness Equation, originally written as a 300-page love letter to my unborn son on how to live a happy life, Awesome Is Everywhere, an interactive introduction to guided meditation for children, and You Are Awesome, a nine-step guide to building resilience told through stories and research. My books are New York Times and #1 international bestsellers and have sold millions of copies across dozens of languages. I also give over 50 speeches a year at places like TED, SXSW, and Google. My first TED talk “The 3 A’s of Awesome” is ranked one of the 10 Most Inspiring of all time and my second is called “How do you maximize your tiny, short life?”, an artistic side-project called the world’s first TED Listen, composed entirely of questions. I also host an Apple “Best of 2018” podcast called 3 Books where I am on a 15-year-long mission to uncover and discuss the 1000 most formative books in the world.  So when he is as busy as he is, how does he take the time to live intentionally? And most importantly how do you find gratitude when most of us get trapped into "well this just normal...what's there to be grateful about?" Well lets find out as we bring onto the show to start joining up dots with the only and only Neil Pasricha Show Highlights During the show we discussed such weighty subjects with Neil Pasricha such as: Neil shares the breakdown of happiness and you might be surprised how little we can do to make this happen in our lives. Why it is so difficult for someone to express happiness and enjoyment in a corporate environment and the steps to make it happen. and lastly........ The steps Neil took to create a life-changing blog which allowed him take more and more risks to get greater success in his life.

Direct download: Neil_Pasriche.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Erin Corn

Today's guest joining us on the Join Up Dots business podcast is an  expert in navigating the micro nuances that make social media so effective, whilst dodging the pitfalls that trap so many people. As she says "Social media advertising has become increasingly complex. Using my knowledge gained from her 14 years of experience at companies including, Facebook, Instagram, and Amazon, I specialize in performance marketing to deliver a higher return for businesses.​ ​While at Facebook, I partnered with startups to Fortune 500 companies to implement marketing solutions and serve as an expert consultant. ​ At Instagram, I led Product Marketing Communications for the Instagram Ads global rollout and developed their first-ever digital marketing campaign.  ​Most recently, I managed the Client Services team at Amazon overseeing Entertainment advertisers.   Over the course of her career, Erin has worked with brands such as Zillow, Disney, Liberty Mutual, PepsiCo, bareMinerals,  USAA, Warner Bros., and ABC. So why do so many people make a complete mess of building an effective social media strategy no matter how large their budget? And where should people start today when launching their own online success, twitter, Tik Tok, Snapchat? Well lets find out as we bring onto the show to start joining up dots, with the one and only Erin Corn. Show Highlights During the show we discussed such weighty topics with Erin Corn such as: Erin shares why social media is so powerful, simply as your customers are on there so go and talk to them....they're are waiting for you. The reasons why Twitter has not hit the ground running, and is in Erin's opinion a pale version of what it could have become. Erin openly discusses the addiction that social media has on us all, and the steps that we can take to control it.. And lastly….. Erin remembers the humbling days of beginning her fledgling business, and why her backstory just gave her a foot in the door and nothing else. How To Connect With Erin Corn Website LinkedIn Return To The Top Of Erin Corn If you enjoyed this episode with Erin Corn, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Full Transcription Of Erin Corn Interview David Ralph 0:01 Once upon a time, there was a guy with a dream, a dream to quit his job to support himself online and have a kickoff live. Little did he know that dream would lead him into a world of struggle, burnout and debt, until he found the magic ingredient and no struggles became a thing of the past. I of course, was that person. And now My dream is to make things happen for you. Welcome to Join Up Dots. Intro 0:27 When we're young that we have an amazing positive outlook about how great life is going to be, but somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK. David Ralph. David Ralph 0:52 Yes, good morning. Well, good morning and thank you for being here with Join Up Dots really appreciate you is as always And I appreciate today's guest who we've had a few technical issues but she overcame like a monster. And now she's sitting there ready to be grilled, thrown left thrown right and try to convince me that social media is the way forward because she is an expert in navigating the micro nuances that make social media so effective, was dodging the pitfalls that trap so many people that actually says social media advertising has become increasingly complex. Using my knowledge gained from 14 years of experience at companies including Facebook, Instagram, and Amazon. I specialise in performance marketing to deliver a higher return for businesses. Now while at Facebook, I partnered with startups to fortune 500 companies to implement marketing solutions and serve as an expert consultant. And now it's Instagram I lead Product Marketing Communications, but the Instagram ads global rollout and develop their first ever digital marketing campaign. Now, most Recently I managed the Client Services team at Amazon overseeing entertainment advertisers. Over the course of her career. She's worked with brands such as Zillow, Disney Liberty Mutual, PepsiCo, Bare Minerals, Warner boss and many others. So why do so many people make a complete mess of building an effective social media strategy, no matter how large their budget and where should people start today when launching their own online success, Twitter, tick tock Snapchat. Well, let's find out as we bring them to the show to start joining up dots with the one and only Erin Corn. Good morning, everyone. How are you? Erin Corn 2:39 Good morning. Good. How are you? David Ralph 2:40 I'm very well I'm very well indeed. Yes. I feel like I've come through a dark time in my life every now and now the light is shining on me. And it feels like summers around the corner. Probably not as summary as it does being in Orange County, California at the moment area. Erin Corn 2:59 That's true. I was in shorts yesterday at the pool. So I'm sorry to rub that in. But it's a very beautiful day here in Orange County. How do David Ralph 3:06 you get any work done? I always ask this because it makes me wonder how people shouldn't move to Alaska if they want to create an online based business because what do not go outside all the time why, you know, last thing you want to do is sit here recording a podcast episode. Erin Corn 3:25 You know, it does take time. I'm originally from the Boston area. And if you know anything about Boston, it's extremely cold. And so it did take time for me to realise this weather stays here in California. So it's a little bit of trading yourself that you do have to keep your head down. And it is tempting to be outside. Oh, I will. I won't deny that. David Ralph 3:43 So when you first moved down there every day, he was, Oh, it's an amazing day that's go out. Unknown Speaker 3:47 Yes, I have to do something. It's not going to last forever and winter is around the corner. And so that's just kind of what happens when you live in the weather that I'm sure you're accustomed to. You just don't think it will last and so even being out in California 70 years later, I still kind of have that East Coast mentality. They think you need to appreciate the weather more, you know, not like some of the people have grown up here. They don't know how rough it can be for you with polar vortexes and, and all types of weather coming out. You David Ralph 4:12 know, today I've had since I've been looking out my window, I've had rain, I've had snow, and now it's beautiful, clear blue sky, but a bit windy. So we were we're very much four seasons in one day, but you're not here to talk about whether or not you're here to talk about social media. So it's a complete waste of time. Aaron, do you agree? Erin Corn 4:32 And that's something that I've battled against on since joining Facebook in 2012. When it was not the behemoth of the advertising platform it is now and to this day with smaller business owners. It's something that comes up quite a bit. And my answer to that the short answer is the platform is where your audience is. And I'll use Facebook as an example. There are 1 billion people on the platform today Tick Tock there as of 2018 800 millionaires users. So social media is where your customer base is, regardless of the type of industry you're in, or the type of customer that you're trying to attract. And so it's not so much about social media, but it's about reaching people where they are. And that's where they're spending their time. So that's really, you know, the way I look at it, and whether it's Facebook, tick tock snap or the next social media platform that we haven't even heard about yet. I really do think that you need to go where your customers are David Ralph 5:24 doing the same cutting edge and trendy area. Erin Corn 5:27 Yes, yes, absolutely. I'm being in a podcast, I think is very trendy, and you have been at it for about seven years. As you've mentioned, I think podcasts are in many ways underrated, but they're becoming more and more a way that people are getting their names out. And I think of podcasts in many ways as a form of social media. People are connecting on their digital devices. They're sharing about it on LinkedIn, and in an extension of people's brand. And so I do think in that way, you're actually on social media, whether you like to admit it or not. David Ralph 5:56 I was expecting just a yes, but that was a very formal answer, which is great. On a podcast, but I don't I feel like I'm trendy. I feel like I'm counting age. But I don't understand so many platforms. I don't understand Tick Tock. My daughter's always on Tick Tock. And it just seems to be that she dances and records herself. And she showed me somebody on there and this woman had like 2 million followers. And all she does is dance and records herself. I don't get it. Erin Corn 6:27 I you know, I think it's these different apps. They definitely attract a certain demographic and i think it's it's very true to say that Tick Tock users are definitely ageing on the younger end, but it kind of follows that the trend that we're seeing on snap before tik tok, and even on Facebook that people are engaging with video short form video, and tick tock does a really great job of that they're in an age that your daughter, for example, are in an age where they have kind of a short attention span. They're looking for the next best thing fast moving So it's a social network but it also allows you to engage in a quick and engaging way and also with a lot of influencers that are on the platform it makes it easier to kind of follow along with a lot of the influencers that this age demographic really interested in. So I think Tick Tock has done a wonderful job at realising the trends and getting ahead of them and many way creating a trend with musically which then became tik tok. David Ralph 7:23 Now, you sound lovely, you sound knowledgeable, you've got 14 years of social media experience. Are there platforms that you look at and go, I don't get it. I just don't understand it. Erin Corn 7:33 Well, this is gonna not come across in the best way to send me your users. But Twitter to me is something that I understand that it's a necessary evil, but to me, it's never grown into the platform that I feel like it could have. And it's still around. It's still a very viable platform. But I feel that Twitter has been kind of a mess in terms of the social network platforms. And the engagement isn't there people login sporadically. And for me as an individual, it's just not Somewhere where I spend much of my time and so, you know, that may be something that people on your podcast may not agree with, but it just hasn't really reached. Its full. It hasn't reached to the point of some of the other platforms that we see out there. But, you know, unfortunately, Donald Trump has made it still a household name always David Ralph 8:16 good on that isn't a I must admit. Yeah, I read hardly any tweets at all. But I was talking to my daughter the other day, I was amazed that Jim Carrey has 18.5 million followers, and Tom Cruise has about 6.7 and I thought, how does that go? Why is somebody as good as Tom Cruise and I love Jim Carrey. I think Jim Carrey is brilliant. But what what is it that makes people sort of go migrate towards certain profiles and not others? Erin Corn 8:48 Yeah, I think it's really about the form that you're using on Jim Carrey. In this example, Jim Carrey versus Tom Cruise. Jim Carrey is a comedian. He is just always producing great content, whether it's on Twitter or other platforms and so I think it's really about your engagement on the platforms not just putting content out but engaging with other people, other comedians and having a reciprocal relationship. And so I think for someone like Jim Carrey, it's really just a way that he can practice some of his jokes, practice some of his act and, and put that out to his audience in a really easy way. And you know, the same with some of these other platforms like Tick Tock or Instagram, they're really short form. Now having the ability to post stories that disappear within 24 hours, it gives people the ability to test a little bit more and not have as much risk because they know that that won't necessarily live on like it previously had with just having the option to post on your Facebook feed and you're a little bit more precious about what you put out there. So you know, the Jim Carrey example I think, just the fact that that is his medium, his comedy and putting out content in one liners, it makes sense that you would have a big following. David Ralph 9:55 He's not Tom Cruise is a Tom Cruise can do no, Tom Cruise is about too and looks exactly the same as he did four years ago. I don't know what he's doing. He really does a must be the American way of life. That's what we should do. We should all move to America. So with yourself, Aaron, when did you decide? Obviously, this is an entrepreneurial programme? And when did you decide actually, to leave working for people and actually create your own company? And why is it called shore bird? Erin Corn 10:25 Yeah, so it's always been, which I'm sure is the case. For many entrepreneurs. It's always been this nagging voice in my head that you should go out on your own. You like to have more ownership of your schedule for your kind of destiny as I would put it on. And really the impetus for me just finally ripping off the band aid and doing it was a year and a half ago, when I was at Amazon. I had an incredible experience there. But I had been at these larger tech companies, one tech company after another and I felt like nothing was changing in terms of the impact that was making whether I was on a small team or a large team, and I felt a bit of frustration that I wanted To feel more ownership over my future and and what kind of clients I worked with. And so it really pushed me to have some hard conversations with myself about what's the next five to 10 years look like? And also in terms of work life balance, what do I want for my future as a grow my family. And so finally I started schwarber media. And about a year and a half ago, as I mentioned, as I was on my way out of Amazon, I kind of made that decision that it was time for me to move on, with incredible support from Amazon. And I picked shorebirds because I've always lived on the coast. I've always lived, whether it was the East Coast or the west coast and I feel like it was a name that really rang true to me because I kind of am a shortbread. I'm always living by the water. I don't like to be landlocked, and I think it kind of has a lightness to the name and so that's why I picked it and I've gotten a lot of compliments and it kind of makes people think twice rather than it just be another digital, you know name or something about technology. It's a little bit more open ended, which I also appreciate it now. David Ralph 11:57 So like to say start up business but you're you you're a family lady, you're a mom. You're a mother. That that's it. That's a juggle isn't it, you know, even as a dad, and I think that's a different from moms, dads can just go, I've got work to do and go off to do the work. But moms have to juggle all the other stuff. And I don't know why it works like that. But it always did with me. I always took work as priority and it was kind of accepted where my mom and my wife has to sort of deal with everything else. How do you deal with that? What's a normal day in your life? Erin Corn 12:31 Yeah, I'm very lucky. I have extremely supportive husband. But you know, I think that dynamic is true even if your husband is trying to carry as much of the load as he can. My morning start with my you know, my son wakes up and we spend some time together but he does go to a little school right down the road. And so I have the ability to have time that I can really focus on on work and have him half time where he can spend time with friends. And then when we are together I feel like I don't have the distraction of always trying My email and wondering what's coming in, because I've put that time in, when he's at school where I can really try to cut out that time just focus on my career. And it is a juggling act. I'm going to Social Media Marketing World next week based here in San Diego. And just the preparation to go away for a few days you kind of realise, or my husband might be realising how he takes for granted when he has a workshop, he'll just tell me he's going away for work. And that's that but you know, with me going away, there's a little bit more preparation in the background about you know, that writing out the schedule, putting together the lunches, and so it is kind of a good, good balance, though for me to get away as well just so he can kind of understand what's involved. David Ralph 13:41 Now I see a lot of women walking along and I had to go to a post office about Christmas and a parcel tried to be delivered to us and it wouldn't go through our letterbox I had to go and collect it. And the room was full of women with their babies and their kids jumping up and saying Mom, Mom, mom, and they were just scrolling up and down their phones, they were just oblivious. Now with yourself, bear in mind, I imagine that you are dealing with other people's campaigns and the effectiveness of their campaigns. How do you detach yourself from that? And being the mom, holding the kid with one hand looking at the phone or the other, and not really sort of engaging with life? Erin Corn 14:23 Yeah, I think it's really about balance. And again, I started working at Facebook in 2012. And so when I first started, it's very easy to get pulled into work and Facebook and social networking. 24 seven, it's just the nature of these platforms, unique it very addictive, but I've had to kind of as I've built out my own career and have to create some boundaries for myself, and I'm not perfect at it and there's days where I kind of feel like they've blended together but really managing my calendar making sure that when I am with my son, if you know there's a day that he's not at school, for whatever reason, I block it out. I don't take meetings, making sure that I I have a support team under me that's able to manage the campaigns or some of the tactical pieces, or the design work. So I know that it's in good hands, and I don't have to micromanage everything. So I think it's really about delegating, and also making sure you own your schedule, because it's very easy as an entrepreneur for that to kind of bleed into your everyday life. But there still are those late nights and early mornings, that I think that's just part of being an entrepreneur, but it's something that I enjoy, and I wouldn't change it all. David Ralph 15:26 Yes, listen to Oprah Winfrey. And then we'll be back with Aaron, Oprah Winfrey 15:29 the way through the challenge is to get still and ask yourself, what is the next right moving? not think about, Oh, I got all of this stuff. What is the next right move? And then from that space, make the next right move, and the next right move and not to be overwhelmed by it because you know, your life is bigger than that one moment. You know, you're not defined by what somebody says, is a failure for you because failure is just there to point you in different direction. David Ralph 16:00 So you're sitting at Facebook or you're sitting at Instagram and you're looking around and you're thinking I should be doing this myself, you know, I don't need these people I can go and create sure bird and things will be just easy. How easy was it? Was it harder than you imagined? Erin Corn 16:19 It was definitely harder than I imagined. And to be completely honest, you know, the people I worked with that Facebook, Instagram and Amazon are some of the smartest people I've ever had the opportunity to work with. And so I think that's something that I took for granted as well being on your own, especially as social people like yourself and I are, it is a shift in many ways. I think having that camaraderie around you when you are working at these larger companies and the resources available to you is something that especially having been in it for 14 plus years you become accustomed to and you take for granted. And I would also say I definitely was humbled in the early days of going out and reaching out to new people. clients or potential new clients, because previously, who wouldn't want to talk to Facebook? Who wouldn't want to talk to Amazon, I had the backing of these large tech companies. But now I really had to prove myself outside of those companies. Well, what have you done lately on your own? Where are the case studies? And so well, my resume and my background, maybe got me a foot in the door, I think it was really focusing on building out those early success stories. So I can be taken seriously as a business owner separate from these companies. So to answer your question, it was harder, I think, than I expected. And as people often say, if it was easy, everyone would be doing it. And I think that's very much the case. David Ralph 17:37 I don't know if it is the case, because I think even if it was easy, there's more lazy people than anyone. It's really struck me how many just people that expect it on a plate, they expect to click a few buttons and get it I expect it to occur within two or three weeks. I think it's the persistence But the laziness, and I'll explain this because this is my new theme that really works in building a business. I think that once you become lazy and you become focused on doing the right things at the right time, like Oprah says, that's when your business really scales and that's when life becomes easier for you. But at the beginning, you can't see that What's up, Erin Corn 18:22 I absolutely agree with that. And someone had said to me, you'll look back at you know, the early days of starting this business, it will be completely different the way you operate and what you do. And that's a positive thing. I think it's a growing experience and, and being able to kind of cut out some of the clutter like you mentioned, and focus on the things that are really impactful and will help you grow. And for me, you know, it may be obvious but when you're in the middle of it for me, it was really taking a lot of the tactical pieces off my plate and focusing on business development being the face of my business and, and making that time to speak with clients rather than being in the weeds of my existing business because that's not a way that I can scalar grow. And so I agree with you kind of having those very clear goals, how many new clients will I reach out to where am I spending my time and making them very clear and actionable steps so that way I can see growth year over year. David Ralph 19:12 Now, when I started Join Up Dots many, many years ago, there was a guy and he stood around called Pat Flynn. And he had Smart Passive income. And I think he's, he's based in San Diego, so you're probably bump into your net, net network. And he used to say, be everywhere. That was his big thing be everywhere, you know, whatever platform you can be on, just be on. I'm not sure if that's right anymore, because I think people are more strategic. And I want to circle back to what you said or join up the dots of what you said that your customers are on the platforms. Is it as simple as saying to the people out there who get caught up with overwhelm in social media, don't be everywhere, but just be exactly where your customers are. Erin Corn 20:00 Yes, and and i think that that's a trap that a lot of people fall into, especially, you know, as business owners or marketers have larger businesses, they feel like they have to be on the next shiny object or they have to be everywhere. But really, if you're everywhere, you're not doing it well. And so when I especially when I talk to new clients, they asked me, well, where should I start? What platform should I be on? And it's really, what can you do very well, and what can you do consistently, I'd rather that than have you on seven different platforms where you kind of had one foot out the door. And so I think just you know, whether you're on multiple platforms right now, or you're just starting small and testing out a Facebook or a tik tok to start, it's really having a concerted effort in one area, and then seeing what works and then scaling that, you know, I do see that there is a benefit to potentially being on Twitter, and Instagram and tik tok to reach different audiences. But you have to figure out what is it that's working for you first, what type of content what type of message because at the end of the day, your content doesn't change its discipline. For me what you're delivering it, whether it's through print, or it's a video, or it's a podcast. And so I'm an agreement that it can be a bit frenetic. If you feel like you have to be on every single platform at once. It's just as an entrepreneur, it's very difficult to do until you grab a team to help you with that. David Ralph 21:16 And also is the thing I think that people struggle with. And I certainly am speaking from my own experience, have, you turn the microphone on, and I can give you content for eight hours a day, I can just keep on going. It just seems a natural fit. When I look at Facebook, and I just think, you know, what are you really posting I because every time I go out for a meal with my wife, she has to put her drinks together, and then post it and I look at it. Why does anybody want to even see that? But she does that all the time? Where am I going wrong? Erin Corn 21:52 No, I think that you have to be true and authentic to what works for you. And if podcasts and speaking works well. I think that that It makes sense. But think about how that can be transformed to Facebook or Instagram or some of these other platforms like LinkedIn, you're already doing a podcast, why not turn on your camera and have it be a live conversation between you and your guests? Or have some kind of show? Oh, you know, people watch anything, David. I mean, you see Gary Vaynerchuk in you know, he's not the most handsome model, but he is extremely, extremely engaging. And I think if you have the message there, and you're comfortable speaking, why not? And David Ralph 22:30 I love the fact that you didn't come straight back with no, I don't believe that's true. But you came back with people will watch anything. Unknown Speaker 22:39 Well, I you know, I'm just to say that I think you're very handsome. David Ralph 22:44 Thank you, me. Thank you and I'll edit that up a bit. But no, that is that is something that people struggle with, isn't it? Yeah. How they look and you know, it's a hair done well and stuff. Erin Corn 22:55 Yeah. And and I think that you have to if you at the end of the day, truly feel uncomfortable. Being in front of a camera, and you just it takes so much for you to really make that happen. It's not something you're going to stick with, it's not going to be authentic. And so like you mentioned, if that's just something that's just not for you think of other ways that you can promote what you're already doing. So promoting your podcast with, you know, great imagery or videos, and rather than just having it be you or promote the videos of your guests, but I think that since you're already doing a podcast and you have the audio and you have the reach, there's ways that you can bring that to life on platforms like Facebook and Instagram that are more visual, and there's ways to do it to capture attention that might not just be a talking head there's there's a lot of different ways that you can kind of engage people with images or video that might not just be us speaking. David Ralph 23:43 Now, as you said, you will you alluded to that you are more strategic now and so you have got people working for you that do all this kind of stuff, and that the changing of a podcast into images and images into because otherwise you'd go mental Erin Corn 24:00 Absolutely, I think where, you know, it's a simple exercise, but it took some time to let go of the reins is looking at my day, my week, my month and figuring out where I was spending my time and, and where that you know what type of value that was adding. And a lot of my time, you know, as it was at Facebook and these other companies was the tactical pieces. And so in the same exercise I would have done at these companies looking at where I can take some of these things off my plate that weren't value add. And I do have a team that oversees some of the campaign setup and management. But at the end of the day, my value that I bring to clients is that my background and my experiences in this field and so I don't have a team that does it without my oversight. I'm the person that speaks with my clients at the end of the day, because having that hands on experiences is very important to me, but there is no way that you can grow a business unless you have a team to help kind of take on some of that extra work. Or you'll drive yourself crazy. Unknown Speaker 24:54 We're speaking to Evan Cohen and we'll be back after these words. Are you ready to make a full time time living online, check out the amazing Join Up Dots business coaching. Unknown Speaker 25:04 Hello, my name is Alan. And I've just completed the excellent eight week course with David. Unknown Speaker 25:09 Before I started working with David Actually, I had no idea at all where to start. Unknown Speaker 25:14 I

Direct download: Erin_Corn.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Festival Pass Founder Ed Vincent Today's guest joining us on the Join Up Dots podcast is Ed Vincent founder of Festival Pass. He is an entrepreneur with over twenty years of business, technology, and management experience having founded and exited several companies in that time including helping to launch film festivals in multiple locations and creating the concept for a Maxim branded hotel in the Caribbean. Most recently, he led a data platform and consultancy in the entertainment space with clients including A&E Networks, AMC Networks, Screenvision, MovieTickets.com and was brought into MoviePass as an interim head of data. These experiences gave him the insight needed to make festivalPass a reality. As he says "Hi, I’m Ed, founder of the world’s first festival and live events subscription service providing access to music, film, food and wine, and tech and innovation — Festival Pass. Enjoy hundreds of festivals locally and globally for one monthly fee. FestivalPass is a story about community and creating experiences that changes you. We as humans need connection; it’s in our DNA — as strong as the need for food, water, and warmth. How The Dots Joined Up For Ed We are bringing our members the only place to make accessing, discovering, and attending festivals spanning industries the most user-friendly, frictionless, and affordable member experience possible. We strive every day to secure new event partners and think about what our customers want from a mobile app that complements their lived experiences. I have learned what works and what doesn’t work in this space and look forward to inspiring people to lead active and engaging lives every day by participating in live community events both locally and globally. Great stuff, but its ok to think "this is a good idea" and another to make it happen, so how did it happen? How did he create a network of festivals who believed in him, before he had actually anything to offer them? And where have been the struggles that has made Leisurepass a reality? Well lets find out as we bring onto the show to start joining up dots with the one and only Mr. Ed Vincent. Show Highlights During the show we discussed such deep weighty subjects with Ed Vincent such as: Ed shares how there are 1,000's of festivals across the world and how his team seek out the events every week. We discuss the early stages of building his business before he even had a business - similarly to Airbnb's business model and lastly...... Why its such a value driven idea as there is no additional transaction fee for attending events....a true win win for all of us 

Direct download: Ed_Vincent_Festival_Pass.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Matt Sweetwood Todays guest on the Join Up Dots business coaching podcast is Matt Sweetwood. He is the CEO of Luxnow, and also a successful serial entrepreneur, business consultant, award-winning marketer, social media influencer, personal branding expert, and photography instructor. Matt was the U.S. CEO of beBee, Inc., a professional social network that helps people build successful personal brands. He served as President of Unique Photo®, NJ’s premiere camera store for 28 years. Nationally known in the photography industry as an innovator, he has helped acquire over fifty U.S. and International Trademarks for both language and design, and he founded and ran the Ozzie Award winning publication Photo Insider®. Matt has been credited with the reinvention of the modern camera store, as well as the country’s largest in-store education program, the Unique University®. Unique Photo was named 2008 and “2013 Dealer of the Year” by Digital Imaging Reporter magazine. Matt was named the Photo Industry’s, “2016 Person of the Year” by the PMDA. Matt’s past charitable endeavours include having served as Chairman of the Board of Directors at both The Aish Center, a spiritual/educational non-profit and The Josephine Herrick Project, a nonprofit that uses photography to enhance the lives of the under-served. Matt was honored by The Aish Center with its 2014 Continuity Award. So did he fall into the traps of making things more complex than they should be in the beginning of starting his business? And how has he managed to reinvent his businesses so successfully? Well lets find out as we bring onto the show to start joining up dots, with the one and only Matt Sweetwood. Show Highlights During the show we discussed such weighty topics with Matt Sweetwood such as: Matt remembers the constant frustration and effort that it took his parents to build a living. Why being an entrepreneur is so intoxicating as you see the fruits of you labours start to come real. Matt shares how gaining custody of his five kids was the scariest thing in his life.  And lastly…….. Matt reveals how he keeps extremely organised by structuring his day to be task driven.

Direct download: Matt_Sweetwood.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing "Does Marketing Work" Today's podcast episode is a questions ans answer sessions based loosely around the concept of marketing online. One of the listeners, as you will hear on question one feels that the only way to grow a business is by amazing marketing. Focusing your budget in many different directions to gain customers...bringing them into your funnel to maxmise sales. And we say "Yes" we totally agree with you...however we do feel that there is a better way to do it. Enjoy the show Question One Dear David and everybody at Join Up Dots, I have been listening to your show on and off for the last couple of years, and often hear you droning on about how marketing doesn't work. As someone with a marketing degree i would be keen to see what your real views are on this subject as I think marketing is the only way to build a successful business. Conner Mivelle Question Two Hi David, i heard you say that you get a lot of people send you shitty emails and I cant understand why. I think the show is the best out of there. So dont listen to them nasty people. Now for a quick question if you would be so kind to answer. I have been thinking of starting my own business teaching people how to pass the driving theory test easily. I have helped a few friends over the last year and they say my memory methods have helped. Do you think that this is something worth pursuing. Clarissa Martella, St Albans, UK Question Three Hi David.....if you could go back in time and do things differently what would it be. John Duke.,Massachusetts Question Four Hi David, thank yo so much for sending me the video response. It has gone into my celebrity folder. Where do you get all the ideas that you use to make things swing for you? Jenny Baxter, Rochester

Direct download: Does_Marketing_Really_Work_Master.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Stephen Pacinelli

Todays guest is the founder of BombBomb video a new and engaging way to turn your boring emails into almost live interactions. Think about your inbox and the amount of time you spend reading boring text, when really you want someone to simply tell you face to face. Well that is where Stephens new business and book comes in. As he says "Do you struggle for replies and responses? Do your text messages get misread or misunderstood? It’s time to stop relying on faceless digital communication and get face to face again.

 

How The Dots Joined Up For Stephen Pacinelli

Rehumanize Your Business is a hands‑on guide to adding simple webcam and smartphone videos into your communication mix in order to build trust, save time, and truly connect with people. Now what I love about this, is once again it simplifies the core function of every businesses sales funnel. Its build trust and loyalty and personal connection. People buy from people they trust and like...end of story So why is there such difficulty in today's world, to market our products and services correctly? And why do people simply forget to build their personal interaction strategy into everything that they do throughout their business? Well let's find out as we bring onto the show to start joining up dots with the one and only Mr Stephen Pacinelli Show Highlights During the show we discussed such weighty subjects with Stephen Pacinelli such as: Stephen shares his belief why relationships shouldn't be automated when in business. Its the human touch all the way. What the difference is between relationship videos and marketing videos. and why we should balance both. How he transitioned from a monotonous role into the sexy confident individual that he is today all though taking a chance. And lastly……… Stephen shares the big mistakes that BombBomb made back in 2006, and why it was such a slow growing success.

Direct download: Stephen_Pacinelli.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing John Ferris John Ferris is todays guest joining us on the Join Up Dots business podcast, who is the CEO and innovation of Growth Strategist of InVision Edge. His company is focused on helping companies everywhere to innovate and grow by working with a three part strategy. His three-part Innovation and Growth Framework helps to 1. Create a radically clear strategy while obsessing on execution 2. Launch an innovation system that shows you and your teams how to turn big ideas into reality to create value 3. Engage leaders to lead in an innovative culture who are inspired to get things done As he says "Working with many of Canada's leading mid to large organizations, we know that you want results. Now. We focus on the quick hits that deliver fast ROI, while building longer-term innovation and growth capabilities that create ongoing results.  But of course throughout Join Up Dots we deliver content based on giving you guys the information to take the leap and build freedom and success. So how had today's guest done just that, and started his own business which gives him the lifestyle he wants too? And where do companies make their biggest mistakes, that we can all learn from in our own day to day adventures? Well lets find out as we bring onto the show to start joining up dots, with the one and only John Ferris Show Highlights During the show we discussed such weighty topics with John Ferris such as: Why its so powerful to be upfront and honest when attracting your first customer when you start building your business. John shares how he always wanted to do his own thing, and simply used an in-house business strategy The reason that John calls middle management the "Concrete in the middle" and why they aren't connected to the businesses "Why" And lastly….. John discusses openly why and when he decided to scale and grow his own business to more than himself. A decision that was brave but has given him so much.

Direct download: John_Ferris.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Aren Deu Aren Deu is today's guest on the Join Up Dots business coaching podcast. He is a man who is on a mission, whilst still working a full-time job as a property investor for wealth & cash-flow. He says "My goal is to empower people by helping them find their voice & improve their overall health. I am on the journey of achieving this through either mentally via my Podcast: Find Your Voice, & physically through my health & fitness knowledge through tips, tricks, blogs, diet & fitness plans! Helping people has been a part of my life ever since I can recall. How The Dots Joined Up For Aren Deu From personal training, to support work, to being part of a family who foster children, to then going on to become a social worker. I have always found happiness & fulfilment via serving others. Realising the larger impact I can have on the world by giving up the corporate world and pursuing my own entrepreneurial journey and starting my own self-help Podcast I have started to finally Find My Voice. So now he is hustling to appear on podcasts, grow his fitness business and do everything else that an online entrepreneur needs to do everyday. So how does he maintain the motivation to keep on working on his dream after a busy week working the 9 to 5? And with so many elements to his business, where does he see his key offering? Well let's find out as we bring onto the show to start joining up dots with the one and only Mr. Aren Deu Show Highlights During the show we discussed such weighty subjects with Aren Deu such as: Why its so important to find the space in your business to really enjoy the majority of what needs to be done, whilst accepting the crap as part of the game. Aren remembers working in a job that although amazing money wasn't good enough for him, and reveals the steps he took to truly find his thing. Aren shares how he always starts his day with journalling which allows him to focus his thoughts and his energies on what needs to be tackled head on.  And lastly……… Why its so important to share the honest and sometimes dark moments in your business with everyone. Don't hold back from the truth...we can handle it!

Direct download: Aren_Deu.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing John Bertino

Today's guest joining us on the Join Up Dots podcast is the owner of TAG, a new an innovative agency based in Philadelphia USA. As he says "Let's be honest, anyone can call themselves a marketing "expert" and anyone can open a "marketing agency". The result: Unqualified marketing providers are everywhere causing many brands to get burned and precious company resources to get squandered. This is not the case with today's guest, as  John’s professional background stems from over a decade in the agency space where he consulted with clients on SEO and inbound marketing campaigns. During that time, John watched sales people and marketing agencies fight tirelessly to one-up each other and impress prospective clients with industry jargon, flashy proposals, and agency bluster. How The Dots Joined Up For John Perhaps most concerning – a remarkable amount of the strategic recommendations agencies give their clients is predicated on what’s convenient for them – not the client’s situation. Enter TAG; arguably the world’s first true marketing consultancy, 100% focused on providing brands unbiased direction, education and vetted agency recommendations. These days, John and his team at TAG consult with brands of all sizes on just about every area of marketing. He personally teaches several courses on the subject at the University of San Diego, Drexel University, SCORE and other accredited educational institutions. John also organizes large events for marketers and entrepreneurs through his group the SoCal Marketing Club, one of the west coast’s largest digital marketing clubs. So why do people still focus on a splash everywhere method of marketing, instead of knowing where the vein of gold is? And is marketing still a winner, or has it fallen down the ranks of everything else that is needed nowadays? Well lets find out as we bring onto the show to start joining up dots with the one and only Mr John Bertino Show Highlights During the show we discussed such deep weighty subjects with John Bertino such as: Why there is such a problem in the industry involving quick start marketing experts claiming to be something that they aren't. John reveals how Tim Ferris's The Four Hour Work Week was the catalyst for going out on his own. Why the keys to entrepreneurship are playing into your strengths and delegating everything else that keeps you from doing your best work. and lastly...... Why John believes in the anti-scale method that we believe 100% about in Join Up Dots, and the steps that he took to make that happen. How To Connect With John Bertino Website Facebook LinkedIn Twitter Return To The Top Of John Bertino If you enjoyed this episode with John Bertino, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Full Transcription Of John Bertino Intro 0:00 When we're young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK. David Ralph. John Bertino 0:25 Yes, hello, a good morning, everybody. Good morning and welcome to Join Up Dots. Thank you so much for being here. As always, Well, today's guest who's joining us on the show is the owner of take a new and innovative agency based in Philadelphia, US Ray as he says, let's be honest, he says he's he doesn't say in an English accent, but it's the best I can do. Let's be honest, anyone can call themselves a marketing expert and anyone can open a marketing agency The result? unqualified marketing providers are everywhere, causing many brands to get burned and precious company resources to get Wonder now, this is not the case with today's guest as his professional background stems from over a decade in the agency space where he consulted with clients on SEO and inbound marketing campaigns and during that time, he watched salespeople and marketing agencies fight tirelessly to one up each other and impress prospective clients with industry jargon, flashy proposals and agency bluster. Now, perhaps the most concerning and it's concerning to me, a remarkable amount of the strategic recommendations agencies give their clients is predicted on what's convenient for them, not the client situation boo boo you marketing companies. Enter take arguably the world's first true marketing consultancy 100% focused on providing brands and buyers direction education and vetted agency recommendations these days. him and his team at tag consult with brands of all sizes on just about every area of marketing and he personally teaches several courses On the subject at the University of San Diego Drexel University score and our accredited educational institutions. He also if a citizen enough organises large events for marketers and entrepreneurs through his group, the so cow marketing club, one on the West Coast largest digital marketing clubs. So why do people still focus on a kind of splash everywhere method of marketing, instead of really knowing where the vein of gold is and targeting that? And is marketing still a winner? Or is it folding down the ranks of everything else that is needed nowadays when I start finding out when we bring it to the show to start Join Up Dots with the one and only Mr. John Bertino. Good morning, john. How are you? I'm Fantastic. Thank you, David. Fantastic intro. Thank you. David Ralph 2:50 It's lovely to have you here. And you know, do you know how stupid I am john. All week. I knew you were coming on the show. And I've been thinking, why is it called tag Why is it called tag It's just don't do me, the agency guy as simple as that. How stupid am I? John Bertino 3:06 not stupid at all that we like going by tag, we lead out with that a lot. But that's right. It's an acronym for the agency guy. And quick clarification, and you'll find it central to our business model. We are anything but an agency, really, we're, we're a consultancy that represents a multitude of agencies. And I'm sure we'll dive into that in more detail. David Ralph 3:28 I'm sure we probably will, unless I get bored with the conversation and go in a totally different direction. That's what we do. So what is an agency then for people out there that hear the word but now they're not in that sort of environment? Actually, what would your definition of an agency be? John Bertino 3:45 Sure. Well, I think to some extent, that's part of the problem, right? agency has become this loosely defined term that we associate with anybody, at least in the marketing space that is providing marketing services. So Sometimes people will call themselves an agency when they're one one person. But I would argue that as soon as you're more than one, you're two or more than you could technically call yourself an agency. And you know, you can call yourself an agency with little to no credentials, experience, accolades, case studies. There's there's no formal agency certification team. And those are a few of the reasons why there's a bit of a problem in the marketplace. David Ralph 4:25 Yeah, but there's a problem everywhere. And if you've listened to multiple episodes of Join Up Dots, I do repeat myself because there's certain things that get out my nose, but I get pitched by a lot of people that are experts, but they've only been doing it since last Tuesday. And you know, it drives me mental and the first thing I do I go over to their LinkedIn profile, and when I see that there's hardly anything on there, or that they was working for a bank in Philadelphia and now they're an expert in marketing, whatever. How do we overcome this, john? How do we overcome this, this dive in And I'm brand brand ourselves because I accept people have to get going. And I accept that you become an expert by doing more of and learning. I accept all that. But how can we sort of overcome this and actually protect the people out there that are buying into these marketing people? John Bertino 5:18 Sure, well, I don't think the problem is going where anywhere anytime soon, right, the barriers to entry to become or call yourself an agency or marketing consultant, or next to nothing. And not only that, but the lifestyle that can potentially come with being a small nimble agency is quite appealing. And there's information all over the web that can help people get started. So the low barriers to entry the lack of necessary credentials or qualifications, and again, the lifestyle benefits are resulting in a multitude of people flooding in and saying, I'm a marketer, I'm a marketing expert and wanting to charge you for it. And that's great for them. That's great for entrepreneurship. And I support those who give a real effort into becoming a refined expert in the field, but many don't. And that's created a real problem for brands that want to go out and find reliable marketing talent marketing support, and that's why we created tag David Ralph 6:19 now talking about it around but problem one of the things is so many of these companies charge but actually don't guarantee the results and people like Facebook adverts and and Google ads and they they charge for their services, but the results don't come back in. Once again. How do you deal with battery issue so that you can say to people that if you're going to pay for us to do work, you're actually going to get it or is that not possible? John Bertino 6:51 Sure. So let me mention our model and and backdoor into your question. So what we do at tag is essentially empower brands to hire the perfect marketing partners, and also to invest in the ideal or proper marketing strategies. Right. So we're a consultancy, but we represent about 200 different agencies and consultants. And when we meet with brands, we do so in an objective, unbiased way, and say, Look, if we were in your shoes, essentially, if we were cmo for a day, if you will, or cmo for the week or the month, if we were in your shoes, how would we approach these problems? What marketing channels will we invest in? Why would we invest in them? We set expectations to your question about results, we set expectations around what proper results actually look and feel like and then when we're all aligned on what we want to do and why we want to do it. That's when we essentially matchmake them with one of our vetted marketing agency partners or service providers. So we represent about as a A 200 or so different teams, which is quite a few, but at the same time, a manageable number. And that depth of a roster allows us to essentially married the perfect marketing partner solution to the ideal brand need. And in doing so we take out all the time, headaches, and uncertainty that go with trying to find a good marketing partner. Well, I might go well, David Ralph 8:23 I'm gonna jump in with another question just so how do we know that? You know, john, how do we know about tag Mo's, we've always different industries, they've obviously got all different marketing needs. How is your experience so of all covering? Sure, John Bertino 8:41 well, the short answer would be if you give us a call, I think that experience will immediately come through each one of the consultants on my team has at least a decade or more of experience. And generally speaking, you can tell pretty quickly when you're talking with someone that's really specialised in these various channels for a while, but Beyond that, I think if if you dive into tag and look at the different different members on our team, you'll see ridiculous amounts of credentials, accolades, social proof. We're all essentially teachers, speakers contributors, teaching it, major universities are contributing to major publications. We even have a team member that speaks literally for Google. She's on Google's payroll as a as a speaker and a mentor. So all the credentials are there. But again, I think honestly, just with the conversation, usually that comes through pretty immediately. And I should mention, we actually don't charge for any of the consulting we do not typically anyway, the idea is that provide free, unbiased, objective seasoned expertise at no cost to earn that trust. And then we make a recommendation on who we think you should work with. David Ralph 9:47 Right? Okay. So I want to spin away from what you do to where you started, because you're on Join Up Dots is very much about how people actually overcome the struggles of growing a business and teething troubles all the way through. He's just different troubles you have to deal with. Now you're sitting there, Mr. JOHN bertino. And you're in your bedroom, in your lucky underpants, I always think this and you come up with this idea of you're going to go your, your own way and do your own thing. It's all white to think that and as I say, everything is built twice, once in your brain. And once actually, in real life, and in real life one is a lot harder than building in your brain. What was the first steps that you took to actually create something that was your own income producing? Empire suppose? John Bertino 10:38 Sure, I love this topic. And by the way, how did you know about my lucky underpants? We both got lucky on my parents, john, David Ralph 10:44 we've all got lucky underpants until we get married, and then those lucky underpants disappear. John Bertino 10:50 Fantastic. Well, so let's see. I love this topic. By the way, it's really what I'm passionate about you and I have that in common is I don't know if it was a linear thing for most people, it's probably not. But I know I realised fairly early in my professional career probably 5678 years in that. I guess I was a leader not necessarily a leader of of men per se, although I'd like to think I've grown into that. But just I needed to kind of do my own thing. It's really who I was. I didn't know at the time that I necessarily needed to be self employed, but I knew I kind of had to do it my own way. And then I came across Tim Ferriss, his book, I'm sure it's been mentioned on the show, if not thousands of times, but you know, I came across it more or less when it right came out. I believe the books a good 20 years older, so at this point, and he had talked about, and I'm paraphrasing here, because it's been, as I said, probably 1015 years since I read it, but if he had said something to the effect of, would you rather make money million dollars a year and work for someone else and have no time to yourself and not be able to make your own decisions? Or would you rather make a quarter a half or a quarter of that and be completely empowered to do what you want with your time. And for me the choice was clear, it was it was definitely the latter, right. And so between just recognising the way I was functioning in the corporate environment, and coming across material and content like that, that which was starting to become the norm, I just knew that I had to slowly but surely work my way into working for myself. David Ralph 12:32 I've actually got that book in my hand at the moment, the four hour workweek, and I haven't read it for years, to be honest. But I pick it up and I wonder every now and again, whether I should go back and actually read it, whether it's covenant whether the logic behind it is still relevant now, I don't know. What do you think is was it obvious time or, or should we still promote it as the go to book? John Bertino 12:59 Yeah, it's A little bit of both. I don't know if I would promote it as the go to book per se, but it's certainly kind of the one of the foundational books of entrepreneurship in its modern form. It's a great read. For anyone that's aspiring to go out on their own, just go into it, knowing that some of it will definitely be dated. I David Ralph 13:21 was the poster boy for that book. And I actually did literally everything he said in there. And it worked. It worked like a dream. The only problem that I had was, once I freed myself up from work by, as he says, asking for a Friday off and been asking for Thursday off and then building up a portfolio of work because I had this extra free time. It all worked until somebody didn't want it to work. And when a new manager came in and didn't like the fact it all failed like a pack of cards and that literally was the catalyst for me saying, sod this I'm going to go out and start my own thing. Little did I know where I was going to head but the passion was very Because you can't go back, can you once you've had control of your time and your income, and as I always say to people, the fact that you pay your own taxes so you think about it in a way because when you in corporate land I used to just get my paid. I never, it never concerned me that they were actually paying the right tax It Was this something that was taken out of my bank account. Once you actually had that control, you're never coming back on a job. John Bertino 14:26 Now, it's, it's really true, or at least you'll find out very early on in the journey, whether or not this is for you. And if you stick with it for a while, I don't know even a year or two there's I'd say there's no going back from that point. And you know, it's interesting, I had the exact same experience that you reference where there was a point where I had some flexibility I was making. I had some good clout within the company I was working for the ownership really respected me at the time and gave me a lot of leeway and flexibility with my schedule and Through that I started to put some pieces in place to, to, I guess move out on my own eventually I wasn't in a rush at the time. And then he brought in a new manager and all that came crashing down. But in some ways that was kind of the catalyst I needed to, to take it to the next step. David Ralph 15:15 Now, when you take that step, because one of the things that people struggle with, and I struggled with it myself, so a lot of the questions are very much leading. I wasn't earning enough. So people were saying delegate delegate out, but I couldn't earn enough to delegate out because I didn't have enough to pay the bills. Anyway. Do you remember that time when you literally were trying to grow and you were doing everything yourself John Bertino? John Bertino 15:42 I sure do. Yeah, I mean, I mean, absolutely. But you have to find some tasks that you can delegate and they don't even necessarily need to be core to your offering. So a good example on us would be would be something like bookkeeping or in invoicing and stuff like that. Maybe there's some simple administrative tasks that you can take off your plate to let you focus on the actual service. you're offering little changes, little micro delegations can really start to add up and give you the momentum you need. David Ralph 16:17 Yeah, but only if you've got a certain amount of income to pay for people, because otherwise you're you're taking it from where you haven't got it anyway. And if there's somebody out there, who is wanting to take the corporate leap, and they've got a mortgage to pay, and they've got all the kind of bills that I need to pay, the fault of hiring someone when they haven't got enough to cover what they need to cover anyway is difficult. John Bertino 16:41 Yes, but I would, I would counter that. You can outsource but honestly, it can be little things even around the house, right? And we're talking to that aspiring entrepreneur that's really feeling locked in their job. They're starting a side hustle, but they're kept on their time. And they're saying, well, gee, I would love to outsource things, but I don't have I don't have the money for it right and i would counter Well, you can outsource mowing the lawn, so you don't have to do it. And you can have an extra hour for your side hustle. You can outsource ideated ideas for a blog post by writing out a blueprint, finding someone on Upwork or an intern at a local college and giving them $20 to go out and help you ideate what your next 10 blog posts will be. You can outsource cleaning the house so that you don't have to do it and like the lawn you can focus on your business. Even little things like that can really add up and every hour counts. David Ralph 17:38 So when did you get to the point? Actually, I'm going to ask that question. I'm going to come back to it. Let's listen to Jim Carrey. Jim Carrey 17:44 My father could have been a great comedian, but he didn't believe that that was possible for him. And so he made a conservative choice. Instead, he got a safe job as an accountant. And when I was 12 years old, he was let go from that safe job. And our family had to do whatever we could survive. I learned many great lessons from my father, not the least of which was that you can fail at what you don't want. So you might as well take a chance on doing what you love. So when David Ralph 18:11 did you get jumping back to my my brilliantly posed question interrupted by Jim. But you actually loved doing what you're doing because we see it time and I remember speaking to so many guests on the show. But say, they went from a corporate gig to creating an income, some of them creating millions and absolutely hated every second of it. It just wasn't the right business for them. This seems to be the right business for us. So when did you actually tap into the love and think yeah, this this is my thing. And it's not just a stepping stone to someone new. John Bertino 18:46 Yeah, I love that question. And it was, it was never a conscious effort to Well, let me back up. I had come across multiple books or teachers or mentors, you know, just through the internet podcasts, book recommendations, things like this, that it said one of the keys to entrepreneurship was to play into your strengths. And kind of to our prior discussion or prior question, try to outsource or delegate the rest. The more you can focus on your strengths and delegate the things that aren't your strengths, the more likely you are to succeed. So from day one, before I even had the business idea, I was coming at it from that mentality. And so I was always focused on Well, what are my strengths? And this is such a great question for me because I literally built tag around what I knew I was good at. So what what does tag essentially do not to not to get on tag again, but this plays right into your question. we consult, which means I needed to know marketing, and we do business development. I mean, really, we are a marketing team that does business development for agencies, right. So I knew That I was good with people. And you know, I've never fancied myself to be honest, as much of a salesperson I really really never have. Although I was told by so many people you're great at sales or I was always in sales roles didn't really see myself as sales. I saw myself as a consultative I guess a consultative business development person, but it really was about developing relationships. It was always about business development and the relationships for me and I knew I liked doing that. So I, I leaned into that over and over and over again, and to this day, that's I try to focus on just those two things. That is being really good at my marketing Aquaman. So I can provide great advice to brands and then the selling just happens naturally, the business development becomes easy. And to your prior question again, I looked at Delhi, everything else. David Ralph 20:53 Now, that is just super talent. Obviously. We have every super talent there is the kryptonite. will bring you down. And as we see in business time and time again, most people are brilliant at seeing what's wrong with other people's businesses but actually can't see what's wrong with their own. It's like blinkered, for some reason, what would be your your kryptonite around your neck that you knew in early days that you actually had to get help with? Unknown Speaker 21:24 Well, I think to some extent, we I still work on that kryptonite every day. And that would be that our model is structured and your questions are so nicely laid out, because one really is leading leading right into the other. Our model as I just described, it is not especially scalable, but I'm of the belief that one of the best ways to kind of carve out a unique value proposition and provide unique value is to, in a sense, do something that's that's hard to scale, right? Because once you're really good at something that can't be replaced by machines, you Then kind of own that, and then you can kind of figure out the micro improvements you can make to scale it. So the kryptonite to your question is that our model is not especially scalable. Now I have surrounded myself by other people just like me. But even still, it's hard to scale human capital. And so, whereas there are store sites online that attempt to match people with the right agency, but they're algorithmic, they're not consultative, they don't really get to know you your time, your company, your brand. And so they will always struggle to provide that bespoke hand holding approach that we provide. We've come at it from the opposite side, we've got that part dialled in, and we're kind of to some extent slowly working our way into how do we make this more scalable and so and so that's the kryptonite but I'm aware of it. Right. I think that's the key being self aware, being honest with yourself about where the weak points are not getting intimidated and running from them, owning them and slowly chiselling away at them. David Ralph 23:00 Okay, so that's the business kryptonite. What about yourself personally, john, what was the things that you look at and you go, really is not mapping at all. Unknown Speaker 23:11 Outside of business? Well, that's, that's interesting. I think, if I'm honest about it right, again, in the spirit of honesty, when you are entrepreneurial, many of us, if not all of us, have a real tendency to be a bit scattered. Because once you get a taste of the good life air quotes, as we talked about it earlier, because there's plenty of struggles with the good life, right? Once you get a taste of it, you start to some extent being led into well, oh, here's an interesting idea. And maybe I'm quite smart. And I can turn this into a business too. And there's definitely a tendency for us to get scattered and overconfident. And so just constantly raining myself in staying focused and only diving into other product projects that are jacent to what I'm currently working on and succeeding with is key. And so I certainly have to challenge myself there. David Ralph 24:07 It's interesting, isn't it? Because I always people say to me, you know, what's the success? How do you create a successful podcast? And I say to him, do it for seven years, you know, and it's a kind of flippant response, but it's true. There's the persistence, there's the consistency, there's the repetition, all those things that sort of build into it. Now, when I look at what I do on Join Up Dots, I think I've got more success from this show than anything else I've done. Just because I've kept at it. Were a lot of things I look back a while I used to do, could have gone somewhere, but I kind of didn't think about the financial shoots were coming up quick enough, where I could have wanted those financial shoes because as soon as you get some money, it proves that there's money there. When you look at yourself, is that something that you're aware of, in not just your own business, but other people's businesses, but they pivot too quickly instead of just getting their head down and doing the work. Unknown Speaker 25:05 Yes, there's there's some of that, I think, right to our prior discussion about being a bit too scattered and not focusing. But, you know, another I'm going to actually look at that from the opposite end of the spectrum. I think a more common problem I see is people doubling tripling quadrupling down on on an idea that that might not be good. And that's a conversation no one's no one wants to have and, and it's, you know, people being polite often don't want to tell you, but I think I would challenge every entrepreneur to be really honest about whether or not they're solving a problem that people have or whether or not they're trying to create something. That's just what what they want to do whether or not it's actually helping people in the process. David Ralph 25:47 Is it Oh, as simple as that, because we talk about this all the time solving problems, is that really what business is all about? Or is that just a strap willing but kind of works? Unknown Speaker 26:00 No, I really think that's what business is all about. I think the data has proved that out. And if you look at some of the most successful startups over the last decade, you'll see what they're focused on is making pivots and iterations that lean into where the problems actually are and taking focus away from things they were doing, because it was convenient for them. So I absolutely think that's one of the fundamental keys to success. David Ralph 26:25 Because somebody like the iPod, for example, you can have 1000 songs, you can have your entire record collection in your back pocket. That really wasn't a pain point. I think, up to that point. Nobody was walking around going, I really need to drag my entire record collection with me. But then he comes along, and it's a global success. So is it as sort of a pivot between pain and pleasure, and although we say problems, there's also solutions. Is that what takes somebody like Elon Musk or Steve Jobs or Richard Branson into into the stratosphere? In, but they can pivot between the two between pain and pleasure. Unknown Speaker 27:06

Direct download: John_Bertino.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Welcome to the Join Up Dots Podcast with Sales Funnel Expert Mike Maynard

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Introducing Sales Funnel Expert Mike Maynard Sales Funnel Expert Mike Maynard joins us on the Join Up Dots podcast is the Managing Director/CEO of the Napier Group, a $7M PR and marketing agency for B2B technology companies. He is a self-confessed geek who loves talking about technology. He believes that combining the measurement, accountability, and innovation that he learned as an engineer with a passion for communicating internationally means Napier can help clients achieve their marketing goals sooner. Napier is an agency that brings knowledge, experience, and insight to increase the speed prospects travel through our clients’ funnels, generating opportunities more quickly. Napier’s unique approach to campaign strategy designs-in speed to campaigns from the outset, building integrated campaigns that focus on the important tactics, whether clients need to increase awareness, generate leads or engage contacts to create opportunities. So why is there such difficulty in today's world, to market their products and services correctly through a sales funnel? And why do people simply forget to build their marketing strategy into everything that they do throughout their business? Well let's find out as we bring onto the show to start joining up dots with the one and only Mr Mike Maynard. Show Highlights During the show we discussed such weighty subjects with Sales Funnel Expert Mike Maynard such as: Why a shop is such a perfect example of how a sales funnel works. Duplicate it and make your profits soar. Why you have to be aware that people rarely buy directly from a website. They need to be nurtured through to a sale. Why solving peoples problems is the key to everything in business. People buy to move themselves from pain. And lastly……… Mike shares the steps we need to take to make a sales funnel work effectively. Gold! How To Connect With Sales Funnel Expert Mike Maynard Website Instagram Linkedin Twitter Return To The Top Of Mike Maynard If you enjoyed this episode with Mike Maynard, why not check out other inspirational chat with Clayton Morris, Dorie Clark, and the amazing Niall Doherty You can also check our extensive podcast archive by clicking here – enjoy Interview Transcription For Sales Funnel Expert Mike Maynard David Ralph 0:01 Once upon a time, there was a guy with a dream, a dream to quit his job support himself online and have a kick ass life. Little did he know that dream would lead him into a world of struggle, burnout and debt, until he found the magic ingredient and no struggles became a thing of the past. I of course, was that person. And now My dream is to make things happen for you. Welcome to Join Up Dots. Intro 0:27 When we're young, we have an amazing positive outlook about how great life is going to be but somewhere along the line we forget to dream and end up settling in Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK. David Ralph. David Ralph 0:52 Yes, hello man. Good morning, everybody. Good morning and welcome to Join Up Dots. Thank you so much for being here is an absolute delight because If he wasn't, then I'd be a very lonely individual. But fortunately I've got another guy on the other end of the line. He's from the United Kingdom should have asked him where he's actually based, but he's got quite a posh voice. He's got quite a posh boys. So I imagine he's probably based in somewhere like heart the chair or Hampshire or something I'm guessing but we will find out. He is a guest who is the Managing Director and CEO of the Napier group as $7 million PR and marketing agency both b2b technology companies. He's also a self confessed geek who loves talking about technology. Now he believes that combining the measurement accountability and innovation, but he learned as an engineer with a passion for communicating internationally means his company Napier can help clients achieve their marketing goals sooner. Now Napier is an agency that brings knowledge, experience and insight to increase the speed prospects travel through our clients panels, generating opportunities more quickly now Napier's unique approach to capture Paint strategy today designs in speed to campaigns from the outset, building integrated campaigns that focus on the important tactics where the clients need to increase awareness, generate leads or engage contacts to create opportunities. So why is there such a difficulty in today's world to market their products and services correctly when there's all this out there for them? And why do people simply forget to build their marketing strategy into everything that they do throughout their business? Well, let's find out as we bring onto the show to start joining up dots with the one and only Mr. Mike Maynard. Morning Mike. Sales Funnel Expert Mike Maynard  2:40 morning David, thank you very much for that intro. That was great. I really enjoyed it and you were you were very nice particular about my accent, David Ralph 2:48 where you are quite posh on yo yo. So I said well, I went with heart for cheer or hemisphere whereabouts are you? Sales Funnel Expert Mike Maynard 2:54 So I'm actually based in Kitchener, Chichester which is on the south coast, but my early years I actually grew up in Essex not a million miles away from where you are so David Ralph 3:05 you're an Essex boy where whereabouts were you from? Sir? Sales Funnel Expert Mike Maynard 3:09 I'm so originally from Buckers Hill. Okay, so that's more Essex into London, isn't it? More Essex into London but I spent some time in my early years you mentioned I was an engineer. I actually worked in Chelmsford, for Marconi, who was an employer. So I know the area very well. David Ralph 3:29 I used to live in Chelmsford, when I was a young scallywag, gallivanting but then my wife came along and she rained me back in my gallivanting days are no more. Now we're with you, Mike. What I want to get straight to is this kind of Mystique. And what I want to do is obviously tap into your expertise on business to business but also bring it more relevant to my audience. Because we hear all the time about sales funnels, you got to have sales funnels, and they're not that hard, are they? I think people are creating them. Have a mystique about it. Well, actually, it's all about understanding your client, understanding your clients need, and building a relationship with them so that they trust you. Sales Funnel Expert Mike Maynard 4:12 I think you're absolutely right there, David. I mean, the interesting thing is, is people talk about sales funnels or, more recently, they start calling them customer journeys. The reality is, is they are actually really simple and really straightforward sort of models of how customers decide to either work with you if you're a consultant or buy your product. And I think you know, that the main thing is just to think about how people approach buying what you're selling, which funnily enough, actually a lot of companies don't do even large companies don't really sit down and think about that they think, you know, one morning someone wakes up, sees an email and that's it, they gonna go buy, you know, a million dollar product, it just doesn't work like that. David Ralph 4:54 Now, I base everything on offline. I always think about everything and older I've kind of developed a coaching side to the business, which wasn't there in the early days, but it is there now. And I always think about a shop because I think a shop is perfect for a sales funnel strategy. You're walking down the high street, you're walking down the mall, you look at a very attractive window and you think, Oh, that's interesting are popping there. And you mosey around for a while. It's it's that kind of logic that has to be brought into the online world as well, isn't it? We've got to look appealing, but we've got to be appealing in a way that makes total sense to our ideal customer. We've got to have that shop window relevant for the right person, and not necessarily every single person that walks past. Sales Funnel Expert Mike Maynard 5:43 It. You're absolutely right. And I think you know, a shop is a is a great model. I mean, people talk about you know, a simple funnel is, you know, sort of a four step process is a really common way people model it so they talk about generating awareness, interest, desire, action and if you think about a sharp, you know, you're not even going to look in the window if you don't really know anything about the shop, you don't think it's relevant you just walk past because there's so many other things on the high street to look at. But, you know, either someone might tell you about the shop or you know, if there's a large chain, you might see adverts or promotions, you know, you don't become aware. So as you walk past you look in the window, you see something in the window that's relevant to you then interested you take a you know, a bit more of a look and maybe wander into the shop, find out a bit more and then you decide you want to buy it and then of course, you know, the shop needs to make sure you actually buy from them. And don't walk out and buy on Amazon. So that's the action stage. So that's a really simple model. It works really well with your example the shop, but it actually works really well with almost every situation. David Ralph 6:48 So as we've nailed this episode already in seven minutes, we're just gonna offer a beer and now it's only was late in the morning but wearing this week we grew up in Essex. That's what we do. So Why are there so many difficulties? Where my Why is so many difficulties where we we've explained it perfectly in seven minutes? Sales Funnel Expert Mike Maynard 7:10 Well, I think the answer is is is, sales funnels are really what I as an engineer will call a model, it's not real life. And so that there's, you know, two potential problems. One is people actually look at and go, I so much more complicated than that I'm gonna really complicate it make it really difficult. And actually know my head's now exploding, I can't really create this funnel that is a good model, because I think, you know, this customer did this and this customer, this and in other customer takes a different approach. And it's absolutely true that people you know, massively over complicate or on the other end, they actually find it you know, really hard even to think about those stages and they just go know, someone who passed up to the window and bought something and that's it and then they try and oversimplify it. So it's finding a model that fits because The truth is, with all these things, particularly in marketing, you're creating something that's kind of your perfect situation or perfect process. And the reality is is no customer actually follows that perfect process. Exactly. They all do something slightly different. So it's very hard to relate that to any individual customer, or potential customer. I think that's why people struggle with sales funnels. David Ralph 8:22 Should I tell you my sales funnel, Mike Sure, I tell you mine and I will blow your business out of the water and everyone will go Why would we go to Napier when? When David has got this? Basically what I do I podcast, that's the awareness. And then people come across to my website. And more often than not, people will email me and I say, Would you like a chat? And thats it really you know, it's not more complicated than that. And I just say, look, I can help you with this. I've got the answers. I've got the solutions. Some people buy, some people don't but I keep it as simple as that. Now about three years ago, I paid for a guy to create a sales funnel because I didn't under band. And I had v things going off the click funnel and things going off here and going off there. And it was triggering this triggering that, and I hated it because I didn't understand actually what was happening. It was like, operating in front of me. So I systematically dismantled it, to sort of find out why this PDF was going here and why these follow up emails were going there. And I thought to myself, ultimately, somebody just wants to have their mind put at rest, but you're fair. And so that's why I got rid of everything. And I always say to people, look, I'm happy to have a chat with you. Sales Funnel Expert Mike Maynard 9:35 And I think that's, that's a great example of of a situation where someone to come in as a consultant, they felt they they had to demonstrate that, you know, they had the knowledge and expertise to help you and they clearly massively overcomplicated the process. And I think it's a great example of where, where, you know, you have a situation where, frankly, the sales funnel was was not really thought through I mean, your sales funnel is, is pretty straightforward, and particularly The moment because, you know, even though the number of people podcasting is growing, you know, incredibly fast. It's still a relatively niche industry. There's not a huge number of consultants, certainly with any credibility offering podcast training like you do, for example. David Ralph 10:14 Now let's take it to Napier. Because Napier obviously does on a much older scale than this. Now, how do you actually create the panel into your business? Because I was looking at your website this morning. And I was actually thinking, Okay, this is an awareness strategy that you've got, but where was the actual funnel built into your website itself? I couldn't really see it. Sales Funnel Expert Mike Maynard 10:39 So the answer is is and I think this this relates very much to what you said, People don't buy PR agencies have a website. It's completely the wrong thing to imagine that you can automate the selling of our services, which you know, can be a significant amount of money just through website, but the sales funnel doesn't exist purely online for us. And I think it's very much the same for you, you talk about having a chat with people. You know, the reality is, is when we're working with a, you know, a large business trying to convince them to, you know, come and work with us. It's not just one chat, it can be several meetings over a period of time. I mean, quite often, you know, we start talking to someone we'd like to work with, and we think we can really help. And it could be a year or two before they actually start doing any business with us. So I think the answer is, again, it comes down to understanding how people buy and what they want. And the reality is is is where we work in marketing. They're buying advice and expertise. And again, very much like you I mean, I think, you know, you say we're different. I think we were very similar. And people are buying expertise. If they're buying expertise, they want to talk to the people who are going to give them that expertise. It's as simple as that. David Ralph 11:52 Right. So so what we I think most people out there, understand the awareness and you've got to get people to know about you now I'm actually at the moment having a 100% social media detox. I've never really been onto social media a lot. But I've been very aware due to sort of personal issues I've gone through, but my happiness levels wasn't at the right level. And I realised a lot of that was comparing my business remember people's businesses and seeing people show highlights and all that kind of stuff. So, so with my awareness, it's very much I podcast, and it comes through to me with your awareness. How do you do that? How is your marketing strategy getting people through other than appearing on people's podcasts? Of course. Sales Funnel Expert Mike Maynard 12:38 Well, this is this is a new thing, the podcast, so I'm really hoping it's going to work. I mean, like everybody in marketing, you know, the real truth is, is that you need to experiment to find out what works. And so we try lots of different things. And the primary way we actually get to work with people is we go meet them, talk to them. Sometimes the Welcome if we can't reach them, because obviously we're working with clients around the world, and then try and keep that conversation going, quite often until they feel there's a need to come and work with us. So quite often, they might be working with a competitor. And to be honest, you know, if that competitor keeps doing a good job, they're not going to switch. So we kind of needs to be the first choice if the competitor makes a mistake, but it is about going out and meeting people. And we do do some other things. We've got quite a lot of content, you know, being a marketing company, I can talk about content marketing. And actually, that drives a lot of our, our new opportunity. So, you know, to take another example, a lot of people in America who are quite hard for us to reach because they're geographically a long way away. They'll go and Google things like, you know, how do I do PR in Europe? And so we've created the answers for that and it's literally answering their questions. If we can answer the question, you know, really early on at that stage. It's quite likely there. Going to come to us and ask us all the questions. And if we keep giving them good answers, then they're going to keep talking to us and eventually become clients. So I think the answer is the answer is that there's lots of different things we do. And you know, the world is changing all the time. So actually, what we're doing is continually experimenting. You know, one interesting thing I can tell you is that Google AdWords absolutely don't work for us. It doesn't matter how much we spend on Google AdWords, we get zero inquiries and get a lot of clicks to the website. I get no business from it. And I don't know why. And we run AdWords campaigns for other clients and they work fabulously well. But for some reason, our business it doesn't work. And I think it's because of this real need to establish a personal connection fairly early on. And AdWords is a little too impersonal. I don't know. I mean, I'd be interested to hear your views. David Ralph 14:50 Well, I am very much against the majority of marketing really, because it doesn't as I say, it doesn't solve the question. People have got a question. Now, one of the things that I use a lot I don't know if you've heard of this Mike is a web site, a site called answer the public.com. and answer the public comm is a free resource to a point you can do about pipe searches. But you put in, say PR marketing, and it will bring all the questions that people are asking online, okay. And so you can really tap in to longtail keywords very accurate, which can then lead people through. Now, I always say to people that I'm working with, let's focus in on the problems. Let's focus in on the solutions. And let's do it when somebody is looking for us. Now I find with Google AdWords, you know, I'm a podcast, trainer. That's part of my being. I'm a business coach as well. Now, I used to say about page two or podcast cost, sorry, and two on page one for podcast. Cool. So if you google podcast course, I'd be pretty much at the top of Google Now there's so many ads appearing, I've dropped to the second page. But because of that, the page seems less relevant somehow. It's almost because we don't click on the ads. Any ads that come along, you've literally jumped down to about three or four down below, even if you google something. And your answer is number one, you rarely ever click on number one on Google is always like three or four. So I think with Google AdWords, I think we're just becoming blinkered, we're just seeing it as you know, perhaps not the right answer. And based on questions, questions, questions, is the way to actually solve that problem. People are searching you. Does that make sense? Sales Funnel Expert Mike Maynard 16:40 I think it's absolutely true. And I actually go back to your comment about arms to the public. were slightly different because we tend to work with large companies and they, they actually probably wouldn't appear on that particular website, but they all have questions. I mean, everyone has questions about how to do the job better. And I think solving people's problems is the Way to win business. And if I look at how we do that, that might be by some of the information we put on the website for someone. And we talked about the sales funnels at the awareness stage and the interest stage, really early on what we call top of the funnel. You know, it's solving people's problems through information, but when we talk about the bottom of the funnel, so when people are actually deciding to buy, you know, I can tell you that pretty much I can predict whether we win a pitch or not. And these pitches though, you know, big presentation, several of us going we spent, you know, days and days trying to work through it. If we can tell the potential clients something they don't know, that helps them with their business. That is the biggest indicator of whether or not we're going to win the business. Yeah. And it's all about, you know, establishing credibility. Now. I get that's different when you're selling, you know, a pure product rather than selling a service. But, you know, I suspect a lot of your listeners are actually selling a service. They're working to help people and it's really all about showing you can help people before their customers is the way to get these, you know, the people you meet to become customers. David Ralph 18:08 Now, this is only like marketplaces. You know, I talked to so many people, one of my strap lines is Jesus didn't have a Facebook account. And everyone's so online, they forget that ultimately, it's about talking to people. And if we take it back to the shop analogy, you go into a shop and if somebody comes over to you straight away and goes, can I help you? When you go no more, I'm away. That's annoying. You don't want but but if a part of that conversation, it's right. It's perfect. And I think that is where a lot of the sales funnels fail as well by jump on you. As soon as you're on the website. They don't allow you breathing space to actually make a decision. You've got to be strategic where your actual doorway to your panel occurs. And I know you know, I haven't got mine, right. I still play around with it. I'm moving on. different pages I take things off. But there's a key to when you actually enter into somebody's thought process, isn't it? Sales Funnel Expert Mike Maynard 19:08 Definitely. And I think it's really interesting. I mean, what you do to try and help people as you do the podcast, and a lot of people who are looking to build a business, whether they using podcasting or not going to listen to Join Up Dots, they're going to get a lot of information that's going to help them from both you and your guests. We have something that that's, you know, much, much simpler, much smaller in scale, but we do I mean, literally, a monthly email newsletter that talks about what's happening to journalists and publications in particular industries, is very focused, it's very niche. If you're not working the industry, it's the most boring thing in the world. But if you're doing marketing in that industry, it's absolutely vital. And you know, I've even had some of our competitors come to me say thank you for the newsletter is great. It really helps us like, we shouldn't really be sending it but it's great. You find it helpful, it's probably a good indication. So I think, I think it's providing that information so people can get a flavour of what it's like working with you is so important to, you know, encouraging people to then start thinking about actually becoming a customer or client. David Ralph 20:15 Now, isn't that interesting that you said that because you know, the fact that you shouldn't be getting that newsletter because you're a competitor. Because ultimately, I think, when we are too insular, and we hold back our business, and we don't prove our worth, even to our competition, ultimately, we hold ourselves back. I've got a guy at the moment in America, but I'm helping him and he's a business where he brings in about a million a year and he wants to take it to 5 million. And I said to him, the only way you're going to do that is actually become the king of your industry. And that is stepping out of side and becoming more and arranging conferences, but you have actually the founder and becoming the centre pointed to it. But he can't see that he still thinks that he's got to hold close to his chest or his secrets. And I say to him, you know, a chef only sells books because he shows you he can cook. So why are we holding back those secrets? And why are we not actually sharing them with our competitors? Because it shows the world but actually, we're bigger than them. We haven't got any issues we can grow because we are willing to give our secrets away. Sales Funnel Expert Mike Maynard 21:29 I think you're absolutely right. And, you know, having having been a both a very geeky and also a bit of a hippie when it came to, you know, online back in the 80s and 90s. And, you know, I really believe in the comment that was made about, you know, in the early days, the Internet Information wants to be free. And I think what people have misunderstood is that comment was not about the price, but it was about information wants to be shared, and today with, you know, what's happening in the world. There. Very few real secrets in business. You know, I can give an example I was working in technical support for a semiconductor company. And we sold into pretty much every single Formula One team. And I put one of our chips, because it was really good for developing engine management systems if you didn't care how much they cost, and you just wanted the best performance you could possibly get. And so anyway, Ford entered, or Cosworth into the the, the Formula One market and they started building engines for Formula One. And a guy from Cosworth phoned me up and he said, Do I have to tell you what I'm calling about? And I said, No, I know exactly which product I'll send you all the information. It's all okay. It's a bit strange. And I've worked for the one supposed to be super secret, and we got this new company who's on the block who actually knows what everyone else is using. And then two years later, BMW came into Formula One, and I got almost exactly the same So, you know, it's really interesting that people imagine what they've got is some secret sauce. It's actually not really about secrets. It's about people who are prepared to put the work in and actually do. But the secret says, whether it's something you do or a product or you know anything else, it's about really, you know, executing what you're supposed to do, rather than just having this magical knowledge that no one else knows. Because, trust me a lot more people know what you think is secret than, than you'd ever imagined. David Ralph 23:28 Yeah, I agree with that. 100%. And if you take the sales funnel, we're going to get back into the sales funnel. One of the things I say to people is, generally, people are lazy. That's the first thing you've got to realise that people want to transformation. They want to go from A to B as easily as possible. Now, but in many ways is your secret sauce. Actual ingredient. That is actually what people want. They don't want all the technical stuff and they're bored Barber, all they want to do is go How can I go from here? So here in three weeks instead of trying to do it off of YouTube videos in three years, right, that's the key to it, isn't it? So on my business I at the throne, I always say, I can't even remember what it is. Now I've gone totally blank, but some of the longer we get you success without the stress, because I totally believe a lot of what we do is easy if we know what we're aiming for. We know where those people are, and we give them what they want. Simple as that. Would you agree? Sales Funnel Expert Mike Maynard 24:30 I think you should be interviewing you about sales funnels, you clearly have an awful lot. And I'm going to be honest, I think one of the reasons people have stopped talking so much about sales funnels, and they start referring to it as a customer journey is, to me the funnel is a it's really the wrong way to think of things because it kind of envisages that you've got this, this person, this potential customer who kind of fall through all these levels and they're doing the falling and all you've got to do is provide the right things at the right time. will magically happen. And I think again, that's one of the mistakes people make with sales funnels, the reality is, is that actually the customers have steps they need to take before they're going to spend money with you. And you need to help them along the way. And I love the idea of a journey rather than a folder, but basically the same thing. But to me, it's all about helping and guiding the customer on the journey, rather than being a bit more passive sitting back and just waiting for them to fall through the funnel. David Ralph 25:26 Now, can you have too few steps? Okay. And can you I know you can have too many steps, but can you have too few? Sales Funnel Expert Mike Maynard 25:34 Absolutely. You know, so, the one thing to say is, although the structure of the funnel is very similar, and most pe

Direct download: Sales_Funnels_With_Mike_Maynard.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

On today's Business advice Friday podcast we focus in on several questions that have been posed to us by listeners across the world. We get many sent to us at the show, and most we respond directly, whilst others we like to answer on the show. Lets start with todays three emails. and remember you can hear all the answers on the podcast live. Business Coaching Friday Question One Hi David, i think  you are the man to give me the answer i need. I started building my online business last year selling baseball cards online. Its going well so far (not enough to make a living) but enough to start paying off my big expenses each month. The thing is I am a bit bored with doing it now. After a squilliuon years of doing Join Up Dots how do you keep the motivation and keep inspired. I need help?  Gemma Chase, Montana, USA Business Coaching Friday Question Two Hi David, from somebody who is late to the game for podcasts I would love to start my own and build a next little business from the back of my garden like you. I dont have a garden at the moment, but hey,i dont have a business either. My issue is I cant think of what to build my business on, and secondly I am a bit scared, as I am long time sufferer of depression. I have been diagnosed as bi polar and although I have in under control there are times that i cant even get out of bed. Do I sound like someone that can light up the airwaves like you do everyday. Vince Plus,  Business Coaching Friday Question Three Hi everybody at Join Up Dots...whats up?  I am a 52 year gay man from Miami. Gay and proud of it. I want to create a gay business that celebrates everything well...gay. My friends say this is a bad idea, as no matter how much improvement there has been with acceptance there will always be some people that get upset by our lifestyles...What do you think? I want to call it Gay Days Where Gays Stay and Play Marcus, Miami

Direct download: Motivation_Friday.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Brian Weaver

Todays guest Brian serves as CEO of Torch.AI and has more than 20 years of experience leading mission driven, high growth, technology-focused companies. Torch.AI helps leading organizations leverage artificial intelligence in a unique way via a proprietary enterprise data management software solution. Today, Torch.AI supports clients like H&R Block with fraud detection and mitigation, and the U.S. Department of Defence with machine learning enabled background investigations for all federal employees, supporting the determination of an individual’s trustworthiness and security credentialing. Prior to Torch.AI, Brian launched or acquired several companies all focused on technology enabled services and data connectivity. His companies serve nearly 1,300 clients and have been recognized as Small Business of the Year by the Greater Kansas City Chamber of Commerce. Brian has been featured in Forbes magazine for concepts around data encapsulation using blockchain technologies. How The Dots Joined Up For Brian An avid endurance sports athlete, Brian has ranked among the top amateur Ironman athletes in the world, has achieved "All World Gold" athlete status five times, USAT All-American six times, Ironman XC's 2011 and 2012 Athlete of the Year for the 70.3 distance and in 2011 for the 140.6 distance taking class wins at both the Ironman 70.3 World Championship and Ironman World Championship in Kona, Hawaii and has qualified for and raced the Boston Marathon.  He lives in Kansas City with his wife of 20 years and two teenage daughters. So what is it about launching and buying businesses that he loves so much, and of course where do people go wrong? And does the endurance stuff actually make him a better businessman due to the commitment to the cause? Well lets find out as we bring onto the show to start joining up dots with the one and only Mr. Brian Weaver Show Highlights During the show we discussed such weight subjects with Brian Weaver such as: Brian shared how he struggles with doing the same thing time and time again and the steps he took to overcome it. Why it is so important to embrace your pioneer nature and complement by running a team that allow you to flourish. Why so many people need all the data before starting to move out of your comfort zone and build their own future. And lastly....... The reason that is so much easier to fascinate a customer into working with you instead of encouraging them to sign up.

Direct download: Brian_Weaver.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

Introducing Riggs Eckelberry: Today's guest is the founder and CEO of the innovative water technology company, OriginClear, which is delivering water solutions for industrial customers worldwide. OriginClear has developed and licensed an invention that treats industrial and agricultural waste water with very little energy, and no chemicals. And now, industrial users can treat their water right where they use it, using prepackaged “point of use” water treatment systems that have an amazing life cycle of up to 100 years or more.  Let's get things straight as Riggs Eckelberry doesn’t look like a bomb-thrower. And yet, he’s driving the disruption of a trillion-dollar industry that has fallen behind the times and is affecting the health of millions. That industry is Big Water. Simply, those billion-dollar centralized water systems aren’t coping with demand, and water quality is getting worse. The answer? Instant InfrastructureTM. How The Dots Joined For Riggs Businesses are doing their own water treatment, using modular, prefabricated systems that are trucked right on site. They get better water quality, lower rates through recycling, and even improved environmental grades! Ten years after launching public company OriginClear, Riggs and his team are offering those truck-in-place modular systems in the USA, while licensees are building products internationally using OriginClear’s low-energy, chemical-free innovation. Riggs Eckelberry is uniquely qualified to ride the huge wave of do-it-yourself water treatment that is transforming an industry, having learned management in the nonprofit space, captained oceangoing ships, and achieved several tech successes during the dot-com boom. So does he look back and think wow I have tackled something bigger than I could have possibly dreamt off? And would he recommend people following suit and start their own business? Well lets find out as we bring onto the show to start joining up dots with the one and only Riggs Eckelberry. Show Highlights During the show we discussed such weighty subjects with Riggs Eckelberry such as: How he has managed to overcome the impostor syndrome that so many people struggling with time and time again. Riggs shares his belief that one of his talents is seeing the obvious and looking for the simplest way through any problem. We discuss the series of things that need to occur to truly get momentum in a business and life. These things take to build, so let it happen without stress. And lastly....... Why it is so important to build a team that can make the difference to your  business potential. You can't do it on your own. 

Direct download: Riggs_Eckleberry.mp3
Category:Entrepreneurs -- posted at: 12:00am UTC

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