Email Shelley or send her a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@mavenadvisers.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Jen or send her a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Rebecca or send her a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Oleksii or send him a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Tom or send him a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Aashish or send him a DM on LinkedIn to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive or consultant and would like to be a guest on our show.

Email Jess to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Email Russell to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Email Marley to continue the conversation.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

• Product market fit is crucial for the success of early-stage companies.
• Founders need to be comfortable with being uncomfortable and continuously learn and grow.
• Critical and strategic thinking are essential in navigating the complexities of achieving product market fit.
• Engaging with customers and validating assumptions is key to understanding their needs and preferences.
• Frameworks and models can be helpful, but they should be used in conjunction with critical thinking and a deep understanding of the business context. Entrepreneurship is about finding meaningful problems and solving them in a meaningful way.
• Understanding people and their motivations is crucial in building successful products and businesses.
• Product market fit is about aligning with the customer's vision and serving their needs.
• Collecting feedback and validating ideas is an important part of the product development process.
• Resilience and curiosity are key traits for personal and professional growth.

Connect with Omid on LinkedIn.

Connect with Jay

Email me at jay.kingley@fractionalmaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

00:00 The Myth of Awareness

01:25 Defining Fractional Executives

03:22 The Price vs. Value Dilemma

04:52 The Catastrophe of Supply and Demand

07:45 Insight and Wisdom: Meeting Demand

10:16 The Importance of Communicating Genius

Connect with Jay

Email me at jay.kingley@fractionalmaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

1. Repetition is key to improvement. Treat every interaction as a learning opportunity and reflect on what you've learned.

2. Practice before you play. Implement a rigorous process to find the right people to practice on before going after your ICPs.

3. Measure your performance and take responsibility for your results.

4. Focus on becoming an expert in your area of specialization.

5. Strategic game planning is crucial. Take the time to research and create unique engagement plans for each prospect.

6. Build a team of coaches and experts to help you succeed.

7. Develop resilience and mental toughness to overcome challenges and reach your full potential.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

In this episode, she makes these points: Fractional CFOs help business owners evaluate the impact of billable hours on performance and profitability; Proactive planning and scenario analysis are essential for navigating financial complexity and uncertainty; Financial management is crucial for business success and requires expertise and strategic decision-making.

Email Carla at info@wealthworthwithin.com

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Kay takeaways from the episode include: Fractional General Counsel provides personalized legal advice tailored to the specific needs of small and medium-sized businesses. Contracts are a critical aspect of business and should be thoroughly understood to avoid legal issues. Business owners often overlook legal risks, but being proactive and addressing legal issues can save money and protect the business.

Email Rich at rdaniels@intrepidlegalinc.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

* Qualifying prospects involves determining if they meet the fit and impact criteria.

* Understanding what prospects believe about their future is crucial in predicting their buying behavior.

* Prospects are more likely to buy if they believe their future will be worse than the present.

* Providing hope and offering solutions that align with prospects' goals and timeframe is essential.

* Convincing prospects that working with your company offers high ROI and is the best alternative is key.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Email Taylor at tc@fractionaljobs.io.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

In this podcast, Paul drops many insights including how monthly and quarterly targets place companies on a short term, sales and lead gen based treadmill, making it difficult for even the leadership team to look more than 6 months ahead; and that lowering customer acquisition costs in and of itself is the wrong way to look at it.

Email Paul at paul@paulco.com.au.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Email Ben at bwolf@wolfsedgeintegrators.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

95% of fractional executives base their sales process on starting with a discovery call or conversation. How do you know if your prospect has one or more issues that you can help them with if you don’t ask? Whether you must do a discovery conversation depends on your level of genius or as the lawyers like to call it your intellectual property.

Fractionals with insight and wisdom don’t do discovery conversations because they don’t need to discover. Prospects engage with these fractionals to discover the truth as to why they are in pain or why an opportunity seems out of reach. In this discovery conversation, the prospect learns from the fractional the path forward allowing them to go from squalor and misery to prosperity and success.

If you have insight or wisdom, then stop doing discovery calls and start helping those in your target market discover what’s holding them back. Every time you do a discovery call, you are telling your prospect you’re average.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Email Ross at j.ross.stockdale@gmail.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

There is no upfront cost to join ProCFO Partners provided you meet their criteria which Ryan walks through in the video. Payment is made as a percentage of revenue during your affiliation with them.

Email Ryan ryan.walter@procfopartners.com

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Zach Selch of Global Sales Mentor brings over 35 years experience in international sales for manufacturing companies. His speciality is in creating 3rd party distribution networks as an extension of your internal sales team. Zach has onboarded over 1,000 channel partners in 135 different countries. Hear why Zach says it's critical that you support your distributors not manage them. Zach says your distributors aren't your customers they are your sales channel and you must manage them as such.

Email Zach at zach@globalsalesmentor.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Henning shares his own journey which motivated him to start Vendux to help fractional sales executives overcome their number 1 challenge which is to get clients. Henning emphasizes that Vendux is one channel to market and should never be your only channel to market. There is no cost to become part of the Vendux community.

Email Henning at henning.schwinum@vendux.org

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

The tragedy is when a fractional executive who is in the top 20% of their peers in terms of the impact they can make on their clients goes to market as if they are average or worse. In this podcast, I take you through how to identify and communicate your genius that clients so desperately need and are happy to pay for.

The challenge you and everybody else has is that you spend all your time and have clarity about the genius that makes you great at what you do. This is in the trees and weeds of your service delivery. But the genius that your clients care about in your marketing and sales efforts is the intellectual property at the forest level embodying your insight and wisdom. But as you know, you can't see both your trees and weeds and your forest and you've got to be in your trees and weeds.

I'll give you that path forward on how you can resolve this seemingly intractable conundrum so you can build a business that gives you the income to fund your lifestyle, make a material impact on your clients, get paid, and do it all on your terms not someone else's.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Karina shares what she believes are the big challenges for fractional executives and her advice on how to overcome them. Did you know that membership is free? Learn why this is a community that should be on your list to join and participate.

The best way to connect with Karina is on LinkedIn. You can also visit the Fractionals United website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

John leads Voyageur University where he and his partner provide copious education and teaching on how to join and thrive in the fractional ecosystem. John drops his wisdom throughout the show. His mantra is "learn, learn, learn, learn. Fractional will be normal in 5 years. Your ability to thrive here depends on how aggressively you embrace learning about it. From us. From others. From people talking about leadership, innovation, and growth in relevant, interesting and meaningful ways."

Email John at john.arms@voyageuru.com and visit the Voyageur University website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Every service provider is pitching and hard selling every Fractional Executive on how they can help you build a great business, get all the clients you want, and make a ton of money. Before you pay attention, you first need to reflect on the gap between where you are and where you want to be. Einstein famously observed that "Insanity is doing the same thing over and over again and expecting different results."

If your gap is small then you want the same result every day, so embrace the status quo and you have no need to make big changes in your business. You can safely tune out all the pitches and hard sells you're getting 20 times a day. But if you do have a gap that is uncomfortably large, then you need to heed Einstein's advice and make some changes in how you are doing your business.

Connect with Jay

Email me at jay.kingley@referabilitymaven.com to set up a conversation to discuss your gap and if it is large enough what you can do to close it. Also email me if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Jamie explains how the EOS ecosystem works and how her company supports fractional integrators in getting clients, forming community, training and education, and perhaps most importantly having fun doing what they love.

Email Jamie or visit her website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Email Nancy or visit their website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Email Will or schedule a conversation at his website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

The FEC is based on an unwavering commitment to the abundant mindset, bringing together fractional executives who embody this ethos and actively share pivotal thought leadership on the evolving role of fractional executives today. For those who want to dip a toe in the water, check out Paul's free community for fractional executives.

Email Paul at paul@bridgio.io or visit his website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Scot talks about the influence his grandfather had on him professionally and gets the Penn State call and response correct demonstrating his loyalty to the Nittany Lions.

Email Scot at info@x86services.com, give him a call at +1.215.326.9499 or visit his website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Learn why when you talk about yourself (and you do that a lot more than you realize), only you and your mommy will care and mommy isn't going to build your business for you!

Let’s have a conversation focused on how you can build your fractional business by changing how you engage with prospects who need your insight and wisdom.

Connect with Jay. Learn more about Maven.

Email Jay at jay.kingley@referabilitymaven.com

Email me if you'd like to be a guest on our Show.

Nate reveals how 4 young kids can be a remarkable motivator to build your business and shares his advice for other fractional executives.

talks about the importance of a financial dashboard observes that a frequent complaint of quick service restaurant executives is their struggle with employees who don’t meet expectations and as a result experience ongoing customer dissatisfaction. When this happens, significant damage to reputation, revenues, and profits results.  

Email Nate at nate@zerotocfo.com or schedule a time to talk with him by visiting his website.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Subscribe to our YouTube channel by clicking here.

Subscribe on the podcast platform of your choice by clicking here.

Subscribe to our YouTube channel by clicking here.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com if you're a fractional executive, fractional community leader, or fractional community marketplace proprietor and would like to be a guest on our show.

Let’s have a conversation on how you can build your fractional business by leveraging your intellectual property rather than your time.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Click here to download our resource guide on "How To Replace Your Corporate Income Without The Insane Corporate Hours".

The big mistake that too many 2nd act executives make is positioning themselves as being able to do both the fractional role and consulting. Successful fractional leaders and consultants pick a lane and establish their expertise, insight, and wisdom. Clients don't want the jack of all trades; they want mastery of one. As Jay says, "what you should do is a subset of what you could do."

Let’s have a conversation on whether you should position yourself as a fractional executive or consultant and from there how best to build a business that will allow you to recreate your corporate income without the insane hours.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Click here to download our resource guide on "How To Replace Your Corporate Income Without The Insane Corporate Hours".

Generative AI should be your go-to source for understanding how most people look at any issue or what the conventional wisdom has to say about any topic. It can be a starting point for a point of view on how many others before you have solved a problem or talked about an issue. The output from a generative AI model can tell you what you need to differentiate from but not what to differentiate to.

The trap you will fall into if you use AI to generate your output is that your clients don’t need you to regurgitate the “wisdom of the masses” or the “insight of the mediocre”. 

If you think you’re in the top 16% of fractional executives, let’s have a conversation on how you can play the winning hand in a world obsessed with generative AI.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Click here to download our resource guide on "How To Replace Your Corporate Income Without The Insane Corporate Hours".

What you should do is a subset of what you could do. The more talented and capable you are, the bigger the difference between should and could. It doesn’t matter how great you are at what you do if you don’t have prospects lined up around the block begging to work with you.

Let’s have a conversation on how the focus of your fractional or consulting practice aligns with the marketplace..

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Click here to download our resource guide on "How To Replace Your Corporate Income Without The Insane Corporate Hours".

Heisenberg and I both share a philosophy that the reason we exist on this earth is to make a difference and you measure that by the legacy that you build and ultimately leave behind. Here’s how we define legacy: Legacy is the impact you make on the people you touch multiplied by the number of people you touch. The impact can be for good or evil. Some go deep and make a big impact on a small number of people while others go broad make a smaller impact on a larger number of people.

Listen to this episode to learn what makes Heisenberg a model employee and what Schrodinger does to just get by.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

So many consultants, fractional leaders, and coaches tell their prospects the "truth" about where their prospects are and where they need to get to. While that is what delivery is all about, using it during your sales (or buying) process will guarantee that you don't have many clients to deliver to.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

As a consultant, coach, or fractional leader, you have to own a process that leads your prospects to you and then allow the right ones buy. Key to this process is establishing empathy (80% of the battle) and being able to communicate your expertise, insight, and wisdom plus giving them a taste of what it would be like to work together.

Do this, and you'll have prospective clients lining up to work with you. Don't do it, and you'll be running into a brick wall time and time again hoping to dislodge a new client -- Ouch!

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

Focus on prospect generation and run, and run fast, from anyone who’s peddling you the latest and greatest lead gen system no matter what they are charging. You just don’t have the time. Listen to hear what you need to focus on instead of lead gen. Reach out to me if this hits a nerve.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

Your prospects don’t have preconceived notions of your value prior to engaging with you. You set those expectations by choosing to talk about your experience, expertise, insight, or wisdom. 

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

In this video Jay talks about how meeting your prospects where they are is the key to turning them into clients. Once they are clients, inspiring them to achieve their full potential is how you retain them as clients for a long, long time.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called How You Can Eliminate Your Income Uncertainty! 5 Things You Need To Do To Get In Front Of The C-Suite.

The workshop will show you how to end your marketing overkill and still get in front of the C-Suite.

You can understand how you are perceived by paying attention to what your prospects focus on during your sales conversation. Jay provides 4 scenarios, the implications of each, and how you can close the gap by building market recognition for your ability to be a game changer. Reach out to Jay to learn how you can level up how your target market sees you so you can help them transform their business while you get paid full value for the impact you can make.

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour consultation on how you can become remarkably referable.

David explains that you got here because your employees were trained to do the job, but not to the level necessary to provide the products and services without inconsistent results that customers notice.  The most successful companies focus on how to effectively train their employees.  David provides the 4 steps you need to do to deliver consistent performance while reducing overhead costs and increasing your profit margins.  Companies that follow his advice see up to four times the repeat business compared to their competitors at significantly higher profitability.

Show highlights

01:04   The problem isn’t the employees, it’s how they’re trained.

02:41   Pal’s Sudden Service gets it right.

03:39   4 steps to deliver consistent performance at lower overhead and higher margins.

06:19   Learn about David.  Email David at info@McclaskeyExcellence.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour consultation on how you can become remarkably referable. Click here to schedule.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour consultation on how you can become remarkably referable.

Wendy counsels that a small business can’t be successful unless they are differentiated and branded. A small business needs to explain how their product will solve the client’s problem.  Wendy provides solid advice that every small business should take to properly differentiate and brand themselves.

Show highlights

01:03   What small business owners get wrong about branding and differentiation.

02:02   Small businesses depend too much on referrals and word of mouth.

03:27   You have to be all about the customer and explain how your product will solve their problems.

07:03   Learn about Wendy.  Email Wendy at wendy@thrivingat50plus.com. 

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Will points out that less than 5% of independent attorneys have grown to and beyond 7-figure firms.  They understand what most attorneys don't, which is that clients don’t pick the “best” attorneys. They pick the attorneys that are best for them.  You need to go from “an attorney” to their advocate. All the rational explanations around your track record, skill, and expertise still matter. They’re just secondary.  Will provides 3 key steps any attorney needs to take to stop feeling like you’re constantly “auditioning,” and start closing more of the kinds of cases you want to be working on.

Show highlights

01:04   Why great attorneys struggle to get great clients.

02:02   It’s not enough to be a great attorney.

02:33   Clients don’t pick the best attorney, they pick the attorney that best understands them.

03:45   Three action steps to stop auditioning and start closing.

07:30   Learn about Will.  Email Will at willd@spfla.com or reach out to him on LinkedIn to continue the conversation. 

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Growth is about increasing the size of your business. Scaling is about increasing your profitability as you grow.  Zac explains the problem as most 7-figure agencies have a project-focused worldview. They think about each client as independent of one another, and they focus on how to meet the demands of that client project. It becomes all about how many bodies you need to keep up with growth.

The most successful agencies run their business on a process level, rather than see every client as a project. Zac points out that they look for actions or steps that happen in most of their projects and use that to build processes that map over 75-90% of all the work they do which makes them fundamentally scaleable.  Zac provides 3 essential steps you need to take to move from growing to scaling. 

Show highlights

01:04   Profitability often falls as your sales increase.

01:35   Growth is not the same as scalability.

02:22   You need to be process not project focused to scale..

03:53   3 steps to move from a project to process focus.

05:43   Learn about Zac.  Email Zac at zac@homericconsulting.com or schedule your conversation with him at https://calendly.com/homeric_consulting/60min.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Paradees laments that most decision-makers target a broad audience which dilutes their messaging. They may be getting in front of the right people, but without a message that speaks directly to the prospect, the prospect doesn't see the value of their product or service. They feel like they're yelling into a void when posting social content. It's hard for their sales teams to book meetings. Marketing struggles driving up the cost-per-lead. Finally their pipeline is far from full since it's hard for prospects to feel urgency or make a business case to their bosses.

The mistake that many make is to stuff the top of the funnel with more leads so they can try to find the few percent of people who will want to buy the product based on current messaging.  The top echelon of companies lead by narrative by speaking to an actual need. Pardees provides 4 steps to follow to drive the customers you need to scale your business. 

Show highlights

01:14   Messaging is necessary for scaling your business.

02:23   Don’t make the mistake of going too broad in your marketing.

03:15   You can’t make up for bad messaging by investing in more lead generation.

04:17   4 steps to nail your messaging.

08:02   Learn about Pardees.  Email Pardees at pardees@albaloo.us.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

What most people don't realize is that having the story and writing the story require two different skill sets. Having the story requires experience. Writing the story requires a process.The more worthwhile and compelling your story is, the more critical it is to have the professional writing process it deserves so it will touch lives in the way you envision.  If you don’t know how to do this yourself, it’s critical that you partner with a specialist who is. These people go by various names: ghostwriter, journalist, editor. Regardless, your story is too important to leave to someone who isn’t professionally trained.

Show highlights

01:00   Why 97% of people who start writing a book never finish

02:06   Having the story and writing the story require two different skill sets.

03:09   Who do you turn to for help?.

04:56   Learn about Lee.  Email Lee at lee@leebarnathan.com or call/text during business hours (PST) at +1.818.521.1675.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

As your business becomes more successful, it becomes more complex and harder to run without help. Most business owners continue to try and manage their business by themselves and it's the biggest reason why so many of them fail.  Successful business owners stop thinking like an entrepreneur and start thinking like a CEO. They prioritize and delegate. Put standards and processes in place so that they can control growth. They have a support system to help them navigate challenges and make tactical decisions. They formulate a strategic plan for scaling what it is that they are best at.  George provides 3 steps a business owner can take to scale and grow their business.  Continue the conversation with George by scheduling here: https://bit.ly/DiscoverFrameworks_Centricity

Show highlights

01:07   Hitting the wall in your business

02:16   Successful businesses are more complex to run.

02:50   The biggest reason business owners fail to scale.

06:09   Learn about George.  Email George at george@frameworksconsortium.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

The problem is that business owners are trying to do it all themselves. Priority setting and delegation need attention and improvement. These are the most important processes for successful executives.  Steve provides 3 things a business owner should do to prevent burnout. Listen to the end for his gift to our listeners.

Show highlights

02:00   Why business owners are burning out

02:39   What business owners need to pay attention to.

03:12   Priority setting and delegating are critical.

04:28   3 things a business owner should do to prevent burnout.

07:34   Learn about Steve.  Email Steve at steve@dreamrivergroup.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Sabrina points out that there is a large trend of employees wanting to know where their company stands on major social issues - from abortion to gender equality and from family leave to financial freedom.  Companies who do not speak up about such topics will likely lose top quality employees.  Doing the right thing is no longer enough, leaders need to be vocal about what they are doing.  When employees feel like their values are unaligned, they are far more likely to update their resume and put themselves on the job market.  Sabrina provides a 3-step action plan to help corporate leaders address the quiet quitting challenge.  Listen to the end to get the details of Sabrina’s gift to our audience.

Show highlights

02:54   What’s driving Quiet Quitting?

04:28   The root causes of Quiet Quitting.

06:23   Pay and benefits aren’t what’s driving Quiet Quitting.

07:54   Creating an effective response to Quiet Quitting

09:23   Benefits from proactively addressing Quiet Quitting.

13:24   3 steps to address Quiet Quitting.

16:51   Learn about Sabrina.  Email Sabrina at sabrina@sabrinalouisa.com.

Connect with Jay

Email Jay at jay.kingley@referabilitymaven.com

Sign up for a free one hour workshop called Do Less Marketing And Get More Clients. The workshop will show you how to become remarkably referable to eliminate the uncertainty of where your future revenues will come from.

Anna recommends each business create a climate action plan that identifies actions that are both impactful and visible. Examples include airlines offering emissions offsets, utilities providing the ability to purchase green electricity, and Amazon adding a Climate Pledge Friendly tag to help consumers identify products that have more sustainable attributes. Anna provides 5 steps to create a consumer-focused climate action plan for your business.  

Show highlights

04:17   Consumers are increasingly choosing to do business with climate aware companies.

04:55   Consumer-driven activism.

07:01   Doing what some of your customers want but not others.

09:55   How companies benefit from adopting climate aware policies.

12:02   5 steps to implement a climate action plan.

15:24   Learn about Anna.  Email Anna at anna@shiftsustainable.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Jeff recommends that you need to do 4 things to develop a market access strategy.  First, identify where both the current and near-term demand is for your products in the various commercial space industry market sectors. Second, pinpoint and prioritize your target customers within these sectors.  Then, analyze your competition, and determine how to beat them, and finally develop an executable market access strategy.  Jeff provides a 5-step process to successfully implement your market access strategy to enter the commercial space sector.  Listen to the end for the details of Jeff’s gift to our listeners.

Show highlights

04:03   The opportunity to serve the commercial space market.

05:33   Why companies find this a hard market to break into.

08:15   What you need to do to take advantage of the opportunities in the commercial space sector.

11:18   The opportunities available to those who dare.

15:27   5 steps to implement your marketing strategy for the commercial space sector.

19:15   Learn about Jeff.  Email Jeff at jkrukin@esca.global.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing. Get More Clients. The workshop will show you how to become remarkably referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Chia-Chun cautions that the ability to scale effectively requires you to set realistic expectations, map out your processes, and shorten your critical path to accelerate the speed of learning, and understand process dependencies.  She provides a 3-step process that every hard tech manufacturer can take to ensure a successful scaling journey.  Listen to the end to get the details of her gift to our listeners.

Show highlights

04:17   The challenge of going from the lab to commercial production.

05:30   Why you can’t scale by making what you do in the lab bigger.

07:46   Tackling the difficult challenge of scaling.

09:43   How companies benefit from following the right process to scale.

13:52   An implementation roadmap for scaling your process.

16:47   Learn about Chia-Chun.  Email Chia-Chun at chiachun@cadenceprocess.com or call her at +1.781.957-6910.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Do Less Marketing; Get More Clients. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Alex recommends that executives develop a system that allows their team and company to create a sustainable culture of innovation.  He argues that executives must focus on creating a sustainable culture of innovation that's tied to the right metrics and possible outcomes.  Innovators must embrace having to navigate a fair amount of uncertainty and ambiguity. Alex recommends a 5-step process to successfully implement a culture of innovation inside the enterprise.  Listen to the end for Alex’s gift to our audience.

Show highlights

02:48   Why enterprises struggle to innovate.

05:12   Finance and governance.

10:47   How an enterprise should foster innovation.

12:28   How an enterprise benefits from having innovation embedded within.

17:06   5 step implementation process to create a culture of innovation inside the enterprise.

21:13   Learn about Alex.  Email Alex at alex@whatiszooky.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Become Remarkably Referable. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Scott recommends that sales people constantly improve their sales skills and be open to coaching. Sales leaders need to be able to coach on deal strategy, selling, and skill development.  They need to put together the right programs, tools and structure for scale and create a results driven environment. This should result in sales attainment going up by at least 20% and deliver a wide range of other benefits in addition. Scott provides a 4-step implementation plan to get your sales team to perform at a top level. Listen to the end for Scott’s gift to our audience.

Show highlights

03:27   CEOs often have unrealistic expectations of sales people.

07:24   How to set expectations for the sales team.

13:38   What sellers and their management need to do.

16:52   How this impacts revenues in a material fashion.

20:11   4 steps to implement an effective sales management program.

25:12   Learn about Scott.  Email Scott at scott@quickhitsalestips.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Nicole points out that most people, when redoing their websites, modify the current site when what you actually want to do is start over from scratch. Based on who your target is, figure out how to present it on your website. Help them find exactly what they're looking for and let them know they're in the right place.  Nicole lays out a 4-step implementation process for how to get your website to reflect your current business and where you’re going in the future rather than keeping it as an historical record of your past.  Listen to the end for Nicole’s gift to our audience.

Show highlights

03:32   One reason your sales could be stagnant is your website is out of date.

04:01   How out of date websites hurt your business.

06:54   Start from scratch when it’s time to redo your website.

09:30   The importance and benefits of having an up to date website.

14:55   4-step tactical plan to redo and relaunch your website.

19:28   Learn about Nicole.  Email Nicole at nicole@smackhappy.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Nick suggests that every business needs to establish some kind of talent development program for their employees. Structured mentorship and career development programs are proven to improve engagement, reduce turnover, and increase revenue.  Nick lays out the 3 steps a business owner should take to attract and retain staff using career development.  Listen to the end for a valuable gift that Nick is offering our listeners.

Show highlights

02:46   Employees are leaving their jobs because they don’t see a path for growth.

03:20   The employer - employee relationship has changed for the worse in the last 40 years.

07:33   Employers need to combat lack of employee loyalty by offering talent development programs.

09:13   Why train staff if they are just going to leave?

13:24   The benefits to employers from investing in the development of their staff.

16:07   A 3 step approach to implementing a career development program.

21:21   Learn about Nick.  Email Nick at nick@opendoorconsulting.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Joe recommends business owners must have an exceptional onboarding plan and a solid management process that provides constant feedback and input to salespeople so they have clear expectations. Joe offers a 5-step process to implement an effective sales development and management process. Listen to the end for Joe’s gift to our audience.

Show highlights

03:43  The signs and symptoms that a business is failing at building a sales function.

05:24  The underlying issues that cause your sales function to start to underperform.

08:39  The game plan to build an effective sales function.

09:36  The importance of clarity of task in sales team performance.

12:20  The impact on the business owner of having an effective sales team and process.

13:28  5-step process to professionalize your sales function.

17:12  Learn about Joe.  Email Joe at joe@360consultingdfw.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you become referable so you can replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Too many leaders and managers accept that their products and services will at best MOSTLY meet their brand specifications MOST of the time. This means most companies' standards are designed to get the products and services wrong SOME of the time. David points out that because leaders' and managers' accept less than 100%, they get a result that’s less than 100%. The work environment is not designed for 100% execution of the approved processes. He recommends that managers provide corrective coaching every time they see a process not being precisely followed to achieve brand excellence and always meet customer expectations. David provides a 4-step implementation road map that can help any company achieve 100% excellence 100% of the time. Listen to the end to hear the details of David’s gift for our listeners.

Show highlights

03:06  Employers complain that their staff too often only do the minimum necessary to keep their jobs.

05:55  The underlying problem is that management doesn’t set the expectations that the work should be right every time.

08:00  Managers, not staff, are the cause of the lack of excellence.

09:55  You can actually get to a 98 or 99% level in practice while most others are in the 80% range with the right processes and expectations.

12:14  4-step implementation process to get to 100% excellence 100% of the time.

16:43  Learn about David.  Email David at info@McClaskeyExcellence.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

John Gallagher of Growing Champions observes that too often, leaders fail to believe that success can be achieved in business AND life. Their definition of success, and thus, their personal worth, is limited to the title they have on their business card or the speed in which they climb the corporate ladder.

John argues that executives should consider eternal impact as their measure to success. Leaders should recognize, design and deploy a life that has purpose. He discusses many objective and emotional benefits resulting from this mindset.  John provides a clearly defined 6 step process you can use to implement what he calls the Greatest Story Ever Told for yourself and/or your business.  Listen to the end for a very generous gift John is offering our listeners.

Show highlights

02:48  The trap of defining your success by only your business accomplishments.

04:55  The burden of loneliness.

06:37  Game plan on how to make a difference and find meaning.

09:19  The impact of legacy.

11:10  The benefits of leading a purposeful and impactful life on your business and yourself.

15:23  6 steps to implement this approach.

20:13  Learn about John.  Email John at coachjohngallagher@gmail.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Fractional executives should be at half of the cost of a full-time employee, but because of their expertise and efficiency, they will move your team along, act as a liaison between the tech team and leadership, analyze policies and procedures and perform the functions that you would expect a seasoned executive to do. Jonathan provides 3 steps to strengthen your team from being dependent on the founder to having an experienced executive team to get your business to the next level.  Listen to the end for a special gift for our listeners.

Show highlights

04:51  Transitioning between Stage 1 to Stage 3 is like navigating white water rapids.

08:02   When you have no more time and you’re getting burned out.

09:44   How you get your executive team from founder dominated to enterprise caliber.

11:32   Having fractional leadership is very different from outsourcing a business function.

14:17   Effectively utilizing fractional executives.

17:52   The benefits from using fractional executives.

23:37   3 steps to follow to bring a fractional executive onto your team

26:27   Learn about Jonathan.  Email Jonathan at jb@workheartily.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Natalie states that a CFO should drive cash flow and reduce costs increasing EBITDA 1-2% at a minimum and for some 5-10%. She provides a 5 step process for using finance to help you run your business. Listen to the end for her gift to our listeners. 

Show highlights

03:04   Accounting, bookkeeping, and finance are very different functions. 

12:03   Introduce the finance function in the early stage of your business.

15:27   The importance of finance when taking in outside money (debt and/or equity).

20:32   Business benefits from having a finance function in your business.

22:51   5 steps to take to incorporate a finance function into your business.

27:56   Learn about Natalie.  Email Natalie at natalie@copper8strategies.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

She argues you spend more time defining the problem statement by talking to stakeholders that make up the market ecosystem, including buyers, influencers, gatekeepers, and saboteurs. This allows you to contextualize the problem, evaluate the need for your solution, and justify the need to solve the problem before you develop an MVP. Nadia observes that design-driven companies have outperformed the S&P Index by 219% over ten years. She provides a 4 step process to implement a design first approach. Listen to the end, where Nadia offers a special gift to our listeners.

Show highlights

03:44  Improve your MVP by starting with a problem first design thinking approach.

05:11  Use observations on how the customers experience the problem to inform building your MVP.

07:40  Complexities in large ecosystems where your solution fits drives the need for observation before MVP.

11:14  Starting with a problem first design approach can reduce the risk of your MVP and shorten your time to market.

13:07  The benefits from adopting a problem first design approach in advance of your MVP.

15:34  What you need to do to implement a problem first design approach.

18:55   Learn about Nadia.  Email Nadia at nadia.boutaoui@nanonares.org.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

John provides a 4 step process for wringing every extra dollar out of your expenses without hurting your capability to deliver your service.  Listen to the end to get the details of his gift to our listeners.

Show highlights

03:38  You can’t only focus on expense control when times are tough - you do it across the economic cycle. 

05:52   You have to combine an effective procurement process with a continuous read of where market terms and conditions are.

07:02   Controlling expenses is the most efficient way to increase EBITDA.

09:39   Example of how a focused expense management program contributes to profitability.

11:23   What a good expense management program does for the CEO/CFO decision maker.

12:40   A 4-step implementation process for expense management.

17:57   Learn about John.  Email John at jcarpenter@expensereduction.com or call at +1.908.803.2885.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Failure to obtain patent protection in certain key countries might lead to the existence of a global marketplace for “your” product, but one that is entirely out of your control. Third-party manufacturing can happen in one country, where there is no patent protection, with goods from there being shipped around the world. Even further, a prospective client of yours could try to buy the goods in the other country and then bring them here to the US, rather than buy them directly from you.  Josh provides 6 key steps you need to follow to protect your inventions on an international basis.  Listen to the end for a gift that can help get you started.

Show highlights

03:40   Think about where you operate today and in the future because patents are territorial. 

07:42   Playing defense - how to use intentional patents to protect your current business in your home market.

12:06   You could sue your customer for a patent violation but is that wise? 

13:49   There are a lot of nuances to consider when it comes to global competition..

15:10   You don’t need to file for patent protection in every country, just the key ones.

18:00   6 steps to create a strategy for patent protection on a global basis

19:52   Benefits and costs from having the right international patent protection program.

24:24   It takes an international team of patent attorneys and experts.

28:56   Learn about Joshua.  Email Joshua at jgoldberg@nathlaw.com or call at +1.703.548.6284.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Lee points out that if you answer the critical, WHY ARE YOU DOING THE CAMPAIGN question first, you will end up with a more focused campaign that targets the right people, is located in the places the target people will see it, decreases the number of people that unsubscribe or don’t respond to your call to action, and increases the likelihood of you reaching your campaign goals.  Lee offers a four steps process to be sure your campaign delivers on the objective you need.  Listen to the end for the details on Lee’s gift to our audience that will get you pointed in the right direction.

Show highlights

03:31  So many email campaigns disappoint because they lose sight of why they are doing it in the first place.

04:43  Your writing style changes based on your objective.

05:30  One message per email per target audience. 

07:08  Writing copy for an email campaign the right way.

08:50  How it feels when you get it right.

10:38   Implementing an effective email campaign in 4 steps.

14:10   Learn about Lee.  Email Lee at lee@leebarnathan.com or call/text during business hours (PST) at +1.818.521.1675.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one-hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Incomplete data from reliance on experience surveys is the key reason why 85% of executives say their organizations are bad at problem diagnosis.  Matthew and Dave advocate using triangulation; a method that allows you to diagnose problems with far more precision and provide insights traditional methods can’t.  Triangulation collects data in three ways - quantitative data (surveys), qualitative data ( interviews or focus groups), and field observations (“walk the walk” to see things in real-life and real-time). Matthew and Dave provide a case study of a large healthcare organization to back up their recommendation.  They provide a 5 step approach to incorporating triangulation to get a better handle on the employee experience.  Listen to the end for the details on how to get their gift to our listeners.

Show highlights

03:23   Improving employee experience is difficult when you have incomplete data.

05:37   Exit interviews aren’t the solution.

06:52   Triangulation should be used to collect the right data to measure the employee experience. 

10:01   How insights from triangulation lead to a much better design of the employee experience.

14:54   5 steps to incorporate triangulation to measure the employee experience.

18:42   Learn about Matthew & Dave.  Email Matthew at matthew.irish@embarkgrp.com and Dave at dave.hubin@embarkgrp.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Burr shared that according to a recent research poll, 85% of employees are either not actively engaged or are actively disengaged, and 61% of American employees say they are burned out at work. Each disengaged employee costs their employers approximately 34% of their salary. Burr provides four steps for leaders to follow to better connect with and engage with their workforce. Listen to the end for a gift Burr is offering each of our listeners.

Show highlights

03:36   Why direct conversations with staff are so difficult for managers to have.

04:44   Be careful when giving critical feedback to Gen Z and millennials.

07:10   How to engage your staff using effective communication

12:41   Benefits that come from using effective communication to engage with your staff.

17:25   Four steps leaders can follow to better connect and engage with staff..

23:06   Learn about Burr.  Email Burr at burr@polarisprinciples.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Fast Track Your Way To A Thriving Consulting Practice. The workshop will show you how to replace the income you left behind in your last corporate job and then 5X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Koen advises that you have to create habits so your emotions are in alignment with your goals in every moment of the journey. The lack of control in your business amplifies this rollercoaster of emotions. You need a process and framework to manage your emotions.

Koen shares six simple actions you can take based on insights on how our brain functions that can help you get your emotions under control and allow you to get better business results: time, productivity, influence, confidence, clarity, and reflection. Koen provides three essential steps to follow that will allow you to control your emotional state rather than the other way around.

Show highlights

04:16   Success in a venture comes from how well you ride the emotional roller coaster.

06:55   Aligning your emotions with your cognitive processes.

08:20   Six insights to help you create the right emotional environment for success.

12:22   How you benefit when you align your emotions with your business goals.

15:45   Three steps to implement getting control over your emotions.

18:43   Learn about Koen.  Email Koen at koen@diy-growth-strategies.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

3:20   The odds are stacked against an individual who invests in start-up companies.

4:53   The mistakes new investors make when starting to invest in emerging companies.

6:40   The importance of diversification.

9:38   Investors need to think 10 steps ahead to make it easy for future investors to come in.

12:34   How principal investors should enter the start-up space.

14:45   The benefits from partnering compared to going in alone as an investor.

20:00   Five steps to successfully invest in startups.

25:07   Learn about Vik.  Email Vik at vivek.dixit@369growth.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:15 Your SEO strategy should be based on ranking for keywords with high purchase intention.

04:34 Keyword research is the key to driving a successful SEO campaign.

07:36   Nailing your keyword research can dramatically increase your conversion rate

09:55   A good SEO strategy takes into consideration minimizing your cost of client acquisition

15:02   Implementing a SEO program to drive traffic with intention in 5 steps

18:22   Learn about Marc,  Email Marc at marc@seolocale.com or call him at +1.215.801.9427.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

03:37 Employees are often the biggest source of stress for business owners.

04:50 Employee recruitment and retention.

06:38 Proactively pursue the right employees.

07:56 Reallocating budget, time and money, to recruit and retain employees.

14:53 Benefits from having the right employees in the right culture.

16:45 Three steps to solve your employee issues.

19:28 Learn about Karl. Email Karl at Karl@higherimpact.me or call him at +1.717.689.4227.

Connect with Jay

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To get around this issue, Peter recommends incorporating a business operating system to guide how you run your company. In addition to a vision, strategy, and structured accountability, your business operating system includes meeting structures and how to grow your company with controls. Peter advises that having a business operating system allows you to grow your company, institutionalizes accountability, and gives you the time to work on your business not just in it. Listen to the end for a generous gift Peter offers our listeners.

Show highlights

02:52 You don't get into a business because you are good at business.

04:06 The 3 things you need to keep your business humming.

06:12 Your business operating system.

08:12 The case for incorporating a business operating system into your company.

11:50 Profits flow from people, purpose, and having a playbook.

14:21 Learn about Peter. Email Peter at psantry@foxrunadvisors.com or call him at +1.203.921.5528.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Most leaders struggle to lead because they've never been taught how to do it. Too often people in a leadership role don't take the personal responsibility on how to become a leader. They blame others or themselves but don't act to learn and improve. Joran believes that the best leaders lead through the bottom of the pyramid by leveraging the people around them. He advocates inviting and aligning as the key actions to becoming an inspiring leader. He recommends using visual communication and tools to become a more effective leader. Joran walks us through the 3 steps to implement a visual leadership process. Listen to the end to get the details of his gift to our listeners.

Show highlights

02:59 Why leaders so often struggle.

07:00 Blame, whether outward or inward, doesn't lead to learning.

08:02 Inviting and aligning.

09:39 Visual communication to drive leadership.

12:17 Benefits from adopting a visual leadership approach.

18:08 Three steps to take to implement a visual leadership approach.

22:24 Learn about Joran. Email Joran at joran@illustri.us.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

03:27 Delivering a great customer experience starts with making sure your team is ready to deliver it.

05:30 You must constantly lean and improve your customer experience.

06:00 The importance of writing down your workflows.

07:42 The benefits from orchestrating your customer experience.

11:48 Four steps you need to take to orchestrate a memorable customer experience.

15:20 Learn about Amara. Email Amara at amara@amarabsolutions.com.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:33 DEI makes good business sense.

05:14 Fully commit to DEI to get both the business and social benefits.

06:26 Results you can expect from your DEI efforts.

09:06 Four-step process for implementing a DEI program that drives business results.

12:20 Learn about Irma. Email Irma at irma@thezbridge.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Kara observes that there isn't just one way to be a leader. Leadership is a skill that must be developed and it takes time to get good at it. She points out that leaders have great vision. You don't need a lot of people underneath you to be a leader. You first have to show you can lead yourself. People are leaders, positions within an organization don't make someone a leader. Karen points out that one attribute of good leadership is the ability to see how your work can move the rest of the organization forward.

Show highlights

03:15 Leadership is a skill.

04:47 Developing vision and connection.

08:11 People are leaders or not no matter their formal role.

11:20 Different leadership styles in the same group can work if there is alignment on the vision.

14:04 Leadership versus management.

16:19 The case for doing leadership right.

21:32 Talking about leadership is the key first step in developing a leader.

24:08 Learn about Kara. Email Kara at kara@kmlindstrom.com

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

03:02 Why so many emails are so poorly constructed that they might as well be SPAM.

04:56 How to do email marketing correctly.

05:51 Segment your email list for each different persona you're trying to reach.

07:08 Benefits from targeting and segmenting your email campaigns.

13:05 Three step implementation process to launch a successful email marketing program.

16:06 Learn about Stephanie. Email Stephanie at stephanie@sayitsimplyproductions.com or call or text her at +1.609.353.6682.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

05:16 The big reason many employees don't want to return to the office.

06:12 The side hustle is a real thing.

07:45 Why employees start side hustles.

09:16 How executives should respond.

11:58 Drive more revenues by acting like a media company in your marketing.

13:19 Work-work balance.

15:58 How you benefit from high levels of employee engagement.

21:25 Three steps to create an environment that will engage your employees.

24:23 Learn about Karen. Email Karen at hello@karenloucreates.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:21 Leadership is not about a position; it's about the role a person plays.

03:12 Disentangle leaders from executives.

04:10 Leaders are developed not born.

06:55 The difference among executives, managers, and leaders is what they focus on.

08:34 Leadership positions don't exist.

09:42 Benefits from developing leaders.

14:32 Key steps to implement a leadership development program.

17:57 Learn about Patrick. Email Patrick at pat@hoohana.com.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:38 First to file doesn't require your invention to be fully baked.

04:18 You don't even need a working prototype to file for a patent.

05:48 Your patent application should be broad not overly narrow to maximize your protection and give you scope to tinker after the fact.

09:36 Benefits from filing early and broadly.

13:22 Recommended process to minimize the time between idea generation and patent filing.

17:15 Learn about Joshua. Email Joshua at jgoldberg@nathlaw.com or call him at +1.703.548.6284.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:35 5 reasons why performance reviews are useless when it comes to improving employee performance.

05:35 Replace the annual review process with a continuous, collaborative, future-focused, feedback systems that employees drive, not their managers.

07:25 The strong case to ditch the old and embrace a new way of giving performance feedback.

11:03 3 implementation steps to adopt a continuous, collaborative feedback system.

13:09 Learn about Dave. Email Dave at dwight@lpsconsultants.com or call him at +1.908.441.6217.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

04:05 You don't have to be employed to get health insurance.

05:58 You often have more options for health insurance plans as a solopreneur or small business compared to what a large employer offers.

07:55 You have to do your research to understand your options.

10:12 Small businesses don't have to be at a disadvantage to large employers with respect to health insurance benefits.

12:52 Tax advantages when you offer health insurance through your business.

14:54 The wide range of health insurance options for your business.

18:35 Learn about Frank. Email Frank at frank@brotherlyloveinsurance.com or call or text him at +1.609.509.2236.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

The focus really has to be on the relationship if a salesperson wants to elevate their game. Salespeople are trained to think inwardly on quotas and closing so need to learn how to think outwardly to embrace their clients' world, both professionally and personally. Dan shares the 5 things that people care about, 4 of which deal with upward mobility which a good salesperson can speak to. Dan's shares his thoughts on how to use networking to build and create relationships.

Show highlights

01:25 Too many view sales as transactional - you have to do more than focus on putting numbers on the board.

05:30 Transitioning between focusing on your relationships with clients and prospects from pushing for the sale.

08:22 Great salespeople are made not born.

10:07 The benefits from taking a relationship-based sales approach.

15:56 How to transition from a transactional to relationship driven sales culture.

20:04 Learn about Dan. Email Dan at dan.horwich@campconferences.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Lee points out that businesses aren't taking advantage of storytelling when writing the copy on their websites. Copy that focuses on features and functions lacks the emotion that make them relatable. Lee cites an example of an experiment conducted on eBay where a basket of common goods described factually sold for $250. But when these same basket of goods were described using heartfelt stories, they sold for almost $8,000, over a 31X increase in revenue. Listen to the end for Lee's generous gift to our listeners.

Show highlights

02:25 Businesses aren't taking advantage of the power of storytelling.

04:56 Go beyond features, functions, and benefits.

05:58 How to get a 3,100% increase in price using stories in your selling.

10:01 Don't wait to tell the story of your business.

11:01 4 step process for telling the story of your products and services.

13:55 Learn about Lee. Email Lee at lee@leebarnathan.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:18 It's SEO AND/BOTH PPC not EITHER/OR.

04:38 Getting SEO and PPC to play nicely in the same sandbox.

05:50 Collect and analyze your data to optimize your mix of SEO and PPC.

07:12 SEO is delivering less and less on mobile devices.

10:25 The benefits from optimizing your mix of SEO and PPC.

13:12 What you need to do to optimize your mix of SEO and PPC.

16:58 Learn about Alex. Email Alex at alex@allmarketing.co

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:58 70% of the time, a business's strategic plan fails.

04:37 Should you scrap the strategic planning process altogether?

06:50 Using a dynamic systems approach to develop your business strategy.

09:20 Your strategic plan is done on an ongoing basis not just at the same time every year.

11:15 The benefits from using a dynamic systems approach to strategic planning.

17:04 What you need to do to implement a dynamic systems approach to strategic planning.

19:44 Learn about Todd. Email Todd at todd@gorocketfactory.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

03:53 Why small and mid-sized retailers should have a Direct To Consumer channel.

06:05 Taking a multi-channel approach must include Direct To Consumer.

06:58 You'll never understand your buyer's journey with having a Direct To Consumer channel.

09:42 Three critical things you must do to have a successful omnichannel strategy.

12:43 How to think about pricing across channels including Direct To Consumer.

14:27 The benefits from having an omnichannel approach.

18:05 Three steps to implement an effective omnichannel strategy.

22:09 Learn about Kashif. Email Kashif at kashif@pivyt.co

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

01:25 It rarely makes send to outsource your sales and marketing for the sake of getting new clients.

03:46 Intermediaries often capture all your profit and then some.

04:42 Many intermediaries hide what's really going on financially in the accounting reports they prepare for their clients.

05:56 Alternatives to using intermediary platforms to get clients.

07:12 The benefits from freeing your business from depending on a large platform to get your clients.

10:38 What you need to do to end your dependence on expensive intermediary platforms.

12:04 How to protect yourself from a loss of clients when leaving an intermediary platform.

15:42 Learn about Bobbie. Email Bobbie at 321nokiddin@gmail.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

01:32 Start with your brand.

04:24 Don't disconnect your brand from your authenticity.

08:00 The strategy behind developing your authentic brand.

09:52 Having an authentic brand pays off.

16:40 Five steps to take to create an authentic brand.

20:43 Learn about April. Email April at hello.apriljbaynes@gmail.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Employees become disaffected when they feel the employer doesn't care about them and the things they believe in. Paying well and providing great perks and benefits may be necessary but it's far from sufficient to inspire your workforce to go the extra mile for your business. There is a shift with employees going from fun to purpose. Claudia points out the key question is are you living up to your mission and values - your staff will hold you accountable by whether they stay or go. Interact with your staff using this 4 step process: talking; listening; engage; and act. She provides a 5 step process you can implement to create a more engaged workforce. Listen to the end for an attractive gift from Claudia.

Show highlights

02:32 The problem with disaffected and unengaged workers is that there's no connection between the staff and the organization.

04:38 When employees don't feel their employer cares about them and about what they care about, they will become unengaged and a liability for the employer.

07:18 Money and perks aren't what employees are really looking for.

09:33 The simple answer is to talk to your staff and find out what's important to them and then action it!

16:26 How you benefit from an engaged workforce.

20:26 What you need to do to get your employees engaged and committed.

24:30 Learn about Claudia. Email Claudia at claudiawilliams@humanzonebiz.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

The goal of telling a story as part of your sales process is to create human connection. You can only do this by bringing emotion into your story. Influential storytelling is inherently a vulnerable process but it leads to authenticity and high levels of effectiveness. Two mistakes salespeople make in communicating with prospects is 1) they want to feature their product or service as the focus of the story (it should be the client) and 2) they focus on data and information and leave out plot and human emotion. Stephanie provides the 4 components of an influential story in her roadmap to implementation. Listen to the end to get the details of her gift.

Show highlights

02:38 Don't rely on facts, figures, features, and benefits when you tell a great story instead.

04:42 Make the story about your client but then you have to bring yourself into their story.

07:12 Salespeople need to think of their storytelling with a lens of influence in mind.

09:12 The benefits of becoming an influential storyteller.

13:40 How to become an influential storytelling organization.

19:06 Learn about Stephanie. Email Stephanie at stephanie@wolfandheron.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

02:34 Your internal capabilities are essential to formulating a viable business strategy

03:05 What gets in the way of understanding your internal capabilities

04:24 Balancing the focus on your external environment and opportunities with the internal assessment of what you can and cannot do

08:32 Why you should get employees and front line staff involved in your strategic development process

11:06 Benefits from implementing a balanced strategic planning process

16:24 5 simple steps to implement an integrated strategic planning process

21:57 Learn about Joe. Email Joe at joe@moshercg.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Samuel argues that the social impact strategy for a business shouldn't be reacting to every event and cause in the world and ensuring every response must be "politically correct". Your social impact activities shouldn't be performative but community-driven and designed for long-term, sustainable impact. Social impact starts with implementing your mission and values within your organization and staying true to those beliefs. Samuel cautions not to feel that you have to weigh-in on every trend embraced by large multinationals. Start small by implementing your specific mission and values within your organization. Social impact is best created by building coalitions. Samuel suggests basing the development of your social impact strategy on the Theory Of Change.

Show highlights

02:32 A business shouldn't view social impact as performative but instead focus on internal and external communities in which it exists.

05:55 Social impact starts with living up to your mission and values.

09:02 If you focus on your people, you'll avoid getting caught in identity politics.

12:08 How your business can benefit by acting in a socially responsible way.

15:11 An effective implementation strategy for social impact starts with the Theory Of Change.

19:04 Learn about Samuel. Email Samuel at samuel@yeaimpact.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

01:20 Raising wages, improving benefits, and allowing work from anywhere aren't what's key to retaining employees

04:20 We're all in this together ... not really

06:36 Retaining employees is an issue of leadership and not much more

08:13 Tailor management interactions around the needs of each employee

11:11 The benefits from changing how we interact with our staff can lead them to go above and beyond when we get it right!

14:47 5 steps to implement a culture that allows your organization to thrive

18:46 Learn about Taryn. Email Taryn at taryn@ecbsllc.com.

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

01:17 How climate change is impacting businesses not just individuals

04:23 You can't wait for society to deal with the impact of climate change with you sitting on the sidelines

06:40 Every business strategy must account for the impact of climate change

09:39 You need to map the impact of climate related events to every aspect of your business

14:30 Investing in resilient infrastructure offers $4 in benefits for every $1 of investment

19:43 3 steps to creating a strategy to deal with climate related risks

23:13 Learn about James. Email James at james.blake@nextgenerationriskmanagement.com

Connect with Jay

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Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to replace the income you left behind in your last corporate job and then 3X it, get fully booked with clients at premium prices, and to have prospects chasing you so you can pick the clients and projects you want to work on while maintaining your revenues.

Show highlights

03:49 We design jobs without thinking about what makes work intrinsically interesting

06:53 What people want and expect from work

08:02 Work is the product and the employee is the customer

10:43 The benefits from making work more meaningful and purposeful

14:54 5 things you need to do to make work meaningful and purposeful

18:48 Learn about Thomas. Email Thomas at thomas.bertels@purpose.works. You can call him at +1.917.754.8047.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:18 Logos aren't just for big companies

03:19 First impressions count

04:46 Your logo is a key element of your company's overall visual design

05:27 You logo is not your brand

09:07 The benefits from having a professional logo that represents your brand

11:15 How to get your logo inline with your brand and visual identity

14:15 Learn about Ben. Email Ben at ben@benkandoradesign.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:34 Google Analytics is overwhelming and confusing to most business owners.

03:53 Mistakes business owners make in analyzing their website data.

06:01 Turn off what you don't need in Google Analytics and set up a custom dashboard to help you focus.

07:08 Google Analytics gives you quantitative data. Use heat maps and session recorders to capture behavioral data.

09:07 4 steps to implementing a KPI driven process for your website analytics.

10:49 Benefits to a KPI driven data collection and analysis process.

13:35 How to implement a DPI driven approach to website analytics.

15:43 Learn about Alex. Email Alex at alex@allmarketing.co or call him at +1.844.544.3577.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

01:46 Small business owners are at risk of getting hacked for 2 big reasons

02:53 There's no place to hide. Hackers will find you.

03:44 Making yourself unattractive to cybercriminals requires both technical and human solutions

05:43 Using cloud based solutions doesn't necessarily protect you from cyber attacks

07:13 Dealing with staff that "bring their own devices" to work

08:23 How your business benefits from safeguarding your data and IT infrastructure

11:20 What does a small business need to do to protect them from a cyber attack

13:55 Learn about Marc. Email Marc at marc.pickard@cbtech.support

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

01:29 Implementing change within an organization is much more of a struggle for organizations than individuals

02:45 Empathy is in short supply

04:35 The strategic planning process often gets in the way of effective change

08:35 How you speed up change and make it more effective

11:34 Prioritization makes the difference - you probably can't do them all at the same time

15:52 Effective change requires engaging and listening to employees

20:04 5 key steps to implement a successful change initiative

24:46 Learn about Nabeel. Email Nabeel at nabeel@changeforce.ai

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:13 Innovation is fostered or destroyed by leadership not ideas

04:17 It's a myth you need an innovative leader to have an innovative organization

05:35 How you resolve the tension between innovation and your short-term financial objectives

07:33 Innovation is a long term investment not a short term event

08:52 Benefits to leaders who drive innovation

13:33 What you need to do to create a culture of innovation

16:58 Learn about Robyn. Email Robyn at robyn@milezero.io

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

01:50 DEI only goes so far without Belonging

03:24 Belonging is what gives each employee a sense of purpose and ownership in the organization

05:04 The business case for Belonging

06:32 How to implement a DEI&B program

07:58 What actions must a leader demonstrate for the organization to take this initiative seriously

10:35 How the decision maker benefits from instituting a DEI&B program

15:19 Learn about Toi. Email Toi at contact @redinkenterprises.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

03:16 The problem with recruiting is that it needs to be treated as a production role; not as an HR support function

05:08 Manage and incentivize your recruiting like you would manage and incentivize your sales team

07:53 How you build a high performing recruiting function inside a big organization

09:02 Managing a high performing recruiting team requires metrics, incentive compensation, and the right type of person for the role

10:28 Benefits of structuring your recruiting function as a production rather than support group

14:45 What you do to implement a production-based recruiting organization

17:13 Learn about Hugh. Email Hugh at hugh@gallaghergroup.us or call him at +1.610.246.7400.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:19 What outbound marketing techniques should high volume businesses use

03:58 You do get results from Spray & Pray but the ROI is often very low

04:57 The difference between 0.5% and 4% conversion rates

06:47 Why lead gen companies will tell you to be happy with campaigns that convert at 0.5%

07:26 Benefits from doing outbound marketing effectively

08:50 6 steps to implement an effective outbound marketing program

10:40 Learn about Caleb. Email Caleb at caleb@socialbloom.org

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:29 Tactics disconnected to a strategy drive too much of a company's marketing activities

04:20 Key elements of your branding strategy

05:43 What is a brand?

07:06 Hyperfocus your brand on your uniqueness

09:54 4 things that make customers choose your brand

13:19 Implementing an effective brand strategy

15:35 Learn about Lisa. Email Lisa at perryllisa@gmail.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:06 When you're everything to everybody, you're nothing to nobody

05:48 If you suffer from mission drift, you aren't going to be successful.

07:27 How you get focused

10:44 Focus puts fire in your belly

17:07 3 steps you can take to get more focused in your business and in your life

22:06 Learn about Tracey. Email Tracey at tjones@tremendousleadership.com or call at +1.717.701.8159

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

01:22 Branding, marketing, sales, and retention are different parts of the same process.

04:34 When it comes to getting new clients, you need to think about all your activities as a campaign

07:40 Act with intention, not randomly

11:37 Benefits from using a campaign approach to marketing and sales

19:25 5 steps to follow to implement a campaign approach to client acquisition

24:39 Learn about Will and what farming has to do with it. Email Will at willd@spfla.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:44 Look at all your employees as part of your marketing team

03:59 The story of how a forensic accountant represented her employer to a potential customer

05:58 How to tap into your employees as resources for your marketing

07:16 Benefits from implementing a workforce marketing program

08:42 Impact on recruiting talent

10:31 How to implement a workforce marketing culture

14:16 Learn about Laura. Email Laura at laura@30secondsucces.com. Book a time to talk with her at http://calendly.com/30secondsuccess/30min.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:43 Cybersecurity is a continuous not one-off process

05:21 By the time you realize you've been hacked, the criminals have been in your systems for 6 months

06:16 Small businesses can be more attractive, that is easier, targets than larger enterprises

10:06 Hackers are using social engineering to attack the weakest part of a company's defenses: the people

18:44 3 key steps to reduce the risk of getting damaged by a cyber attack

20:21 Insurance that doesn't insure

22:46 Learn about Mac. Email Mac at mac@macguyvertech.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

03:02 Getting a new product or service to market is a journey not a one-time event

04:07 Perfectionism kills opportunity

07:34 The right product launch process will give you a lot of data to help you improve your results

11:38 4 steps to follow to launch your new product or service

14:12 Learn about Andrea. Email Andrea at andrea@featherstonstrategies.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

03:13 The challenge to taking a data driven approach to marketing effectiveness

04:43 You can measure anything you do in marketing if you're willing to spend the time and money

06:59 How to measure the effectiveness of your marketing

10:58 The explosion of data requires sophisticated analytical methods including machine learning and artificial intelligence

11:55 The return on investment from marketing effectiveness studies can be phenomenal

15:30 Avoiding the embarrassment of failing in full view of the public

17:23 4 steps to implement a marketing effectiveness program

21:16 Learn about Guy. Email Guy at gpowell@prorelevant.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

03:18 It can take 2-4 years to get a patent approved and in that time you risk have the technology move on

04:49 Why it takes so long to get a patent approved

06:24 You can get your patent approved in only 1 years if you know the secret

09:20 Why it's worthwhile to pay the small fee to accelerate the decision making process

14:54 Wha you need to do to accelerate the patent approval process

18:28 Learn about Joshua. Email Joshua at jgoldberg@nathlaw.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:50 Why customer service is so hard to get right

03:43 What you need to know to deliver great customer service

05:58 How to find out what your customers want

08:37 You learn from every customer interaction you have

10:02 Customer service drives customer satisfaction and employee retention

13:50 A great customer experience creates a positive business ecosystem

15:10 4 primary steps to create the right customer experience for your entire business.

17:34 Learn about John. Email John at johnchristie@tabeasternks.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:02 Why the copy on 95% of all websites is written so poorly that it hurts results

02:47 The invasion of the computer bots

04:10 When you sound average, the only things that matters to the buyer is price.

06:08 What's in your head is only with copy that is written from your customers' perspective.

07:54 The impact of compelling copy

10:52 Use this 4 stage persuasive marketing framework to improve your website copy.

12:57 Learn about Lee. Email Lee at lee@leebarnathan.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:06 Why you can't look at marketing as a cost of doing business

04:14 How you need to think about marketing to be sure you get a return on your spend

06:51 Cost per conversion is a key metric you should use in evaluating your marketing spend

08:03 Why you should take an objective look at the return on your marketing spend

11:32 5 steps to implement a successful marketing program

14:51 Learn about Brandon. Email Brandon at brandonrollins1@gmail.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

01:43 Businesses are making the mistake of prioritizing industry experience over sales expertise

03:19 Despite promises, it's rare when a salesperson can bring their book of business with them to their new employer

04:07 Win by teaching your product to a strong salesperson

05:20 A great salesforce cannot overcome a mediocre product. And a mediocre salesforce can fall short of the potential of a great product.

6:44 Strong sales skills will outperform industry knowledge every day

10:24 The 3 steps you must follow to hire the right salespeople

12:50 Learn about Wesleyne. Email Wesleyne at wgreer@transformedsales.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Email jay.kingley@centricityb2b.com to learn more about Centricity and the Best Kept Secret show.

Show highlights

02:19 SEO should focus on getting qualified traffic not any traffic

03:22 Searches with intent or quality traffic is more important than how much traffic

04:28 Start with your target customers and what their problems are

07:59 Is SEO a once and done process?

10:38 The benefits from prioritizing quality over quantity

14:46 4 steps to implement an SEO program

17:29 Learn about Frank.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Show highlights

02:15 Too often lawyers are the Department of No

03:04 It works better when you contact your lawyer sooner rather than later

04:31 Your corporate attorney is the equivalent of your primary care physician for your business

05:50 How often should you meet with your outside corporate attorney?

07:51 What's up with that 6 minute billing increment?

11:34 How to find and retain a fractional general counsel for your business

14:05 Learn about Rob Bovarnick. Email Rob at rmb@rbovarnick.com.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called The Guide To Getting The Right Clients At The Right Time. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Marketing is getting more complex and it's hard to know every single platform and type of marketing and tool and strategy. Being able to bring in knowledge and talent on a fractional basis to fill those gaps for you is essential to having a successful marketing function. The range of expertise that you’ll need to market your business successfully is too broad and dynamic for a small business to have an internal team of full-time staff do it well. The W2 full time employment model is not agile and nimble enough to work for a small business.

Risty recommends that small businesses bring in a fractional CMO to take point and manage the appropriate specialists on a contract and project basis. Flexible working relationships are what the talent wants and the business can afford.

Listen to the end for a special gift Reb is offering our listeners that will help you get your marketing on track.

Show highlights

01:50 Why business owners overwhelmed by marketing

03:23 Complexity is driving the need for marketing specialists hired on a fractional basis

04:36 Marketing is following the medical model of a Primary Care Physician plus a wide variety of specialists as needed

07:55 Creating the right type of marketing team for your business

10:29 The traditional W2 employment model isn't nimble and agile enough for the marketing needs of small businesses

14:34 The talent economy for marketing

17:22 Learn about Reb. Email her at reb@reblmarketing.com. Call her at +1.858.848.7325

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Steve also observes that most hackers aren’t targeting your business specifically but they are scanning a long list of IP addresses to see where it is easy to get in. It doesn’t matter whether you have 5 or 5,000 employees, you’re just a random IP address.

Simple, preventative measures can save you hundreds of thousands of dollars and keep your company from ruin. Steps that Steve recommends include MFA or multi factor authentication and MDM or mobile device management.  When it comes to passwords, Steve suggests a 3 step approach: require strong passwords, use applications like LastPass, or Keeper to secure your passwords and help you remember them, and force your users to change their passwords every 30 to 45 days.

Listen to the end to get the details of a gift that Steve is offering our audience.

Show highlights

01:36 End point protection for remote users helps prevent data breaches

02:56 Who's vulnerable to hacking and data breaches

04:06 What you need to do to protect your business from hackers and bad actors

04:55 The cost you'll pay if you don't protect your IT infrastructure

07:15 What steps a small business needs to take to adequately protect themselves from hackers

09:55 Learn about Steve. Email Steve at steve.ferman@etegrity.net or call him at +1.973.698.3511

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

For Michael, the key is creating a network of individually owned and operated local news sites where they can share content with each other seamlessly. They can sell advertising for each other seamlessly. Advertisers, whether local, regional, or national, have one point of contact that they need to deal with who can help them market across the country.

“You can create a profitable local news site or even a mini network of local news sites and have high return on investment with little overhead”, observes Michael. You want people coming back to your site every single day. You do that by providing original local news content that they can't get anywhere else, and doing it every single day for the residents of your town or your area.

Show highlights

02:15 Local news is a scalable business but it must be objective

02:56 What is local news?

04:34 Church vs. State in today's local news environment

06:15 What does the local news business model of the future look like?

07:54 The economics of the local news business

11:42 Learn about Michael Shapiro on his and TAPinto's story. Email Michael at mshapiro@tapinto.net or call him at +1.908.370.1158.

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com.

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

One topical area that most people ignore to their detriment are Force Majeure clauses in their agreements which specify the rights and obligations of the parties when an "act of God" happens. War, hurricanes, tornadoes, floods, and pandemics can all be covered or not. Whether you have to deliver and pay or have an out in a contract can be determined by how that part of your contract is drafted.

James points out that contracts are legal agreements and how they are drafted and the words that are used matter greatly, particularly when one of the parties decides things are unfair after it is signed. While many think they have insurance to cover unforeseen incidents, many times the insurance won't cover or has an exclusion. James advocates that business owners should consider a yearly attorney review of all of their business agreements as a cheap extension of your business insurance.

Show highlights

02:27 Why business interruption insurance won't cover damages from pandemics

04:25 Force Majeure - what is it and why you should care

06:19 How a business owner should think about vendor management

08:00 Benefits to a business from properly managing their vendor agreements

10:37 3 steps to implementing an effective vendor management system

11:35 Learn about James and MPL Law. Email James at JSanders@MPL-Law.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Marc points out that even large companies, like Hubspot, sometimes get it wrong.  They had to delete over 3,000 outdated blogs on their website to reverse a traffic decline.  A robust SEO program considering a wide range of factors is often essential to being able to withstand the frequent changes Google makes to its algorithms. 

Comprehensive keyword research and competitor analysis is fundamental to creating an effective SEO strategy. Marc suggests a free tool you can use to do this work yourself.  Listen to the end for how to claim his gift of a free technical audit for your website.

Show highlights

01:55 Content isn't king when it comes to website SEO

02:43 What is important if you want to rank high on Google

07:23 Surviving a Google core algorithm update

08:48 Getting nailed by a Google algorithm change

11:15 Implementing an effective SEO strategy

12:48 The importance of competitor analysis when doing SEO

13:35 Learn about Marc. Email Marc at marc@seolocale.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

There is a big difference between how a brand is expressed and how it is experienced.  While you’ll come up with the initial definition of your brand, you're inviting other people to help shape and share it. The market is going to have more of a say in what your brand is relative to anything you put down on paper.

Reggie advocates creating a brand that your marketplace can connect with because it leads to faster growth.  He feels that tying your brand to a purpose is a way to do this. Customers desire to connect to something that's bigger than themselves. Of course customers are looking for an answer to a problem, but they also want to connect at a much deeper, more human level. 

Reggie walks through the case of Dove soap to show how a purpose driven brand can have a large impact on the financial performance of a business. He then discusses how even a small business can replicate Dove’s brand strategy.

Show highlights

01:32 Business owners think of their brand as something that serves them as opposed to something that serves their customers.

03:41 Your brand is a dialogue

05:13 Difference between how your brand is expressed versus how it is experienced

06:46 Your brand should be about connection and driven by purpose

09:42 The Dove Soap case study

14:54 What you need to do to create a customer centric brand

17:06 Learn about Reggie. Email Reggie at reggie@enthusecreative.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Bureaucracy when it’s done right is not our enemy of getting things done. Susan points out that it’s a tool to get rid of things that are repeated.  Importantly, it allows you to focus on serving your clients and not getting caught up in things that others can do better than you.

Susan advises business owners to write down the tasks they do and put a pay rate on each task to determine if it should be outsourced to a cheaper resource. Often times you can bring in a person for 5 - 10 hours a week to handle the getting organized tasks rather than need a full time resource.

Susan makes the compelling point that putting more effort into something that lacks structure and process could end up making things worse not better.  Without proper organization, structure, and process, you’re not running your business, it’s running you.

Show highlights

02:22 The right process doesn't weigh you down, it allows you to be nimble

03:20 Bureaucracy when it’s done right is not our enemy of getting things done

04:38 What's the pay grade on the tasks that you, the business owner, are doing?

07:14 Putting effort into something that lacks structure and process could end up making things worse

10:47 2 things you need to do to get organized

12:14 Learn about Susan. Email her at susan@beyondthechaos.biz

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Marketing that works for awareness often doesn’t change consumer buying behavior. It’s no surprise that being authentic in your marketing is critical but she points out that you have to align your cause marketing efforts to what your company stands for and what your customers care about.

Shelia advises doing a day in the life of a customer and figuring out what and when they want to hear from you. She recommends creating a throughput model and using that to determine your tactics. The model should address how many people you’re going to touch, how you’re going to touch them, what type of engagement you’re going to offer, and the value of your program. 

Listen to the end to hear her 6 steps to implement an effective experiential marketing program. She’s got a gift to offer those who reach out.

Show highlights

02:12 Buying habits change by bringing a consumer and brand together not because of pretty pictures

03:02 You need to build a throughput model to determine the tactics of your experiential marketing program

05:29 Stop looking at pretty pictures and start paying attention to consumer engagement

06:16 Know what you want your program to deliver and then build your program to get you to where you want to be

11:35 6 steps to implement a proper experiential marketing program

14:04 Shelia's story. Email Shelia at shelia@mogxp.com.

Connect with Jay

Email Jay (jay.kingley@centricityb2b.com)

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

To obtain long term success you must focus on scaling the right customers, not just any customers. You have to consider not just the initial revenues, but margin, retention, engagement, satisfaction, among other metrics.  Brad emphasizes the need for every CEO and CMO to keep their eye on the prize, growth in profitable revenues for your business.

There is no magic formula or playbook to get there so the key is to fail quickly and learn rapidly. Experimentation is critical as is the need to be nimble and agile. Brad shares that based on how well you have alignment with the management team, and outside investors if you’ve gone down that path, it should take you weeks to months to figure out what works and then you should put money behind the effort to build the scale you need.

As a gift, Brad shares what OTT means and offers a white paper he wrote on that industry.

Show highlights

01:13 Sticky and clicky is what so many companies are missing out on. Don't be vain!

03:39 Focus on the right kind of conversions

06:30 A process of failing quickly and learning rapidly

08:24 Setting expectations and achieving alignment with management and outside investors

12:04 How long until you see results?

15:08 Brad's story. Email Brad at bschlachter64@gmail.com

16:59. What's a fractional executive and how are they different from consultants?

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

The customer experience.

Admit it, as a customer; there’s nothing that will get you talking more about a business than the experience they delivered to you.

Keith Scandone of O3 World uses his own experience with JetBlue airline as a case study as a company that gets so much of the hard part right to deliver one of the best travel experiences out there but then totally blows it the minute a customer needs to engage with them.

If it’s so important, why is it so difficult? 

Listen as Keith talks to Jay Kingley on Centricity's latest Best Kept Secret podcast, on how you to have to deliver on 4 critical dimensions to pull it off and shares the 3 steps that every business needs to do to deliver a world-class experience that customers will find remarkably positive.

How do you provide a great customer experience and leading to client loyalty? Send me an email at jay.kingley@centricityb2b.com to tell me how you get it done.

Show highlights

01:37 What companies are getting wrong about the customer experience journey

04:07 How to fix your customer experience - start by looking first in the mirror and then listening

05:39 Jet Blue - the good, the bad, and the ugly

10:29 How you win by getting your customer experience right

12:54 Don't forget about the employee experience

13:56. 3 things you should be doing if you want to deliver a great customer experience

18:39 Keith's story. Email Keith at keith@o3world.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

60% of small businesses that are hacked or suffer a ransomware attack will be out of business in 6 months. Your source of income, your legacy, the reason you get up in the morning is gone.

Cybersecurity is the thing that everybody’s talking about but nobody really knows what you need to do. On this week’s Centricity's Best Kept Secret show, Victor Calabrese of deskside talks with CEO, Jay Kingley and explains why more small businesses are targeted for ransomware than large, well-known businesses that get all the headlines. 

Learn how hacker schools are pumping out the black hats by the thousands and why it makes sense for them to target small businesses first.

Victor shares 6 practical things that any sized business should do to get you cyber secure. It reminds me of the advice they give you on how to keep warm on bitterly cold days. Hint - it has something to do with layering.

Show highlights

02:25 Who's the target for hackers and ransomware

04:34 Hacker school

05:24 What you need to do to protect your business

08:43 60% of businesses who get hacked close down within 6 months

11:09 Cybersecurity insurance

16:21 Learn about Victor. Email Victor at victor@deskside.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

CEOs need to evaluate their marketing activities the same way they evaluate all elements of their business by focusing on what’s important, testing different options, and stopping spray and pray marketing. You can’t rely on outsourced resources to set your marketing roadmap when you wouldn’t do that in any other area of your business. 

Ilene shares her 3 steps you need to take to get the most out of your marketing efforts and spend.  She has a special gift for you if listen to the end.

Show highlights

02:09 CEOs are strategic about everything except marketing

04:23 What CEOs have to do to get on top of their marketing

05:22 When hiring junior marketing staff is a mistake

07:45 Marketing tactics won't work if strategy and objectives aren't set

10:04 Look at what you already own before paying for the shiny new things

16:15 Importance of being channel agnostic

20:46 Learn about Ilene. Email Ilene at irosenthal@whitespacemarketinggroup.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.coms

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Kyle Hamer of the Hamer Marketing Group has played on both sides of the marketing - sales rivalry, as he articulates In Episode 3 of our Best Kept Secret show. Kyle makes the astute observation that sales are driven by revenues, and marketing focuses on lead generation. When they aren’t on the same team, sales blame marketing for generating the wrong types of leads, and marketing blame sales for their inability to close their given leads.

So what can you do to get both sides to collaborate to improve close rates on leads to clients by 30 - 40%. Listen in as Kyle speaks with Jay Kingley of Centricity and spells out the 5 key steps you can take to end the family feud. 

There’s an incredible free gift at the end.

Show highlights

02:05 Why it's so hard to get marketing and sales into alignment

03:33 How should a business owner think about bringing marketing and sales together

05:55 The impact on customer experience

07:58 Tangible and intangible benefits of playing in the sandbox together

11:54 The 5 steps you need to take to end the family feud

17:22 Learn about Kyle. Email Kyle at khamer@hamermarketing.com

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

“You can’t just think like a media company. You have to become a media company,” says fractional CMO Chris Austin in Episode 2 of Centricity's The Best Kept Secret show. Marketing requires every type of business to become a media company. It’s not about becoming the next Netflix, but your content must educate, entertain, and engage in attracting customers.

Great marketing requires great content, and great content comes from talking to your customers. They’ll tell you what they want to know. That should drive the content you create.

But it won’t matter if you don’t have a consistent distribution strategy. You’ve got to meet your clients where they are rather than expect they will come to you. LinkedIn, Facebook, YouTube, Twitter, or Tik Tok - go where your clients hang out.

Listen to Chris’s Provocative Perspective on how to supercharge your marketing with content that engages, is distributed through the right channels, and what you need to do to make sure it’s seen. 

Show highlights

02:01 Become a media company no matter what your business is

03:20 Two audiences for your content but don't forget distribution

05:50 Three goals your content should achieve

11:58 Drive more revenues by acting like a media company in your marketing

16:12 Steps you need to take to drive your content marketing activities

21:14 Learn about Chris

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.

Anyone who has worked in the corporate world is familiar with an EAP (Employee Assistance Program) offering. They are marketed as part of a company’s benefits package to deal primarily with mental health issues to complement the physical health focus of traditional health insurance. Unfortunately, most of these programs are designed to tick the box. In reality, due to cost, they have long wait times and a limited number of visits which aren’t sufficient to solve the underlying problems.

In Centricity's The Best Kept Secret show, Tyler Zalucki, an employee benefits consultant with The Trion Group a Marsh & McLennan Agency, laid out his Provocative Perspective on why EAP offerings are largely ineffective at dealing with mental health problems and how to turn them from a cost of employment to generating a $3 return for every dollar invested with the proper design of the program. 

Show highlights

01:42 EAP offerings are ineffective at fully addressing mental health recovery

03:30 The truth about how EAPs really work for users and employers

04:50 How companies need to use EAPs

07:09 The return on investment to an employer from a well designed EAP offering

09:39 What employers need to do to make EAP offerings work

13:36 Learn about Tyler. Email Tyler tyler.zalucki@trion-mma.com

Listen to the end for two free gifts!

Connect with Jay

Email Jay at jay.kingley@centricityb2b.com

Sign up for a free one hour workshop called Start Attracting Your Ideal Clients In 5 Easy Steps. The workshop will show you how to tap into the 80% of demand for what you do that is not available to your competitors at up to 20% higher margins where your clients will see you as the only qualified person to turn to for help.  This predictable flow of clients that seek you out for your insight and guidance will increase your confidence, allow you to focus on doing what you do best which is serving your clients, and give you the financial returns your business is capable of generating.