The Authority Builder Podcast

How would it change your business if you had a 4-week waiting list of people who wanted to do business with you?  And, you had prospects that called and said, "I'm ready to go, I have the money, I don't want to wait... Nice problem to create for yourself. And a problem Clayton Morris has created in his firm. You may know the name Clayton Morris, he's the weekend anchor of the #1 news program in the U.S.--Fox and Friends, on the Fox News Channel.  When he's not on TV, Clayton runs Morris Invest, a real estate investment company. And, in the last year, he's doubled the business, through some very smart marketing. In this episode of The Unstoppable CEO Podcast, I sit down with Clayton to unpack the secrets to his success (hint...it has little to do with his "celebrity"). This is one of the best looks at simple and effective marketing that you'll find.  Listen and you'll discover... How Clayton finally got his marketing right...now he and his team have a 4+ week waiting list to schedule a sales call... Clayton's method for identifying good fit clients (and how to weed out prospects that won't take action)... How action informs your decision making... The critical factor of trust in business, and how to build it with your marketing... The importance of getting your prospects to "speak your language" before you ever try to sell them anything... And even more. Listen now... Timeline 01:15 Clayton tells us how his entrepreneurial spirit began after witnessing his father lose his job at an early age. 04:15 Clayton’s ability not to take “no” for an answer was the starting point for the success he’s had in his career. 07:18 You've got to hear Clayton’s analogy of playing NES’s Legend of Zelda for having the courage to step into the unknown! 08:56 Clayton tells Steve that working with his clients is much like having them in therapy because he urges them to “let go”. 14:01 Clayton’s philosophy on marketing is to “give it away & don’t hold back”. 18:47 Clayton tells us what he’s most excited about in the future for his business. 24:08 Clayton explains why he doesn’t use his celebrity status to push forward his business, and it works! 26:05 Clayton is reading a lot about consciousness, including The Surrender Experiment by Michael Singer. 28:39 Clayton tells us how to get in contact with him. Mentioned in this episode: http://morrisinvest.com/ http://morrisinvest.com/podcast/  Natali Morris The Surrender Experiment by Michael Singer Rate this podcast on iTunes  

The #1 asset you have is your network of relationships, yet for many people, it's the most neglected asset in your business. In this interview with Zvi Band--CEO of Contactually--you'll discover how to overcome the #1 barrier to increasing the value of your network... Following up consistently. There are really three reasons you might not be following up as well as you should... Your contact database isn't well organized (you're not alone, don't sweat it). You don't know what to say when you want to follow-up. You forget to follow-up with people and go months or years without reaching out. In this interview, Zvi shares his secrets for handling all three, and how he uses Contactually to keep track of it all. Plus, he shares how he deals with the emotional highs and lows of founding and growing a startup.  I love his perspective on this, and I guarantee it will help you stay focused on what to do next, no matter where you are on the growth curve. Listen now... Timeline 00:13 Steve introduces Zvi Band, founder, and CEO of Contactually, a relationship, and marketing platform. 01:30 Zvi tells us how he started off in business and how he grew out of being introverted. 05:30 Zvi talking about emotions in the workplace and how perseverance is vital in dealing with the highs and lows of business. 07:34 Steve gives us his own perspective on dealing with emotions in his business, which is slightly different to how Zvi does it. 11:00 Zvi explains his employees became more engaged with the company when he was open and shared the issues with them that the company was facing. 12:57 Zvi talks about how fundraising is the toughest part of his business, having been turned down over 300 times! 16:06 Zvi talks about understanding free will and the ability to know that you can walk away from anything. 19:34 Zvi tells us what the core of Contactually is, keeping and building relationships and how they do this. 27:17 Zvi tells us some of the success stories of his clients, how GCI increases by 40% on average using Contactually. 31:35 Zvi talks about the issues of using too much technology- when it removes you too much from your message. 34:18 Zvi tells us how to get in touch with him. Mentioned in this episode: www.contactually.com (Article) Most People Won’t by Brice Roberts Rate The Unstoppable CEO at iTunes

Fasten your seatbelts, keep your arms inside the car at all times, and hang on! Author, TV personality and retirement guru Tom Hegna, takes us on a fast and wild ride... Listen as Tom shares his wisdom on... Why words, language, questions, and stories are the key to selling... How to use seminar selling to overcome prospects' objections before you're in a sales meeting... Breaking sales down to the absurdly simple... How to persevere through the ups and downs in business (and guarantee that you move higher with every cycle)... The one word that drives Tom's social media success... Timeline 00:13 Steve introduces Tom Hegna. 00:33 Tom gives us his background in quick-fire bullet points and tells us exactly what he does: advises people how to “Optimally Retire”. 02:40 Tom talks about life and how he gets over the obstacles that that get thrown at him. 04:17 Tom explains how the life insurance business is about “Words, Questions & Stories” and how to make 50K-300K per year. 06:18 Tom tells us why he loves Seminar Selling, Referrals and Social Media all while being authentic. 10:06 Steve agrees with the importance of both Seminar Selling and Authenticity. 11:36 Tom actually doesn’t sell insurance, he creates buyers. 13:56 Tom tells us what he’s got lined up for the future. Teaming up with like-minded people and companies. 15:23 Tom tells us how best to get in touch with him. Mentioned in this episode: Book: Paychecks and Playchecks www.tomhegna.com

We're so good at making things complicated, aren't we... If you ever feel like you've got too many balls in the air, you'll find this interview with Kevin Kermes, CEO of Career Attraction, refreshing. Kevin's got a knack for cutting through the B.S. and getting to what's essential. Listen and you'll discover... How to identify and focus on the fundamental activities that create results… How to reduce the key activities in your business to simple math… Why endless “optimization” is a trap, and when to stop optimizing, and lock-in your system… The secret simplification Kevin learned from Tony Robbins Why it's easier now to create real financial security than ever, yet the answer scares most people. The importance of continually evolving new revenue streams. This will be the best 24 minutes you invest all week... Timeline 00:13 Steve introduces Kevin Kermes 00:53 Kevin starts us off by telling us how he started off in business, from the army to where he is now. 02:00 Kevin breaks down what Career Attraction does for people. 04:12 Kevin talks about how he gets to his client's individual strong points which help them achieve their career goals. 06:47 From his time in the army to his “southern education”, Kevin likes to keep it simple. 08:28 Kevin explains how important it is to actually know what your business is about. 10:52 Kevin tells us what he is excited about for the future; the changing workplace and teaching people how to adapt to it. 14:53 Kevin talks about what it really means to have “stability”. 17:31 Steve talks about his own views on stability. 18:25 Kevin explains the importance of having multiple revenue streams. 21:17 Kevin has a great podcast with an equally great name! 24:19 Kevin tells us how to get in touch with him.   Mentioned in this episode: www.careerattraction.com www.everyveteranhired.com U.S. Army Coffee or Something Stronger. Tony Robbins

We've all been there... You know where you want to go, but you're stuck. Everything you try to push past the block isn't working... In this episode of The Unstoppable CEO Podcast, I interview David Shriner-Cahn, of TEND Strategic Partners, about his process for "smashing the plateau." David's an expert at helping business owners identify the block and develop strategies for overcoming it. In this episode, you'll discover... Why it's essential to develop measures for success, and why one target number is the wrong approach... The importance of Plan B (and C, D, and E...) How to define "what it means to win" to you... The good, better, best planning approach... How to reverse engineer your long-term objectives... The importance of preparing for the obstacles that are bound to get in your way and build a support system you can lean on when they do... You won't want to miss this episode... Timeline 00:13 Steve introduces David Shriner-Cahn, the host of Smashing the Plateau. 01:15 David starts us off by talking about the little talked about the fact that being a business owner can be a lonely place. 02:42 David started off as an engineer and this is where he developed his analytical approach to business and that there is more than one way to get the job done. 05:23 “Success is not an absolute, it is a scale” 09:08 David talks about the real reason for starting Smashing The Plateau- to help people in existing organizations move to greater success. 11:27 Steve outlines his reasons for starting his podcast and of the importance of staying focused. 13:55 David talks about “Reverse Engineering” your future. 16:17 David explains to us the importance of peer support. 20:35 Steve concurs with David on peer support and how impartial critique is vital. 22:39 David continues further by talking about surrounding yourself with people who have shared values. 27:17 David talks about his “curated” learning events, explains what happens there and the results he’s gotten. 31:46 David tells us how to get in touch with him. Mentioned in this episode: Smashing The Plateau John Lee Dumas- “Entrepreneur on Fire” www.tendstrategicpartners.com David's phone number:  212-731-0770

If you've ever felt like you were on a never-ending hamster wheel, you'll want to tune-in to this week's Unstoppable CEO Podcast episode... Matt Inglot--a successful marketing agency/consulting firm owner and the guy behind freelancetransformation.com--flipped his agencies model from needing lots of clients (and struggling)... To needing a small number (he calls it the 3-10 rule) to be profitable. Matt shares his secrets to attracting clients consistently, AND why he turns away 80% of the prospects that contact his firm. We talk about... How to engineer small wins in your business (so you're not sucking wind waiting for a home run)... Why it's harder to sell when you need a client (and how to quickly overcome it)... How to assume the "surgeon's posture" when you're talking to a prospect... And a whole lot more. Listen now... Timeline 00:13 Steve introduces Matt Inglot 01:11 Matt begins by telling us how he started off in business really young when he realized there was a different way to earn a living. 03:51 Matt talks about how he needed to restructure his business to focus only on worthwhile clients. This focus has led him to the point where he turns down 90% of prospective clients in 3 mins. 8:10 Matt explains the situation that led him to restructure and the cuts he made to revamp the business. 12:52 In order to help other business not to make the same mistakes he did, Matt set up Freelance Transformations. 15:06 Matt explains his 3-10 rule. If you need more than 10 clients then there's probably something wrong with your business model. 17:36 Steve expands on the importance of consistency in business to gaining clients. 23:03 Matt says always stick to your prices, never bargain down. Mentioned in this episode: Freelance Transformation (website) Freelance Transformation Podcast  Start with NO Jim Camp

One of the biggest roadblocks for the businesses we work with is that they don't often understand WHY their clients choose to work with them. They have an inkling, but they really aren't sure. It's such an issue that it's actually a big part of our first week with a client. Get it right, and selling becomes infinitely easier. Plus, you always uncover some new, unserved, opportunity in the process... That's exactly what Vinnie Fisher did with his firm, Fully Accountable. In a lot of ways, Vinnie's story is the "dream" of many service businesses...to pivot into a product business. I interview Vinnie on this week's Unstoppable CEO podcast. Listen in and you'll discover... The importance of creating margin...space to get clarity every day. How to make the transition from being overscheduled to calm. Why you should guard your time, and more importantly, HOW to do it (even in a client business). How Vinnie tapped into a big, painful problem his service-business clients had and turned it into his current product offering. Listening to his thinking process will help you ask the right questions of your clients and prospects. How he developed a solution to support the three roles that a small business owner, bookkeeper, or CFO has to do to run the "back office." This is a fast-paced interview that is filled with GOLD. Timeline 00:13 Steve introduces Vinnie Fisher 01:28 Vinnie tells us how he started out in business and how he moved from his first business, a mental health company to a digital company. 03:20 Vinnie likes to solve problems. 04:46 Vinnie talks about avoiding distraction and his faith has to key factors in making him unstoppable. 07:31 The 80:20 Principle. 08:46 Vinnie tells us how valuing time helped to build structure into his life. 12:30 Vinnie explains how more output doesn’t always lead to more value. 15:04 Vinnie talks about the time he spent in the hospital with his dying father and how he found the core of his business in Your Back Office. 18:07 Vinnie explains how his lightbulb moment came about, he looked inside his business instead of outside. 20:03 Vinnie tells us where his growth in 2018 will come from. 21:41 Vinnie breaks down what Your Back Office can do for you. 26:32 Vinnie tells us how his software can free up time for even the most experienced of CFO’s. 29:40 Go to www.Fullyaccountable.com/unstoppableceo for loads of free goodies just for you! 31:03 Vinnie talks about some of the books he’s reading. Mentioned in the show: Fully Accountable Your Back Office (Software) The Best Investment, A Better You The CEO’s Mindset: How To Break Through To The Next Level Dan Sullivan Ed O Keefe QuickBooks Grief Recovery- John W James The Return to Love- Marianne Williamson A Road To Character- David Brooks

I've had several friends who sold their businesses over the years. There was a big shocker for each of them, that until now, I never knew a way around. The shock...? That they buyer of your business may offer to pay you $50 million, but you're not walking away from the closing table with $50 million. The buyer likes and trusts you, but "just in case" there's something you've not told them (honestly or not), they're holding back a big chunk of your money for several YEARS. (The hold-back in escrow can be millions, even tens of millions.) This happens in transactions of every size. And it can really cramp your post-sale style. You might not be able to buy that yacht =-\ On today's episode, we solve that problem. Well, my client, Patrick Stroth will solve that problem for you. This is one of those little bits of knowledge that you might not need right now, maybe not for ten years, but FILE IT AWAY. It will put millions back in your pocket when you sell, and leave your buyer happier. This is an eye-opening interview, listen to it now... Timeline 00:13 Steve introduces Patrick Stroth, an insurance broker who can uniquely guide you through the process of selling your business. 02:07 Patrick tells us how he started off in business as an in insurance broker working for others and then for himself. 05:51 Patrick explains how mental toughness is something you must have to overcome obstacles and the to find a way to get introduced. 12:57 Patrick explains why it's ok not to know everything, just know what you need to know. This will help you overcome fear and how referrals are the best form of marketing. 20:13 Patrick takes us through the process of selling a business and how it’s much like selling a house. Patrick shows us how he takes the risk out of selling for both the seller and even the buyer! 30:09 Patrick tells us a story about one of his clients with a $70 million deal. 33:22 Patrick tells us that his unique insurance policies ideas came from how private equity firms handle their business. 36:05 Patrick tells us what he’s reading right now. 38:05 How to get in touch with Patrick. Mentioned in the show: www.rubiconma.co Escrow Ed O Keefe “Time Collapsing” Steve Young “My life behind the spiral” 49ers Marie Osmon

Want to know how to leap ahead, compress time, and achieve your goals faster...? This interview with Ed O'Keefe will give you both the mindset and the practical steps to move faster and skip the "pay your dues" slow-lane that most people settle for. Ed's the author of Time Collapsing! The New Art of Speed, Money, Power & Meaning, and maybe, more importantly, he's not just an author, he's built more than one 7-8 figure business. Building one business beyond $1 million in annual revenue is an accomplishment. Do it more than once and you've got a system. Ed's done that and I'm excited to share this interview with you. Listen and you'll discover... • How Ed reached deep to persevere through a mini Navy Seal "Hell Week" experience and how you can apply the lesson to your business this week. • How to use your mind to turn and struggle into an "enjoyable experience" so that you can push through the difficulty and achieve your true potential. • Ed's approach to staying present and focused on the positive outcome you want at all times. • The secret to "collapsing time" and blowing past false limitations. • Using modeling to jump to the top 3% of performers as fast as humanly possible. • And so much more... Grab this interview today, you'll be able to use what Ed shares to speed up your success starting this week... Click here to listen >> Timeline 00:12 Steve introduces Ed O Keefe to the show. 01:20 Ed reveals he has 7 kids, all under the age of 12….wow! 02:20 Ed tells us how he started off in business and how he came to realize that you can be whatever you want to be. 08:37 We all hit roadblocks in our lives. Ed explains how he has dealt with this while also telling us about a 2 ½ day Navy Seal course he did that was so grueling that people have died while attempting it. 17:39 Ed tells a great David Goggins story, the guy amongst other things holds the WR for chin-ups in 24 hours. 21:36 Steve loves Ed’s book so much that he bought 10 copies for his workshops. Ed breaks down what Time Collapsing is about and discusses the Leapfrog Theory. 26:53 Ed expands on an important chapter of his book, Modeling, and how it can help you. 31:32 Ed explains how the ultimate leverage point in any business is sales. He explains how his business went from $200k sales per month to $1.7m in only 4 months! 36:04 Ed explains the difference between KnowFoods and health supplements. 40:20 Ed tells us how to get in touch with him. Mentioned in the show Time Collapsing: The Art of Speed, Money, Power, and Meaning Denis Waitley The Psychology of Winning Earl Knightingale Lead the Field David Goggins Lone Survivor Dan Kennedy Corey Rudl Direct Response Marketing www.knowfoods.com Mark Divine Unbeatable Mind Michael Murphy Robert Ringer Winning through Intimidation www.Edokeefeshow.com www.TimeCollapsing.com

Everybody dreams of a business that can operate without you, but… VERY, VERY, VERY few ever reach that goal. In fact, there’s an entire cottage industry built on the promise that you can run your business from the beach. Today, I’m not going to promise you that, we’re going to deal with something more realistic, that will make your life a whole lot better (and fast). I recently sat down and interviewed Mandi Ellefson, Founder of The Hands-Off CEO. Mandi built a business that allowed her to operate it without being a slave to the business and in the process, she’s figured out how to translate her process to others. In this interview, you’ll hear Mandi share… How to liberate 40-60 hours a month from your schedule (that you can use for the free time, or growth activity) with one simple exercise, in less than 20-minutes… What you need to focus on at each of the critical stages of growth…Zero to $250k, $250k-a million, beyond a million in revenue… Why you should welcome “breakdowns” in your systems, and how to respond to them… How to get growth going again if you’ve plateaued… What’s missing from The E-Myth, and how to find it… The four steps to liberating your time… How to “off-load” decision-making to your team, and feel confident about doing it... Timeline 00:13 Steve introduces Mandi Ellefson 01:21 Mandi tells us how she realized she should be in business for herself. She tells us how when she needed to learn how to code, she did it the old-fashioned way, she went to the library. 07:08 Mandi tells us how her business changed, how she models to other people’s success and her use of mentorship. 9:54 Mandi explains what a Hands Off CEO is and what she can do for you. 11:36 Mandi talks about the common changes that occur when a business first hits the 250K per year mark and afterward the 1m mark. 15:04 Mandi outlines the 4 steps to finding more time in business: Eliminate, Consolidate, Automate and Delegate. 18:42 Mandi “if you're not making mistakes you're not moving fast enough”. 20:18 Steve’s view is that an employee’s mistakes are the price you pay for freedom from work. 21:28 Mandi says why you have to create an environment where your employees can make mistakes. 24:56 Mandi shows us how to break down our business in order to improve it to free up more time. 27:06 Mandi gives us an example of a 3m per year company she helped refine their marketing strategy and how she uses ScreenCasts. 30:53 Mandi give us a great 5 point checklist to find the deficiencies in your company. Mentioned in the show The Hands Off CEO Google Docs www.Handsoffceo.com/roadmap