The Dent Podcast

James Michael has spent over 20 years coaching, training and mentoring more than 10,000 sales professionals.  This experience has given James great insight into the recruitment process, especially when it comes to assisting businesses with the hiring of their first sales professional.  But what does it take to truly identify a solid prospective employee?  How can businesses be sure that the person they are hiring will shine as brightly in the workplace as they did during recruitment?  James believes the answers are rooted in behavioural science.  On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. In this episode Glen Carlson is joined by James Michael, the CEO of Justified Talent, to discuss identifying and recruiting successful sales professionals.  Justified Talent is a boutique service provider that assists small businesses with hiring sales professionals.  James and his team believe that the traditional recruitment process is fundamentally flawed, which many businesses can attest to from their own experiences with hiring.   By utilising modern day data analysis, alternative recruitment methodologies and behavioural science, a greater understanding of how potential recruits will perform in the workplace and in the future can be achieved.  However there are major questions that businesses should be asking themselves before even considering recruitment, such as if they are truly ready to take on a new sales professional?  James discusses this and much more during this episode of The Dent Podcast.   Here’s a taste of James Michael’s and Glen Carlson’s conversation – Justified Talents approach to helping businesses recruit their first sales professionals A walk through the principals of the recruiting process What the key traits are that potential employers should be looking for when hiring in sales Alternative methods for testing shortlist applicants towards the end of the recruitment process Assessing whether a business is ready to invest in higher tier staff and recruitment assistance Shifting employers views around what a modern day successful salesperson looks like Utilising filters during the recruitment process to narrow the list of applicants and identify the best fits for your team Gauging applicant’s potential for handling stress in the workplace, especially in a sales role. James Michael talks on his experience as a trained soldier and how that has shaped his ability to take risks and manage stress Getting real during the identifying stage with realistic expectations from applicants and a focus on who they need to be as a human being How potential employees view the application process and the signs they are looking for to see if you will make a good employer James shares his thoughts and experiences around being attractive as both a business and prospective employee Looking beyond the interview when making decisions during the hiring process Factoring in the emotional risk of taking on new professionals Links to connect with James Michael – Website Facebook LinkedIn The post 90. James Michael on the Science of Sales Talent appeared first on Key Person of Influence.

James Thornton has been named by The New Statesman as one of 10 people that could change the world and as you’ll find out during his chat with Daniel Priestley, James already is changing the world.   On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. James Thornton is the founding CEO of ClientEarth, a global environmental law charity that uses the power of the law to bring about end-to-end systemic change.  James has many years of experience as an environmental lawyer and has fought some tough fights that have generated real change including bringing 80 federal lawsuits against corporations to enforce the Clean Water Act after the Reagan Administration had stopped enforcing the law. James has embraced spirituality and meditation throughout his life, eventually becoming a Zen Priest which brings balance and the mental tools to do the work he does so well.  Here’s a taste of James Thornton and Daniel’s conversation – James discusses some of the big cases from his early career, including his fight against environmental polluters in the 1980’s How James and his firm fought for the protection of thousand year old trees being logged and pulped in Alaska Why new laws being passed mean little unless they are being put to the test systematically and enforced Taking the UK government to task over air pollution and winning How return of investment can be measured in the work carried out by James and ClientEarth Taking on the coal fire power industry to protect the earth from climate change How James became an environmental lawyer and the pathways along the way that helped shape his direction James’s hope for the future and how to change the way people think about the environment Becoming a zen priest and embracing spirituality and meditation as a daily practice Using getting angry as a strategy instead of acting on impulse How the future of agriculture might look and why it is a key industry to look towards for protecting the environment Links to connect with James Thornton – Website Facebook Twitter LinkedIn The post 89. James Thornton on Taking on Giants appeared first on Key Person of Influence.

In 2012 Dr Zareen Ahmed founded her business Gift Wellness to provide sustainable sanitary products for women (and men).  Through innovative design and the drive to reduce plastic in the bathroom, Gift Wellness has exceeded within the marketplace by providing plastic free sanitary items including pads and pantyliners.  But this is only part of Zareen’s story…       On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all.   In 2007 Dr Ahmed’s daughter Halimah passed away in tragic circumstances, in Halimahs honour Zareen committed to building a foundation around kindness and compassion, and so established The Halimah Trust in 2008.  The trust has become one of the most trustworthy and effective charities, and has carried out remarkable projects including building the Halimah School of Excellence for girls in Pakistan.   In this episode Daniel Priestley is joined by Dr Zareen Ahmed to discuss Halimah’s legacy and how becoming a key person of influence has helped to nurture Zareen’s business and kept her daughter’s ambition alive.      Here’s a taste of Dr Zareen Ahmed and Daniel’s conversation – Zareen shares with Daniel the story of her business Gift Wellness, what they do? And how they are helping women The hypocrisy of the VAT tax in the UK for womens essential sanitary items in comparison to men’s sanitary products such as shavers How Dr Ahmed is working towards completely removing all plastics from her products for the benefit of the environment but also product consumers Zareen shares the tragic story of her daughter Halimah’s death and how she carries on the work and spirit of her daughter through the Halimah Trust The partnerships that helped to grow the Halimah Trust and to undertake projects like a building a school for girls in Pakistan How the lessons learned from becoming a KPI Accelerator have helped to shape Zareen’s business and her perspective on becoming the spotlight rather than being in the spotlight The successes from the Halimah School of Excellence including the legacy of ambition passed down to its students Dr Zareen Ahmed shares the lessons that she has taken away from her experience  How you can help Zareen in her mission to reduce plastic in bathrooms and also preserve her daughters legacy Links to connect with Dr Zareen Ahmed – Website The Halimah Trust Facebook Twitter LinkedIn The post 88. Dr Zareen Ahmed on Kindness, Compassion and Legacy appeared first on Key Person of Influence.

Systems are often cited as the secret weapon behind a great deal of successful businesses, both big and small.  The development and implementation of such systems has found huge success in brands like global corporation Mcdonalds.  But developing systems are boring right?  And how useful can they be in a small or even solo operation?  David Jenyns knows exactly how systems can help your business and he joins Glen on The DENT Podcast to explain how…  On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. David Jenyns systemised himself out of his first company Melbourne SEO & Video which is now run by a CEO.  The process solidified his devotion to systems and he went on to found systemHUB.com and a movement called SYSTEMology.  David’s mission has become to help business owners free themselves from day-to-day operations. David is the author of modern marketing guide ‘Authority Content’ and has also just released his new book ‘SYSTEMology’ which he describes as ‘the system for systemising your business’.  David is also the host of the Business Processes Simplified Podcast which is definitely worth checking out for my systems related conversations. David Jenyns has also worked with author of The E Myth Michael E. Gerber and during this episode he shares the highly valuable experience and knowledge gained along the way. Here’s a taste of David and Glen’s conversation – How David became the systems guy and the ventures that helped to shape his knowledge around systems and processes The opportunity that connected David with author of The E Myth Michael E. Gerber and how he assisted with releasing a new book for Michael The surprise proposal from Michael E. Gerber’s team which David ultimately declined David shares insights for finding balance between growing and running a business, including one of his key learnings from Michael E. Gerber Does a business require systems development in order to scale up and grow? David expands on the four stages of systemisation  The lessons that can be learned from Mcdonalds approach to systemisation during the companies early days of development in the 50’s and 60’s Simplifying business language within a team for clarity but also to develop workplace culture David walks through his framework for developing systems within a business that enable the freedom to step back from the spotlight of running the business and also introduce a level of autonomy  How all problems in business can be traced back to systems Why the business owner isn’t the best person to develop systems and why it should be a 2 person job? Keeping systems simple to avoid complex issues and double handling How the covid crisis provides a optimum opportunity to make changes within your business’s systems David shares his perspective on scale and how to effectively approach it Links to connect with David Jenyns – Website LinkedIn Facebook Twitter The post 87. David Jenyns on Growth, Profit and SYSTEMology appeared first on Key Person of Influence.

It may seem counter-productive to shift a business’s focus from sales and marketing towards stress management or strengthening relationships with industry competitors.  How about only having the one email address to utilise across the entire company?  Or allowing team members to only work within their ‘Zone of Genius’?  Aaron Christie-David has challenged the rulebook and he is here to tell us how…    On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. Managing Director of Atelier Wealth and Finance Broker Aaron Christie – David sits down with host Glen Carlson to reflect upon and explain the thinking behind some of the pivots in business principles at Atelier Wealth and how the mortgage broking and investment specialist firm has only benefited. Aaron puts emphasis on lifestyle and creating a workplace that thrives on bringing in more than just cashflow.  His high regard for the customer experience helps sustain Atelier Wealths presence in a highly competitive market.  The approach has delivered and brought the team a slew of awards and commendations, including being named as one of the top 10 property specialists in Australia for 2019.     Here’s a taste of Aaron and Glen’s conversation – Aaron shares how he and the Atelier Wealth team are navigating the current economic instability and knock-on effects of the pandemic The differences between building a business just because you can versus building a business that you really care about The principles that helped Aaron to pivot his business and seek a better a lifestyle The fiercely competitive world of mortgage brokers and how to position yourself in the market Aaron shares his story of growth, not only in business but also in life The changes that Aaron implemented to identify and attract the right type of clients  Aarons ‘zone of genius’ approach and how it can improve workplace efficiency  How not having an email address could save you valuable time and assets in your business How winning awards brings client confidence to a brand and positions a business as a point of reference Having guiding principles to support how you show up in the world How shifting focus from just making money in your business will improve the true value of which your brand has to offer  Aarons problem solving approach to managing stress within his business Aaron reflects on a crucial development phase in his business and the advice he would give himself from knowledge today   Links to connect with Aaron Christie-David – Website LinkedIn Facebook Twitter The post EP.86 Aaron Christie-David on Pivoting for LIFESTYLE appeared first on Key Person of Influence.

One of the quickest ways to achieve a breakthrough in business is to become a go-to brand. We all want to be the first point of reference for customers, but so many of us focus on systems optimisation, or refining business plans, before becoming a product leader. Jen Dugard has thrown out the rule book when it comes to productisation, thought leadership and business building. Jen’s a qualified fitness coach, writer, keynote speaker, author and ultra-fit mum of two. Her multi-award-winning brand, Body Beyond Baby, specialises in guiding both new and experienced mums to reach body confidence after pregnancy. Jen’s “mum-specific” niche network, has taken an expansive turn, resulting in the accredited training program, Safe Return to Exercise, which has led to the certification of over 300 like-minded trainers. Jen also sits on the board of Fitness Australia. She’s a prolific speaker, mentor, educator as well as author of “How to Love your Body as much as your Baby”, and creator of the postnatal exercise DVD “Rebuild From the Inside Out.” Suffice to say, Jen is the tenacious, go-to woman for all things related to prenatal and postnatal fitness. This is why our conversation was so potent. It contains a wealth of value for those wanting to step into her shoes as a brand leader within their particular niche.     Here’s just some of the amazing insight she gave: How Jen made her first dollar with thumbtacks How Jen contended with the colossal challenges Why you should build a business that fits your lifestyle How to position yourself as the ‘go-to’ product leader The three things to help you with productisation What building a solid profile can do for your brand Why Jen wanted to conquer the Asian market How Jen effectively approached her brand’s growth How a self-nomination landed Jen on the board of Fitness Australia    Links: Body Beyond Baby: Website Jen Dugard: LinkedIn Jen Dugard: Twitter Jen Dugard: Instagram How to Love your Body as much as your Baby: Book The post EP.85 How Jen Dugard Became The Global Go-To Leader In Women’s Pre and Postnatal Fitness appeared first on Key Person of Influence.

Remote working is just a part of everyday life for lots of us these days. Virtual meetings, messaging apps and online office programs make this method of business viable for companies all over the world. But it can also be a substantial factor in drawing talent to your team, as well as motivating them to stay. In this episode of The DENT Podcast, my business partner Mike Reid has an insightful conversation with Kean Graham, CEO of MonetizeMore. Kean is somewhat of an ad tech wizard, and self-taught to boot. Kean was a “growth hacker” before it was even a term. He shares so many ad tech gems with Mark, and they discuss MonetizeMore’s competitive edge- location independence. Kean’s unorthodox childhood set him up to always look outside the box. Growing up on his parent’s Bed and Breakfast in the Canadian Rockies, his family was always looking for ways to live independently of the corporate world. That included living “off the grid” with the help of solar power. Which is why when the company who gave him “the best job he ever had” had to lay him off when the recession hit, he decided to travel the world for a while and come up with a new approach. When Kean created MonetizeMore, a company geared towards helping companies grow through ad revenue, his goal was to be able to keep travelling while supporting himself financially. For three years the company grew in size, all while running it on his own. But when Kean was finally ready to hire team members, he realized location independence was going to be a selling factor. Today MonetizeMore consists of 130 team members, all working remotely. In this episode, Kean and Mike Reid go through a plethora of details on how he was able to double, triple and even quadruple the ad revenues of companies of all sizes. He also shares helpful tips to keep your team motivated over KPIs, like implementing a simple colour-coded chart.       Some other great info in this episode: The epiphany Kean had at Machu Picchu The perks of location independence How to incentivize your team without a central office Why Kean scours the ad tech forums  How a simple colour-coded system can completely change your team’s motivation How to pick which KPIs to track   Links:  Kean Graham on LinkedIn MonetizeMore Website SEO Moz DoubleClick for Publishers HARO The post EP.84 Kean Graham on Why Location Independence Helped Him Build a $20M Business appeared first on Key Person of Influence.

There is often a lot of pushback from entrepreneurs when it comes to building a personal profile. Businesses used to be built on a brand name alone, but the world is hungry for authenticity. They want to know who you are.  My guest in this episode of The Dent Podcast is the prolific entrepreneur and powerhouse, Tina Tower. Tina is one of those anomalies that seems to have been blessed with the entrepreneurial gene. At the age of 18, she invested in her first property. At 20, she started her first successful business. By the time she was 30, had built and sold two businesses, had two beautiful kids, graduated University and set up a national franchise network with her brand, Begin Bright. These achievements have not gone unnoticed, and she has been highly celebrated for her multiple business wins. In 2014, she received the Australian Telstra Young Business Woman of the Year award, along with the My Business Magazine award in 2012 and the Australian Small Business Champion Award for Educational Services. Never one to slow down, she has also been featured on Sky Business, The Huffington Post and The Financial Review.  Now, she is a globetrotting business coach, course designer and prolific podcaster and author with her successful show, Her Empire Builder podcast and new book One Life. Tina loves to share her business wisdom, and that’s just what she did in our conversation. We discussed the power of personal branding and why you should aim to create a strong profile. We also discuss business strategies and how podcasts are a great marketing tool.         Here’s just some of the gold Tina shares with us:   Tina’s journey from troubled home to business success The difference between licencing and franchises Why so many people resist profile building even though it’s essential for success Why having 100 followers can be better than having 100,000 How to systemise and plan like a pro to regain time How using live events can generate valuable business How podcasts can create dozens of pieces of extra shareable content Tina’s existential life crisis after successfully exiting a business How Tina became an award-winning entrepreneur Tina’s darkest hour and why she doesn’t fear failure   Links: Tina Tower: Website Tina Tower: LinkedIn Tina Tower: Twitter Tina Tower: YouTube   Her Empire Builder: Podcast https://www.amazon.com/One-Life-Have-Your-Dreams-ebook/dp/B07ZPKTM85 The post EP.83 Tina Tower on ‘Build Your Profile, Build Your Business.’ appeared first on Key Person of Influence.

Crossing your fingers and hoping that customers will show up isn’t the best business tactic. What if you could almost double your profits by using simple marketing tools to create attention-grabbing promos that get people buying time and time again? Celebrated restaurant marketer Howard Tinker helps people do just that.  In each episode of The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. Our guest on this episode is Howard Tinker, the ex-psychotherapist turned marketing pioneer. He’s the celebrated founder of Restaurant Profits, a firm that offers done-for-you marketing services and restaurant marketing strategies along with other business-boosting courses and workshops. Howard’s main aim is to get his client’s restaurant packed to the rafters, and making heaps of profit through repeated business. Howard is also an accomplished author, compiling over 20 years’ experience into two bestselling books. ‘More Bums on Seats’ introduces foolproof marketing tactics for restaurateurs, and ‘Selling At The Table’ enables staff to increase the amount that diners spend in a restaurant elegantly. In this episode, we open the door into this highly detailed business marketing masterclass, where you can learn the tactics behind effective SMS marketing and Facebook bot strategies. We also discuss the value of building a database that works for you and how you can improve your copywriting to tell a compelling story.       Here’s just a snippet of what Howard shared: The beginnings of his career – From poverty to prosperity The obscure hippy database that produced nearly $250,000 in sales How Howard wrote a bestselling book in just 26 days The four products that everybody needs to have to build a business The power of strategic homework Why you should write your marketing copy for Homer Simpson How hardcopy marketing coverts up to 400% more than email The guide to effective SMS marketing Why saying ‘Welcome’ puts you in control How to put your prices up without the anxiety Links: Restaurant Profit: Website  Howard on LinkedIn ManyChat the ChatBot:  More Bums On Seats – Five Steps To A Highly Successful Restaurant: The book  Selling at the Table: Seven Steps to Transforming Your Restaurant’s Profits and Your Life! : The book. The post EP. 82 How To Get Customers to Buy & Buy Again with Howard Tinker appeared first on Key Person of Influence.

here has been a mass awakening happening across the globe, one that is turning us into the more social, economic and political issues that face our world today. Our businesses hold so much power that we can create seismic waves of change with the help of a little CSR – corporate social responsibility. On The Dent Podcast, we interview key people of influence in all walks of life. We delve deep to unearth how these successful people got to where they are, their trials and tribulations, as well as their successes, and what their experiences can teach us all. Phillip is the co-founder and CEO of PUBLIC Inc, a social impact agency and accelerator that helps brands profit with purpose. Since its inception in 2008, PUBLIC Inc has delivered tangible proof that in the 21st century, merging both community benefit and business benefit is a wholly scalable proposition.   Philip has worked alongside some of Canada and the world’s most prominent brands, building purpose drive strategies for companies such as TD Bank, Rexall, The Body Shop, Converse, Rogers, Johnson & Johnson and Tiffany & Co. Philip regularly solidifies his position as a thought leader, by writing for Huffington Post, Fast Company and Financial Post on how businesses can profit from incorporating social purpose within their business model and cause marketing.  Philip believes that ‘profit with purpose’ is firmly set as a staple in our future of business.  On this episode, Philip and Mike Reid talk about crafting the ultimate elevator pitch, how being a force for good is the perfect way to differentiate your brand from the rest, and the strategical tactics surrounding cold outreach and how Philip utilizes it as part of his business growth.  Here is some of the powerful stuff they discuss: The elevator pitch – How Philip introduces himself How Philip went from aspiring lawyer to purpose-centric game changer How to unlock consumer behaviour Why some brands have no talent for telling tales The business spectrum of ‘doing good’ Why so many brands are becoming holistic How to define a clear brand mission The not-so-subtle art of cold pitching How Philip won his way into the Huffington Post LINKS: Philip Haid: LinkedIn Public Inc: Website Public Inc: Twitter Philip Haid: Twitter BCrop: Website The post EP.81 How To Create Positive Social Impact & Make Healthy Profits appeared first on Key Person of Influence.