Sell With Authority

I am excited to welcome our guest expert, Jody Grunden, to this episode of Sell With Authority. Jody has been on the front lines navigating agency ownership for over two decades. He Co-Founded Summit CPA Group, a trailblazing firm that pioneered fully distributed operations and became the top provider of Virtual CFO Services in North America. In 2022, Summit joined forces with Anders CPAs + Advisors, rebranding as Summit Virtual CFO by Anders. On this episode, we dive deep into the challenges, opportunities, and everything in between that agency owners — just like you and me — face everyday. In our conversation, we tackle key areas that can make or break your agency’s success. Jody sheds light on why building a thought leadership position is crucial — and — how to do it. We also take a comprehensive look into the key metrics that Jody and his team use to keep clients on top of their game, maximizing profitability and growth — and ensuring a healthy sales pipeline. What you will learn in this episode: How merging Virtual CFO Services into the agency space lead to accelerated growth Why Jody does not want CFOs to be solely agency focused The key reasons building a thought leadership position is pivotal The model Jody created to build a thought leadership position Ways Jody continued to grow his authority position through thought leadership Vital metrics for a healthy pipeline of right-fit clients Resources: Website: https://www.summitcpa.net/ Virtual CFO Consultation LinkedIn: https://www.linkedin.com/in/jodygrunden/ Facebook: https://www.facebook.com/vcfobyanders Twitter: https://twitter.com/vcfobyanders Tiktoc: https://www.tiktok.com/@vcfobyanders Instagram: https://www.instagram.com/vcfobyanders/ Youtube: https://www.youtube.com/@vcfobyanders Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

I am thrilled to welcome our special guest experts, Brian and Kim Walker, back to this episode of Sell With Authority. Brian and Kim are the Co-Founders of Shop Marketing Pros, an agency that specializes in top-tier marketing in their niche of the auto repair industry. In episode 90 of the podcast, Brian and Kim shared how they strategically and systematically stepped into a niche — and then — completely immersed themselves into the industry. They described how they dove in with both feet and how that level of proactivity has propelled the agency they own today in miraculous ways. In this encore episode, we talk specifics about how they carved out their authority position serving their niche. We shine a spotlight on how they approach content, teaching, giving, and acts of service — the kind of dedication that makes them an easy “YES” for right-fit prospects. Get ready to crush 2024 — with the tools and insights Brian and Kim share — and make it your best year ever! What you will learn in this episode: Why Brian and Kim do not create content to sell — and — the approach they take instead How Brian and Kim successfully marketed their shop during the COVID crisis The benefits of teaching, connecting, serving, and sharing generously Specific authority building strategies for serving your niche Why it is important to share the spotlight with knowledgeable members on your team Resources: Website: https://shopmarketingpros.com/ LinkedIn: https://www.linkedin.com/company/shop-marketing-pros/ The Auto Repair Marketing Mastermind Facebook Group: https://www.facebook.com/groups/autorepairmarketingmastermind Episode 90 of Sell With Authority: How to Dive Deep into the Niche, with Brian and Kim Walker Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

For this episode of Sell With Authority, we invited a guest expert to help us navigate the critical intersection between growth and profitability in the agency world. Joining the podcast is Marcel Petitpas, CEO and Founder of Parakeeto. Not only is he the brains behind Parakeeto, but he’s also a sought-after speaker, podcast host, and consultant specializing in agency profitability optimization. Marcel helps agencies measure and improve their profitability by simplifying operations and reporting systems. As we charge forward into 2024, we’re all about growing revenues, expanding our teams, and achieving new heights. But here’s the catch — growth doesn’t automatically translate to more profit. Without a strategic plan, your enthusiasm could take a hit when your topline soars, but your bottom line doesn’t keep pace. Marcel guides us through the metrics that matter and when to pay attention to them — because — no matter how big or small your agency is, profitability should always be top of mind. We never outgrow the need to be smart and vigilant about how we run things. We help you craft a plan so that as you and your team grow revenue in 2024 — your profit also grows at the same or better pace. What you will learn in this episode: Why measuring metrics and agency finances is absolutely critical The difference between delivery margins and delivery costs Ways to improve delivery margins How time tracking can be leveraged to collect more information about your agency How to calculate utilization rate to maximize profitability Resources: Website: https://parakeeto.com LinkedIn: https://www.linkedin.com/in/marcel-petitpas-20059588/ Facebook: https://www.facebook.com/agencyprofitability Twitter: https://twitter.com/Parakeeto Agency Profit Toolkit Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

In this episode of Sell With Authority, we dive deep into not one — but two opportunities that could be absolute game-changers for your agency. Opportunities that won’t just make your agency easier to say yes to — but will open up the door for more conversations with your dream prospects. More at-bats with right-fit clients — Holy Bananas! First, we shine a spotlight on getting in front of more prospects by growing your list. Our guest expert, the brilliant Colleen Gallagher, President and CEO of OnWrd & UpWrd, has an ingenious strategy. Imagine introducing your agency to your dream prospects without the typical, “Hey, let me email you our capabilities deck.” Colleen and her team cracked the code, and we unpack the brilliance behind it. We don’t stop there. After you implement Colleen’s savvy approach and find yourself in more meaningful conversations, we turn to the second opportunity — leaning into the business issues and challenges obstructing growth for your prospective clients. This is not just about identifying pain points — but removing the thorn from their side, addressing the issues causing real discomfort. Colleen walks us through how her team does it. It’s about becoming a strategic partner, not just another vendor. I’m not alone in this conversation; joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. With her hands-on experience working alongside our clients, she brings a unique perspective to the table. So, whether you’re a seasoned agency pro or just starting out, get ready to crush 2024 and sell more of what you do — because you got the at-bats you needed, and you made yourself an easy yes for right-fit clients. What you will learn in this episode: The strategy behind the awards campaign Colleen and her team launched to recognize and honor associations for their outstanding work in communication and innovation The obstacles the agency faced in getting the campaign launched, and how they overcame them How OnWrd & UpWrd used AI to streamline their process Why staying on the pulse of right-fit clients’ needs is crucial for agency success Why metrics alone are not enough — how you deliver them matters more Actionable tips for success in client relationships and overall business growth Resources: Website: https://onwrdupwrd.com/ Linkedin Personal: https://www.linkedin.com/in/colleen-lerro-gallagher/ LinkedIn Business: https://www.linkedin.com/company/onwrd-upwrd/ Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

How to Ask a Proper Question? Win business and elevate your communication skills with our guide on how to ask a proper question. How to ask a proper question? As the great Tony Robbins once said, “If you want to change the trajectory of your life … ask better questions.” Here at Predictive, we’ve taken that philosophy to heart — especially when it comes to working with our clients. Today, we’re turning the spotlight on the art of questioning and how it can be a game-changer for your agency. In this episode of Sell With Authority, we focus on how to raise the bar of excellence in the questions we ask clients and right-fit prospects. You see, in the world of proposals and client interactions, it’s not just about the pitch; it’s about asking the right questions at the right time. How can we map out questions, rehearse scenarios, and fine-tune our approach to help clients not just get proposals accepted — but truly understand if an opportunity aligns with their agency? Here’s a stat that will grab your attention — the typical proposal acceptance rate for an agency hovers around 25-30%. That means a lot of non-billable time is invested in opportunities with a low probability of success. But, armed with the right questions and a sprinkle of Conceptual Agreement, your agency’s win rate can soar to an incredible 80%. Asking good questions may be simple, but not always easy. That’s why I invited Jody Sutter for an encore episode so she could share her insights and wisdom about which questions we should ask — and when we should ask them. Jody is the brilliant mind behind The Sutter Company, a consultancy specializing in advising small agencies and marketing services firms on growth strategies. Her expertise lies in how to ask a proper question, asking questions and the kind of questions that break the ice, engaging clients in the process, and ultimately facilitating decisions that benefit both parties. If you apply the wisdom Jody imparts in this episode, you will change the trajectory of your agency for the better — so you roar through 2024! What you will learn in this episode is about how to ask a proper question: Why questions play a fundamental role in the power of the pitch How to ask a proper question that are helpful, not confrontational Why the second best answer to a “yes” is actually a “no” Jody’s expertise around the nuance of when to ask the framework questions A few basic preparation questions you should be sending in writing to right-fit prospects Resources: Learn more about how to ask a proper question, you can Jody here LinkedIn Personal: https://www.linkedin.com/in/jodysutter/ LinkedIn Business: https://www.linkedin.com/company/the-sutter-company/ YouTube: https://www.youtube.com/@thesuttercompany/featured Learn more about How to Ask a Proper Question by tuning in on our first episode with Jody: Best Business Development Programs Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

As we pondered how to best be helpful in this episode of Sell With Authority, we realized that the landscape of social media has evolved dramatically. So — we decided to dive into a biz dev topic that’s been two decades in the making. It’s no longer just about “likes”, “comments”, and “shares” at the top of the funnel when utilizing social media. In 2024 and beyond, clients want more — they want measurable impact on sales at the bottom of the funnel. So, buckle up because today, we unravel the mystery of driving sales through social media with a methodology our guest experts have coined as “Social that Sells.” I was intrigued when I heard them describe it as a “strategic trifecta of tactics that will help your client or brand foster a community ready to convert.” Who wouldn’t want a community ready to convert, right? Leading us on this expedition are two brilliant minds, Alina Sutherland and Josephine Agrawal, Founders of Pomona Creative. They built their “Social that Sells” methodology brick by brick, and today, they graciously share the secrets behind its success. Also joining me is our very own mad scientist and strategist here at Predictive, Hannah Roth. She brings a unique perspective from the trenches, working daily alongside our clients, helping them build authority positions and fill their sales pipelines with the right-fit prospects. Throughout this episode, we quiz Alina and Josephine on how they built it, how they executed it, and the jaw-dropping results they’ve seen. If you take and apply the golden nuggets shared during this episode, you will be ready to crush 2024 and make it your most successful and profitable year yet — because you harnessed the power of Social that Sells. What you will learn in this episode: How social media evolved from a personal tool to a giant marketing tool The Social that Sells Methodology How Pomona Creative built the Social that Sells Methodology How to execute the Social that Sells Methodology Results that Pomona Creative has seen utilizing Social that Sells Methodology Ways agency owners and strategic consultants can enhance social media presence Resources: Website: https://www.pomonacreative.com/ Instagram: https://www.instagram.com/pomonacreative/ Pomona Creative LinkedIn Josephine Agrawal LinkedIn Alina Sutherland LinkedIn Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

Speaking Opportunities? Level up your communication skills by exploring our guide to discover and maximize valuable Speaking Opportunities. On this episode of Sell With Authority, the topic is one that we’ve not yet addressed — how to share your expertise, insights, and wisdom from the stage as a speaker. We are talking about why speaking on stage can be a game-changer. As Drew McLellan and I wrote about in our book, Sell With Authority, one of the most compelling reasons to consider speaking is the power of a third-party endorsement. When you’re invited to speak at a conference, there’s an implied stamp of approval that certifies you as an expert. Speaking from the stage is not just about the content you deliver in that moment. It can be the cornerstone of your content strategy, taking your expertise to new heights. Speaking as cornerstone content creates an intimate connection with your audience that’s hard to replicate in any of the other forms of content you might produce. Speaking opportunities will showcase your expertise confidently. The journey to becoming a sought-after speaker has its challenges. That’s why we are dedicating today’s episode to tackling the constraints. We explore how to get on stage and — more importantly — how to leverage the opportunities before and after your speech with a three-pronged strategy. To help us do that — I invited Katy Boos and Gretchen Schaffer from Remix Communications to share their insights about speaking opportunities. Remix Communications specializes in positioning their clients on prestigious stages, helping them reach and influence their right-fit prospects. We also have a special guest with us today, Hannah Roth — our mad scientist and strategist at Predictive. With her unique perspective from working in the trenches, day in and day out, alongside clients, Hannah provides additional insights into building authority positions through cornerstone and cobblestone content. If you take and apply the gold nuggets in this episode, you will be ready to crush 2024 and make it your most successful and profitable year yet — because you thought strategically about how you can be helpful by sharing the right stories and in front of the right audiences. What you will learn in this episode is about speaking opportunities: How Remix Communications creates a marriage of thought leadership and speaking on stage Why you need a three-pronged strategy to maximize your speaking opportunities How Katy and Gretchen prepare the speakers they work with Why keeping the audience in mind first and focusing on the right message is crucial The Remix Communications methodology of going beyond the room Strategies you can apply today to show up with excellence in speaking opportunities Resources: Learn more about Speaking Opportunities, and you can find Katy and Gretchen here Remix Communications LinkedIn Katy Boos LinkedIn Gretchen Schaffer LinkedIn Learn more about Speaking Opportunities by heading to this blog from Remix Communications, and you can find it here Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

Importance of Niche Marketing? Discover the role of Niche Marketing in business through our guide on the importance of niche marketing. Importance of niche marketing? On this episode of Sell With Authority, I am excited to welcome two guest experts who have a fascinating story of success — and an unwavering commitment to specialization. It’s the key to having better results. In this episode of Sell with Authority, Kim and Brian Walker co-founded their marketing agency, Shop Marketing Pros, based on their first-hand experience in the automotive industry. They found that automotive shops wanted and deserved quality marketing strategies to promote their businesses but just didn’t have the time to do it themselves. And — they needed a partner that would understand the unique intricacies of their niche. Their journey underscores the power of going narrow and niching down. And — it’s not just about choosing a niche; it’s about immersing yourself in it strategically and systematically — plunging into the deep end of the pool. Brian and Kim shed light on the path to becoming an integral part of your niche, building relationships, exploring the importance of niche marketing,  joining inner circles — and positioning yourself as the go-to authority. What you will learn in this episode is about the importance of niche marketing: How Brian and Kim have gotten where they are in marketing How to “fail forward’ by learning from mistakes Importance of niche marketing and becoming an integral part of your niche. Ways to significantly resonate with your right-fit clients The value of going narrow and niching down Strategies for going deep within the niche so you are clearly recognized as the expert Resources: Learn more about the importance of niche marketing by listening to this podcast: Prioritizing Marketing on Properties that You Own LinkedIn: https://www.linkedin.com/company/shop-marketing-pros/ The Auto Repair Marketing Mastermind Facebook Group: https://www.facebook.com/groups/autorepairmarketingmastermind Learn more about the importance of niche marketing, and you can find Brian and Kim Walker here Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

What is Imposter Syndrome? Discover the true meaning and strategies to overcome imposter syndrome by exploring this article. On today’s episode of Sell With Authority, we are leaning into what might be an uncomfortable topic but crucial for business growth. We’re talking about conquering imposter syndrome — that nagging voice of doubt that can derail your journey to success. If you’ve ever wondered how you found the courage to start your business, battled the persistent inner critic, or questioned why you’re pushing yourself so hard, you’re not alone. Our guest expert today, Chris Kelso, is a business owner, executive coach, keynote speaker, and an imposter syndrome expert. He’s here to guide us through understanding, confronting, and ultimately conquering this obstacle many high achievers face. What is imposter syndrome? In this episode, we uncover the underlying fears fueling imposter syndrome and explore why it’s particularly prevalent among entrepreneurs. We shed light on a common trap that successful people often fall into and discover how imposter syndrome weaponizes our unique gifts against us. Plus — Chris will equip you with the tools to redefine success on your own terms and identify when imposter syndrome is at play in your team. It’s a tall order, but we have the perfect guest guiding us through it. Chris is the author of Overcoming The Imposter: Silence Your Inner Critic and Lead With Confidence and has worked with countless business owners and their leadership teams to navigate obstacles to growth. What you will learn in this episode is about the true meaning of what is imposter syndrome: What is imposter syndrome and why it’s more prevalent among high achievers A key strategy Kris uses to combat self-doubt Why leaning into the fear and doing repetitions will propel your success Why Kris recommends going out and sharing your ideas The difference between false humility and real humility How to recognize imposter syndrome happening in others and help them conquer it Resources: Learn more about what is imposter syndrome, and you can find Kris Kelso here LinkedIn: https://www.linkedin.com/in/kriskelso/ Facebook: https://facebook.com/thekriskelso Instagram: https://instagram.com/kriskels Learn more about what is imposter syndrome by reading this book by Kris Kelso  Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group

Growth Strategy for Business? Discover techniques to move your business forward with our guide on developing a growth strategy for business. In this episode of Sell With Authority we’re taking a deep dive into a critical question that business leaders must ask themselves; are we strategically planning for the future, or are we too busy reacting in the moment? Growth strategy for business? Scaling your agency is a thrilling prospect, but it’s not just about selling more — it’s about ensuring that growth translates into lasting profitability. In fact, growth and profit are not always an elastic relationship or a perfect correlation with one another. Implementing a robust biz dev machine is just the beginning. The journey to a thriving business involves navigating unforeseen challenges and avoiding trap doors that could jeopardize your success. As we gear up to roar into 2024, our aim is not only to get you excited about the opportunities ahead, but also to equip you with the tools to build a foundation that can support a larger, more complex business. Joining this episode is Shawndel Spader, CEO of Spader Group. With a wealth of experience in helping owners navigate the intricacies of business growth, Shawndel shares insights on how to avoid those trap doors and build a foundation for success. I also invited Hannah Roth, our mad scientist and strategist here at Predictive, to join because of her unique perspective from working in the trenches day in and day out, alongside our clients, helping them build, scale — and then — sell with authority. If you take and apply the Golden Nuggets shared during this episode, you’ll be ready to crush 2024 and make it your most profitable year yet. What you will learn in this episode is about growth strategy for business: What are three trap doors to avoid in building and scaling your business Signs that a CEO is consumed by the day-to-day tasks instead of continuing to build the business Why managing your situation is more productive than changing your habits How to grow your financial confidence and effective growth strategy for business Why learning how to manage cash flow helps CEOs delegate, set goals, and plan for the future Resources: Learn more about growth strategy for business, and you can find Shawndel Spader here LinkedIn Personal: https://www.linkedin.com/in/spadergroup/ LinkedIn Business: https://www.linkedin.com/company/spader-group-llc/ Learn more about growth strategy for business by reading this blog by Shawndel Spader Additional Resources: Website: www.predictiveroi.com Visit our newly expanded Resource Library Join us in our free How to Fill Your Sales Pipeline Facebook Group