Business Lunch

In this episode, Roland Frasier discusses the deal lifecycle and provides insights into each stage of the process. He emphasizes the significance of setting acquisition criteria to narrow down potential deals and avoid wasting time on unsuitable opportunities and also shares strategies for finding deals efficiently.Key timestamps:[00:00] Introduction to the deal lifecycle and the importance of setting acquisition criteria.[01:41] Determining where to find deals, developing relationships, and recognizing which deals align with acquisition criteria.[04:14] Refining positioning and identifying specific industries for target acquisition.[08:32] Identifying specific target deals for acquisition.[14:58] Conducting due diligence to verify legal, financial, and commercial aspects.Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!

In this episode, host Roland Frasier interviews Martha Stewart, the iconic entrepreneur, as they delve into her fascinating life and ventures. Martha shares amusing anecdotes, including a memorable story about Snoop's visit to her farm. They discuss her approach to branding, from creating a new category of entertainment to her expansion into the CBD market. Martha also talks about her involvement with Canopy, a major cannabis company, and her passion for sustainable agriculture with App Harvest.Martha emphasizes the importance of quality in cocktails, advising against skimping on the booze. She reveals her liquor of choice, Casa Dragones tequila, and teases a new wine release. The conversation touches on Martha's recent soft launch of Martha.com, an online platform offering curated products. She shares her philosophy of "Need & Want" to guide product selection, promoting smart purchasing decisions and a clutter-free home.Listeners gain insights into Martha's belief in embracing change and continuously surprising others. She discusses her favorite Snoop story, her early media ownership, and the positive impact of supporting young entrepreneurs. The episode concludes with Martha's commitment to providing comprehensive content without dumbing it down, her daily routine caring for her animals, and her unwavering dedication to her work.Join Roland Frasier and the remarkable Martha Stewart in this engaging podcast episode as they explore her entrepreneurial journey, unique stories, and inspiring ventures in various industries.Key timestamps:[00:01:19] Roland Frasier welcomes Martha Stewart to a full house at the Traffic and Conversion Summit.[00:06:02] Martha Stewart introduces her new online store, Martha.com, and her philosophy of "need" and "want" when selecting products.[00:09:26] Martha recalls a memorable encounter with Snoop Dogg, where he unexpectedly visited her home with a group of friends and their children.[00:13:57] Martha highlights her successful CBD gummies, which have become the number one gummies in America, and encourages listeners to try them.[00:19:26] Roland Frasier highlights Martha Stewart's ability to present traditional things in a new light, combating ad fatigue.[00:26:30] She acquired all of her media from Time Warner, which marked the beginning of her independence and control over her brand.[00:28:32] While climbing Kilimanjaro, Martha Stewart developed a business plan with a Harvard business graduate, laying the foundation for future ventures.[00:34:28] Martha Stewart mentions the Martha Stewart Wine Company, available online and on QVC.[00:38:15] Martha Stewart explains her approach to teaching and not dumbing things down, always seeking a better way without compromising quality.[00:43:09] Martha Stewart highlights the importance of hiring the best people, mentioning successful entrepreneurs like Jeff Bezos, Elon Musk, Bill Gates, and Mark Zuckerberg who have surrounded themselves with top talent to achieve their goals.[00:46:36] Roland asks Martha about her current binge-watching habits, leading to a discussion about an old Ingmar Bergman series and Martha's preference for the show "The Queen's Gambit."[00:50:03] Martha expresses frustration with critics who misunderstand her efforts to do the right thing, highlighting the organic nature of her farm and the annoyance caused by uninformed comments on social media.[00:50:03] Roland Frasier discusses her ability to understand success intuitively.[00:51:55] Martha Stewart talks about dealing with negative comments and mentions her experience during her trial.[00:54:33] Martha Stewart shares her excitement about her book, "Martha Stewart's Fruit Desserts," and mentions her favorite recipe from it.---------------Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!More Resources:Ready to free yourself from your business? Get to connect with peers and experts to find the best strategy HERE.Discover The EXACT Strategy Roland Has Used To Found, Acquire, Scale And Sell Over Two Dozen Businesses With Sales Ranging From $3 Million To Just Under $4 Billion! EPIC Training

In this episode, Roland Frasier shares his valuable insights on successful deal-making. With a diverse background spanning real estate, accounting, securities, and law, Roland brings a unique perspective to negotiations.He emphasizes the power of collaboration over competition and shares techniques to achieve mutually beneficial outcomes.Key timestamps:[00:01:06] Roland's Background: Roland shares his diverse background in real estate, accounting, securities, and law. He emphasizes his extensive experience negotiating thousands of deals, both for clients and himself.[00:02:16] Reframing Negotiation as Collaboration: Frasier challenges the competitive nature of negotiation and proposes a collaborative approach. He suggests focusing on a common goal instead of opposing interests, creating a win-win situation for all parties involved.[00:06:43] The Power of Physical and Psychological Positioning: Frasier discusses the significance of both psychological and physical positioning in negotiations. He advises sitting on the same side of the table as the other party to foster collaboration and eliminate barriers.[00:08:09] Losing by Winning: Frasier cautions against the dangers of winning a negotiation at the expense of fairness. He shares personal experiences of aggressively pursuing the best deal, only to have agreements fall apart later. He emphasizes the importance of staying within the "zone of fairness" to ensure fair and sustainable deals.[00:14:36] Taking the Temperature of the Room: Frasier advises readers to "take the temp" and read the emotional state of everyone involved in the negotiation. Understanding the motivations, emotions, and satisfaction levels of each party helps in determining the appropriate approach and timing for collaboration. He stresses the significance of creating a positive and receptive environment for negotiation.[00:17:23] The Law of Price and Terms: Frasier introduces the "Law of Price and Terms" as a powerful negotiation tool. He explains that if the seller sets the price, the buyer can leverage the terms to their advantage, and vice versa. By invoking this law and focusing on the terms rather than haggling on the price, negotiators can create more favorable outcomes and find mutually beneficial agreements.[00:20:40] Play It Forward: Frasier emphasizes the importance of playing out various scenarios in negotiations, similar to how one would strategize in chess or anticipate moves in sports. He encourages listeners to respond thoughtfully instead of reacting emotionally. By considering all the facts, circumstances, and potential outcomes, negotiators can make more informed decisions and secure advantageous results. Frasier shares a personal success story where playing out scenarios led to a $4.2 million win in a negotiation.[00:24:54] Empathy and Understanding: Frasier emphasizes the importance of empathizing with the other party in a negotiation or collaboration. By setting aside personal desires and focusing on the concerns, needs, and challenges of the other side, negotiators can find points of empathy and work towards mutually beneficial outcomes. Understanding the motivations and emotions of the other party can lead to more effective negotiations and positive results.[00:29:22] Just Say No: Frasier introduces the concept of "Just Say No" as a negotiation tactic. He explains that offers, even low ones, should be entertained and responded to, as they are precious opportunities for negotiation. Instead of dismissing a low offer without a response, negotiators should articulate their reasons, provide context, and express their position. By respectfully declining unfair offers and maintaining a strong position, negotiators can protect their interests and potentially lead to more favorable agreements.[00:35:36] The Power of the Awkward Pause: Frasier discusses the effectiveness of using an awkward pause after a negotiation offer or counteroffer is made. By remaining silent for a few seconds or more, negotiators can prompt the other party to reconsider their position and often negotiate against themselves. The discomfort of silence often compels the other party to make further concessions or offer better terms, leading to more favorable outcomes.[00:38:09] Creative Alternatives to Splitting the Difference: Frasier suggests alternatives to the common practice of splitting the difference when negotiators reach an impasse. He shares two examples: using a coin flip and playing a game such as a pool to determine the final outcome. These creative approaches break the monotony of traditional negotiations and can provide a lighthearted way to resolve the remaining gap in negotiations. ---------------Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!More Resources:Ready to free yourself from your business? Get to connect with peers and experts to find the best strategy HERE.Discover The EXACT Strategy Roland Has Used To Found, Acquire, Scale And Sell Over Two Dozen Businesses With Sales Ranging From $3 Million To Just Under $4 Billion! EPIC Training

In today’s episode, Roland Frasier is joined by Sam Khorramian, the owner and founder of Big Block Realty. Sam talks about the biggest secret to success, the importance of having the right people in your network, why you should put your ego out of the way, and how you can get started on the profit-generating business of guiding companies to make seamless and favorable exits.IN THIS EPISODE, YOU’LL LEARN:04:06 The Biggest Secret And Shortcut To Success: It’s Not What You Think!09:55 Knowing What Not To Do Is The Next Step14:34 How Do You Get Enough Zeros To Do Anything You Want?24:39 Getting Businesses To Pay You Acquire Them? Yes, It’s Possible!34:05 The Specific Profit-Generating Strategies For Sam’s Plan43:13 The Bigger You Get, The Easier It Is To Scale?47:02 Ensuring That Brokerages Don’t Back Out Of Deals50:31 Will There Be Consolidation After Aggregation?51:43 Lessons To Be Learned From Sam and Roland’s Partnership-----------------An International Speaker, leading internet marketer and Real Estate Expert specializing in setting up his Students, clients and Partners for massive success, Sam Khorramian has dedicated his life to helping ordinary people live extraordinary lives! Knowing that this is his true purpose, he has spent years studying what makes people successful and how he can translate that to helping others achieve ultimate success. Get in touch with Sam Khorramian:Website: https://www.linkedin.com/in/samsandiego/Instagram: @the9thzero Big Block Realty Website: https://bigblockrealty.com/YouTube: https://www.youtube.com/bigblockrealty-----------------Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!More Resources:Ready to free yourself from your business? Get to connect with peers and experts to find the best strategy HERE.Discover The EXACT Strategy Roland Has Used To Found, Acquire, Scale And Sell Over Two Dozen Businesses With Sales Ranging From $3 Million To Just Under $4 Billion! EPIC Training

In today’s episode, Roland Frasier is joined by Real Estate Worldwide (REWW) CEO Kent Clothier to talk about their strategies for networking that convert into money-making deals, why value is more than just your deliverables, tips for beginner mastermind creators, and navigating the present market.IN THIS EPISODE, YOU’LL LEARN:03:18 From Grocery Stores To Real Estate: The Journey To Building A Deal Flow Machine13:11 How To Build Business Connections That Turn Into Deals15:24 Get Over The Fear Of Taking Risks – Your Dreams Are Doable!39:54 Leading With Value And Why Your Network Is Worth More Than You Think55:17 The Profitable Opportunity Waiting For You: Adding Value To Existing Deals57:49 Valuable Advice For People Starting Their Own Masterminds01:06:55 What Are You Waiting For? Start Now!01:11:39 Been To Many Masterminds But Left Disappointed? Hear This01:22:15 How To Deal With The Current Challenging Market---------------Kent Clothier is President and CEO of Real Estate Worldwide (REWW), a multi-faceted real estate education company with headquarters in Scottsdale, Arizona, San Diego, California, and Boca Raton, Florida.REWW offers customers a cutting-edge advantage with a curriculum steeped in award-winning and proven real estate systems used by him and his team, as well as national data on real estate cash buyers and private lenders.Get in touch with Kent Clothier:Website: https://kentclothier.com/Instagram: @kentclothier Facebook: https://www.facebook.com/kent.clothierYouTube: https://www.youtube.com/@KentClothier1Twitter: @KentClothier Real Estate Worldwide Website: https://reww.com/---------------Thanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!More Resources:Ready to free yourself from your business?Get to connect with peers and experts to find the best strategy HERE.Discover The EXACT Strategy Roland Has Used To Found, Acquire, Scale And Sell Over Two Dozen Businesses With Sales Ranging From $3 Million To Just Under $4 Billion! EPIC Training

Adam kicks off this podcast episode by encouraging the participants of the EPIC Network Live Event to share their takeaways!Key timestamps:[00:01:09] Adam explains the concept of a "bolt-on business" and shares an example of a successful acquisition.[00:05:44] A participant shares his takeaways on clarity of vision, imposter syndrome, and creating structures for deal flow.[00:10:44] A participant talks about finding internal-purpose and how it helped him determine what he wants to acquire, regardless of industry or type of business.[00:15:27] A participant shares his takeaway on refining the criteria for acquisition.[00:16:22] Another participant shares his takeaway on avoiding crappy little deals and going for bigger ones.[00:17:06] Adam shares his experience of making a bad deal and how he turned it into a learning experience for his business partners.---------------Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!

In this episode, we will hear the story of Jonathan Cronstedt, also known as JCron, who went from bankruptcy to building a $2 billion company. He is going to share with us about the book he is writing: Billion Dollars Bullseye: My 7 Almost Never Fail Double Unicorn Strategy and will discuss valuable lessons for all people involved in the business.JCron also shares his journey with Kajabi, which he helped grow from a $6 million ARR company with 25 employees to a $2 billion valuation with over 400 team members. He discusses the challenges of dealing with success and how he struggled to figure out what to do after achieving such a significant milestone. Key takeaways:[00:00:12] Roland Frasier introduces Jonathan and shares his background story.[00:03:31] JCron talks about the impact of working with Roland, his generosity, and how he has influenced his business life.[00:07:56] The first three areas to focus on are foundational: purpose, profit, and product. Without these concepts, the business will not scale. Everything else serves as an amplifier.[00:20:55] Building in public allows you to move from a push strategy to a pull strategy. It attracts people to your business and helps articulate and optimize your purpose. This will be the biggest trend of entrepreneurship in the coming decade.[00:22:57] Profit is essential in your business, and knowing your numbers is key to making intelligent decisions.[00:27:33] Product is the single biggest lever in your business, and having a distinguished product and service is crucial for success.[00:28:59] The prestigious customer experience was an amplifier that changed the game for Kajabi.[00:43:40] Persuasion: Persuasion is an amplifier for your business, and it should pick up where marketing leaves off. The ultimate persuasion framework is based on Blair Warren's quote: "People will do anything for those who encourage their dreams, justify their failures, allay their fears, confirm their suspicions, and help them throw rocks at their enemies." Persuasion is about getting people intellectually engaged and emotionally charged to take action.[00:47:49] People: The final area of focus is people. To attract and retain A players, you need to have solid systems in place that support your people strategy. Hire slow and fire fast, and use "good goodbyes" to give people a respectable send-off when the business has grown in a different direction.[00:51:00] Conclusion: By focusing on purpose, product, profit, promotion, persuasion, and people, you can expand your target and hit your billion dollar bullseye.[00:53:28] Answering participant questions.[00:59:00] Jonathan advises focusing on your internal purpose to guide you through an existential crisis.[01:04:42] Roland Frasier emphasizes the importance of having a continuity of purpose in entrepreneurship even after the exit of a business. Having multiple businesses that one enjoys can provide continuity of purpose.[01:09:23] Jonathan Cronstedt answers a question on retention and emphasizes the financial and product functions of retention in a business. He also talks about net dollar retention as the holy grail of a business.[01:12:04] The inflection points for raising capital are driven by intellectual capital needs and industry changes, not financial needs.Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!

In this podcast episode, Roland Frasier and his team share their strategies and insights on how to generate deal flow. They also discuss mistakes they made along the way and how they overcame them.In this episode you’ll learn:[00:00:15] The biggest challenge is getting deals and leads to talk to.[00:01:34] The three key takeaways are: 1) remove the friction of decisions, 2) standardize the process, and 3) exercise discernment, as taking massive action can have consequences.[00:12:49] Emil talks about the temptation and danger of rushing into automation before knowing what you're doing yourself. He advises applying the general lesson to your unique circumstances instead of copying others.[00:17:45] Emil explains that LinkedIn is a modern way to vet people and advises others to use it as well. He also mentions that LinkedIn profiles can sell as hard as you want them to and recommends using LinkedIn as a deal generation technique.[00:23:45] Introduction of the Q&A session[00:29:56] How to search for your niche criteria using keywords.[00:32:40] It's important to celebrate your accomplishments and not minimize them.[00:35:05] To replicate success, it's important to create a scalable model and map out the three components of a business: growth engine, fulfillment engine, and innovation.[00:37:33] Borrowing frameworks from successful businesses, hiring partners, or contracting weaknesses away can help replicate success.---------------Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!

In this podcast, Roland Frasier and the team of expert coaches at the EPIC Network Live Event discuss several strategies for approaching practical acquisitions and identifying motivated sellers who are a good fit for your business.Roland offers advice about making practical acquisitions that make sense for your business and emphasizes the importance of knowing your "why" when considering equity deals. Identifying motivated sellers, stressing the importance of having enough deal flow, asking about the seller's criteria and timeline for selling, and asking about the seller's succession plan and retirement plans were also extensively discussed through the participation of the audience.Key Timestamps:[00:00:00] Introduction[00:00:29] Roland Frasier shares his recent experience of doing deals actively and the importance of structuring deals to be paid.[00:08:26] Roland discusses the purpose of the event, which is to crowdsource challenges and objections from the attendees to work through them together. The coaches for the event were also introduced.[00:13:03] Sharing of participants’ takeaways they’d like to get during the EPIC event.[00:24:28] One of the participants discusses her acquisition criteria.[00:37:08] A participant shares his acquisition criteria, which includes a digital or e-commerce business that does at least $3 million in top-line revenue, has 15% net profit, has been in business for at least five years, and has at least five team members.[00:42:04] Christopher, one of the coaches, shares how he focuses on the acquisition criteria of the businesses that he is looking for.[00:45:21] Roland Frasier discusses the importance of being specific in acquisition criteria and suggests being contextual when networking with potential sellers to find deals that match your criteria.[00:51:34] A participant asks how to formulate the messaging if an investor wants to do zero-dollar down acquisitions.[00:56:55] Roland and a participant role-played to overcome the thinking that investors should always bring money to the table.[01:00:08] Roland Frasier discusses coaching potential investors on investing.---------------Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!

In this podcast episode, Roland Frasier shares his expertise on how to increase ROI in your business despite inflation. With inflation being the highest it's been in over 40 years, it's becoming harder and harder for businesses to make a profit.Roland provides five specific hacks that can be applied by business owners and marketers to optimize their pricing strategies, adjust their product and customer mix, optimize their value ladder, optimize profit-based offers, and acquire across their value chain.Key Timestamps:[00:26] Inflation is driving up costs, making it harder for businesses to profit. To combat this, you can either fire staff and produce less profit, try to cut expenses, or become a better marketer.[02:43] First hack: Optimizing your pricing strategy is one of the easiest ways to increase profits. When you raise prices, every bit of increased income goes to the bottom line profit, and there is no additional cost.[03:47] To figure out your current margin, take the trailing 12 months of profits divided by the trailing 12 months of sales. Once you know this, you can calculate how a 1% price increase will affect profits.[06:30] Testing prices regularly are important. Even if you are marketing for someone else, price testing your offers is crucial to increasing profits.[07:00] Increasing prices can lead to a significant increase in profit margins, while decreasing prices can have an inverse effect, decreasing profit margins.[08:33] There are alternatives to raising prices, such as changing the pricing model, refocusing price attention, and repricing to performance.[13:00] Annual volume bonuses, increasing product/service efficiency, and upselling/cross-selling are some strategies that can help recapture lost profit margins.[15:03] There are many different types of promotions and discounts that businesses can offer, including off-invoice promotions, rebates, affiliate discounts, and tiered affiliate programs.[17:43] To ensure that you're not losing money due to multiple coupon codes or forgotten discounts, it's important to keep track of all purchase incentives and regularly test them.[19:47] Businesses should use these incentives but be aware of their true cost and how they affect profit margin. It's important to regularly assess and calculate the actual profit margin after applying these incentives.[20:58] Action steps for improving profitability, including setting target pocket prices by customer size, type, and segment; eliminating or capping stacking of discounts; repricing or eliminating products that are sub-margin; prioritizing selling to high-profit customers, and thinking about off-invoice costs.[22:52] Second hack: Adjusting product and customer mix, focusing on acquiring customers that make the most money, and rethinking value ladders can lead to improved profitability.[26:10] Third hack: Rethinking the value ladder by starting high and down-selling can also improve profitability. The importance of testing and optimizing the value ladder, and adding something at the top of the value ladder that would make the whole business significantly more profitable.[28:26] Fourth hack: Create or add low-cost, high-margin products or services that have high perceived value and produce a high profit.[30:02] Consider offering one on one coaching or product setup help, automation, done-for-you or done-with-you services, extended coaching or membership, extended warranty, group coaching, live event tickets, upgrades, masterminds, or user groups, sales enhancements, and upgrades, tech support or training packages.[32:55] Use bundles to improve average order value and margin; consider sensitivity testing price, quality, and quantity sensitivity offers.[34:12] Create new value propositions for customers by identifying what they value and are willing to pay more for, such as offering snack packs with only 100 calories or selling cold Coke at the checkout for a higher price per ounce.[36:00] Offer 30-day express sprints instead of 90-day video courses, as people prefer quicker results and accountability.[36:36] Charge more for custom products and services with longer lead times than in-stock offers.[37:55] Add low or no-cost digital bonuses to physical products, such as event recordings or tickets to already scheduled events, to enhance their value and encourage customers to act faster.[38:43] Increase average order value and margin by utilizing existing memberships or group coaching programs.[39:00] Fifth hack: Acquire across the value chain by buying suppliers, outsourcers, distributors, and affiliates, to capture more profit margin and provide better supply, quicker, higher quality, and not lose anything in the process.Ask Roland and Ryan a question HERE.RESOURCES:7 Steps to Scalable workbookGet my book, Zero Down, FREEThanks so much for joining us this week. Want to subscribe to Business Lunch? Have some feedback you'd like to share? Connect with us on iTunes and leave us a review!