In today's rerun episode of Let's Talk Business, we're excited to revisit a foundational conversation with Adam Lean, a seasoned accountant, business owner, and founder of the CFO Project.

Hosted by Meny Hoffman, this episode focuses on the crucial importance of understanding and managing business finances, especially for entrepreneurs driven by passion rather than numbers.

• Adam Lean delves into the common challenges faced by business owners who often prioritize their craft over financial management. This candid discussion illuminates how neglecting crucial metrics can undermine business success, and emphasizes the vital role of cash flow in sustaining and growing a business.
• Listeners will gain valuable insights into essential financial strategies. Adam breaks down the importance of tracking cash flow over mere revenue or profit, explaining that actual cash on hand is what keeps a business afloat.
• He introduces key performance metrics—like the number of leads, conversion rates, retention rates, purchase frequency, and average purchase amounts—that drive cash flow and highlights the need for regular monitoring using tools like scorecards.
• This episode also clarifies the distinction between accountants and CFOs, drawing attention to the proactive, strategic planning that CFOs provide, which goes beyond mere number tracking. The conversation underscores the benefits of virtual CFO services for small and medium-sized businesses, offering a cost-effective way to gain strategic financial insight.
• Through practical examples, including a roofing company that transformed its business by focusing on targeted financial metrics, Adam underscores the power of weekly tracking and adjustment over waiting for annual financial reports.
• Tune in to uncover actionable advice and essential wisdom for mastering your business's financial health. Whether you are an emerging entrepreneur or an established business owner, this episode is filled with indispensable strategies to enhance your financial literacy and business performance.

• 00:00 - Business reports often confuse owners, making it difficult to take actionable steps.
• 06:12 - Upgrade to PandaDoc for efficient document creation.
• 07:37 - Miscalculated margins due to overlooked financial insights.
• 13:31 - Leads, conversion, retention, purchase frequency rates.
• 15:16 - CFO vs. Accountant: Broader business performance tracking.
• 19:03 - Strategies to improve gross profit percentage highlighted.
• 21:49 - Involvement ensures spending yields profitable returns.
• 27:17 - Successful entrepreneurs are determined and persistent.
• 28:33 - Helping clients succeed financially as trusted advisors.

 Implement scorecards to track weekly performance, helping you make informed decisions in real-time rather than waiting for quarterly or annual reports.

Understand that accountants focus on historical data and compliance, while CFOs offer strategic planning for future growth and profitability.

If hiring a full-time CFO is too costly, consider virtual CFO services to get strategic financial advice at a fraction of the cost.

Evaluate all expenses to ensure they're contributing to making money. Avoid cutting costs randomly, as this could harm business operations.

Instead of relying solely on industry standards, benchmark your performance against your past results to gauge progress and improvement accurately.

https://ptex.co/pandadoc

https://thecfoproject.com/

https://www.linkedin.com/in/adamlean/

Today, we're thrilled to have Laibel Schwartz—a dynamic and multifaceted entrepreneur—joining us. Laibel's journey is nothing short of inspirational. From starting as a wedding photographer to evolving into a pioneer in video content creation, Laibel has navigated the ever-changing landscape of business with unyielding authenticity and creativity.

In this episode, we're delving into Laibel's extensive experience, gleaning insights from his mastery in storytelling, his emphasis on human connectivity, and his drive to create sustainable business models.

• Laibel discusses how his unique professional path—marked by genuine human connections and innovative practices—has shaped his approach to modern entrepreneurship.
• Get ready to explore the essence of what it means to complement your strengths with those around you, the importance of expressing gratitude, and the power of vulnerability in business settings. Laibel also sheds light on his systematic approach to scaling creative processes and the success of his new venture, "Everyone Needs a Video."
• How can surrounding oneself with individuals who have complementary strengths positively impact business success?
• What role does genuine human connection play in creating impactful video content?
• How did Laibel Schwartz transition from wedding photography to establishing a thriving video content business during the COVID-19 pandemic?
• Why is maintaining authenticity in business presentations critical, and how can it prevent customer disappointment?

https://ptex.co/pandadoc

http://www.laibel.com/

https://www.linkedin.com/in/laibelschwartz/

• 00:00:00 - Leibel Schwartz: Inspiring journey in business creativity
• 00:03:37 - She learned photography; built successful wedding brand
• 00:06:17 - Discussing weddings, innovation in established industries
• 00:11:14 - Product vs. experience: exceptional service makes difference
• 00:15:13 - Connecting through storytelling creates lasting bonds
• 00:16:35 - B2B transactions feel less personal than weddings
• 00:20:40 - Adapt, innovate, build trust; seize unique opportunities
• 00:25:08 - Systematizing creativity is challenging but possible
• 00:27:47 - Perfecting style through detailed training process
• 00:32:22 - Agility is key: Avoid overcomplicating processes
• 00:35:45 - Learning and engaging beyond expertise level's norm
• 00:37:09 - CEOs exchanged insights from diverse industries collaboratively
• 00:42:14 - Being vulnerable helps relate to others
• 00:43:01 - Found a truly human-centered, connected company
• 00:46:23 - Emotional freedom achieved in real estate startups
• 00:52:13 - Authenticity and storytelling strengthen professional relationships
• 00:53:09 - Share episode, rate, subscribe to Let's Talk Business

1. Laibel Schwartz emphasizes the balance between technical skills and emotional connection in his photography business. He maintains humility in his personal life while being outgoing professionally, which helps him connect deeply with clients and offer a personalized experience. This theme highlights the need for authenticity alongside professional demands in client interactions.

2. Laibel Schwartz highlights the necessity of genuine business representation to prevent customer disappointment. He advocates for traditional photography over Photoshop to preserve authenticity in headshots. This belief centers on the idea that authenticity builds trust and connection with clients, fostering long-term relationships instead of short-term misrepresentations.

3. Laibel Schwartz emphasizes the impact of gratitude and personal stories on workplace dynamics, especially in healthcare projects. His approach highlights the importance of storytelling and emotional engagement to strengthen connections among employees and clients, enhancing both the work environment and relationships.

4. Schwartz and Hoffman highlight how storytelling enhances real estate projects by fostering emotional connections rather than mere transactions. Schwartz mentions a project at Pure Village that reflects developers' personal dreams. They argue that authentic storytelling in marketing deeply resonates with potential clients, making projects more attractive.

5. Meny Hoffman and Laibel Schwartz highlight society’s focus on weaknesses over strengths and recommend surrounding oneself with those who have complementary strengths. Laibel also notes that valuing others’ skills and giving compliments can enhance positivity, emphasizing the importance of recognizing individual strengths.

In today's episode of Let's Talk Business, we are excited to present a compelling conversation with Shulem Berkowitz, an esteemed leadership coach and business strategist.

Hosted by Meny Hoffman, this episode dives deep into the intricate journey of transforming from a skilled craftsman to an effective leader.

Shulem recounts his own transition from excelling in writing, graphic design, and printing to embracing his role as a leadership coach.

His journey underscores the challenges and rewards of moving beyond personal accomplishments to empowering others. Highlighting the fundamental distinctions between consultants, coaches, and therapists, Shulem and Meny explore how each role uniquely contributes to business success.

Listeners are taken through practical strategies for overcoming bottlenecks, such as temporarily stepping away from daily operations and identifying delegable tasks. Shulem emphasizes the importance of focusing on the 20% of crucial tasks that leaders must handle themselves and trusting the team with the rest. This episode also sheds light on self-awareness and growth, encouraging leaders to recognize their unique strengths and leverage them effectively.

The discussion extends to company culture, where Shulem highlights the necessity of clear communication and value alignment. Drawing parallels between organizational success and the leader’s personal development, he illustrates how achieving business goals is intertwined with personal growth and overcoming internal barriers.

Whether you're an emerging leader or a seasoned entrepreneur, this episode provides a wealth of knowledge to help you transcend challenges and achieve sustainable growth.

• 00:06:20 - Learn business, self-transform, understand leadership, empower others
• 00:08:34 - Consultants guide on business strategies and execution
• 00:11:04 - PandaDoc streamlines document creation and management
• 00:14:28 - Transition from craftsman to teacher, guiding others
• 00:17:40 - Navigating organizational growth while managing uncertainty
• 00:21:30 - Assess essential tasks by observing absence effects
• 00:25:20 - Who am I, beyond others' perceptions?
• 00:28:00 - People struggle with identity, leaders with delegation
• 00:31:12 - Pursue leadership goals positively, not reactively
• 00:34:44 - Real understanding and communication ensure company cohesion
• 00:38:31 - Leadership growth mirrors personal development
• 00:42:33 - Seek help sooner to alleviate pain and struggles
• 00:44:33 - Success increases your need for help
• 00:48:33 - Understand strengths, delegate, align values, seek support

Pratical Pointers 

Shulem's journey illustrates the importance of transitioning from a hands-on entrepreneur to an empowering leader. By focusing on enabling team members and embracing leadership roles, individuals can foster business growth and personal development.

Recognizing the unique contributions of consultants, coaches, and therapists can help individuals and organizations leverage the right expertise at the right time. This understanding is crucial for overcoming obstacles and achieving organizational goals.

Leadership effectiveness is closely tied to self-awareness and continuous personal development. Shulem emphasizes the significance of understanding one’s strengths and delegating tasks to create space for strategic leadership.

Shulem highlights the necessity of aligning company culture with shared values and clear communication. Leaders should articulate their goals and foster a supportive culture to ensure that team members act in ways that reflect the company’s ethos.

Shulem’s experience underscores the importance of seeking external support and being open to help. Understanding that asking for assistance is a strength rather than a weakness can lead to greater success and continuous growth, both personally and professionally.

PandaDoc

Rock Leadership Solutions

Sholem's Linkedin

In today's episode of Let's Talk Business, we're thrilled to revisit an enlightening discussion on the intricate balance between personal charisma and business branding. Join your host, Meny Hoffman, as he dives deep with Bentzi Elkouby, an accomplished entrepreneur who transformed a friend's coaching business into a flourishing enterprise without any prior business experience.

• Bentzi shares his inspiring journey from the UK to the US, where he saw the potential in English language coaching for non-native speakers, especially in sectors like high tech and outsourced work. He discusses the pivotal strategies he used to scale his company sustainably, ensuring financial accountability and operational efficiency, and emphasizes the significance of creating both personal and business mission statements to enhance interactions and delineate boundaries.

• They discuss how Bentzi's company differentiates itself with a concierge-style service that prioritizes customer satisfaction over conventional language software. The conversation highlights strategic planning, cautious financial management, and the tailored approach of one-on-one coaching to maximize client success.

• Moreover, Meny reveals his own experiences and struggles with work-life balance, branding, and scaling his business. He shares practical entrepreneurial advice, emphasizing the value of proving business concepts before expansion, managing employee loyalty, and the benefits of an "Innovation Hour" to explore automation and modernize business operations.

• Tune in to gain invaluable insights on creating effective business processes, the power of delegation, and maintaining a strong professional network in today's dynamic entrepreneurial landscape. Whether you're an aspiring entrepreneur or a seasoned business owner, this episode is packed with actionable strategies and profound reflections that can help you navigate the complexities of both personal and professional growth.

• 00:06:17 - Understanding profit structures opens more opportunities
• 00:09:49 - Struggles with balancing work and fast turnover
• 00:12:50 - Emphasizing entrepreneurial passion and growth transition
• 00:13:35 - Course helps business leaders address growth challenges
• 00:19:42 - Empower employees, reward sales, redefine client trust
• 00:20:34 - Remote work boosts productivity and personal branding
• 00:23:39 - Understanding client pain points for effective marketing
• 00:27:22 - Separated personal and PTEX brands for focus
• 00:30:23 - Personal brand vs. broader company representation strategy
• 00:34:15 - Explaining progressive verb forms in English
• 00:39:47 - Jewish and British cultures share matchmaking practices
• 00:41:46 - Balance: prioritize 100% where needed, communicate effectively
• 00:44:41 - Business isn't for everyone; consider alternatives
• 00:47:46 - Networking, feedback, skills drive growth and innovation

Pratical Pointers : 

1. Bentzi emphasizes the importance of proving business concepts and ensuring financial stability before expanding. His story serves as a reminder that strategic planning and cautious financial management are crucial, particularly in people-oriented businesses, to achieve sustainable growth.

2. The discussion highlights the challenges of managing dual identities as a business owner and public figure. Bentzi shares strategies for maintaining clear boundaries between personal charisma and professional expertise, illustrating how separate mission statements for personal and business brands can enhance both interactions.

3. Bentzi’s success story illustrates the value of building and maintaining a strong professional network. Engaging with peers and mentors provides diverse perspectives and opportunities, which can be pivotal for personal growth and business success.

4. Bentzi emphasizes that a customer-centric approach not only builds loyalty but also drives innovation by encouraging feedback and iteration.

5. Transitioning from an ESL teacher to a successful entrepreneur, Bentzi highlights how constantly acquiring new skills and adapting to changing business landscapes can drive growth and innovation.

In today's episode of Let's Talk Business, we are thrilled to share this conversation with Morri Chowaiki, a successful entrepreneur, Shark Tank alum, and head of sales and special partnerships for Daymond John's Shark Group. Hosted by Meny Hoffman, this episode dives deep into Morri's extensive experience in business, offering listeners invaluable advice on pitching, partnerships, and entrepreneurial resilience.

• Morri shares his transformational journey from growing up in Los Angeles to achieving significant success in various business ventures, including his memorable appearance on Shark Tank. This narrative emphasizes the importance of authenticity, preparedness, and leveraging opportunities to build lasting relationships.
• Listeners will gain crucial insights into the art of pitching to investors, understanding business metrics, and the value of aligning personal and professional brands for long-term success. The episode also explores the pivotal role of resilience, adaptability, and creating genuine, impactful connections in the entrepreneurial realm.
• Moreover, Morri unveils the intricate details of the Shark Tank process, from auditioning to post-show due diligence, offering a candid look at what it takes to stand out. He shares his firsthand experience of working both sides of the Shark Tank process, which enriches his insights on nurturing successful business partnerships.
• The conversation delves into the intersection of personal and professional life, reflecting on the sacrifices, challenges, and rewards of the entrepreneurial journey. Morri and Meny also touch upon the critical importance of work-life balance, setting boundaries, and finding personal satisfaction in one's career endeavors.
• Through thought-provoking anecdotes and expert guidance, this episode delivers actionable strategies for entrepreneurs to optimize their pitches, foster meaningful relationships, and navigate the complexities of business with integrity and resilience. Whether you're new to entrepreneurship or looking to refine your approach, this episode is brimming with valuable takeaways to help you thrive. Tune in to discover how embracing authenticity and strategic thinking can propel your business and personal growth.

Resources : 

Morri's Linkedin

The Shark Group

Panda Doc

• 00:05:25 - Modern kids lack financial and practical education
• 00:09:56 - Worked hard balancing theater, work, and classes
• 00:12:01 - Action distinguishes entrepreneurs from dreamers
• 00:14:27 - Have resources and passion to succeed entrepreneurially
• 00:19:17 - Auditioned for Shark Tank; didn't progress further
• 00:22:30 - No guarantees on Shark Tank appearances airing
• 00:26:14 - Maintained connection through favors for influential individual
• 00:27:52 - Top motivational speaker inspires Fortune 500 audiences
• 00:31:47 - Seek opportunities aligning with intuition for growth
• 00:35:12 - Personality and sincerity matter more than resumes
• 00:38:17 - Focus on investor's interests, not personal gain
• 00:39:50 - Pitch well, maintain relations, choose strategic partners
• 00:43:22 - He achieved rapid success through entrepreneurship programs
• 00:47:06 - Support, balance, resilience crucial for success

Practical Pointers

1. Learning from mentors and industry icons can provide invaluable guidance in one’s entrepreneurial journey. Mentors offer experience-based insights and advice that can accelerate personal and professional growth.
2. Morri emphasizes the importance of authenticity in building lasting business relationships. Genuine interactions foster trust and loyalty, which are essential for sustainable success.
3. A strong support system, both personally and professionally, is integral to entrepreneurial success. Morri’s experience illustrates how surrounding oneself with supportive individuals can provide encouragement, advice, and resources during challenging times.
4. Insights from industry icons like Kevin O'Leary and Mark Cuban emphasize the necessity of balancing professional ambitions with personal life. Achieving this balance is crucial for long-term success and personal well-being.
5. Morri’s journey is a testament to the power of resilience, demonstrating how maintaining a strong and adaptable mindset can help navigate both personal and professional obstacles. This quality enables individuals to persevere in the face of setbacks and continue striving toward their goals.

In today's rerun episode of Let's Talk Business, we are thrilled to revisit an inspiring discussion with Isaac Bardos, a renowned business coach, public speaker, and former college athlete. Hosted by Meny Hoffman, this episode delves into Isaac's remarkable journey from being underestimated to achieving success in various fields.

• Isaac shares his transformative experience of discovering his public speaking talent during a high-stakes college Shabbaton, turning a perceived weakness into a powerful strength. This narrative underscores the potential that lies within challenging moments and the transformative power of necessity.
• Listeners will gain valuable insights into rethinking leadership and personal growth, as Isaac discusses how upbringing and personal choices shape our paths. The episode highlights the importance of resilience, relatability, and the learnable nature of leadership, encouraging even those hesitant to lead to cultivate impactful leadership skills.
• Additionally, Isaac shares practical strategies for business growth, emphasizing the significance of genuine engagement, financial literacy, and the role of vulnerability in fostering innovation and trust within teams.
• Through compelling anecdotes and expert advice, this episode offers actionable strategies for aspiring leaders and entrepreneurs to harness their hidden talents and navigate challenges with purpose and resilience. Tune in to explore how embracing vulnerability and maintaining focus can drive both personal and business success. Whether you're an emerging leader or an established business owner, this episode is packed with insights to help you unlock your full potential.

00:00:00 - Discovering Your Calling 00:12:09 - Leading With Purpose and Resilience 00:24:06 - Metrics and Scaling for Business Growth 00:35:11 - Mastering Focus and Adaptation in Business 00:40:32 - Embracing Vulnerability for Business Growth 00:49:22 - Effective Leadership and Business Strategies

Pratical Pointers :

“Having a calling” doesn’t mean that you’re going to save the world; it means that you find yourself in a certain situation at a certain time - and you showed up and did what had to be done.

Leadership is effective when a leader demonstrates empathy by showing up, participating, and above all listening. That will encourage your employees to follow where you lead them more than simply issuing orders from above.

Although leaders like being seen as the experts who know everything, people will look to you for guidance and open up to you if you are willing to be vulnerable and open up to them, too.

Great business leaders are like great coaches: they look at themselves and their opponents in order to discover the patterns. If you’re not sure where something is going, zoom out, notice the patterns, and that will help you figure out the most appropriate steps to take and what steps to avoid.

In today's rerun episode of Let's Talk Business, we are thrilled to revisit an enlightening discussion on the interconnected world of real estate financing with the knowledgeable Yankie Markowitz, CEO of SBA Loan Group.

• Hosted by Meny Hoffman, this episode revisits Yankie's remarkable journey from encountering challenges in obtaining SBA loans to successfully facilitating over $600 million in real estate transactions. Yankie's dedication to empowering small businesses shines through as he shares his deep expertise on navigating SBA loan programs, particularly the flexible 7A and the asset-driven 504, both crucial tools in real estate financing.
• Throughout this insightful conversation, Yankie stresses the vital importance of financial literacy for business owners, covering essential topics such as tax returns, cash flow, and the strategic decision-making process of purchasing versus renting property.
• The episode also incorporates valuable perspectives from financial expert Dave Ramsey and underscores the necessity of maintaining financial clarity through regular accountant consultations. Listeners will be inspired by Yankie's values of hospitality, rooted in his upbringing, and the significant role of generosity and community in building meaningful relationships.
• Whether you're an experienced entrepreneur or just beginning your journey, this episode is packed with insights and actionable strategies for leveraging real estate to drive business growth and financial stability. Tune in to discover how to master business finance and make strategic real estate decisions that foster financial success.

00:01:34 - Small Business Financing With Yankie Markowitz 00:03:31 - Government-Funded SBA Loan Program Overview 00:08:01 - Small Business Financing Options 00:09:20 - Real Estate Financing and SBA Loans 00:12:31 - SBA Lending to Startups 00:21:32 - Educating Business Owners on Risk 00:22:20 - Real Estate Investment vs. Company Ownership 00:26:51 - Strategic Real Estate Growth and Profit 00:27:29 - Real Estate Financing Decision Dilemma 00:31:02 - Real Estate Financing for Business Growth 00:33:22 - Understanding Business Owners Through Numbers 00:36:46 - Optimizing Inventory and Maximizing Profits 00:37:11 - Understanding Numbers and Strategic Business Planning 00:43:47 - People, Process, Product in Business 00:49:02 - Personal Background and Hospitality Values

One of the safest bets is that real estate appreciates over time - almost no matter what. It may take a while before it happens, but if your business can afford to do so, be your own landlord and own your own facility. 

Every business owner hopes and expects to grow as quickly as possible. When investing in real estate - or, frankly, anything - keep this in mind so that you don’t find yourself with a ten year commitment to a building that you outgrow in half that time. 

Make sure to speak to your accountant at least once a quarter, and prepare an interim financial statement for that period. Being ignorant of your actual numbers is one of the biggest mistakes you can make, so avoid the problem by regularly updating your statements and being aware of what those numbers really mean. 

If you’re a business owner, you can outsource a lot but you can’t outsource the fundamental strategy of where the company is going to go, and what goals it has to reach.

In today's rerun episode of Let's Talk Business, we are thrilled to revisit an enlightening discussion on the interconnected realms of SEO, spirituality, and personal development.

Join your host, Meny Hoffman, as he sits down with Stephan Spencer, a renowned SEO expert, author, and podcaster who integrates his profound spiritual beliefs into his professional life.

1. Stephan Spencer’s journey transcends traditional business success. As the founder of Netconcepts and author of multiple books on SEO, Stephan has worked with some of the world's largest brands including Volvo and Sony, optimizing their online presence.
2. In this episode, He discusses the importance of aligning personal values with professional goals, and how maintaining a mindset open to miracles can influence business growth and success.
3. The conversation also delves deep into practical SEO strategies. Stephan emphasizes the necessity of integrating SEO from the planning stages of website development and using tools like Moz, Ahrefs, and Semrush for competitive keyword research.
4. Stephan elaborates on the risks of depending solely on third-party platforms and the benefits of maintaining content on personal blogs or resource centers. He offers advice on developing linkable assets and ensuring proper setup of Google Search Console and Analytics to track performance.

• 00:04:24 - Balancing SEO expertise with spiritual purpose pursuits.
• 00:07:51 - SEO builds enduring assets; PPC has limitations.
• 00:10:04 - Research keywords, plan content, build linkable assets.
• 00:13:26 - Combine text with visuals for engaging content.
• 00:18:48 - Own your content; don't rely on platforms.
• 00:22:03 - Ensure Google accounts and tools are set up.
• 00:25:42 - Substantiated SEO case studies with detailed results.
• 00:27:15 - Free SEO hiring guide and interview tools available.
• 00:32:55 - Synchronicities increase with benevolence, creating cycles.
• 00:35:15 - Personal growth starts within, influences others.
• 00:38:01 - Optimize SEO: Research keywords, prioritize user-friendly content.

When you plan to redesign your website and you want to make sure that you’re optimizing your SEO, research keywords in advance using tools such as Semrush or Moz Keyword Explorer, in order to identify keywords that your competitors are ranking in, and you’re not.

Too many companies work so hard at search engine optimization that they make their sites keyword-rich, but also extremely boring and unhelpful. What should you do? Use those keywords, have rich and valuable content, but avoid a long wall of text. Instead, use short sentences and short paragraphs, while adding lots of imagery, screen shots, pull quotes, and YouTube embeds. That’s the way you can have the best of both worlds.

If you hire a professional firm to help you with SEO, don’t just look for a referrals page; look for a results page, with actual numbers that you can analyze. Ideally, this should include case studies explaining the background information, the solution, and results that substantiate the claims that the company makes. You should also be able to take the firm’s clients’ URLs and use various tools to verify that the results are to your satisfaction.

Social media presents two obvious problems: first, you’re subject to the rules and whims of the social media companies, and second, no one looks at posts from last month. So turn your social media posts into blog entries on your website- but call them something else, like a research center, academy, or university. Make sure to organize them by subject rather than by date, so that it won’t matter how long they’ve been up.

In today's rerun episode of Let's Talk Business, we're excited to bring back an insightful conversation focusing on the significance of systems and processes in scaling a business. Join your host, Meny Hoffman, as he sits down with Chris Ronzio, the founder and CEO of Trainual, a SaaS platform dedicated to small business onboarding, training, and scaling.

1. Chris started his entrepreneurial journey at the age of 14 with a video production company, learning valuable lessons about business processes early on. Now, as the author of "The Business Playbook" and the host of his own podcasts, Chris shares his expertise on the importance of proper systems, processes, and delegation for business growth.
2. In this episode, Chris explains how Trainual, which has grown to 81 employees in just four years, uses detailed Standard Operating Procedures (SOPs) to manage its rapid growth and ensure consistency. He discusses why managing growth can often be more challenging than achieving it, due to the necessity of clear processes and effective delegation.
3. Chris shares valuable insights on the entrepreneurial journey, moving from performing all tasks alone to efficiently using tools and collaborating with team members. He highlights the complexity of managing team dynamics and the importance of creating long-term value and structure over getting stuck in everyday tasks.
4. Additionally, Chris emphasizes the power of delegation, outlining the differences between delegating tasks and delegating responsibilities. He offers practical advice on creating effective SOPs, ensuring clear expectations, and training team members for better accountability

• 00:02:00 - Transitioned roles, built systems; founded Trainual later.
• 00:05:39 - Managing growth is harder than starting businesses.
• 00:09:11 - Entrepreneurs scale by delegating and focusing long-term.
• 00:10:15 - Leaders focus on unique, non-delegable tasks.
• 00:15:25 - Delegate responsibilities, not tasks; ensure comprehensive training.
• 00:19:49 - Onboarding confirms or ruins new employees' initial experience.
• 00:20:46 - Offer $5,000 for employees to quit early.
• 00:25:20 - Importance of context, timing, success, and steps.
• 00:28:42 - Business change frequency influenced by industry pace, hiring.
• 00:30:58 - Delegation crucial early; formalize roles with growth.

Chris Ronzio is the founder and CEO of Trainual, a leading SaaS platform that transforms the way small businesses onboard, train and scale their teams. Chris is the host of “The Fastest Growing Companies” and “Organize Chaos” podcasts as well as the author of the best-selling book “The Business Playbook – How to Document and Delegate What You Do So Your Company Can Grow Beyond You.”

http://www.trainual.com/

http://www.thebusinessplaybook.com/

https://www.ptex.co/pandadoc

In today's rerun episode of Let's Talk Business, we're excited to bring back an insightful conversation with a marketing legend who has helped generate billions in revenue for major brands. Join our host, Meny Hoffman, as he sits down with Gerry O’Brion—author, speaker, and advisor—to delve into the powerful strategies and insights that have shaped Gerry's remarkable career.

Gerry has worked with household names like Procter & Gamble, Coors Lite, and Red Robin. He is known for his innovative marketing concepts, such as the color-changing mountains on Coors Lite bottles. In this episode, Gerry shares his expertise on how small businesses can stand out in competitive markets without massive marketing budgets.

1. Gerry O'Brion emphasizes the power of word-of-mouth referrals and decreased training times by specializing in specific areas, such as Volkswagen car repairs. He explains that small businesses can learn from large brands by listening to and gathering insights from customers to understand their choices and preferences.
2. A significant challenge in influencing customer decisions lies in external factors and the credibility of a company's claims. Gerry highlights the necessity of providing proof for business promises—referred to as the "because" factor—which helps differentiate a company from its competition and assures customers they're making the right choice.
3. O’Brion promotes his book "They Buy Your Because," offering additional resources through his website, and underscores the value of consistent brand messaging across all platforms. He also discusses the role of inspirational "why" messages internally while stressing the importance of clear and unique value propositions in customer-facing communications.
4. Key insights include the need for small businesses to identify unique aspects of their offerings, ask why existing customers choose them over the competition, and tailor their approach to varied sales scenarios. These strategies, coupled with understanding customer mindsets and problems, enhance a small business’s ability to succeed in a crowded market.

• 00:04:51 - Focus efforts, refine niche, demonstrate unique value.
• 00:09:25 - Proof distinguishes your promise from marketing fluff.
• 00:12:45 - Helping businesses find their "because" for differentiation.
• 00:14:22 - What makes your business exceptional? List specifics.
• 00:17:01 - Strategically structure website for effective visitor engagement.
• 00:22:43 - Varied outreach methods tailored to listener's company.
• 00:26:06 - Innovative weed control additive for resistant pests.
• 00:28:47 - Understand and address decision maker's real concerns.
• 00:30:51 - Optimize messaging sequence based on consumer insights.
• 00:34:30 - Narrow your focus to grow faster financially.
• 00:38:50 - Ensure audience targeting, understanding, outcomes, and credibility.
• 00:42:42 - Identify clients, unique value, and effective persuasion.
• 00:43:44 - Focus on delivering a unique, authentic because.

• The first question a business owner needs to ask is, Where do my current clients come from - and where can I find more like them? Many times, the answer is in small niches where people already value what you offer. That means that the next question you need to ask is, What does your business bring to the table that the bigger competitor doesn’t bring or can’t bring? And the third question which follows is, What is the most effective way of convincing those potential clients that you offer something that bigger companies do not?
• The biggest mistake that companies make when it comes to marketing, is making promises without also giving the “Because” - meaning, the reason that you will be able to keep your promise. Promises without a “because” sound like empty marketing fluff. Promises with a “because” offer a compelling reason for a potential client to choose you instead of someone else.
• The following exercise is very important: Write down, “You should buy from us instead of from our competitors because- “ and complete the sentence with your authentic answer. If your answer sounds the same as any of your competitors, you’re just adding to your customers’ confusion, when they actually want certainty that they’re making the right decision. So think long and hard about the “because” that will make your business unique while remaining true to what you can actually do.
• Many people confuse their “Because” with their “Why” - and that’s a big mistake. Your “Why” is the reason that you do what you do, and is a type of mission statement that can inspire you and your employees. But when you’re selling something and a customer is about to give you money, he doesn’t care about your “Why”; he cares about your “Because” - meaning, what you do differently from everyone else, and how you can deliver that unique aspect to your client. When you talk about your “Because,” you are giving your client the certainty that buying from you is the right choice. 
• The main thing that big companies do better than small companies is listening and learning from their customers. Understanding the mindset of the people you serve is the foundation of all influence. So act like the big companies, and learn to ask questions. Make surveys. Go to the people who chose your competitor instead of you and ask them why they made that decision. Getting this information will help you better focus on how to close the next sale.

Gerry Website

Linkedin

They Buy Your Because

Panda Doc

In today's episode of Let's Talk Business, we are thrilled to welcome Mitch Axelrod, an entrepreneurial powerhouse, speaker, trainer, advisor, best-selling author, and a man who has significantly contributed to generating over $3 billion in revenue. Join our host, Meny Hoffman, as he sits down with Mitch to unravel the profound insights and strategies that have defined Mitch's illustrious career.

• We'll delve into Mitch Axelrod's inspiring path from a seasoned salesperson to a thought leader in the world of sales strategies. Mitch will share his revolutionary approach known as "The New Game of Selling," which emphasizes long-term client relationships over transactional sales. You will also learn about the impactful question that Mitch claims has been instrumental in generating substantial revenue.
• Discover how Mitch has successfully integrated marketing, sales, and service to create a holistic strategy for attracting, converting, and retaining customers. He explains how qualifying prospects early and adding real value, like sharing top 20 no-load mutual funds with clients, has helped him build trust and maintain confidentiality.
• In this episode, Mitch and Meny discuss the importance of understanding the roles of different corporate buyers, building authentic business relationships, and fostering a win-win philosophy in deals. You'll hear about Mitch's unique methods for engaging clients, maintaining long-term relationships, and the significance of being a trusted advisor.

Episode Timestamps

• 04:58 Focus on genuine potential clients, not indifferent ones.
• 09:40 Help clients attract, convert, retain, and reactivate customers.
• 13:04 Focus on their buying cycle for success.
• 14:42 Understanding clients' needs to facilitate their journeys.
• 17:04 Supporting brand journeys; focus on existing clients.
• 23:42 Build relationships and understand client needs deeply.
• 25:12 Prioritize long-term relationships post-sale for success.
• 28:45 Questioning authenticity: genuine or mere marketing tool?
• 33:39 Switch seats, advocate together, achieve mutual understanding.
• 35:43 Identify stakeholders and their roles for sales decisions.
• 40:19 Everyone matters: allies or adversaries based on approach.
• 42:41 Work backwards, language distinctions, leverage existing clients.

Practical Pointers that can learned from this episode :

1. Use impactful questions to understand your clients' needs and motivations, which can drive significant revenue and deeper relationships.
2. Don’t waste time on unlikely customers. Ask your prospects upfront critical questions to gauge their potential as clients.
3. Use real feedback from your satisfied clients to attract similar customers. Directly ask your successful clients, "What was the main benefit you received from our service?" 
4. Start with serving rather than selling. Begin your meetings or calls with, "What’s the biggest challenge you’re facing right now that I might help with?"
5. When re-engaging lapsed clients, authenticity is key. Refrain from using scripted, generic follow-ups. Instead, say, "I realized it’s been a while since we last connected, and I wanted to make sure your needs are still being met."

Links :

https://ptex.co/pandadoc

https://thenewgameofselling.com/

https://www.youtube.com/user/mitchaxelrod

https://www.facebook.com/mitchaxelrod