Paul Riegel May 1, 2019 on the YourLIVINGBrand.live show

Paul Riegel joined me on the air today from The CFO Centre. He works for a worldwide organization that provides part-time Chief Financial Officers for businesses who need strategic support but cannot justify having a full-time CFO.

It is about helping companies succeed within their budget and enabling them to grow in a manageable way so that they can continue their success for years to come.

Paul can be reached at:

www.thecfocentre.ca

paul.riegel@thecfocentre.ca

(236)986-6554

LISTEN TO THIS WEEK’S EPISODE HERE

AUDIENCE QUESTIONS

Questions for Ben

You would have to love your job to be in sales or service.

Absolutely, you need to love your job if you are in sales or service.

As I mentioned in the broadcast, everyone needs to love what they do.  It is up to each and every one of us to challenge what we do daily and ask ourselves, could I have done that a little bit better?

It is not about beating yourself up, it is about looking for ways that you can make things better for yourself and for those around you.

How do we make money pleasing others?

Another way of looking at this is that you are loosing money if you do not please others.

NOTE:  You cannot please everyone and you should not try.  You should focus on pleasing those who actually need your product or service, have problems you can solve and have the means to pay for it.  Everyone else, is not a customer.

However, if you do not please these people that you can actually help.  If you do not make them into fans of your brand and advocates for you, they will either not purchase from you, or worse, buy from your competition and tell people why they will not do business with you.

 

Question to Paul

How do we know what to focus on with our business?

We need to focus on the things that we can control.  There are many factors in business that we cannot control.  For instance, we cannot control the economy, but we can control how we position ourselves in order to deal with economic fluctuations.

How do we know we are wrong?

We rarely know that we are wrong until something goes wrong.

Most of us assume that we know what we are doing and that we know the answers to the problems that face us.  Most of us will have this backfire on us at one point in our lives.

The more we can admit that we do not know everything, that we are not completely wise and that there are others who know more about subjects than we do, the better position we are to ask others for their advice.

How do we take the assumption out?

The best way to take assumptions out of any equation is to test them.  To put them up against real-world scenarios and evaluate whether we are right or wrong.

Doing this in controlled situations, where it does not expose the company to great risk is always advised.

 

Matt Bertram April 24, 2019 on the YourLIVINGBrand.live show

Today we were live from the HR Leadership Summit in Vancouver.

This event happened to be at the Vancouver Trade and Convention Centre and the view was amazing.  See images below.

Matt Bertram of EWebResults.com joined me on the April 24th show and we spent our time talking about how vital it is for every person to be able to understand and communicate the value of their own personal brand. It is about putting yourself in control of your own success and being a vocal advocate for either your own interests, the company you work for or both.

Johnny-Lee Reinoso April 17th, 2019 on the YourLIVINGBrand.live show

I want to start off and wish everyone a Happy Easter and Passover!

 

Johnny-Lee Reinoso unpacked some incredible information today on sales and sales process.

We talked about the challenge of organizations and how well-trained, well-organized sales professionals can help act as a multiplier for your business.

Marketing and sales must work towards a common goal. . . client engagement and activation.

http://www.c-levelpartners.com/

Listen on iHeartRadio

INFORMATION FROM BEN

 

Here is the link to Maura Sweeney’s article on Walking in Integrity

Here is the link for our ASK ME ANYTHING call-in program starting April 26th.

Here is the link to our bi-weekly newsletter. . . please subscribe.

 

QUESTION FROM OUR AUDIENCE

 

How do you know you are selling the right things to the right people?

Questions, questions and more questions.  It is about understanding first and foremost what their issues are, what their budget is, who makes the decision, what other options they are looking at, what happens if they do not make a decision. . . and a thousand more things.

It is also being confident enough in what you do to realize that the solution you have may not be right for them and letting them know this.

The more you can qualify your buyer, gain their trust and understand their true needs, the better chance you have of providing the right product or service to people who can actually use it.

Keegan Downer April 10th 2019

Keegan Downer of Froyo Vending Canada joined me live from Alberta, Canada on the April 10th, 2019 show to talk about the next generation of vending machines, creating opportunity and risk and reward in starting a new venture.We had a few audio challenges through the show, but in the end, Keegan was able to tell the story of how creating trust and having a Powerful Personal Brand can enable people to believe and invest in you.

You can reach Keegan at:

http://www.reisandirvys.ca/

keegan@reisandirvys.ca

(604)928-6238

Ben Baker’s ASK ME ANYTHING PROGRAM

On a monthly basis, I will be having a group call, starting at 8 am Pacific on April 26th.

The goal is to help small businesses, entrepreneurs and startups ask the questions they need to enable your businesses thrive.

CLICK HERE to find out more!

Ben’s Disney picture

 

Below are a few videos of our Reis & Irvy’s kiosks, as well as our Print Mates kiosks!

Reis & Irvy’s

Made in the USA

Approximate cost $250000.00 per unit with three unit minimum purchase

 Introduction Video: https://vimeo.com/282381259

Animation Video: https://vimeo.com/228136639

Behind the Scenes: https://vimeo.com/265267977

Print Mates

Made in the USA

Approximate cost $30000.00 per unit with three unit minimum purchase

Kiosk Intro Video:  https://vimeo.com/294461834

Store Testimonial Video:  https://vimeo.com/305111159

@ The Mall Video:  https://vimeo.com/294461047

 

 

Ellen Melko Moore April 3 2019

Ellen Melko Moore is a powerhouse when it comes to getting people to hone in on their brand.

She believes that until you understand what your brand is, your value, who you are specifically valuable to and WHY. . . it is impossible to market to them effectively.

Ellen can be found at www.supertightbrand.com

Listen on iHeartRadio

SPECIAL OFFER FROM BEN:

I am starting this monthly call-in show over zoom starting April 26th, 2019.

It is called ASK ME ANYTHING!

The goal is to enable small businesses and startups a place where they can ask the branding, marketing and sales questions that they need to in order to survive and thrive.

This will be a group of no more than 100 people and each week I will personally be available for 90-minutes to answer the questions you have.

It will also be recorded and available for download every month.

Want more information?  CLICK HERE!

 

SPECIAL OFFER FROM ELLEN:

Ellen wanted me to make available her STB Dream Client Evaluator.

CLICK HERE to download.

 

Audience Questions:

How can these things be taught the right way?

During my opening comments, I spoke about human skills. How to listen, empathize, communicate, etc.

I referenced two organizations that teach the skills necessary to make you better at communicating effectively.

www.cpsa.ca  (Canada)

www.nasp.com (US)

www.toastmasters.com (worldwide)

When do people (clients) start listening?

Clients start listening when they perceive value to them. When they understand that you understand them and have a solution that solves a problem that they currently have.

Jason Fleagle and Adam Bankhurst March 20, 2019

Adam Bankhurst and Jason Fleagle join me today from the Grow Like a Pro Show to talk about the value of podcasting.

Not only do they have podcasts themselves, but they help people start their own podcasts and enable brands to have a platform to tell their story.

They can be reached at www.GrowLikeaProShow.com and check out episode 20 when you are there where they interviewed me!

Listen on iHeartRadio

Questions from the audience

How do we know what we are missing if we are missing it?

None of us know everything, nor will we ever know everything, but there are certain things that we are unaware that we do not know.  Realizing that there are areas of business that we just do not know about and being curious enough to go talk to people about what they do and why they do it, without an agenda, is the first step to clearing those holes in your knowledge bank.

How do you know the right questions to ask?

Learning to be curious is the best way to know how to ask the right questions. The more research you can do on people or companies, before you walk into the room, or have them on the show, the better ability you will have to move beyond questions that are obvious and ask questions that get to the root of what they do and why they do it.

What is the difference between radio and podcasts?

The big difference between radio and podcasting is one is live and the other is not typically.  Podcasts are usually pre-recorded, can be done in multiple takes, can be edited for time and content and information can be edited into smaller chunks to be rebroadcast.  Radio is LIVE. Everything is in real time and if mistakes happen, you need to be able to roll with it and move forward. Guests may not show up on time, audio may cut out, people’s internet may not be strong enough, the guest could be ill-prepared or react to a question you ask in a way that may not be appropriate.  This is the beauty of live radio.  You never know what is going to happen and you need to be prepared to pivot at a moment’s notice.

Why do the research? Can’t you get the right information in a good interview?

If you do not do some research on your guest, you cannot get the best out of them. It is about having enough information at your fingertips that you can ask intelligent questions and be able to lead the conversation in a way that is interesting for your audience and makes your guest feel comfortable and welcome.  Trying to do this off the top of your head usually ends up in disaster.  I may not ask all of the questions that I have prepared for a guest, but it gives me a framework to fall back on if anything goes wrong.

Are you developing a how-to book for all of this?

Adam and Jason will be creating an eBook by transcribing the information for the Podcast they did: “How to Start and Why You Should Start a Podcast for Your Business”

 Learn as you go?

As you build a podcast or a radio show, you learn as you go. You are always wanting to improve and find better ways to add value. Shows evolve and get better over time, that is half the fun of doing them.

Are your guests going to move on to radio as well?

 Grow Like a Pro would eventually like to move to a live radio show, however, live radio is not necessarily an evolution.  I know people who have a way more successful podcast than my radio show may ever be. It is about loving the medium that you use and working to be the best you can be within it.

What if people are not good in an interview?

That is where being prepared and having questions lined up helps.  If you have a guest that is not a good interviewee, having more questions to ask them allows them to feel more comfortable.  In a podcast, you can always stop the podcast, talk with the person a little bit and then re-record.  Radio is live and you just have to do the best with what you have.

Are you able to make people comfortable in an interview?

Jason and Adam, like most podcasters, spend 15-20 minutes off air, before they start recording just having a conversation with people before they start recording.  It can be simple things about their life, or asking them questions to give them the confidence to answer more clearly once they get on air.

For my show, as part of my pre-show package, I always ask people a week ahead of time, is there anything specific that they want to speak about?  Giving them the ability to send me that information ahead of time and knowing that I will ask them about that gives people a sense of relief.

What is meant by organic questions?

Organic questions are questions that flow naturally.  The questions come from listening to the previous points being made by the guest and asking follow up questions (organic) that clarify or amplify what was previously said.

Seth Zaremba March 13th, 2019

Seth Zaremba was an incredible guest today on the YourLIVINGBrand.live show. 

His passion for his customers, innovation in the face of an industry that stagnates and his sense of leadership makes him a continued success. 

Take the time to listen to how Seth has built an insurance business, across multiple states that allows him to provide his customers with innovation that focuses on their needs. 

www.zincinsurance.com

CLICK HERE TO LISTEN!

Audience Questions:

How can we work best with people?

We work best with people when we listen to understand.  No two people think exactly the same. No two people come to a situation with the exact same bias or points of reference.  No two people, therefore, look at a scenario exactly the same.

If we can take the time to understand how others perceive things first, what their issues are and what questions they may have, we can then better understand how to help them.

How do we know we have a problem?

We know we have a problem because something is not right.  Whether a company is losing market share, having staff turnover, low staff morale, or other things, the more we can be in tune with this and understand why these problems exist, the better chance we have of fixing them.

Maura Sweeney March 6th 2019

 

Hi everyone, no questions and answers this week as Rebel was enjoying Mardi Gras and we pre-recorded this episode.

I know you will love it.

Maura Sweeney was a wonderful guest on the March 6th, 2019 show.  She is inspirational in how she helps people change and live an inspired life.

It is not a title that makes a leader, it is people that believe that being human and creative matters and that profit, people and purpose can co-exist.

 

Ira Bowman February 27th, 2019

 

 

 

Ira Bowman is an amazing man.  As he said on the show, he wants to live his life to the fullest, be a positive influence along the way and help people where he can.

Ira is the founder of #ProjectHelpYouGrow and 9-5 Monday to Friday he helps his clients, in the greater San Francisco area, succeed through large format printing.

Ira can be reached at:

www.ProjectHelpYouGrow.com

https://www.csdsinc.com/

 

LISTEN TO THE EPISODE HERE

QUESTIONS FROM THE AUDIENCE:

You are saying we need to put work into things?

In today’s episode, I talked about being prepared.  The more prepared you are going into any meeting, with anyone, the more valuable you become.  You become someone who is interesting because you are interested in the person you are meeting with.

Doing the research helps things go better in the beginning?

Absolutely.  If you walk into the meeting, having done your research, you know what questions to ask and to whom. Never assume, even if you have done a lot of research on a person or company, that you know everything.  What doing the research does is allow you to ask intelligent questions to find out if your assumptions are actually correct and help you find out how you can help the person across the table.

How much time do you need to put into this beforehand research?

This really depends on what you have to gain.  If you are going after a million dollar, or multi-million dollar contract, you probably can never do enough research. If you are going in to meet someone for the first time and just doing an initial discovery call, then an hour’s worth of research may suffice.

What things do we need to know about our clients?

This really depends on what your objectives are.  I work with my clients to help them communicate more effectively and provide workshops on personal branding for sales and leadership teams.  It is in my best interest to know as much about the business that I am meeting with.

Would that really be a compliment to be known as a born salesman?

Some people use this as a backhanded compliment.  Telling someone that they are a natural salesperson is an insult that some people use because they have never encountered professional salespeople before.  Sales does not have to have a slimy or negative connotation.

Remember, everything is sold!

Great salespeople are those who can empathize, understand a client’s needs and works with them to achieve their goals.

How can you get hired to sell something you don’t know what it is?

I am a believer that sales is sales and product knowledge (for the most part) is two weeks.  People can learn enough about almost any product to be able to sell it if they are a great salesperson.  If they understand how to develop influence through trust and build relationships, anything can be sold.

What I am getting out of this is we should sell from the buyers’ point of view?

You should always sell from a buyer’s point of view.  People do not care about your problems or the fact that you need to make a sale to feed your kids, they care about their problems and if you can fix them.

What is a digital nomad?