Consulting with Authority

George Grombacher is the Founder of Money Alignment Academy and the host of the LifeBlood Podcast with over 1500 podcast episodes. Being a three-time top 100 financial adviser listed by Investopedia, George sets up 401k for companies while his financial wellness company helps people get better at managing their finances. Key topics from this conversation include:[00:03] A background of today's guest, George Grombacher. [06:05] About George's advisory practice: 401k and financial wellness. [08:03] Money Alignment Academy; the Self-determination theory.[21:10] How entrepreneurs can relate business finances with their personal finances. [26:46] Growth investment; using profits vs borrowing. [31:37] The role of guidance of a business coach in business management. [37:17] Choosing an entity type. [38:58] General Financial guidelines for entrepreneurs. [41:09] Recommendations for retirement savings. [46:27] Lessons from George's experience.Quotes"I recognized a long time ago that there's so much power in Community""85% of people will never interact with a financial adviser""It doesn't matter if it's 7 days a week or one piece of new content a month, you just need to be consistent with it, and manage expectations""Gold medal of personal finance is to pay yourself first""The number 2 rule is to stay out of debt""Don't fool yourself, be as objective as you can about your actual situation""You should have 3-6 months' worth of expenses saved up""You're never going to get financial prosperity until you first reach financial security""The bronze rule from my perspective is to diversify""As soon as you can figure out what work that you really want to be doing, then start doing that"ResourcesThe LifeBlood Podcast“The Artist's Way” book by Julia Cameron“The War of Art” book by Steven Pressfield “Turning Pro” book by Steven Pressfield Connect with George GrombacherMoney Alignment Academy WebsiteEmailLinkedInConnect with the HostScott Cantrell on LinkedIn

Bryan McDonald is a Partner with onPurpose Growthwhich works with clients on all issues related to sales, helping entrepreneurs with ambitious yearly or multi-year revenue goals fulfill their ambition. The company has a coaching aspect that works with entrepreneurs who serve small and medium-sized businesses, and a consulting side that works with businesses that want to break above an unyielding sales peak. Notable points to be highlighted in this episode are:[00:16] Introducing our guest, Bryan McDonald. [08:32] Slicing a vertical; how to target potential clients. [21:40] Getting more customer traction using a narrow vertical slice. [30:55] About Bryan's market research processes. [39:39] Systemization of sales processes. [47:36] Lessons from Bryan's experience. Quotes"You can't out-skill a bad system" "Sales doesn't end when they say yes, sale ends when the work is complete and they're happy""Build your business in iterations and you'll build it faster""When you have a tight enough slice of the vertical; specifically, who they are, then the other questions are a whole lot easier to answer""I'd rather have 5 real deals than 50 people I'm chasing""You want to give people some hoops to jump through but that hoop is not about your ego; that hoop is not about making it difficult for them; the hoop is about relevance""Your business grows directly proportionate to how much you grow yourself""There's no failure, there's only learning""Embrace help"ResourcesonPurpose Growth WebsiteConnect with Bryan McDonaldLinkedInBryan's WebsiteConnect with the HostScott Cantrell on LinkedIn

Ashlee Berghoff is the Founder of A Squared Online, and the Author of the book "Eureka Results: How Entrepreneurs Can Turn Their Best Ideas into Reality".Ashlee helps in buying back time for busy entrepreneurs by training them on prioritizing activities, managing their ideas alongside these activities, and ultimately, process improvement to achieve true entrepreneurial freedom. Highlighted points of discussion include:[00:05] About our guest, Ashlee Berghoff. [06:41] Focusing on process improvement; the 5 phases of entrepreneurial freedom. [14:09] Timeline expectations for entrepreneurial freedom. [16:50] "Eureka Results" by Ashlee; the messy middle. [22:01] Using systems as a tool. [25:00] Switching from time management to time leadership. [30:47] 3 paths after incorporating time leadership. [33:09] The role of metrics in measuring success. [41:00] Delegation of duties. [44:35] Managing Client Experience to maximize productivity.[46:22] Lessons learned from Ashlee's work. Quotes"Your brain's probably lying to you about how overwhelmed you really are""The magic is in the messy middle""We use systems constantly… they're what brings structure to our life, and they're what decides what happens""Any system that gets you where you want to go is a good system""Give yourself the time to decide what to do with your time""Time is really fascinating to me because it's not something we're ever taught how to use""We don't naturally always allocate our time to the things that matter most""We think of put time as free but our time is not free, there's a real opportunity cost to it" ResourcesEureka Results Book Website"Eureka Results: How Entrepreneurs Can Turn Their Best Ideas into Reality” book on Amazon.A Squared Online Website Connect with Ashlee BerghoffLinkedInConnect with the HostScott Cantrell on LinkedIn

Alexa D'Agostino is an entrepreneur, investor, digital marketer, and business strategist. She is the CEO of Thynk Consulting Group.  The ThynkTank Group is comprised of ThynkTank Coaching which works with clients to build business strategies and ThynkFuel Media which creates marketing/ PR strategies for businesses. Notable points to be highlighted in this episode are:[00:20] About today's guest, Alexa D'Agostino. [06:24] The challenges of success. [11:03] About Thynk Consulting Group. [19:56] Lead generation; How to get leads and what to know before starting. [26:33] Creating a content formula (the 70/15/15 rule). [34:45] Lead Cultivation; the role of tracking your leads. [43:44] How to architect an offer. [50:27] Key lessons from Alexa's careerQuotes"Sometimes as entrepreneurs and mentors and coaches, we talk a lot about the ups and we never talk about the downs""If you don't love your clients, they know""Stop trying to be perfect and just get it out""The first part of lead generation is you have to create an audience""If you're not putting content out 5 days a week on LinkedIn, you're missing out""3% of the market is ready to buy, only 3%, and the problem is everyone else is going after that 3%" "You can't manage what you don't measure, you can't measure what you don't define, and you can't define what you don't understand""It takes 7 to 11 times of reaching out to somebody to actually get them to initiate back""Only 2% of entrepreneurs are actually successful"ResourcesThynk Consulting Group Website ThynkTank Millionaire Podcast Connect with Alexa D'Agostino LinkedInInstagramConnect with the HostScott Cantrell on LinkedIn

Erik Jensen is the Co-owner & Chief Strategy Officer of Predictive ROI, a 7-figure marketing agency helping businesses monetize their position of authority. Predictive ROI helps agencies, coaches and consultants build a position of thought leadership and monetize it, adopting methods like content, niche focus, and meaningful conversations to create Monthly Recurring Revenue (MRR). Key topics to be discussed in this episode are; [00:26] About our guest, Erik Jensen. [07:11] The nature of Predictive ROI. [13:30] How Predictive ROI engages with clients. [23:50] Meeting the right kinds of people to have more meaningful conversations. [26:50] Niche Down; XYZ statements[31:26] Creating Cornerstone Content. [46:13] Lessons from Erik's Journey. [49:18] Connect with ErikQuotes"Even if there's tremendous amount of effort to create the system, that system still has to be maintained""If you want to have your Biz Dev be a tap that you can turn on and turn off when you're ready for your business, then you need to be doing consistent focused effort""When a system relies deeply on a lot of effort from the principal of an organization,  then it's a system that is inherently going to break""If you want to have more meaningful conversations, you need to be meaningful" "If you don't have a niche, how on earth are you going to be meaningful?; you're going to by default make your content generic""Own your own platform; Your list is the most important thing you have in your business""Niche faster and deeper than what you think you should be doing" ResourcesPredictive ROI free bookPredictive ROI Q & AConnect with Erik JensenLinkedInPredictive ROI websiteConnect with the HostScott Cantrell on LinkedIn

In maximizing productivity, the goal is to get the most out of your time first by identifying activities that can be automated, delegated, or outsourced.  Understanding this allows for the focus of resources on strategic leadership, personal development, expanding the team, and harnessing growth opportunities, which are pivotal in creating maximum impact for any business. Key points discussed in this episode include:[02:07] The Productivity Paradox. [09:46] Having an awareness of things we do not have to do. [10:21] Creating maximum impact; clarity of Intention, courage to act, and controlling your mind.  [28:22] The concept of High-Value Activities.[32:57] Where should you spend less time; creating a "Not-to-do" list. [34:43] Finding the Domino [44:33] Protecting Your Time. [54:52] Parkinson's Law. [57:45] Maximizing your time. [59:11] The "No Naps" Principle. [01:02:04] The Pareto Principle (the 80/20 rule). Quotes"We shouldn't be looking for more that has to be done, we should be proactively looking for what does not have to be done""Maximum impact is a function of reducing time and improving results" "It's not in the knowing, it's in the doing that we experience maximum impact and results""Most people give more thought to protecting the stuff stored in their garage than protecting their time""The more successful you are, the more demands on your time there will be""The more specific and detailed, the more productive your meeting's going to be""Effectiveness and efficiency are the makeup of productivity and performance""Just Say No; this is the most valuable time propellant that I will share with you""Which 20% of activities or inactivity is causing 80% of the stress you feel about not having enough time?"Resources“The 4-Hour Work Week” book by Tim Ferriss“The Ultimate Sales Machine” book by Chet Holmes Connect with the HostScott Cantrell on LinkedIn

“Market Gravity” determines how a business attracts ideal prospects in the marketplace, however, it is largely dependent on the sphere of influence of the business. Hence, every good marketing strategy positively is targeted at positively influencing this sphere of influence.This conversation describes key components, principles, and practical steps to be applied for a business to grow in its sphere of influence. Highlighted concepts discussed on this episode of Consulting with Authority include:[02:59] The law of Market Gravity.[05:39] 3 components of your sphere of influence.[13:23] Strategies for building Market Gravity.[20:47] Speaking Strategies.[30:47] Specific Introductions vs Open-ended referrals.[41:33] Becoming a thought leader; How to go from Content to Results.Quotes"I'm going to keep talking about the same stuff until you all start implementing it"By increasing your sphere of influence, you increase your attractiveness to your ideal prospects in the marketplace. "Your clients are always your prospects""What is Speaking, other than a demonstration of your knowledge, experience and skill?""Why go 'one to one' when you can do 'one to many""Speaking is the fastest, easiest, most productive and effective way to fill up your pipeline"ResourcesScore your own “market gravity” with the Accelerated Growth Scorecard HEREScott Cantrell on LinkedIn

Joseph Skursky is the managing partner at Market Leader Solutions where he works with companies around their organizational development, helping their leadership become more effective. Joseph also serves as an executive coach, is a best-selling author, and is passionate about helping others build their dream team. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Joseph started his own consultancy business.The range of work Joseph does with Market Leader Solutions.The benefits of charging clients a flat rate.Why Joseph doesn't have contracts with his clients.How Joseph first interacts with prospective organizations and moves them to clients.What to do when noticing systemic problems within a team.How independent B2B consultants can find quality talent to work with.Resources:Market Leader SolutionsValueBuilderConnecting with Joseph Skursky:LinkedInCalendarConnecting with the host:Scott Cantrell on LinkedIn

Paul Conley is an executive, business, and success coach and is the host of the Life Work Balance Podcast.Paul focuses on helping others put their life ahead of work, gain control, increase their happiness, and gain higher levels of revenue. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Paul became a business and success coach.How to take control of your career and life.How to get clarity on what your priorities are.The target people and businesses Paul works with and how he engages with his clients.How to manage your relationships to maximize your potential.The benefits of having a mentor you can learn from.The top lessons Paul's learned as a business and life coach.Resources:Life Work BalanceLife Work Balance PodcastSmart Solutions MediaConnecting with Paul Conley:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Jalene Case started her career as a bank teller at 17 years old gradually working her way up the organization as a secretary, foodservice brokerage salesperson, business manager, vice president of administration, program manager, and executive director.Jalene went on to travel the world by motorcycle before starting her own consultancy business where she works with leaders who want to lead themselves first and develop stronger teams. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:What triggered Jalene to take a motorcycle trip to the tip of South America.How to overcome fear and doubts.The challenges of letting go of a stable job.The life and business lessons Jalene learned from 2 years on the road.How Jalene started her own consulting firm.Different business development strategies Jalene assists leaders with.Common challenges solopreneurs face and how to tackle these. How to keep yourself motivated and focused on your goals. Resources:Complete LeaderThe Infinite GameConnecting with Jalene Case:LinkedInWebsiteConnecting with the host:Scott Cantrell on LinkedIn

David Saltzman is a 20-year nationally-published monthly columnist, an accomplished stage and keynote speaker, and a seasoned marketer. David runs his own podcast, where he has interviewed more than 350 entrepreneurs and learned how they use stories effectively to achieve their success.For the past 15 years, David has focused on helping others create story-based marketing that cuts through the noise in their marketplaces and creates the first step toward enduring relationships.As a Certified StoryBrand Guide, David and his team employ the StoryBrand framework to structure and focus the story their clients use to win business and attract customers. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How David transitioned to working in insurance and became a Chief Marketing Officer.Story theory and how every story follows the same plot.The importance for marketing advisors to create strong relationships.The difference between selling a service and selling a product. The distinction between consulting and coaching. How business consultants can improve their prospect conversion rate. How to help your clients craft a solution that they'll embrace.How to apply and utilize your StoryBrand effectively.Resources:The Saltzman GroupStoryBrand GuideBuilding a StoryBrandConnecting with David Saltzman:LinkedInEmailPodcastConnecting with the host:Scott Cantrell on LinkedIn

Rick McCulloch is a strategic marketing consultant, advisor, and thought leader, with an extensive acquisition marketing, automation, and advertising background.Rick has a passion for developing systems and helping businesses to simplify their processes. At the beginning of his career, he served as a team lead, developing reservoir modeling software for a small private consulting firm. In 2010, Rick had been in the oil & gas industry for over 25 years, directing complex drilling operations.After a long time, and with the help of great mentors, Rick shifted to helping others get results by showing them what he's learned. Rick is currently the Director of Lightbulb Moments and Chief Executive Officer of wiiFM Sales and Marketing. As Director of Lightbulb Moments, he provides full-service marketing and direct response copywriting services, helping established businesses get more clients. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:The type of clients Rick works with and how he helps them become more visible in their space.Problems Rick's clients tend to have as a result of them not being visible enough.Common solutions companies implement to improve their visibility that are ineffective.Strategies companies should be utilizing to deliver their message more compellingly.The Kardashian Effect and how they've used the media to improve their SEO.The benefits of YouTube and why it's favored in Google's algorithm.The strategy of borrowing other people's credibility or brand.How to get your content shared by well-known media sources.How to craft a compelling offer for the marketplace.Resources:wiiFM Sales and MarketingWhat Your Business Can Learn From The Kardashians MasterclassConnecting with Rick McCulloch:LinkedInBook a chatRegister for an executive meetingConnecting with the host:Scott Cantrell on LinkedIn

Nancy Giere works with organizations and consultants to help them develop virtual learning systems to generate leads, build customer loyalty and generate new sources of revenue.Specializing in leveraging storytelling and Instructional Design to create innovative and engaging training solutions, Nancy has proven success with a wide range of organizations from Global Fortune 500 to start-ups and consultants. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Nancy became an online course creator and expert.The value of licensing your content and bringing your program into an organization.Why organizations build some of their programs and outsource others.How to decide which platform to build your program on.How Nancy helps consultants create their own online courses to expand their revenue generation.The reasons why an online course can be so valuable for a consultant.How long a mini-course should be and the type of content it should have.How the consumption of courses has changed over the last few years.The investment range for a B2B consultant's course.Resources:MentimeterKahoot!ArticulateNewZenlerKajabiClickfunnelsConnecting with Nancy Giere:LinkedInWebsiteFacebookTwitterConnecting with the host:Scott Cantrell on LinkedIn

Scott Cantrell is the Founder of Smart Solutions Media, where he provides simple marketing solutions to help consultants fill their pipeline with high-quality prospects. He is also the VP of Business Development at Quality Consistent Leads where they help business professionals maximize their growth. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How to accelerate your business and transform prospects into lifelong clients without resistance.How to build authority in the marketplace and be seen as an expert in your field.The importance of building a structured process to cultivate new prospects.How to accelerate the sales process by simplifying complex sales.Four strategies you can use to improve your sales process.How to build belief with new prospects and why clarity is key.Converting high-value clients and what advisory selling is.How to diagnose what your prospect really needs help with.How to set up a zero-risk offer.How to identify, access, and engage new opportunities.Resources:Smart Solutions MediaAccelerated Growth CardConnecting with the host:Scott Cantrell on LinkedIn

Sean Boyce has run his own consultancy firm NxtStep Consulting for over 10 years and has founded multiple other companies at the same time. He's extremely experienced in working with B2B SaaS product businesses and is well-known for having a big impact on the businesses he's worked with. Here are a few of the topics we'll discuss on this episode of The Consulting Trap:How I found my passion for marketing and sales.Strategies consultants can use to help maintain a steady stream of work.How to turn your marketing process into part of your routine.The importance of having consistency in your marketing.How to make yourself seen as an authority in your space.The benefits of running a podcast and what you need to do in order for it to be successful.Resources:Smart Solutions MediaGrowing Your Business!Rainmaking Made EasyJonathon StarkAccelerated Growth ScorecardPodcast Chef Connecting with Sean Boyce:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

John Blumberg is a national keynote speaker and author and spent 14 years in human resources, including worldwide recruiting responsibilities at Arthur Andersen.As a professional speaker, John has been featured in keynotes and workshops in 10 countries. He has received the designation of Certified Speaking Professional from the National Speakers Association, a designation held by less than 10% of the members of the International Federation of Professional Speakers, and is a past president of the National Speaker Association's Illinois Chapter. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How John found his passion for values and became an expert on integrity.The different channels John uses to connect with people.How to define integrity in a comprehensive way.How John helps leaders view integrity in a new way.How ‘drift' relates to integrity and how to notice your drifting away from integrity.How people can get back to the core of who they are if they've drifted away from that.The ways people change when they become clear on their view of integrity.The power of writing and how it helps you understand your thinking further.Resources:Circle of IntegrityReturn on Integrity: The Individual's Journey to the One Essential ThingReturn on Integrity: The New Definition of ROI and Why Leaders Need to Know ItConnecting with John Blumberg:LinkedInWebsiteConnecting with the host:Scott Cantrell on LinkedIn

Devin DeVries is the VP of Production and Promotion at Indie Books International, specializing in working with consultants who want to attract high-paying clients by marketing with a book or seminar. Devin has helped organize and market over 100 events across the nation ranging from 1-hour webinars to 3-day conferences. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Devin got involved with Indie Books International.Why marketing with a book and speech is so effective.How to leverage a book or seminar to connect with new prospects.The power of hosting your own event or seminars.How to create the outline of a book from materials you already have.How the pandemic affected Indie Books International business development practices.The key components to hosting a successful virtual live event.Attendance rates you can expect from virtual presentations.How Devin promotes her virtual presentations.Resources:Indie Books InternationalStorytelling Made EasyConnecting with Devin DeVries:LinkedInTwitterEmailConnecting with the host:Scott Cantrell on LinkedIn

Henry DeVries is a professional speaker and CEO of Indie Books International. He works with independent consultants who want to attract high-paying clients by marketing with a book or a speech. Over the last 10 years, Henry has helped create over 300 business books, 8 of which are published under his name. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Henry became a business book ghostwriter to over 300 non-fiction business books.The power of storytelling and how consultants can leverage their storytelling to attract new business opportunities.What a story bank is and how to make a story powerful.How to build out your story bank and make your stories memorable.How to build relationships with big business CEOs through the ‘Trojan Horse Strategy'.How Indie Books International helps consultants prepare their book, get it published, and effectively promote it.Resources:Indie Books InternationalHow to Close a Deal Like Warren BuffettRainmaker ConfidentialConnecting with Henry DeVries:TwitterEmailLinkedInConnecting with the host:Scott Cantrell on LinkedIn

Reneé La Tour worked for 10 years in local government and climbed up the ladder from a secretary into leadership roles managing large projects, improving systems and procedures, hiring staff, and leading teams and initiatives. In 2016 Reneé decided she was done climbing and wanted to create her dream life on her own terms. She plunged into entrepreneurship and started applying her expertise to helping small business owners. Now Reneé strategizes with solopreneurs that make at least $100K/year, looking to scale to the next level by optimizing their business systems, strategies, and building out a team so they can work from anywhere, in any timezone, for only a few hours per day while their business runs on autopilot. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Reneé started her entrepreneurial journey and developed her business to allow her to travel indefinitely.How to increase your work efficiency so you can free up more time.The extent of the gig economy and how to leverage it most effectively.Tips and tricks for crafting a job description on freelancer websites.The best ways to filter through gig workers and find the right worker for you.How to start offloading parts of your business.When and how to set up SOPs.How to manage multiple businesses simultaneously.What a standard day working abroad looks like.Resources:The 4-Hour WorkweekEntrepreneurial Operating SystemFiverrUpworkVimeoTicket to Freedom ProgrammeConnecting with Reneé La Tour:LinkedInInstagramConnecting with the host:Scott Cantrell on LinkedIn

John's entire career has been devoted to the world of sales and expansion. From selling advanced hardware products to complex enterprise software solutions, from being a regional account manager to serving as Vice President of Sales for a multinational firm, John knows first-hand the challenges and opportunities that lie within every role across the entire sales organization.Now, John leverages his years of leadership expertise and award-winning sales management at a Fortune 100 corporation to help small- to medium-size businesses to grow and thrive. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How John went from working at Xerox to starting his own consulting firm.The type of companies John works with and how he helps their sales teams.How to perform well in a complex sale cycle.Different business development techniques and John's prospecting process.How to build and grow a strong referral network.Common challenges consultants face in the sales cycle.How long your sales cycle should be.When a company should onboard its first salesperson.The importance of measuring the right KPIs.Resources:Mountain State Sales SolutionsSales XcelerationConnecting with John Alden:LinkedInEmailConnecting with the host:Scott Cantrell on LinkedIn

Rick Maurer is the president of Maurer & Associates, a consulting firm that provides expertise in implementing strategic and tactical changes within the workplace.A renowned change management expert, he has worked with numerous organizations, including Fannie Mae, Freddie Mac, AOL, Charles Schwab, Verizon, and NASA. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Rick became a specialist in change management.The importance of understanding the dynamic between co-workers.How someone can embrace resistance and create a supportive environment.The most important conversational skill salespeople need to have.The type of change management consultancy Rick does with his clients.The benefits of making your offer in a productization way.Where Rick reaches new prospects and focuses his business development.Why using fewer slides in a presentation can make your audience more engaged.Resources:Beyond the Wall of ResistanceFeedback ToolkitSeizing Moments of PossibilitySmart Solutions MediaConnecting with Rick Maurer:LinkedInWebsiteTwitterConnecting with the host:Scott Cantrell on LinkedIn

Rodolfo Santamaria is an accomplished C-Level executive with success driving multi-million-dollar Business Transformations, End-to-End Supply Chain, and Operations to support growth, innovation, maximizing profits, and building market share within highly complex business climates. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:Rodolfo's experience as a transformation and operation strategist and consultant.How Rodolfo helps companies understand the internet of things.The key aspects of making a transformation from a strategic execution plan to real-world implementation.The steps you should take before making a proposal to a prospect.The proposal process and how to effectively develop a proposal.The best ways for a consultant to grow their business.How to create opportunities with strategic partners.How to win large organizational accounts.Resources:Smart Solutions MediaConnecting with Rodolfo Santamaria:LinkedInEmailWebsiteConnecting with the host:Scott Cantrell on LinkedIn

Ray McKenzie worked in corporate America for almost 20 years before starting his own technology management consulting firm Red Beach Advisors. As well as being the Founder and Managing Director of Red Beach Advisors, Ray is also the Founder and CEO of StartingPoint, a SaaS customer operations and experience platform for service-based companies and teams. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:Why Ray wanted to start his own consulting firm.How Ray went from working in corporate America to starting a consulting firm.How to maintain a proper right work-life balance.The type of client Red Beach Advisors works with and how they help them.The model Ray uses to bill his clients.How to convert a prospect to a client and the importance of managing expectations.The different benefits of customization and productization.Business development and how Ray reaches new prospects.Why Ray started StartingPoint and how it helps consultants.Resources:Red Beach AdvisorsStartingPointSmart Solutions MediaConnecting with Ray McKenzie:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Drew Davidsen is a powerful strategic thinker and coach and has been doing high-level coaching for the last eight years.Drew is also a prolific singer-songwriter/guitar player and has even been endorsed by George Benson. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Drew got into music and started playing the guitar.Drew's health transformation and how fitness is similar to business. The importance of being authentic and vulnerable.The type of services Win Sales provides and who they serve.Strategies Drew uses to help consultants become more efficient.The importance of making your clients feel heard.Why you need to measure the amount of cold calling you are doing.Resources:Win SalesLandmark WorldwideSmart Solutions MediaConnecting with Drew Davidsen:LinkedInEmailWebsiteConnecting with the host:Scott Cantrell on LinkedIn

Matthew Kroll is an industrial engineer, fractional certified master black belt six sigma, and founder of Chalmers St. Consulting.He has over 20 years of industry experience and focuses on helping businesses achieve operational excellence through process improvement, employee engagement, and continuous improvement for sustained growth. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:Matthew's experiences that led him to starting his own consulting company.The different types of clients that Matthew works with.Why companies approach people like Matthew for process improvement. The different benefits of giving your employees developmental experiences.Matthew's business development strategy and the power of referrals.Why you should track how many proposals you send out each week.Resources:Chalmers St. ConsultingSmart Solutions MediaConnecting with Matthew Kroll:LinkedInEmailConnecting with the host:Scott Cantrell on LinkedIn

Mitchell Levy is a global credibility expert who helps businesses gain more visibility and establish a higher level of authority and credibility in their marketplace. Mitchell is a 2x TEDx speaker, an international bestselling author of over 60 books, and creator of over 20 Silicon Valley businesses. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Mitchell became a credibility expert.The importance of knowing who you serve and being able to articulate your purpose.How to craft an effective CPOP statement.The best way to show your credibility to potential clients.Why Mitchell started a business based around credibility.What makes a community and why it's so important.How Mitchell's business ‘Credibility Nation' is structured.Resources:Credibility NationCredibility Nation BookTEDx We Are Losing Our HumanitySmart Solutions MediaConnecting with Mitchell Levy:LinkedInWebsiteConnecting with the host:Scott Cantrell on LinkedIn

Ashlee Berghoff is a process improvement consultant and virtual assistant recruiter who works with growing entrepreneurs to help them buy back their time.She founded her own consulting company A Squared Online, is the creator of the Action Amplified (A2) Method and is an author who brings the best of the corporate world to small businesses. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Ashlee started a business helping other entrepreneurs.How Ashlee's business has changed over the years.Common problems entrepreneurs face when trying to save time.How entrepreneurs can change custom services to customizable services.How Ashlee got initial traction for her consulting business.Ashlee's growth model for her business and how she reaches new clients.The type of outreach Ashlee does and how she's outsourced these activities.The different benefits of having a virtual assistant.Resources:A Squared OnlineSmart Solutions MediaConnecting with Ashlee Berghoff:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Ron Higgs is an executive and veteran with over 20 years of experience in the aerospace and defense industry in operations, engineering management, and program management.Since leaving the military, Ron's served in executive leadership roles with progressively increasing levels of responsibility in operations, engineering, and people management.He is also an experienced independent management consultant adept at building relationships, discovering real problems, and delivering long-lasting solutions. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Ron went from working in the Navy to becoming a fractional COO at Wolf Management Solutions.The transferable skills Ron learned from working in aviation.The importance of identifying your priorities and listening to feedback.How Ron structures his engagements with new prospects.The importance of having both visionaries and integrators working together.The power of using processes in business and how we can optimize these.How complex problems can sometimes have simple solutions.Common challenges consultants face and how to overcome these.Resources:Wolf Management SolutionsTractionAsanaThe Big LeapSmart Solutions MediaConnecting with Ron Higgs:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Otis McGregor is the Founder and Principal of Tribe + Purpose and has a strong passion to create a legacy of leaders who create great organizations.Otis has empowered hundreds of businesses and individuals to find their clarity for purpose and their tribes for connection, by leveraging the unique blend of heart, passion, and his experience as one of the US Army's elite Green Berets. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Otis went from working in the army to starting his own coaching business.How to help people work out what their purpose is.Why living with intentionality is so powerful.Different ways Otis helps his clients overcome new challenges and issues.How Tribe + Purpose works and who their target clients are.The benefits of group meetings and what size group is the best.How Otis got the initial traction for Tribe + Purpose and the marketing and business development he's still doing now.The importance of having trust throughout your organization and team.Resources:Tribe + PurposeBlue Ocean StrategySmart Solutions MediaConnecting with Otis McGregor:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Dr. Greg Allen has taught adult learners for over 25 years, with many of those years being at a university level. He is a natural leader, advisor, and coach who is committed to improving the leadership and management skills of each of his clients.A former department co-chair and award-winning professor, in 2013 Greg received Graduate Faculty Teacher of the Year from George Fox University. Greg has coached and trained over 15,000 leaders and facilitated leadership courses and workshops for multiple organizations. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Greg started his consulting company and the different programmes he's created.The content and 1-1 support Greg's students get with his 12-week courses.Common mistakes people make when creating their own courses.The limit to the number of clients Greg can work with in a session.The type of organisations Greg typically works with.Strategies Greg uses to identify new prospects he can turn into clients.How to improve the quality of your coaching.How our ego can get in the way of what we're trying to achieve.How small firms can build stronger internal efficiencies and the power of setting goals.Resources:Step Up ConsultantsIt's Your ShipSmart Solutions MediaConnecting with Dr. Greg Allen:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Sayre Darling is an Executive Coach and Communications Consultant for Leaders Leading Change.She's been coaching for over 30 years and has worked with more than 75 clients helping them tackle difficult times of change, transition, and crises. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:The skills you need to be a successful consultant or coach.The necessary changes Sayre had made to her coaching practice in the last 18 months.How leadership roles have changed since Covid.The difference between conversation and communication.How leaders can best communicate with their teams.Why increased productivity doesn't always result in increased quality.The most effective ways to communicate in order to be heard.How to increase your referrals and build more connections.Resources:Smart Solutions MediaConnecting with Sayre Darling:LinkedInEmailConnecting with the host:Scott Cantrell on LinkedIn

Carylynn Larson is an independent coach and consultant who helps leaders maximize their effectiveness and address individual and business challenges.Carylynn primarily plays the roles of coach and facilitator and coaches leaders and teams who want more for themselves and for their organizations.Carylynn is also a successful author having written the book ‘The Coaching Companion', and has been in a coaching role for almost 20 years. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Carylynn became an expert in leadership coaching and team building.The type of work Carylynn does with leaders and how she helps them improve.The science and psychology behind leadership.The philosophy behind most successful coaches.Why clients need to be in an active partnership with their coach.How to clarify your roles and responsibilities with your clients.How to attract your first clients and increase your client acquisition.What makes someone a successful leader.Resources:Smart Solutions MediaThe Coaching CompanionConnecting with Carylynn Larson:LinkedInTwitterConnecting with the host:Scott Cantrell on LinkedIn

After spending over 12 years as a CEO for Interactive Link, Tom moved to the world of consulting and has now been a successful consultant for almost 14 years.As the Director of Consulting at Barrett Values Centre, Tom helps Global 1000 Companies, global impact organizations, and nations, align their leadership and culture to achieve their strategy and contribute to solving societal challenges. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Tom went from running his own tech business to being the Consulting Director at Barrett Values CentreThe main purpose of Barrett Values Centre and how this has pivoted over timeWhy profit cannot be the main goal of a businessHow Barrett Values Centre works with consultants to get them multi-year partnershipsHow science can save us from climate change and the main motivators behind human behaviourThe importance of having meaning in your life and valuing your employees wellbeing and fulfilmentHow they create new relationships and build their network at BarrettResources:Smart Solutions MediaBarrett Values CentreThe Circular Economy HandbookRethinkXMan's Search for MeaningConnecting with Tom Rausch:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Keith Willis is a leadership expert, consultant, and the President and Founder of Core Management Training. With an almost 15 year background in Pharmaceuticals and project management Keith is well-versed in how to motivate teams and keep people engaged. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Keith became a leadership consultant and started his own companyWho Keith's target market is with Core Management TrainingHow Keith finds and attracts new prospects for his companyWhat Keith's process to build prospects on LinkedIn isThe process Keith uses to move someone from being a prospect to a clientWhat Keith's standard engagement with new prospects consists ofHow to identify who in a company will advocate and support your projectResources:Smart Solutions MediaCore Management TrainingConnecting with Keith Willis:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Daniel Meylan works with insurance brokers, agents and business leaders to help them optimize and grow their business while also living a well-balanced life.He is also the SVP of Broker Relations and has 48 years of risk management and insurance leadership and brokerage experience. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:The most important areas of your business to optimize if you want to be successfulThe need for an effective process, system, and people when scaling a businessHow to best structure client engagement and acquisitionDifferent types of compensation models consultants can useThe importance for consultants to vet the clients they work withHow to treat clients that have you on a retainerResources:Smart Solutions MediaWeaversConnecting with Daniel Meylan:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Arturo Del Rio is the CEO and Founder of Sales Master AI and a highly accomplished sales executive with a deep passion for delivering substantial revenue growth in highly competitive business markets.For close to two decades, he's worked side by side with organizations to create top-performing teams focusing on both existing and emerging markets.Arturo's experience spans across multiple industries coupled with a unique strategic approach that has consistently resulted in aggressive exponential growth. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:What Sales Master AI is and how it can automate your sales and business development processArturo's wine selling business and how it led him to create Sales Master AIPoor and ineffective ways people automate their business process and how we can improve on theseThe importance for solopreneurs to have a thoughtful strategic plan for the futureThe power of automating your business development processesHow to access new prospects and increase your conversion rateResources:Smart Solutions MediaSales Master AIConnecting with Arturo Del Rio:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

As well as starting his own coaching practice, Dr. Stanley J. Ward also has decades of experience as a writer, educator, and leadership coach.As an educator, Dr. Ward holds a PhD in leadership studies; has served as an instructor, curriculum writer, and administrator in American secondary and higher education settings; and written curriculum and taught in a variety of experience-based settings.As a coach, his clients have included high-potentials, vice presidents, C-level leaders and business owners in both for-profit and nonprofit settings including aerospace and defense, community development, design, manufacturing, and sales organizations.Stanley is also an Associate Certified Coach (ACC) with the International Coaching Federation, and he is the director of programs for the Texas Coaches Coalition. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Stan got into coaching and why he focuses on helping leaders deal with burnoutThe number of people facing burnout and what the main sources of stress and burnout areStrategies you can use to increase productivity and reduce burnoutThe importance of self-care and effective managementThe importance for entrepreneurs to properly measure their successHow Stan built and grew his consulting firm to the level it is todayThe business model Stan uses for his consulting firmHow to quantify your success at building and maintaining relationshipsHow Stan creates and leverages courses to create new client opportunities while also bringing in a passive incomeResources:Smart Solutions MediaInfluence CoachingHow to Beat BurnoutThinkificConnecting with Stan Ward:LinkedInWebsiteTwitterConnecting with the host:Scott Cantrell on LinkedIn

Rishad Tobaccowala has over four decades of marketing experience across several industries. He is board member and advisor to a range of start-ups and venture capital firms and has recently started his own newsletter which has grown to almost 10,000 highly engaged subscribers in just a year.Rishad's specialties are in Future, Innovation, Change, Strategy, and Re-invention. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Rishad started his second career and moved from advertising to writing and public speakingRishad's process in developing his newsletter, how he got subscribers, and how he creates the contentThe 5 different areas Rishad focuses his writing on and the importance of finding your nicheThe number of subscribers Rishad has and how he's got such a high open-rateThe importance of making your newsletter accessible and utilizing multiple media channelsHow Rishad identifies future trends, navigates future changes, and teaches others to be better leaders and upgrade their mental operating systemHow Rishad makes the majority of his money from his advisory businessWhy it's important to diversify your client baseHow to make decisions, and the different types of decisions you come up againstResources:Smart Solutions MediaThe Publicis GroupeRestoring the Soul of BusinessSubstackThe ABCDE of Marketing Re-inventedConnecting with Rishad Tobaccowala:LinkedInWebsiteTwitterNewsletterConnecting with the host:Scott Cantrell on LinkedIn

Lisa Rehburg is a Life Insurance Settlements Broker, and President and Founder of Rehburg Life Insurance Settlements.She's spent over five years focusing on her company and making it successful through an extensive network of clients she built.Lisa specializes in a very specific niche, helping clients benefit from their unwanted life insurance policies. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Lisa went from working in corporate to starting her own companyHow Lisa developed such an extensive network of contactsWhere Lisa meets new strategic referral partners to add to her networkHow to identify what kind of referral partners will be beneficial for your businessHow to grow your strategic referral networksThe ways Lisa nurtures her referral network and maintains her relationshipsThe importance of being visible and making impressions on peopleResources:Smart Solutions MediaRehburg Life Insurance SettlementsConnecting with Lisa Rehburg:LinkedInEmailConnecting with the host:Scott Cantrell on LinkedIn

Nick Mulholland has spent almost two decades working with businesses and providing them with solutions that confront significant challenges. In this time he's gained a lot of experience in finance, sales, and tech, and has amassed a wealth of knowledge that he uses to solve big problems. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Nick went from working in telecom sales to starting his own consulting firmThe ways Tech Gofer helps their customers be better at their jobsHow Tech Gofer is able to offer its services without charging its clientsThe process Tech Gofer goes through when consulting with a new clientThe benefits of having invested interest in your client's successBusiness development strategies that Tech Gofer has in placeResources:Smart Solutions MediaTech GoferConnecting with Nick Mulholland:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Jeff Rasmussen is the head coach and founder of Fairway Business Advisors and has over 35 years of leadership experience. He coaches business leaders to re-build their business and make it more time-efficient and effective. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Jeff became a business coach and strategistHow Jeff started Fairway Business Advisors, who they work with, and the types of results they get for their clientsThe growth strategies Jeff has used to help expand businessesHow Jeff got involved in co-authoring ‘Start it, Grow it, Sell it: The Journey of Business'The key challenges business owners tend to faceHow consulting firms can optimize their resource allocationHow to best use LinkedIn to network and build connectionsResources:Smart Solutions MediaFairway Business AdvisorsStart It, Grow It, Sell It: The Journey of BusinessConnecting with Jeff Rasmussen:WebsiteLinkedInConnecting with the host:Scott Cantrell on LinkedIn

Jeff Altman is an accomplished author, career leadership coach, and founder of The Big Game Hunter. He has over 40 years of recruiting experience, assisting individuals to improve their careers and become the leaders they want to be. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Jeff transitioned from recruiting to running a private coaching practiceThe key strategies Jeff used to develop his business and build connectionsThe importance of having an effective brand that separates you from othersThe best type of content to create and how to leverage content on multiple platformsThe best way to engage with a new prospectWhy Jeff uses a customizable approach towards his coachingThe importance of developing your listening skills and following your intuitionResources:Smart Solutions MediaThe Big Game HunterNo BS Coaching AdviceNo B.S. Job Search Advice RadioConnecting with Jeff Altman:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

“Ten opportunities for you to tap into when the moment is right” is the mindset I want you to get into before you listen to this week's episode. I am breaking down my list of big and little changes you can make to your business that will open doors to growth and development.  Here are a few topics we'll discuss on on this episode of Consulting with Authority:Keeping yourself fresh so your business stays freshWhat is breakthrough vs breakthrough resultFind what breakthroughs work for youConnecting with the Host:Scott Cantrell on LinkedInSmart Solutions MediaJoin Breakthrough Now on Facebook

Adam Anderson has over 35 years of professional experience in interim management, leading projects, and rapidly improving corporate performance. His projects are in strategy, marketing, finance, operations, and IT. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Adam got into the consulting world and the projects he's done around the worldWhat Adam's average project looks like when he's increasing a companies incomeHow Adam created his consulting strategy and how it's grown over timeHow to build a solid network of relationships with different expertsWhat Adam's general strategic client process looks like and how he builds rapport and a trusted relationship with his clientsThe importance of making a hypothesis and testing it thoroughlyThe most common missed opportunities of income businesses have with their current clientsThe best lesson Adam's learned in his 35 years of professional experienceResources:Smart Solutions MediaExecHQ Connecting with Adam Anderson:WebsiteConnecting with the host:Scott Cantrell on LinkedIn

I founded Smart Solutions Media to help coaches, consultants, and other business experts bring clarity, confidence, and control to their marketing efforts. Using proven strategies, we help our clients establish authority in their marketplaces so they can fill their pipelines with quality leads. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:The secrets of frictionless communication and sellingHow to control the conversation and the sales processThe importance of being comfortable with your sales processHow to handle a prospect's objection and turn it into a positiveThe frictionless sales talk tracks and the 4-step sales processWhy it's important to put a value on your evaluation even if you wave the feeResources:Smart Solutions MediaConnecting with the host:Scott Cantrell on LinkedIn

Bill Keller is the President of Staffing Global, building the new footprint and strategic direction of the staffing industry. For over 25 years, Bill has worked across multiple business sectors and enjoyed wearing many hats – from engineering and operations to sales and consulting. An entrepreneur, business builder, and problem solver at heart – in 2010 he aligned his career path with his life's mission of creating new opportunities for people around the world by building more effective staffing solutions and systems for business that save both time and money and help them grow. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Bill created a life where he could work from anywhere in the world and why he started Staffing GlobalThe current employment trends we're seeing coming out of the pandemicWhat ‘hybrid staffing' is and the core philosophy behind itThe difference between insourcing and outsourcingCommon myths people have around insourcing staffThe type of results organizations see when they properly insource staffThe process Staffing Global has when finding organizations staffThe ongoing support and development Staffing Global gives to their employeesWhy Bill provides a 100% moneyback guaranteeResources:Smart Solutions MediaStaffing GlobalThe 4-Hour WorkweekThe World is FlatStaff DifferentConnecting with Bill Keller:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Bart Camarata is the creator and host of the insurance industry's only WebTV show, Benefit Adviser T.V. Bart's a multimedia specialist, with experience as both a consultant and a multimedia marketer. With over 10 years of professional TV experience and a communications degree, Bart really understands the world of videography. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Bart became an owner/operator of a multimedia consulting and video firmDifferent red flags to look out for in video production firmsThe importance of avoiding vanity videos and ‘marketing masturbation'The process Bart goes through when consulting and creating videosHow to use implementation meetings to leverage the client in sending you more referralsThe type of video assets that can help consultants attract more clientsThe benefits of using a video template that you can send to your clientsThe importance of talking about money and knowing your valueResources:Smart Solutions MediaBenefit Adviser TVConnecting with Bart Camarata:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Faith Lester, after gaining years of experience, formed her own independent contracting business. Sheworks primarily in the world of HR and in Operations with her clients. When it comes to growing her business the key to payoff has been the quality and integrity she puts in her services. By being an asset to her clients, growth was only a matter of time. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Faith grew her new consulting business, quality over quantity model Managing referrals and being a strategic asset to your main clientsWhat Faith's day to day work looks likeWhat permanent business changes are staying in our post-pandemic worldAre the foundations there for your business and are they adaptableThe importance of standard operating proceduresPlaying to your strengthsResources:Smart Solutions MediaConnecting with Faith Lester:Email Connecting with the host:Scott Cantrell on LinkedIn

Rusty Goodsell is the CEO of New Orchard which is a development company of an incredibly powerful consulting platform and tool called ‘The Journey Strategic Platform'. Rusty has a proven track record of successful turnarounds and buildups in the technology and software industries and has helped countless consultants in his role at New Orchard. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:The businesses Rusty's started and how he ended up creating The Journey Strategic PlatformThe difficulties of being part of a tech startup during the pandemicCommon challenges that consultants come up againstHow to network more effectivelyThe importance of demonstrating your impact properlyHow The Journey Strategic Platform helps consultantsResources:Smart Solutions MediaNew OrchardThe Journey Strategic PlatformSales NavigatorJourney SystemConnecting with Rusty Goodsell:LinkedInConnecting with the host, Scott Cantrell:LinkedIn

Dawn Holly Johnson is a speaker, coach, organizational engineer, and creator of ‘The Widely Successful Enterprises Programme'. In her 20 years of experience, she has helped transform every size of company in every major industry and been the catalyst for businesses to realize $6B in cash flow improvements. During this time, she recognized that all organizations suffer from the same basic problems and she began to identify why. In Dawn's soon-to-be-released book ‘What CEOs Don't Know' she addresses the effectiveness of traditional business practices while suggesting alternative practices that produce positive results. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Dawn's mindset enabled her to help organizations improve their processesThe difference between a traditional business and a wildly successful enterpriseThe issues with manipulating balance sheets to meet quarterly reviewsThe effect empowering your workforce has on your businessThe importance of having the right focus, structure, and mindsetCommon problems businesses face when they get bigger and how to fix themThe most valuable lesson Dawn's learned in her careerResources:Smart Solutions MediaWildly Successful Enterprises ProgrammeConnecting with Dawn Holly Johnson:LinkedInConnecting with the host:Scott Cantrell on LinkedIn

Keith Luscher is the Business Development Consultant at SYP Media, and a prospecting and marketing automation specialist. He's been a consultant for over 25 years and has helped a countless number of businesses build their brand awareness and convert their prospects to customers. Here are a few of the topics we'll discuss on this episode of Consulting with Authority:How Keith got to the point where he started his own marketing firmHow digital production has changed content marketingThe ways Keith markets his company ‘SYP Media'The importance of using ‘gentle persistence' and selling yourself when prospectingThe key concepts and strategies behind marketing successfullyThe issue with using the term ‘leads'What a gentle persistent campaign looks likeHow to improve your marketing messageThe biggest lesson Keith's learned as a consultantResources:Smart Solutions MediaSYP MediaServe your ProspectsConnecting with Keith Luscher:LinkedInConnecting with the host:Scott Cantrell on LinkedIn