Hank's Business and Marketing Tips

In this episode, I speak with Adam Tsang, a serial entrepreneur with various business ventures including restaurants, a media production company, a PR firm, and an e-commerce product. Adam discusses his journey from owning a single restaurant to managing multiple businesses, emphasizing the importance of people and processes. He shares insights on identifying entrepreneurial talent, the necessity of having a clear problem-solving approach, and the benefits of e-commerce. Key Takeaways Entrepreneurial Journey: Adam shares his experience starting and managing multiple businesses, highlighting the transition from a single restaurant to a diverse portfolio. Importance of Processes: Successful entrepreneurship requires setting up strong people and processes to ensure scalability and sustainability. Identifying Talent: Adam emphasizes the importance of finding and nurturing entrepreneurial talent and leadership skills within his team. E-commerce Focus: He discusses the shift towards e-commerce and the effectiveness of platforms like TikTok Shop for expanding reach and boosting sales. Problem-Solving Approach: Identifying and solving problems is crucial for starting and growing successful businesses. Content Creation: Adam shares strategies for effective content creation and marketing, tailored to different platforms and audiences. Follow or Connect with Adam Website: https://adamtsang.com X: https://twitter.com/adamtsang Youtube: https://www.youtube.com/channel/UCAheIUJLk47iW_lueDVNN7A LinkedIn: https://www.linkedin.com/in/uknowadamtsang/ Spotify: https://open.spotify.com/show/3Z4FPVzEh3M9dBQ5YWMhAH Instagram: https://www.instagram.com/uknowadamtsang/ Video: https://youtu.be/Bh-Zi3Bv52M Audio:

Scott Cox of STX Consulting joins the show to talk about about strategies for being productive and successful in the current economic climate of 2024. Key points: Small businesses have a big opportunity compared to large corporations by leveraging technology, AI, and remote workers to increase productivity while keeping costs low. The ability to run a "micro-business" as a solopreneur with just a few remote support workers allows more freedom and flexibility. Instead of trying to scale a traditional business, the new model is building systems and processes so the business works for you, not you for the business. For employees, developing unique skill sets and thinking differently is critical to standing out. Manage your time effectively by living by your calendar and schedule. Have a support system of partners/workers to keep you accountable. Take calculated risks and do things that scare you, like traveling or changing locations. Having systems in place allows freedom. Invest in coaches, consultants and personal growth, even in tough economies, to gain new insights, avoid pitfalls, and outpace competitors. Scott discusses his experience living as a digital nomad in Southeast Asia and the benefits of a lower cost of living. He shares how he structures his time, relies on remote workers, and designs his business to align with his desired lifestyle. Highlights

In this episode, Mike Abramowitz from Better Than Rich shares insights on how entrepreneurs can achieve time freedom and work-life balance. He introduces the Time Rich Six framework consisting of boundaries, communication, systems, playbooks, team, and technology. Highlights

In this episode I speak with Mike Maynard on how to outsmart the big guys with ABM. Mike is the CEO of Napier, a PR and marketing agency that helps tech companies sell more to other businesses. ABM (Account-Based Marketing) is about identifying the most likely customers for your product and focusing marketing activities and budget on them. It involves understanding the target market and creating personalized content for specific companies. Highlights: It is important to understand the market and identify the companies most likely to buy from you. AI tools, like chatbots, can be used to enrich data and help identify the target market. ABM involves understanding the buying process and the decision-making unit within the target companies. Building personas and understanding the pain points and motivations of potential customers can help create effective ABM campaigns. Personalized content and targeting specific companies can lead to better results in ABM. In larger organizations, it is important to identify the influencers and decision-makers to get them on board with your solution. Napier Website Mike on LinkedIn Video: https://youtu.be/_uohcH4-tgk Audio:

In this episode, I speak with Cloe Luv, Renaissance Woman and Success Coach. She helps ambitious entrepreneurs launch or scale their businesses to 6-7 figures. We discuss the importance of mindset, authentic storytelling, and the transformational moments that lead to success in business. Highlights:

In this episode, I interview Danielle Perlin-Good. Danielle is The Soul-Aligned Ghostwriter and an award-winning, best-selling author. She empowers thought leaders to amplify their lasting legacies by unleashing their nonfiction content, creating a profound impact, and transforming lives. With a wealth of experience, she has contributed to over twenty books, ranging from memoirs and thought leadership books to business and personal growth books. Additionally, she provides book and story coaching, editing, and consulting services to C-suite executives, ensuring their messaging is concise, beautiful, and genuinely authentic. Since 2008, Danielle has built an impressive portfolio that includes hundreds of articles, books, social media content, e-newsletters, and more. Her journey began with working overnight shifts at the Chicago Tribune Company, but her talent and dedication soon led her to excel in corporate digital marketing roles. Notably, she contributed her expertise to Albert Whitman & Co., a prestigious children's publishing house. Harnessing a powerful combination of mindset techniques, exceptional editing, and adept interviewing skills, Danielle brings her unique touch to the table. She incorporates quantum healing modalities to ensure her clients' transformative journey results in a beautifully crafted and publishable book that they will cherish for a lifetime. Danielle enjoys various activities in her free time, like swimming, yoga, spinning, cycling, and boxing. She loves being outdoors and spending time with her husband and two children, cherishing precious moments together. Join us as we discuss the role of a ghostwriter, the importance of storytelling, and the value of thought leadership platforms. We also touch on the saturation of content online and the significance of listening in today's digital age. Highlights: Ghostwriting is a collaborative process where the ghostwriter helps individuals and executives share their stories. Ghostwriters rely on the stories and experiences shared by their clients to create compelling content. Developing a thought leadership platform is essential for establishing expertise and credibility. Building strong relationships and trust is crucial in growing a thought leadership platform. Active listening is a vital skill in today's digital age, where distractions and shiny objects abound. Paying attention to clients' needs and feedback is essential for providing effective support and services. LinkedIn: https://www.linkedin.com/in/daniellebperlingood/ Website: https://www.thesoulalignedghostwriter.com/

In this episode, I am joined by Jennifer Best, Vice President of Marketing at AAE Speakers Bureau. Under her leadership in 2022, AAE launched the inaugural Speaking Industry Benchmark Report, bringing transparency to the speaker booking process between both the meeting organizers who book them and the speakers who delight audiences. Top Takeaways: Public Speaking Benefits: Public speaking is a valuable skill for personal and professional development. It provides a platform to share expertise, educate, and inspire audiences. Starting Small: Begin with local opportunities like community events, schools, or Chamber of Commerce gatherings. Practice and build confidence gradually before aiming for larger conferences. Removing Filler Words, Use Pauses and Gestures: Focus on eliminating filler words like "um" and "so" to enhance the professionalism of your speech. Consider attending workshops or hiring a coach to refine your speaking skills. Integrate pauses strategically, allowing the audience to absorb information and enhancing overall communication. Think of pauses as logical breaks, creating a rhythm in your speech. Utilize gestures authentically to enhance your message. Pay attention to audience cues; adjust your approach based on their reactions. Finding Speaking Opportunities: Explore opportunities with local organizations, non-profits, or industry associations. Utilize a CRM to track and submit proposals for speaking engagements. Niche Topics and Speaker Coaches: Identify a niche topic to stand out in the speaking industry. Consider working with speaker coaches or organizations like the National Speakers Association (NSA). Working with a Speakers Bureau: Understand the role of a Speakers Bureau, which connects speakers with event organizers. Different Bureaus have varying business models, including exclusive representation. Remember, public speaking is a continuous learning journey, and each opportunity contributes to your growth. Whether you're just starting or aiming for larger stages, the key is to be authentic, practice consistently, and embrace the journey of becoming a confident and impactful speaker. Download the latest Speaking Industry Benchmark Report and to be notified in January when the next survey launches, vist https://go.aaespeakers.com/speaking-industry-benchmark-report/ To learn more about AAE Speakers, visit https://www.allamericanspeakers.com. To submit a speaking profile for consideration on AAE's website, go to https://aae.link/add-speaker Articles: 7 Speaking Topic Trends to Watch in 2024: https://www.allamericanspeakers.com/blog/7-speaking-topic-trends-to-watch-in-2024/ Impactful Communication: Jennifer Best Of AAE Speakers Bureau On 5 Essential Techniques for Becoming an Effective Communicator: https://medium.com/authority-magazine/impactful-communication-jennifer-best-of-aae-speakers-bureau-on-5-essential-techniques-for-a76b560a8cf0 Find AAE on the socials @aaespeakers Learn more about Kickbox and get 100 free validation credits: https://kickbox.com Video: https://youtu.be/2ljhkxbpCsY Audio:

In this episode, I speak with George Kocher about growing a business. Key takeaways: The importance of tracking and analyzing your marketing efforts to identify what is working and what isn't. Cast a wide net and experiment with different marketing channels to determine the most effective ones. Create unique and authentic content to stand out in a crowded online landscape. The necessity of planning, executing, reflecting, and iterating in both business operations and marketing campaigns. Overcoming challenges and setbacks in entrepreneurship and staying persistent. Overall, this content provides insights into the mindset and strategies needed to successfully grow a business and improve marketing campaigns, emphasizing the importance of adaptability, analysis, and authenticity. George Kocher is a data-driven leader with experience building and managing high-performance sales and marketing teams.  After graduating from Cornell University, George worked as an Analyst at Barclays Capital and VP of Business Development at Sunspire Health where he helped to grow the organization to 16 locations and an eventual sale to Kohlberg Private Equity.  After Sunspire Health, George took over as VP of Business Development for Lakeview Health, a portfolio company of The Riverside Company where he also helped within their healthcare fund. He currently serves as the Founder and CEO of Brand North, a digital marketing & growth consulting agency that focuses on applying sophisticated marketing strategies and technical solutions to local businesses and national businesses within behavioral healthcare.  In addition, George is also very active in crypto, web3, and NFTs as the Founder and CEO of 3zy Labs. LinkedIn: https://www.linkedin.com/in/george-kocher/ Bio: https://georgekocher.com/about/ Video: https://youtu.be/1ABeCkN4dsM Audio:

In this episode, I am joined by Catherine B. Roy, an internationally recognized business and personal growth coach, bestselling author, podcaster, and keynote speaker with the mission to help you do what you love, empowered by your own freedom. Catherine specializes in helping Coaches, Consultants, Business Owners, Entrepreneurs, and Companies to grow their businesses online. Catherine enjoys the distinction of being an official Forbes Coaches Council member, MENSA member (IQ>156), also officially certificated by the Goldman Sachs 10 000 Women Program, and has received many thought leadership awards, 4 years in a row.  Catherine is the author of LHM Business Coaching, LHM Personal Growth Coaching, and eLearning platform LHM Academia where you can find LinkedIn Decoded eBook, the LHM 963 Business Accelerator Program, and the LHM LinkedIn Business Accelerator Program.  Her latest book, Live from Your Heart and Mind, is an international Bestseller, and she is also the founder of the LHM System, a holistic approach to personal and professional growth that emphasizes love, happiness, and mindfulness. She has clients in 30 countries and her work has been featured by Forbes, Goldman Sachs, TEDx, Microsoft, Huffington Post, Thrive Global, and others.  Her most popular work went viral and reached 1.2M people in less than 10 hours and her social media counts for over 100K followers while a Google search shows more than 40 million results for her name. In this episode we talk about LinkedIn and AI: optimizing your LinkedIn heading, posting advice and general advice on how to use LinkedIn and AI to help you succeed. Even I learned some great tips! Connect with Catherine on LinkedIn. https://youtu.be/qfM6wLI6KMI Audio:

Ken Countess from Ken is Email joins me to talk about ensuring that you have a healthy list of email marketing subscribers. Ken's Website: https://www.kenisemail.com Video: https://youtu.be/5fB9qYS102U Audio:

I had the chance to meet up with Brian Glibkowski, PhD to discuss how sales is a two way street. Well any conversation should be a two way street. Make sure to check out Brian's Framework and book about Answer Intelligence (AQ). Connect with Brian: On Linkedin: https://www.linkedin.com/in/glibkowski/ Website: https://www.raiseyouraq.com Free Explore AQ test + 10 Page PDF Report: https://www.raiseyouraq.com/explore.html

Has a chance to catch up with Chuck Hester recently and wanted to get his advice on growing your network now that we are able to meet more in person. Website: https://www.chuckhester.com Linkedin: https://www.linkedin.com/in/chuckhester/ Video: https://youtu.be/r4vvT78qyqo Audio:

In this episode, I talk about my trip to Statesboro and Savannah Georgia. I had the opportunity to frequent many restaurants and had different experiences at each one. Customer service can make or break a business and if you do not make the experience good, you will not thrive as a business. You can get away with mediocre products and services coupled with excellent customer service, but not with poor products and services matched with a poor experience. Do everything in your power to provide a great experience. Video: https://youtu.be/cimu4_CDyuU Audio:

In this episode, Lina Rugova talk about three things that you should focus on in 2022 for marketing and branding a business. You will be surprised about Lina's pick for the number one item! Listen and learn! We mention numerous tools that will help you this year such as Wordpress, Elementor, Wix, Squarespace, Canva, Coolurs.com, Fiverr, SEMRush, Moz, Google Search Console, Uber Suggest, Screaming Frog, Google Business Profile. Webinar that I did with Annie Franceschi: https://www.icontact.com/resources/videos/email-marketing/make-your-mark-branding-webinar/ Connect with Lina:Website: https://atlasstart.comLinkedIn: https://www.linkedin.com/in/linagrugova/ Video: https://youtu.be/l2kPnO_w74I Audio:

I am joined by Jen Capstraw. Jen is a speaker, consultant, trainer, and email geek who sent her first email campaign in 2002. Jen serves as president/co-founder of Women of Email, a nonprofit org with 6,000+ members aimed at promoting leadership and cultivating professional growth among women in the email industry. We talk about the future of email marketing and how Women of Email helps empower women in the email industry. Women of email: https://womenofemail.orgWoman of email Facebook Group: https://www.facebook.com/groups/womenofemail/Instagram: https://www.instagram.com/jencapstraw/LinkedIn: https://www.linkedin.com/in/jencapstraw/Twitter: https://twitter.com/jencapstraw Video: https://youtu.be/_TcLWPacIWw Audio:

After starting my project on stories about how the pandemic has changed people, I noticed a post on LinkedIn from Danielle Gray, The Content Whisperer. The post was everything that I was looking for in regards to my project. I reached out to Danielle to see if she would be on the show and tell us her story, but she said that she would not be able to anytime soon, but that I could use the content. Well, I did. Here is her story, narrated by me. This is the image that went along with the post and if you want to connect with Danielle, here is her is the post: https://www.linkedin.com/feed/update/urn:li:activity:6868941203769978881/ Video: https://youtu.be/YsmQu4AO_2g Audio:

In this episode, I am joined by Traci Philips, The Innate Coach. She is an Executive Leadership & Performance Coach to Visionaries.  We discuss being viewed as a leader in a virtual world. There are a lot of challenges, but is can be done, which is what we talk about. Traci has a live show on Facebook every other Wednesdays with co-host Wulwyn Porte. It includes unscripted conversations around life and breakthroughs. Real conversations around real stuff. The show is called Eavesdrop in the Moment. Find them on Facebook and YouTube.  Eavesdrop in the Moment:  on Facebook: https://www.facebook.com/eavesdropinthemoment On YouTube: https://www.youtube.com/channel/UCV7sqv4v-3fNVVK_tgHM_7g Traci has new book, Looking IN: Discover, Define & Align the True Value of Your Life, Leadership & Legacy. Check it out on Amazon: https://www.amazon.com/Looking-Discover-Define-Leadership-Legacy/dp/1952481333/ref=sr_1_1?keywords=traci+philips&qid=1638714381&sr=8-1 Learn more about Traci on her website www.theinnatecoach.com Video: https://youtu.be/bbsla1eDAQw Audio:

I am joined by Jennifer Nesploa Lantz, VP of Industry Relations and Deliverability at Kickbox as she talks about how the pandemic has changed her and how she is dealing with the change. Video: https://youtu.be/0INJMNeziPo Audio:

This week I talk about making sure you are happy while working. I recently purchased a coffee mug that keeps my coffee warm and the charging pad will also charge my iPhone and AirPods. I also purchased a 32 ounce water bottle to help me drink 120 ounces of water per day! Find something that will make you happy while you work! Hurkins Smug Albor 32 Ounce Water Bottle Video: https://youtu.be/isAXo1LwtYM Audio:

And..we're back!! I hop back behind the mic to talk to John Hayes about Email Marketing. Twitter: John_W_Hayes Facebook: www.facebook.com/becomingtheexpert Linkedin: https://www.linkedin.com/in/john-hayes-2772965/ Amazon: https://www.amazon.com/John-W.-Hayes/e/B009X7UEXO

The time has come. It is not you, it is me. We need to breakup. I am going to be taking a break from the show for a while, so there will be no new episodes in the near future. I would love to hear your feedback on the show and maybe learn what your favorite episode was. Drop me a line at hank@hankhoffmeier.com. I hope the show was enjoyable for you and provided you value. Until next time! https://youtu.be/5idtEk2-5zA Audio:

I am joined by Christi Lowe, an Emmy Award Winning Video Producer and owner of Christi Lowe Productions. Christi and I start by discussing what kind of video works. And that is tricky because it depends on what kind of business you have. It is the kind of video you create that matter. Using brand stories can be powerful. Get people to know you. What is your why? It helps people know, like, and trust you. If you sell products, show your product and tell us how it works.  Rather than going through a bunch of industries, Christi and I played a word game where I mentioned an industry, Christi provided a short answer. It was so much fun! What we proved is that everyone can create videos! If you currently do not create videos, make sure to start small and easy. Harness your knowledge and passion. Start investing time to learn how to create videos and also start with what you have as far as hardware, but upgrade as you go along.  Next, we played myth busters where I asked Christi about audio and video. Which is more important? Christi says the imagery, but also mentioned both are key to great videos.  I showed some hardware I have such as a phone gimbal and Rhode Video Microphone. Again, use what you have and buy new hardware when you can.  If you are currently creating videos, but want to do better, Christi provides four tips. -Do not use shaky video. Use a gimbal or tripod -Make sure that your videos are not blurry. Most cameras have auto focus -Coloring is important. Make sure that your footage has the right color temperature -Use a decent microphone for good audio. As a bonus, Christi mentioned having a plan for your video. Create a storyboard of what you want to say and include. We also discuss using a teleprompter. If you use them right, they are great, but make sure not to sound like you are reading off one! Christi has a five part master course with over three hours of course material, all very practical tips that I’ve learned in her 30+ years of video marketing.  Video Marketing- why and whatVideography - practical hands on tipsAudio basics - hardware and strategiesEditing - basics of editingCell Phone - all the previous classes but specifically geared toward using your cell phone Learn more about Christi and what she does: Website: https://christiloweproductions.com Linkedin: https://www.linkedin.com/in/christilowe/ Facebook: https://www.facebook.com/ChristiLoweProductions/ Twitter: https://twitter.com/christilowe Learn more about Christi’s Master Course teaching SMB owners how to create their own amazing business videos - Pro Tips For Amazing Business Videos: https://christiloweproductions.com/how-to-make-great-videos-for-your-business/ https://youtu.be/TKc-FEUDc6E Audio:

In this episode, I am joined by Traci Philips, The Innate Coach. She is an Executive Leadership & Performance Coach to Visionaries. We discuss the importance of defining your rightful Zone of Brilliance so that you know what seat and lane you are meant to be in. Issues with productivity, culture fit, connecting with your market/ideal client and "job hopping" (job satisfaction/fulfillment) can often happen when we are misaligned and/or don't know where we truly thrive (where our value is most valuable and valued). Is life about what you achieve? Should your achievements define you? Are we human beings or human doers? We should not strive to be valued by our achievements, rather it should be based on our Innate Brilliance. It's possible to excel at something, but not like what you do. Our brilliance is meant to form and inform what we are here to be and do. It allows us to develop passion for what is meant to be meaningful to and for us. By doing what you are created explicitly to do, you will be more successful and happy. Learn where you thrive in order to shine a light on your brilliance. You have to remove the traditional thinking that working hard brings success. Traci likes to ask people what others see in them that they simply don't in themselves. That is one of the key places to start in finding and defining your brilliance. Traci is able to read people through their language to determine both their brilliance, as well as what is holding them back from showing up in it. She then is able to help her clients recognize, understand and own what is core and innate to them. Who and how you were prior to your conditioning and the pressures and expectations of the outside world hold the key to your true brilliance and legacy. In our conversation, Traci defined me as a visionary, and it was an eye opening moment for me to discuss what that means. I have a lot of ideas, but struggle with execution. For me to be effective, I need to work with a company that can benefit and harness my visionary work style, and I believe that I am currently in that type of role. Are you doing what you should be doing? Are you in alignment with what you excel at or are you in your Zone of Brilliance? Some people fall into the trap of the traditional entry level jobs that have linear progression that does not fit the person they are, but does fit the needs of the organization and how it's run. Don’t settle. Get out of your comfort zone and into your Zone of Brilliance. What is it costing you to settle for less than what inspires and drives you? Is it Money? Your health? There needs to be alignment in what you love and what you do. Stop being “fine”. Do what you love so you can accomplish more. The money will come when you do what you love. It is much more risky to live outside your Zone of Brilliance. What do you want to leave as your legacy? You miss 100% of the shots you do no take. It is okay to take risks and it is okay to fail. Life is risky, but you can have great success if you're willing to align with who you're truly here to be and what you are genuinely meant to do. Too many people are playing it safe. Grab life by the horns. Traci has a live show on Facebook every other Wednesdays with co-host Wulwyn Porte. It includes unscripted conversations around life and breakthroughs. Real conversations around real stuff. The show is called Eavesdrop in the Moment. Find them on Facebook and YouTube. Eavesdrop in the Moment: on Facebook: https://www.facebook.com/eavesdropinthemoment On YouTube: https://www.youtube.com/channel/UCV7sqv4v-3fNVVK_tgHM_7g Traci has new book, Looking IN: Discover, Define & Align the True Value of Your Life, Leadership & Legacy coming out later this year. Make sure to check it out when it is available on Amazon. Learn more about Traci on her website www.theinnatecoach.com

For me, it is time for my annual physical. I wanted to take this time to encourage you to set up time to check in on your physical and mental health. With everything that we have going on, including a pandemic, it is easy to become stressed and overworked to the point that we are not taking care of yourself. Most times, your body will communicate with you and let you know if something is wrong, but there are times when people ignore what is happening, or maybe we do not place an emphasis on our health. In order to be successful, you need to be healthy so that you can enjoy your success. Make sure to take care of yourself and make your healthcare appointments today!

Make sure to pay attention to the voice space. Whether it be podcasts, digital assistants, or new apps like Clubhouse, you need to know that this is a growing space.  Sure, you need to create video and text marketing content, but voice is the new frontier. Then there is Youtube Shorts, vertical videos under 60 seconds. Not everyone has it, but it might be work looking at this feature when it is more widely available.  https://youtu.be/L-1K0tgSRHs Audio:

Larry Long Jr. joins me again to talk about leadership and other topics. Larry is the Director of Collegiate Sales at Teamworks and Founder of The Midweek Midday Motivational Minute. Get ready for some mic drop moment because Larry brought his golden microphone this time! Leadership is your actions, heart and mind. Do not get caught up in titles. You need to inspire people and help people on their career journey.  You can be an individual contributor and empower others to do great things. It is our responsibly to be a role model. Look at your sphere of influence and determine if you are stepping up to the plate and knocking it out of the part when it comes to leadership? Do you take care of your mind, body, and soul so that you can lead others? Opportunity is everywhere. Look for the chances to make change and help others succeed. But make sure you are successful before you can help other success.  With the pandemic, it is hard to stay motivated. Larry and I discuss what you can do to stay focused.  There will always be something that happens in live that can deter motivation. Make sure that you turn to things you like to do. For Larry, it is golf. Maybe for you is it yoga or something.  Larry likes to meet with groups of people on Zoom to find motivation. Find a cheerleader in a mentor to give you a swift kick to get out of the funk.  Process what you are going through. Make sure to look for the good, the great, and the wonderful in every situation.  When it comes to Zoom fatigue, think of your camera as a window to the world rather than a spy device. I mention that it is ok to not always be looking at the camera with on a virtual call. You can take notes, it’s ok to do that.  Also, make sure to say yes to more things rather than complaining or saying “but”. There will be so many opportunities this year to become great and succeed.  Larry encourages us to save the day and do not waste this time! Carpe Diem! We never get this time back and life is short. No more Netflix and chill, we are revoking your hall pass from the dumpster fire of 2020. Larry wants you to participate in his #3MinuteChallenge where you should reach out to someone in your network to reconnect with them and make them feel special.  Find Larry on LinkedIn and make sure to mention my show! Larry on LinkedIn: https://www.linkedin.com/in/longjr7/ https://youtu.be/UvpfEAnreGk Audio:

This week, and next week, I am joined by my old friend Larry Long Jr, Director of Collegiate Sales at Teamworks and Founder of The Midweek Midday Motivational Minute. I am enthralled with Larry’s energy! He might actually have more energy than me. Is that even possible? Other than high energy, we have a lot in common. I have been pushing people to do better and do more. Larry gave us a lot of words of wisdom in the two episodes he recorded with me.  Larry like people that like what they do and are passionate about doing it. Work on whatever day is today. What every day starts with “Y”. I streak starts with one. Just get started! Be a go getter and go giver! We are reminded that we are all in sales. Even as a dad as Larry tells us. Be a match maker rather than a sales person. Match things together. A need and your product or service. Ask questions and listen, then figure out how to make a match.  Sometimes there is not a match, but it is. your job to help a prospect find what they need. Be genuine and caring. You never know, it might turn into referrals.  The difference between contacts and contracts is the letter “R”….Relationships. Build brand equity and brand awareness. It helps nurture business. Go out and plant relationship seeds.  I jump in and talk about learning what makes people successful rather than wondering and being jealous of people that have more than you. Larry said that success leave clues. Look to do things that make you feel fulfilled. Do not do things that make you angry and grumpy. Do what makes you happen. It is not always about the money.  It is important to learn from other people’s success and mistakes. It will help you grow faster.  Later, we shifted gears to talk about leadership, but I only teased it in this episode. Make sure to tune in next week for Larry’s thoughts on leadership and more! Find Larry on LinkedIn and make sure to mention my show! Larry on LinkedIn: https://www.linkedin.com/in/longjr7/ https://youtu.be/mFRSfp0GMUQ Audio:

I am joined again by John Espirian this week. Here is a link to last weeks episode: https://hankhoffmeier.com/hmbt-262-winning-the-linkedin-lottery-part-1 He  is the relentlessly helpful technical copywriter, all-round LinkedIn nerd and author of Content DNA. John writes web pages, blog posts, case studies and LinkedIn profiles for B2B clients. Find John at espirian.co.uk or follow him on LinkedIn. In the last episode, we discussed important items that you need to update on your LinkedIn profile. I asked John some strategic questions about using LinkedIn. The first was about using hashtags in posts. Hashtags will help increase visibility of your content. The optimal number of hashtags is between 3 and 9. Mix highly followed hashtags as well as combine them with personal brand hashtags. Next, should we tag people in posts? John says to be careful with “tag walls”. Make sure the content is relevant to who you are tagging. Do not tag simply to tag to try to obtain engagement. If you tag people and they do not respond, you can be dinged by LinkedIn’s algorithm. What John recommends is taking the link to a post and send it in messages instead rather than tagging them in a post.  Here is a breakdown of social media users, as per John: 1% of users are creators, 10% are contributors and about 90% will be silent and not really engaged. Basically, many people are content stalkers and receive value from your content, but may not show any signals. Keep posting, because people see it, they just might not always engage. Be to good to ignore.  Another myth buster is that links posted in the first comment perform better than posting it in the body. As per John, posting the link in the body will not have negative consequences. It used to be popular to post in the first comment, but does not really help much now. Pro tip: Post your content without the link, wait a few moments, then edit the post and add the link. Your content will actually get a boost! Next, we talk about posting similar content on LinkedIn and on your blog. Will Google punish you if you post the same content on LInkedIn that you posted on your site? This is a myth. Best practice would be to post on your blog and then use Google Console to index the page. Once it is indexed, you can post your content somewhere else safely. Google will know that what you posted first is the original.  Another recommendation is to tweak the headline and also add a note at the bottom of the LinkedIn article that tells readers where the article first appeared.  The big value in LinkedIn is that you can treat it like a golf course. Conversations turn into customers. Talk to people on the course, and talk to people in your stream and in messages on LinkedIn. Make sure to use audio messages to send personalized memos. It is a great way to stand out and show people you care about the conversation you are having with them. This was the point where I asked John to hold me accountable to updating my headline and about me section on LinkedIn. I encourage you to find an accountability parter on this. If you missed it, we spoke about updating and optimizing your LinkedIn profile in last weeks episode. Also, make sure to find John’s magic word in his about section! Connect with John! John’s Website: https://espirian.co.uk/blog LinkedIn: https://espirian.co.uk/blog Book: Content DNA: https://www.amazon.com/Content-DNA-consistency-congruence-everywhere/dp/1916206239 Link to last weeks episode: https://hankhoffmeier.com/hmbt-262-winning-the-linkedin-lottery-part-1 https://youtu.be/isFfk7WQYqI Audio:

In this episode, I am joined by John Espirian. He is the relentlessly helpful technical copywriter, all-round LinkedIn nerd and author of Content DNA. John writes web pages, blog posts, case studies and LinkedIn profiles for B2B clients. Find John at espirian.co.uk or follow him on LinkedIn. John and I talk about LinkedIn extensively today. LinkedIn should not be treated like other social networks. You need to put in some work to use it successfully. Make sure that your profile is as optimized as possible. John breaks down some important but overlooked items. LinkedIn should not be treated as solely an online resume. Two items to look at right now is your headline and about section Make sure your headline is Interesting, informative and Intriguing. It should be a conversation starter. Your about statement is just as important to optimize. John tells us about a secret word that he includes in his about statement. Make sure to check his about me section and connect with him. It is advisable to personalize your connection invitation so that you have more chances of a successful connection. Those that know me are aware that I do not accept blind invites.  Only three lines of your about statement are above the fold, before the content is hidden behind the “read more” link. I love this quote from John: “Content tells, but your profile sells”. Go out and update your profile today!  More people are looking more at LinkedIn profiles on a mobile phones. The visible character limit is small, so be short, sweet, and interesting. With the the LinkedIn algorithm, dwell time matters. The longer and more people read content of yours, you will obtain more visibility. Post often, use video and document posts. It will help with engagement and favorable placement in the feed. This was part one of this two part interview with John. Make sure to check in next week for part two! John’s Website: https://espirian.co.uk/blog LinkedIn: https://espirian.co.uk/blog Book: Content DNA: https://www.amazon.com/Content-DNA-consistency-congruence-everywhere/dp/1916206239 https://youtu.be/ZxycWt2RFiI Audio:

Irene Diamond calls herself a “Pain Reliever & Mover-Improver for businesses and bodies” because she helps both get out of pain and moving! In 1995 she founded San Francisco, California’s very first Wellness Center, Diamond Pain Relief & Wellness that enjoys referrals from other health care providers from across the country. Irene leads seminars and trainings for clinicians on the rehabilitation method she developed, Active Myofascial Therapy ~ The Diamond Method so they, too, have the powerful ability to provide fast, effective, life-changing results for their clients and patients. She also mentors and provides consulting services to the massage, physical therapy, chiropractic and other wellness practices to attract affluent appreciative clients through her Dream Practice Mastery Academy. Irene is a frequent guest author for many professional massage, physical therapy and orthopedic publications and associations. She is an in-demand speaker and presenter sharing business-growth strategy; and clinical education. Irene and I talk about standing out from the crowd as well as finding the perfect client No matter what you do, you need to have a marketing mindset to grow your business.  When it comes to finding the right clients you might want to work with anyone in the beginning to obtain some experience to learn who you want to work with.  Irene tells us to use the Client Selection Triangle. A triangle has three points: Do you like themDo they have something you can relieve or help them achieve?Can they afford your product or services If prospects meets all these items, they are the perfect client or precise fit. This will help you in so many ways. More good reviews and a lot of referrals. Clients that are not a great fit may not have a good experience and can have negative outcomes.  Next, we talk about pricing and how it is not always “see you later” if a prospect does not meet your pricing options. Maybe you need to look at market demand and maybe adopt. It is not always specifically the price, there are other factors that we discuss. You also need to work on the Know, Like, Trust factor to crate a better connection with prospects. Make sure to give clients and referees something to YAC ("Unique Appeal to Clients”) (UAC) about. Stand out from the crowd. To do this, find something that makes you different, but it has to be unique. What is unique about you or what you do? Identify who your dream clients are and give them what they want. That will help you give them something to YAC about. And make sure to not verbally vomit on people, which means to be selling all the time and talking for the sake of talking.  Pro tip: Go to Yelp and look at one star reviews for feedback. Find out what your competition is bad at and do that better. People will YAC about that! Irene has a book coming out called Design Your Dream Practice. You can learn more about that and her website at www.IreneDiamond.com. Small business owners and Therapists can enroll in a gift mini course: “How To Attract Affluent Appreciative Clients” at www.IreneDiamond.com/affluent" https://youtu.be/bXWWjy2GEqw Audio:

It is a new year! It should be a new you as well! Stand out from the crowd. Make some changes. Be niche. https://youtu.be/oc0-RehYKGk Audio:

In this episode, I am joined but Lou Everett and Sherri McManus of the Lou Everett Group.  Lou and Sherri are known for their highly effective coaching, teaching, and speaking on the importance of personal growth and how it impacts our Influence as a Leader. With more than four decades of combined experience in training, coaching, and leadership, they also have received training and mentoring from well-known and successful coaches and teachers from the likes of Tony Robbins, Zig Ziglar, Brian Tracy, John Maxwell, Jack Canfield, Paul Martinelli, and are Certified Leadership Coaches and Corporate Trainers.  Lou was introduced to leadership at an early age when is mother would listen to Tony Robbins in the car. He then went on to realize he was born to help others build leadership skills. He feels that we need to break the leadership handbook that exist today. For Sherri, she was the littlest in her neighborhood, but she was in charge of everyone. She took advantage of positional leadership. It seems that she took a similar route to Lou.  We then chatted about the difference of communicating and connecting. Leadership is about influence, it is about nothing else. How do you influence with communication. You need to connect with people and audiences. Simply talking means nothing. There are five factors the great communicators and leaders use.  Relationships-who you knowInsights-what you knowSuccess- what you’ve doneAbility- what you can doSacrifice - how you lived You can learn the skill of connecting with people. It does not happen through osmosis or in one day! It is a daily process. Look at other successful communicators and connectors to emulate and learn from them. You can also work with a mentor or coach. Become aware that everyone is a leader and can lead in some way. We all want to connect. Diving in to the item of sacrifice, it comes down to how you lived. It is based on stories. People relate to stories. Lou and I are public speakers and we know the power of stories.  Everyone has stories, but we do not tell them enough. If you work on that, people will relate to you. They will admire and listen to you and your stories. Stories to not need to be your own, you can use other people’s stories. Sometimes stories that are not your own can be more powerful than those that are yours.  Stories can help produce your ability, and people will want to connect with you because of your abilities. Your abilities need to be visible so that people can find you. get out there and become visible!   Lou and Sherri help people become better versions of themselves. They work with individuals where they are and help them get to where they want to be through the empowerment method. Find out more about the Lou Everett Group: Website: https://loueverettgroup.com LinkedIn: https://www.linkedin.com/company/the-lou-everett-group Facebook: https://www.facebook.com/theloueverettgroup Instagram: https://www.instagram.com/theloueverettgroup/ The History of Your Future: 30 minute free conversation with the Lou Everette Group: https://calendly.com/theloueverettgroup/historyofyourfuture https://youtu.be/EGjmUjpsZ8g Audio:

I am joined by Lawrence Berger, Sales Trainer, Speaker, Author, Poet, Podcast Guest, and Performance Coach. In a year where the pandemic has tired us out, mentally and physically, we need to look at ways to stay refreshed and focused. To stay focused, we all need rest. Sleep is important. Too many entrepreneurs feel like they have to work 18 or more hours a day. You will not be productive if your mind is not focused.  We have all heard of Fight or Flight, but Lawrence talks about Rest and Digest and how it affects us a humans. Get rest and also digest what you you are doing, relating to focus.  We then move to the topic of deep work. You need to focus on what you are working on with no introductions for a certain period of time, say 20 minutes, then take a 10 minute break. It will help you focus on your work and also produce quality work, helping you meet your goals.  Also, make sure that you budget come time in for fun and breaks. Without fun, you can burn out. Go and block some time off on your calendar for breaks. Also make sure to plan some fun in your life. Lawrence says, in order to get what you want done in life, you need to be alive to do it. He goes on to use the acronym F.U.N., which stands for Forget Unhappiness Now. Life is meant to be fun and enjoyable. Take PTO and mental stress days in the new year. Lawrence is a success coach and he helps others realize their dreams. He can help you emphasis your talents and passion to be successful in 2021! Get in touch with Lawrence via email: Lberger0127@gmail.com https://youtu.be/ZBwfwNRObd0 Audio:

In this short episode, I want to help you hit the ground running in 2021 and get more brand exposure. Look at submitting guest blog articles and being a podcast guest to help your visibility. You have a lot of great information to be shared, and you need to make sure that other people can help you spread the word! https://youtu.be/07UgjzTG0tQ Audio:

I am joined by Peter Burkin- Owner Message to Billions. We met on the Facebook Group, Masters of Reinvention. Peter is a life coach, master of self flow,  and a Passion Test facilitator. We dive into why you should not be doing anything in business alone and how a coach or mentor can significantly help you. You should work with someone that has been where you are going. It is also like having a second brain! Also consider joining a mastermind group where you can learn from an expert as well as the other meeting participants. It is kind of a knowledge share. Together everyone achieved more, or as Peter says, together everyone achieves miracles. You are who you surround yourself with, so find people that you can learn from and succeed.  We shift to how people are pivoting in the pandemic and that you should find a coach and also be a coach! Always be paying if forward. Even if you cannot afford a coach, look into bartering if you have something to offer, physical or knowledge.  Find a passion for what you do so that you work is always rewarding, but remember that you need to work hard for the reward! Website: www.messagetobillions.com Email: pburkin@gmail.com Contact Peter for a free 15 minute consultation! https://youtu.be/8-HwUg5VCig Audio:

Another quick tip today. I subscribe to the Stacked Marketer newsletter, which has a lot of great marketing information. In a recent email, there was a section where Jason Bradwell, host of B2B Better and Author of B2B Bite tweeted about having employees share company related posts before they where shared by the company and how they had better engagement. I thought this was a good idea and also encourage you to do more different things. What will you do? Here is a link to the tweet: https://twitter.com/JasonRBradwell/status/1332290328850796544 https://youtu.be/Qi8r-Ph7ltI Audio:

Today, let's talk about finding topics or ideas for creating content. I mention the site www.answerthepublic.com, where you can search for a topic and find out what questions people have around that topic. Use this site to help you create more and valuable content for your audience!

I am joined by Josh and Cel, co-hosts of the Unstuck Institute Podcast. They are both millennials and entrepreneurs that were stuck in a day job that they did not like and did not know how to take the next step to start over or start a business of their own. They have helped people become unstuck and I asked them to come on to the show to talk about how you can become Unstick yourself.  We all get stuck and we spoke about “getting unstuck: Ready is a lie: Many people hold themselves back because they are not ready yet or what you are working on is not perfect. That is a lie. Put yourself out there and see what happens. Go for it! Make sure that you do not have any regrets  spoke about many things that I launched were not really ready, but they are out there into the world. How to get unstuck: We spoke about key ways to get unstuck. Take baby steps. DOn’t quit your job or jump all in to a project. Make progress over time. Do something for five minutes a day. It is less scary to start something new with a smaller time commitment. You will be developing a habit to do what it takes to get unstuck. You will be amazed at the progress you can make if you just get started.  You also need to reflect on what you are and want to do. Make sure that you have a desire and passion to do something. Give yourself grace. Building skills is a good thing regardless how long they stick around in your life.  Making your dreams happen: Dream big! What do you really want? Write it down. Josh and Cel are offering a complimentary life book to help you become unstuck. This is where you can write down your goals and know where you want to be. Plan it out. Make sure to review your goals, because your plan acts as a compass. I mention using a vision board and Cel says it is in the life book! Download it.  Website: https://www.unstuck.institute Podcast: https://www.unstuck.institute/podcast Link to Life Book: www.unstuck.institute/lifebook https://youtu.be/rErUpTxwK1g Audio:

What does it take to become a leader in this new virtual world that we live it. It might be hard for people in entry level positions to become team leads or managers. Let's talk about some things that might help. https://youtu.be/0-JD6neUgas

There is only nine weeks left in the year. Did you give yourself a hall pass for 2020? If so, it is time for a reality check. https://youtu.be/jPUw7-Vv7wA

In this episode, I am joined by Tim Hughes  He is universally recognized as the world leading pioneer and exponents of Social Selling and he is currently ranked Number 1 by Onalytica as the most influential social selling person in the world.  He is also Co-Founder and CEO of DLA Ignite and co-author of the bestselling books “Social Selling - Techniques to Influence Buyers and Changemakers” and “Smarketing - How To Achieve Competitive Advantage through blended Sales and Marketing”. Both published by Kogan Page. We talk about social selling. Many people think that social selling is “selling online”, where it is more about developing relationships on social media in order to sell.  With social selling, you can: Increase sales by 30% Reduce sales cycle by 40% Tim mentioned that you need three things for social selling: A great profile on LinkedIn You need to connect with people and develop relationships Publish consistent content We then dive into the fact that you need to be providing value when you post and communicate online to build KLT (Know, Like, and Trust). Nurture your network rather than talking at them.  Most marketing campaigns have a beginning and an end. But creating content has far more residual value.   We also bring up posting personal content on LinkedIn and I feel that the new LinkedIn Stories might be a good place for that and helps humanize your content. Tim’s Book: Social Selling: Techniques to Influence Buyers and Changemakers: https://www.amazon.com/Social-Selling-Techniques-Influence-Changemakers/dp/0749478012 LinkedIn: https://www.linkedin.com/in/timothyhughessocialselling/ Twitter: https://twitter.com/timothy_hughes EMail: tim@dlaignite.com https://youtu.be/Okskbt1Dd-g

I am joined by the communications expert, Trisha Lewis. If you want to be listened to more and have people engage more with you, you need to listen to this episode. We hop right in and talk about what people struggle with when they communicate.  One challenge is having your voice heard in meetings by overthinking how you will be judged. To rectify this, make sure to know how to listen well and speak with clarity. You need to find a balance of both. I mention some of my experiences in the past.  Then we spoke about communicating at networking events. Relax and use humor to start discussions. It will help you break the ice. If people do not respond to your efforts, move on. It was not worth your time then.  To  get better at communicating, use role play. I love to facilitate role play sessions! Learn how to speak with knowledge and authority by practicing.  Trisha offers up a couple of strategies that she uses, including TOTO: Try Observe, Try Observe, vulnerability weaving, conscious tweaking. You can also work with coaches, mentors, and accountability partners to help you communicate better. Also, keep Trisha in mind ;)  I love the idea that Trisha uses an alter ego, Investigator Lewis. I encourage you to find your alter ego! The Make It Real Podcast: https://www.trishalewis.com/make-it-real-podcast/ Website: https://www.trishalewis.com LinkedIn: https://www.linkedin.com/in/trishalewistalk/ https://youtu.be/Tc9uzzlGI3E

In this episode, I am joined by Adam Mendler, CEO of The Veloz Group Adam is a serial entrepreneur, writer, and speaker with a national platform on business leadership.  Adam is on a mission to create better, more resonant leaders by distilling lessons learned from building three successful businesses in three different industries and from interviewing hundreds of America’s top leaders.  We talk about leadership in today’s environment.  Times are tough right now. We have reasons to be upset, frustrated, and sad, but we have to remember to stay positive and control what we can. Your mindset and how you spend your time can be controlled. When something bad happens, it is ok to reflect on that, but do it for a short period of time and then move on. Make sure to adapt to your challenges rather than complain about them.  Here are a fe things that Adam has done to get through this pandemic: Stopped watching cable news. It has not been great for his mental health.Set personal and professional goals We also discussed what Adam has learned from numerous top leaders in the country. Adam has had many leaders on his podcast, 30 Minute Mentor Podcast, where he has learned a lot.  He has learned that leadership is universal. It is your job to inspire and motivate others using persuasion. Life long learning is also key to being an effective leader.  Learn from your failures, but you need to try new things. Remember that failure is not permanent.  Lastly, Adam tells us the importance of building your personal brand and what it can do for you. Writing blog posts and being a speaker will help more people learn about who you are and “expands your brand”.  But remember that you are also your brand.  Website: https://www.adammendler.comAdam meddler Podcast: https://www.adammendler.com/podcast and https://www.thirtyminutementors.com Instagram: http://instagram.com/adammendler LinkedIn: http://www.linkedin.com/in/adammendler Twitter: https://twitter.com/adammendler Facebook: https://www.facebook.com/amendler https://youtu.be/TiExwmetDLA

I am back to providing a tip for this week. I was recently tagged in a post on Facebook where a person was asked what email service provider to switch to since they had an issue with emails going to spam. Let's talk about that.

Nina Froriep from Clock Wise Productions joins me to talk about great video content.  Nina is a visual storyteller, video democratizer and has 30+ years experience as filmmaker and producer. Today, she enables mission-driven entrepreneurs to grow their company with consistent and easy-to-implement video content through one-on-one coaching and peer-learning.  Nina focuses on mission driven entrepreneurs in the services field. She helps them grow with consistent video content. She helps make it easy.  Getting started is easy, use the technology you already have and when it comes to editing, there are free and paid programs and apps to help you crate professional looking videos. We discuss some of them.  To be consistent, you need to have workflows that help you deal with your “video demons”.  Nina, developed a challenge system that helps her clients get into the habit of developing consistent content.  We also discussed posting to LinkedIn vs Youtube natively and video metrics. LinkedIn:  Website: http://wwwclockwiseproductions.com Make sure to inquire about the content challenge!  

Michael Hession with Private Banking Strategies and an authorized practitioner of IBC (Infinite Banking Concepts) Let’s talk about money. Some people are losing money, while others are making money.  Make your money work for you. Start to think about and handle your money like a bank would.  Michael talks about investing money in fully underwritten life insurance mutual funds. It is a safe investment and there is guaranteed growth. Stocks and 401k investment can be risky, but can also be lucrative in certain times. One thing with IBC is that you can always have access to your money, where with stocks and 401k, it is more complex and usually involves fees.  Email: Mhession64@gmail.com Website: privatebankingstrategies.com

Liz Bull from LizBull.com joins me to talk about managing stress and losing that dreaded COVID Weight. Liz offered up some great information and techniques that I even found to be helpful! Make sure that you eat less food/drinks that have sugar. Nothing soothes better than sugar, but you need to stay away! Recognize that […] The post HMBT #244: Liz Bull – Lose That COVID Weight appeared first on .

I am joined by Josh Cary, VP Marketing at Joyous Green and previously with All Things Barbecue.  We spoke about video marketing, with a focus on YouTube. How to put together an affordable video setup, what you need to focus on to rank with the YouTube algorithm , and how to build and deploy a […] The post HMBT #243: Josh Cary – YouTube and Video Tips appeared first on .

Dr. Waldman is a recently semi-retired licensed clinical, forensic psychologist in Phoenix, Arizona. We discuss ways to run your business, especially if you are not a retailer ore commerce based business.  It is important to know your customers and if you to not know about the process of running a business or handling marketing, you […] The post HMBT #242: Dr. Larry Waldman – The Power of Referrals appeared first on .

I am joined by Michael Knulst  from the Digital Growth Group. Michael is known as a growth oriented leader who is specializes in delivering lasting performance at the sharp end; Where your business meets its customers. Michael has: Built 3 multimillion dollar companies in less than 3 years’ time each; Generated more than 75 million […] The post HMBT #241: Michael Knulst – Growth and Sustainability appeared first on .

Even though tax season is gone, you still need to think about planning all year round. Wendy Casserra, owner of Taxpectations joins me to give some advice and we also talk about tax myths.  Don’t wait until April to start planning or doing your taxes. Make every Monday “Money Monday”. Know what deductions you can […] The post HMBT #240: Wendy Cassera – Money Monday appeared first on .