Podcast appearances and mentions of henry devries

“When anchors fail, people die.” This line has many meanings for author, motivational speaker and expert mountain climber Manley Feinberg. In this Osher Author Talk interview, Feinberg describes a harrowing climb of Yosemite's El Capitan in 2022, where he and his son saved the life of their companion while suspended on the face of the mountain. He incorporates his experience climbing mountains into his books and presentations to help people reach their fullest potential while supporting those around them. The interview is hosted by Henry DeVries as part of UC San Diego's Osher Lifelong Learning Institute. Series: "Osher UC San Diego Distinguished Lecture Series" [Humanities] [Show ID: 40432]

“When anchors fail, people die.” This line has many meanings for author, motivational speaker and expert mountain climber Manley Feinberg. In this Osher Author Talk interview, Feinberg describes a harrowing climb of Yosemite's El Capitan in 2022, where he and his son saved the life of their companion while suspended on the face of the mountain. He incorporates his experience climbing mountains into his books and presentations to help people reach their fullest potential while supporting those around them. The interview is hosted by Henry DeVries as part of UC San Diego's Osher Lifelong Learning Institute. Series: "Osher UC San Diego Distinguished Lecture Series" [Humanities] [Show ID: 40432]

“When anchors fail, people die.” This line has many meanings for author, motivational speaker and expert mountain climber Manley Feinberg. In this Osher Author Talk interview, Feinberg describes a harrowing climb of Yosemite's El Capitan in 2022, where he and his son saved the life of their companion while suspended on the face of the mountain. He incorporates his experience climbing mountains into his books and presentations to help people reach their fullest potential while supporting those around them. The interview is hosted by Henry DeVries as part of UC San Diego's Osher Lifelong Learning Institute. Series: "Osher UC San Diego Distinguished Lecture Series" [Humanities] [Show ID: 40432]

“When anchors fail, people die.” This line has many meanings for author, motivational speaker and expert mountain climber Manley Feinberg. In this Osher Author Talk interview, Feinberg describes a harrowing climb of Yosemite's El Capitan in 2022, where he and his son saved the life of their companion while suspended on the face of the mountain. He incorporates his experience climbing mountains into his books and presentations to help people reach their fullest potential while supporting those around them. The interview is hosted by Henry DeVries as part of UC San Diego's Osher Lifelong Learning Institute. Series: "Osher UC San Diego Distinguished Lecture Series" [Humanities] [Show ID: 40432]

“When anchors fail, people die.” This line has many meanings for author, motivational speaker and expert mountain climber Manley Feinberg. In this Osher Author Talk interview, Feinberg describes a harrowing climb of Yosemite's El Capitan in 2022, where he and his son saved the life of their companion while suspended on the face of the mountain. He incorporates his experience climbing mountains into his books and presentations to help people reach their fullest potential while supporting those around them. The interview is hosted by Henry DeVries as part of UC San Diego's Osher Lifelong Learning Institute. Series: "Osher UC San Diego Distinguished Lecture Series" [Humanities] [Show ID: 40432]

Host Laurie Barkman, The Business Transition Sherpa, talks with Henry DeVries, publisher, writer, and CEO of Indie Books International. Listen in as Henry debunks a few myths about creating a sustainable competitive advantage in service businesses through niche specialization. They also discuss the importance of candid conversations in business ownership transition and exit planning to offer valuable takeaways for business owners. Henry shares how he is planning for succession and exit with a focus on growth and value. Defining the legacy and impact a business owner wants to leave behind is a key part of the planning process. Find Henry DeVries Here:  http://www.linkedin.com/in/henryjdevries Indie Books International Website   ❤️ Show us the love on Rate This Podcast: https://ratethispodcast.com/successionstories _______________________________________ BUYERS BUY ON THEIR TIME, NOT YOURS. WILL YOU BE READY? Learn more about the Endgame Entrepreneurship Masterclass and build with your exit in mind.  Book a call to learn more: https://thebusinesstransitionsherpa.com/course/ _______________________________________

Henry DeVries is an acclaimed author and business strategist who has penned 20 books, including the recent "Marketing with a Book for Agency Owners." With a career starting in 1990, DeVries has gained international recognition for his expertise, most notably with his bestseller "How to Close a Deal like Warren Buffett." He is a staunch advocate for using books to build business credibility, emphasizing the necessity of passion, expertise, and originality. DeVries critiques the use of AI in book writing, advocating instead for authors to establish themselves as authorities in their niche through genuine content, speaking engagements, and active promotion across various platforms.

You can't teach everything you know in an hour. (At least we hope not!) So, if you are a speaker, consultant or coach are you allowing people to take more of your wisdom home? Anyone can write a book, but do you have the right book? Do you offer it in your proposals? What if you could wave your speaking fee and still earn revenue. Darren sits down with his publisher, Henry Devires to get some insights from experience. Why other experience does Henry offer? "The Agency Owner Book Guy" | Author of Marketing With A Book For Agency Owners | Agency Owner News | Agency owner TV show host | Professional Speaker | CEO of Indie Books | Ghostwriter & Writer for Forbes.com & Inc.com   SNIPPETS: • Henry's background   • Tapping into other budgets   • Why the right book matters   • What is an independent publisher?   • 3 Critical Mistakes author's make   • It easier, faster and more affordable now than in the 1990's   • The two biggest book revolutions publishing in the past 20 years   • Persistently helpful   • Success stories from Henry's authors   • Write the Right Book Workshop

Henry DeVries is CEO and co-owner of Indie Books International Inc., an Oceanside, CA company he co-founded in 2014, publishing over 150 titles. He works with agency owners, business leaders, and strategic consultants who want to attract more high-paying clients by marketing with a book and a speech by publishing a book they are proud of. In the last ten years, he has helped ghostwrite, edit, and co-author more than 300 business books, including his McGraw-Hill bestseller How to Close a Deal Like Warren Buffett now in five languages, including Chinese. He was formerly the careers columnist for the San Diego Union-Tribune. In 2024, he launched the news website AgencyOwnerNews.com. He is personally the author or co-author of 20 marketing books, including Trusted Advisor Confidential, Bringing In the Business, Marketing With A Book For Agency Owners, Rainmaker Confidential, Self-Marketing Secrets, Marketing With a Book, Persuade With a Story, Defining You, Build Your Consulting Practice, and Client Attraction Chain Reaction. Having a book is the #1 marketing tool, but it's the starting line, not the finish line. In this week's episode, Henry DeVries shares his tried-and-true method for attracting high-paying, right-fit clients without having to do all the heavy lifting of traditional prospecting. His key to success is writing a book and giving it away for free — yes, for free. Henry shares that when you position yourself as relentlessly helpful by openly sharing your expertise, it automatically sticks in a person's mind that you're the go-to person for that particular topic. Next time they need someone to help them with a problem, you already are in the back of their head, and they have tangible evidence to show you're the right person for the job.  Join us in this episode of the Progressive Agency Podcast to learn more about positioning yourself as a subject matter expert to attract right-fit clients by building trust upfront by sharing your knowledge openly with prospects and clients alike. What you will learn in this episode: What is authority marketing and how can it generate more income? Writing a book is the starting line, not the finish line The Magnificent 7 of promoting your book Building trust by being relentlessly helpful Getting your face out there to promote your book The ROI of digital vs print books Getting people to experience you as the author Resources: Indie Books International: https://indiebooksintl.com/resources/ Agency Owner News: https://agencyownernews.com/ LinkedIn Personal: http://www.linkedin.com/in/henryjdevries Facebook: https://www.facebook.com/profile.php?id=100085340613920

Meet Henry DeVriesHenry DeVries, MBA, is the CEO of Indie Books International, a company he cofounded in 2014 to work with agency owners and strategic consultants who want to attract right-fit clients by marketing with a book and speech (www.indiebooksintl.com). He is the author of 17 books including Marketing With A Book For Agency Owners. Since 2010, he has ghostwritten, coauthored, and published more than 300 business books, including his McGraw Hill bestseller How to Close a Deal like Warren Buffett. Henry's articles have appeared in forbes.com, the Associated Press, and various magazines. He can be reached at henry@indiebooksintl.com. Learn more about Henry by visiting the website for Indie Books International: http://www.indiebooksintl.com.Henry, how does a book help with your authority marketing efforts? Well, as our friends at Predictive ROI and Agency Management Institute say, a book can be the cornerstone for your authority marketing. And then the real leverage is talking about doing what I'm doing here on a podcast with you. Or I'm going to be giving a speech tomorrow at the University of California at Irvine at their innovation center. A lot of these [opportunities] come from the writing that I do and being an author; that makes sense to be on a stage. So, you use the book as the authority marketing tool. Your sales strategy is talking about the book. And that's what gets you the right fit prospects into your sales pipeline.Why do you say publishing the book is the starting line and not the finish line?There are so many people out there who're all about the book, about coaching you to write the book, and/or writing the book for you or their publishing service. And you get your book out. But let me give your audience a hard truth… Nobody gets discovered because they write a book. It's like nobody gets discovered because they put a website up on the internet. Books don't promote authors, authors promote books. And in the promotion of the book with the spotlight being on the book, it reflects on you and attracts people who want to have conversations with you about what you do and how you solve problems for people like them. So, we say publishing the book is the starting line. And it's a marathon, not a sprint. This is a long race you're going to be going on, and I have some minimum monthly requirements for my authors. Here they are. One: Do Two Showcase Speeches a Month. Either podcast or something you host like a Q&A session, or on somebody else's stage where you're a virtual or live presenter. Two of those a month and then send 20 books out a month. Two: People Who Could Book You as a Speaker Could Hire You for Your Service. If you do that on a consistent basis, you're gonna sell enough books to pay for the whole effort. And then we measured a return on investment of 4x to 220x. In other words, if people put in, let's say, $25,000 into this effort, they should get $100 to $250,000 to a half million back in extra revenue. And we have a study that shows that. People are on record with the amount of money that the book has made them. And we're out there with measurable results and testimonials to prove it.Connect with Henry!Connect on LinkedInIndie Books InternationalEmail Henry (henry@indiebooksintl.com) to get a free digital PDF copy of his book “Marketing with a Book” or “Persuade with a Story!”

Eddy Dacius host the Divine Purpose Podcast. DPPodcast is a platform for healthy conversations, interviews, and interactions with callers. We all have different opinions; however, the truth is the ultimate mediator.   SPECIAL GUEST   Henry DeVries is the CEO (chief encouragement officer) of Indie Books International, a company he co-founded in 2014. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. As a speaker, he trains business development teams and business leaders on how to sell more services by persuading with a story. He is also the president of the New Client Marketing Institute, a training company he founded in 1999. He is the former Ad Age 500 advertising and PR agency president. He has served as a marketing faculty member and assistant dean of continuing education at the University of California, San Diego. In the last ten years, he has helped ghostwrite, edit, and coauthor over 300 business books, including his McGraw-Hill bestseller, How to Close a Deal Like Warren Buffett—now in five languages, including Chinese. He has a monthly column with Forbes.com. He earned his bachelor's degree from UC San Diego, his MBA from San Diego State University, and has completed certificate programs at the Harvard Business School. As a result of his work, consultants and business owners get the four Bs: more bookings, more blogs, more buzz, and a path and plan to more business. On a personal note, he is a baseball nut. A former Associated Press sportswriter, he has visited forty-one major league ballparks and has three to go before he “touches ‘em all.” His hobby is writing comedy screenplays that he hopes will one day be made into films.   Henry DeVries can be reached at henry@indiebooksintl.com or call him at 619-540-3031.   THANK YOU FOR WATCHING! ---------------------------STAY CONNECTED -----------------------

Today's Guest: Henry DeVriesHenry DeVries is the CEO and co-owner of Indie Books International, a company he co-founded in 2014, publishing over 150 titles. He works with agency owners, business coaches, and consultants who want to attract more high-paying clients by marketing with a book and a speech. He is a paid weekly columnist covering marketing and agencies for forbes.com. Authors who have implemented his proprietary systems have reported marketing return on investments of 400% to 2,000%, with some making more than an extra million bucks. He has helped ghostwrite, edit, and co-author over 300 business books in the last ten years, including his McGraw Hill bestseller How to Close a Deal Like Warren Buffett. Now in five languages. He is the author or co-author of 17 marketing books. He wrote books for agency owners, Rainmaker Confidential, Self-Marketing Secrets, Marketing With a Book, Persuade With a Story, Defining You, Building Your Consulting Practice, and Client Attraction Chain Reaction. On a personal note, he is a baseball nut, a former Associated Press sports writer; he has visited 44 Major League ballparks and has one to go before he touches them all. From this episode:"You don't just use the word generosity; you have the complete spirit of generosity. I have been a recipient of that generosity. And I think that's also for my listeners. And you and I have the philosophy we want clients that we would like to sit down and have dinner with to bring this part around full circle about the heart." Dr. T"If you're not consistent, you're training your prospects, that you're not consistent. That's not something you want to teach them,  that you're sporadic. How you handle the little things in life gives clues on how you handle the bigger things. So if you're inconsistent with all this, he's probably inconsistent on his meetings, he's probably inconsistent on deadlines, or she would be inconsistent on getting the work done. Now, I don't want to send that message out. So that's the power of consistency. " Henry DeVriesindiebooksintl.com/linkedin.com/in/henryjdevriesmarketingwithabook.comhttps://persuadewithastory.com/ 

Henry DeVries is the CEO (chief encouragement officer) of Indie Books International, a company he cofounded in 2014. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. As a speaker, Henry trains business development teams and business leaders on how to sell more services by persuading with a story. The post #175 – Henry DeVries on Marketing with a Book for Agency Owners first appeared on Write Your Book in a Flash Podcast with Dan Janal.

Riches in Niches and How to Attract High-Paying Clients I'm excited for you to meet our special encore guest expert today — Henry DeVries. If you're meeting Henry for the first time — he's the CEO of Indie Books International. He's the former president of an award-winning “Ad Age 500” marketing agency — and — Henry is also a weekly columnist for Forbes.com. Henry was my guest for Episode 15 of the podcast, where he shared his expertise around strategies and tactics for writing a book — and then — how to use the book as your primary marketing strategy — or, as Henry likes to say — “Marketing with a Book.” We'll be sure to add a link to Episode 15 to today's show notes.  Okay — I invited Henry to join me for this encore interview so we could focus our time and attention on Chapter 5 of Henry's latest book entitled, “Marketing with a Book for Agency Owners.” He titled Chapter 5 — “Riches in Niches.” If you've been listening to this podcast for a while now — or if you've read our books — or attended any of our open-mic Q&As or live workshops — you know that here at Predictive ROI…we're big fans of building a riches in niches strategy. I'm going to quickly quote Henry from Chapter 5… Henry writes, “To attract high-paying clients, agency owners must be clear on their ideal prospects. But a target market with a problem is not enough. Agency owners also must find target clients that can afford to pay what you want to charge.”  Okay — it's here at the intersection of these two points that Henry and I focused our riches in niches discussion. How to find right-fit prospects who are willing to pay what you want to charge — and I would argue that when you do this work correctly and your content strategy is on point and generous — your right-fit prospects will be EAGER to pay your premium price. To help us get there — I asked Henry to walk us through what he calls the “10 filter questions” that you and your team can use as you work through the process of niching down.  In my opinion — Henry's 10 filter questions are critically important to the process of seeking riches in niches because if we don't get it right at the beginning — HOLY BANANAS — it's most likely not going to feel right 2-3 years into your “niche” strategy.  I promise you — if you take and apply Henry's advice and build a strategy around riches in niches — and then — have the courage to build an authority position deep in the niche (instead of being sort of committed), you consistently create helpful cornerstone and cobblestone content that shares your smarts with your audience. If you do this work — you'll not only be seen as the AUTHORITY in the niche, but your sales pipeline will go from being dry to being filled with a steady stream of right-fit clients from within the niche who are eager to work with you — AND — willing to pay your premium price to do it.  That's the recipe for riches in niches.   What you'll learn from this episode about riches in niches: Why your riches in niches strategy needs to include stories that matter and where you ought to share them Why it's so important to share the right social proof with your prospective clients How to find prospects in niches who are willing to pay what you want to charge How to identify and then properly step into the right pond within the right niche How to work through the 10 filtering questions to do the right work up front to help ensure you tap into the riches in niches     Speaker 1: (00:03) Welcome to the Sell With Authority podcast. I'm Stephen Woessner, c e o of predictive roi. And my team and I, we created this podcast specifically for you. So, if you're an agency, agency owner, a business coach, or a strategic consultant, and you're looking to grow a thriving, profitable business that can weather the constant change that seems to be our world's reality, then you're in the right place. You want proven strategies for attracting a steady stream of well-prepared right fit prospects into your sales pipeline. Yep. We're gonna cover that. You wanna learn how to step away from the sea of competitors, so you actually stand out and own the ground you're standing on. Yep. We're gonna cover that too. You wanna futureproof your business so you can navigate the next challenges that come your way. Well, absolutely. We'll help you there as well. I promise you. Speaker 1: (01:02) Each episode of this podcast will contain valuable insights and tangible examples of best practices, never theory from thought leaders, experts, owners who have done exactly what you're working hard to do. So I want you to think practical and tactical. Never any fluff. Each of our guests have built a position of authority and then monetized that position by claiming their ground, by growing their audience, by nurturing leads, and yes, by converting sales. But all the while they did it by being helpful. So every time someone from their audience turned around there, they were with a helpful answer to an important question, so their prospects never felt like they were a prospect. I also promise you every strategy we discuss, every tool we recommend will be shared in full transparency in each episode. So you can plant your flag of authority, claim your ground, and fill your sales pipeline with a steady stream of right fit clients. Speaker 1: (02:09) So I am super excited for you to meet our very special encore guest expert today, Henry DeVries. If you're meeting Henry for the first time, he's the c e o of Indie Books International. He's the former president of an award-winning ad age 500 marketing agency, and Henry is a weekly columnist for forbes.com. Henry was also my guest for episode 15 of the podcast where Henry shared his expertise around strategies and tactics for writing a book, and then how to use the book as your primary marketing strategy, or as Henry likes to say, marketing with a book. So, we'll be sure to add a link to episode 15 to today's show notes to make it super easy to find. It's a great episode. Okay, so I invited Henry to join me for this encore so we could focus our time and attention on chapter five of Henry's latest book, which is entitled Marketing with a Book for Agency Owners. Speaker 1: (03:09) He titled Chapter Five, riches in the Niches. And if you've been listening to this podcast for a while now, or if you've read our books or attended any of our open mic q and as or live workshops, you know that here at Predictive roi, we are big fans of itching. So I'm gonna quickly quote Henry here, uh, from chapter five of the book, Henry writes, to attract high paying clients, agency owners must be clear on their ideal prospects, and then he goes on to write, but a target market where the problem is not enough agency owners also must find target clients that can afford to pay what you wanna charge. Okay? So it's at the intersection of these two points that Henry and I will focus our discussion today, how to find right fit prospects who are willing to pay what you want to charge. Speaker 1: (04:05) And I would argue that when you do this work correctly and your content strategy is on point and generous, your right fit prospects will be eager to pay your premium price. To help us get there, I'm going to ask Henry to walk us through what he calls the 10 filter questions that you and your team can use as you work through the process of nicheing down. Because in my opinion, Henry's 10 filter questions are critically important to the process of seeking riches in the niches. Because if we don't get it right at the beginning, well, holy bananas is most likely not gonna feel right two to three years down the road. I promise you, if you take an apply Henry's advice and seek the riches in the niches, and then have the courage to actually build an authority position deep in the niche and not be kind of committed to the niche, so you're consistently creating helpful cornerstone and cobblestone content that shares your smarts with your prospective clients, clients in the niche, you'll not only be seen as the authority in the niche, but you will fill your sales pipeline with a steady stream of right fit clients who are eager to work with you and who are willing to pay your premium price to do it. Speaker 1: (05:29) So without further ado, my friend, welcome back to the Sell With Authority Podcast. Henry, Speaker 2: (05:36) Thank you for inviting me to talk about riches niches. You're very welcome. April, 2022, the place, Oceanside, California. I'm celebrating the eighth anniversary of Indie books. Okay? We've published over 150 authors. Life is great. I'm not happy. Okay? I'm at a crossroads. Sounds like there's a story there. You're gonna start a hospital. There's a story there. I'm at Crossroads and I go, I teach this riches and niches and I've helped so many people, and I don't feel that we've really found ours, huh? Because I had focused on consultants and coaches, okay? And there was just something missing. And the, the ponds and the groups that I, the watering holes and Pamela Slim of the Whitest Nets language, you know, the, they just weren't feeling totally right for me. Okay? So I did a, I did an exercise. I, I went on a retreat, just me in a car to a motel to think of this through, okay? Speaker 2: (06:45) Made a list of all our authors and divided them into groups, okay? And there was this one group that I liked to work with the most agency owners, because I was an agency owner. And matter of fact, indie Books International is an agency. It's a marketing agency in disguise, as a publishing company, okay? And we, we help people get speaking, but part of it was this training aspect where we train you to give speeches, get on podcasts, do these things to amplify your work. That's my word for the years, Steven. Amplify. We need to amplify our work. That's a good word. Talk about that. So I went and, and the agency owners were, and I said, well, where could I go meet agency owners? So I researched, and there were 10 places where they gather that I found, and one was called the Baba, b a b summit, build a Better Agency Summit. Speaker 2: (07:44) Uhhuh. . And it was over $2,000 to attend a little problem. I didn't have an extra $2,000, but I do cover marketing for forbes.com. I've been a paid columnist for five years. So I contacted the Baba Summit people into my surprise, they said, yes, you can have a media credential come cover us, um, at the Western in Chicago. Mm-hmm. . So meanwhile, I start to call some of these agency owners that I'd helped do their books. And I said, you know, whatever happened as a result of the book. And Tom Young, uh, one of my authors said, oh, you helped us get to the million dollar level. And then we, we leveraged that book, and now we're at 2 million a year. Um, I talked to another person and she said, oh, I didn't have any Fortune 500 companies when we started. I've tripled my revenues, and now I'm working for the one of the top five banks in America, one of the top five financial houses in America, a a billion dollar Japanese technology company. Speaker 2: (08:51) As a result of this, I'm going like, well, those are some, I said, would you, would you put that in writing? Could I put that in writing? Well, of course. Would you tell other people? You know, could I put you on video? Oh, yeah. Send anybody my way. I'm going like, okay, check. We, we've got something going here. Right? Also, they were the, um, most willing to pay. Some of them told me, uh, you know, you, you're not charging enough. This is what the agents, this is what the agency owners were sharing. They were telling me that I wasn't charging them enough, right. Uh, for what they were getting from me. Okay? So I go to the, the Baba Summit. I did not know you were involved, Steven, I knew you from being in a, a couple of appearances on Onward Nation. Um, I, I think I had written about a couple of your clients and Forbes, so that was our relationship. Speaker 2: (09:39) But I see you were one of the sponsors there and involved, and that was great. Within an hour of being there. Everything I've been teaching for the last 15 years in writing about, but unwilling to do as a service, you were preaching at, at Baba, the p baba speakers were preaching, and they had people there to do it. You know, if you wanted podcasts, you could go to predictive roi. If you wanted a, um, a proprietary research study, you could go to audience audit. So it was like, these are my people. Mm-hmm. , uh, this is so great. And I had decided then, okay, I'm going all in. Now. Let me tell you, fear never sleeps. To go all in on a target niche is a scary proposition. Um, you're worried that by declaring I work for these people, your referral sources are gonna dry up Uhhuh, . Speaker 2: (10:35) I can assure you, they do not. Right? The the other thing that happens is you're, you're afraid that somebody will read your website and go, oh, well, that's not for me. I can assure you it's not. I have people call me up and say, look, I, I know I'm not an agency owner, but, uh, I run this consulting company and could I please convince you to work with me? Right. You know, go on . I'll say, you know, and, and, uh, some have and have done wonderful projects. Meanwhile, , so I, I commit to this. This is May and I, I think I've gotta write a book. I've gotta write a book about this, but I am very busy. When am I gonna have time to write another book? So, um, and we all have different faiths, and I respect that. And, um, in, in California, I have to say the universe or the universe will manifest when I'm, when I'm out in, uh, the Midwest with you, I can say God helps those who help themselves. Speaker 2: (11:35) So, but I, I prayed on it and I prayed for time to get this book done. Be careful what you pray for . I was give, in August, I was giving five workshops for CEOs on how to persuade with a story. Mm-hmm. , uh, that's what I'm paid to speak on. I've written books on that. And on, uh, day five, I contract covid. So I'm in Memphis, Tennessee, um, thousands of miles from home. Nobody there. I have to check into this, uh, cheap motel to quarantine for a week. Yep. And, uh, my healthcare got right on it got me into a doctor who prescribed the drug, PAX Lobin for me. Mm-hmm. . So I'm on a, a five day protocol of Pax Lobin. Well, it knocked it down right away. And I thought, well, I don't wanna watch TV and I'll just start writing the book. Five days later, the book was written, you know, thank you. Speaker 2: (12:38) I'm grateful for that time, . I wish it could have been like a little more enjoyable, but I got the book done and started rolling. I know I needed refinements. So, uh, signed up with predictive roi. We did the, the 90 day program, really refined it. Um, Eric, on your team, uh, I, I love Eric dearly because he challenged me on everything. Um, he gave me pushback on everything. It wasn't like, oh, great, this, like, no, this and that. What happens if this happens? And like, oh man, that would've been a huge mistake if I'd gone that way. So, very grateful to predictive roi. And then I saw, um, workshops by you and Drew McClellan of AMI in, in Florida. Um, didn't have the money for that. Went to the board and said, we need to personally borrow money, uh, so I can go to Disney World for a conference in December and January. Speaker 2: (13:34) Um, and then when I explained it, all my wife said, a hunch. Henry had a hunch. And we bet on the hunch. And the hunch worked. So, um, I've been picking up agency clients. You told me I needed to double my prices and hire better people. I went out and did that. Yep. Um, and then when people would call me, I would give that higher price, and they didn't blink. So it all came back to what we're gonna talk about today, these filter questions. Yep. Um, agency owners pass the filter questions test for me, and I hope the filter questions help the listeners today. Speaker 1: (14:15) Awesome. Well, so let's, I, I want to tease out just one piece outta outta what you just said about the, the workshop and not, and not, and not like promoting the workshop or advertising the workshop, but your recognition about how the Baba Summit and how the workshop and how you participate in our community, how you participate in the Agency Management Institute community and, and so forth. And how you've been very strategic in, uh, aligning partnerships and friendships and all of that, because those are efforts to get deeper into the niche. And, and I'm not saying that those are not great relationships and personal relationships and turning into friendships and that kind of stuff. I, I'm, I'm not saying that those are like surfacey, they're, and they're not genuine because I know that they absolutely are. What I am saying is that they are, excuse me, that they're also indicative of when you go deep into the niche, it's about really understanding the people in the niche, really understanding the pond, really understand who is in the pond, swimming around and all of that, and developing those relationships. That's part of getting deep into the niche. Would, would you agree? Speaker 2: (15:26) Oh, absolutely. And I have to do a shout out to Susan Byer, a member of the Community of Audience Audit. And I heard you and Susan speak at the Baba Summit, and I shook her hand and, uh, gave her my card and said, I'd like to interview her for forbes.com. And, uh, she's the world's busiest woman who's going at mock five with her hair on fire. So that wasn't happening, but I, I was on, uh, a call with you and there were other people, you, you had me, I think, on a q and a talk about the book mm-hmm. , and Yep. Susan was there, and she calls me up afterwards and said, we have to talk, says this. I was where you were at a few years ago. I know who you are. Uh, and I know where you're at, and I just get deep into this. Speaker 2: (16:13) Do this, this is what you need to do. Yep. And I said, thank you. I appreciate that. Uh, what is the best piece of advice you have for me right now? Okay. She said, go to the workshops in December and January, you know, beg, borrow Steele, do whatever you have to. She says, I went from having eight clients to 40 when I went into this niche, uh, really strong. And so go there. And she says, you're gonna learn things. Mm-hmm. from the content that Drew and Steven teach, you're gonna learn more about your target audience, because you're gonna listen to them. You're gonna hear them. You're gonna have a drink with them, uh, you know, breakfast with them, and you're gonna be this listening machine at one of the agencies where I cut my teeth. Um, I was the head of research too. I was the head of creative services and research. That's a, that's a schizophrenic kind of person. Speaker 1: (17:09) I'm like, that's a bit of a juxtaposition, but o okay. Speaker 2: (17:11) Yeah. Right. Sounds and research. So I, I know about depth interviews and research and, and, uh, you know, listening. And that was so true, because you're amongst them and you can relate to them, of course. And when they tell a story, you can go, oh, I understand that. Yeah. You know, um, I've been there, done that. Um, so that's important to, you've gotta go where your target rich audience is. Um, not so much that, oh, I'm gonna find clients. I did, I will, but I wanna understand their worries, frustrations, doubts. Mm-hmm. . Um, I need, you know, the fear, uncertainty and doubt, the FUD factor. You need to know their FUD factor. And that's the number one thing they want to know. Do you understand my pain? Speaker 1: (18:07) Yeah. The, not only do you speak my language, do you speak my dialect? And when, when, when we talk through the niche deep dive, you know, like in our q and a's and in the, the WHO framework and so forth, that, that part of that starts with the first two ingredients in that are what are the problems, hence the FUD factor that you just mentioned. Then what are the stories? How can you speak to those problems within a story? Because we're just d n a wired to receive stories, right? How can we talk about the FUD factor in the form of a story? And then to your earlier point, how can we step into the right ponds to tell the stories, right? Because then they feel appropriate and, and, and, and they land correctly. It feels weird to step into a non-agency owner pond, if you will, and start talking about agency owner stories. Speaker 1: (19:01) It, there, there's incongruency when that happens, right? So like, all of this is part of the, the great recipe. You've done a great job of stepping into the pond and finding the rich in the niche or the riches in the niches. And I know that they're, you're, you're actively mining that. Let's start going through the 10 filter questions, because I think they're, not only do I think that they're smart, um, but I, but I also think that they're smartness, if you will, , uh, in the layers, right? So some of the questions are multi-layered. Some of the questions are deeper than maybe what somebody might think as they're quickly going through them, and that, oh, I don't have to answer that one. I could just bypass that one. Or I'll just, I'll focus on, you know, question two, six and 10. And that should be good. Speaker 1: (19:46) And it's not good. The 10 filtering questions are 10 filtering questions on purpose. So, so let's, let's go through them first. I'm, I'm just gonna go through them, uh, quickly and then, and then we'll go back and slice 'em apart. So, question one, are you interested in solving the problems this group has? Question two, have you worked with any already? Three, can they afford to pay you four? Are they willing to pay more for better service? Five, do they already know they need an agency like you? Six? Are they numerous? Seven, do you, uh, do you have only a few real competitors? Eight. Can you find them easily enough through listen associations? Uh, nine, can you find a target rich environment where they gather? Uh, and then 10, will you or will some make marquee clients advocates and references? Okay. So let's slice all of these apart and go through them in depth. So walk us through, number one, are you interested in solving the problems this group has and why you put that first? Speaker 2: (20:53) Okay. So first let me grab my book, my 17th book. Amazing. And Stephen, my books are my children. Hmm. And like my children, I expect them to take care of me in my old age. Okay. So let's go to chapter five and that first one. Um, are you interested in solving the problems if solving their problems doesn't energize you? It's a non-starter. Um, when I was looking at the different groups, I've done a lot with technology services companies, okay. Speaker 2: (21:24) And I thought, huh, do I wanna spend all my time with technology services companies? Um, I had a chance once to buy the agency I'd started at and worked my way up to president. And, um, I didn't know this strategy, it was just instinctive and I followed it. And we were the leader in real estate, community marketing, you know, new home communities, master plan communities throughout Southern California. Okay. Um, we had all the top people, and and you eat on that whale for years, you catch a whale, like a master plan community that's a eight, seven, you know, seven, eight year project. You bet. Um, but I didn't buy, and one of the reasons was I didn't wanna spend the rest of my life talking about cathedral ceilings and low flow toilets. You know, it was just like, uh, it didn't excite me. Yeah. So, uh, I went out on my own and formed my own lemonade stand and went looking for the, for the right niche. So agency owners, I love the problems they have. Oh, by the way, research. Yep. Number one problem for two outta three agency owners is, and you know it, Steven, the dry sales pipeline, not enough qualified prospects in that pipeline. Yep. And business development is their heartburn, it's their pain. Second problem for, uh, 50% of agency owners, not enough time to do business development. Um, should we move to two? Have you worked with them already? Speaker 1: (23:03) 1, 1, 1 more piece to to number one. Speaker 2: (23:05) Okay. Speaker 1: (23:07) Because if we don't get right what you just said, you know, that, that we're interested in solving the problems that's gonna come through also in the content. When, when, when you know that Drew and I, uh, teach the point of view piece, right? So, predictive roi, we believe, like in our core, we believe, uh, that most agencies, business coaches and strategic consultants go about business development in the least effective, most painful way possible. There's a better way we call it. So with authority methodology, yeah. That is our belief system. It is our truth. So if you're just kind of like, eh, on point number one here, which is why it's an important filter that's gonna show through in your content, that's gonna show through how you show up in the pond, right? Speaker 2: (23:51) Right. We have an energy meter. Yeah. Everybody has it. And they can tell if you have energy around this topic or not. Are you just there? Oh. Because you're trying to serve that, you know, it's like if you're not genuinely energetic about it mm-hmm. , um, nor, uh, was famous author about, uh, you know, the power of enthusiasm. You know, so if you don't have enthusiasm, right? Um, it comes across and you can't fake it. Speaker 1: (24:26) No, Speaker 2: (24:26) You can't fake sincerity. Speaker 1: (24:28) No. Cuz cuz then you look like you're trying to get rich in the niche and Right. And then that, and that feels a whole lot of yucky to everyone in the pond. So, um, okay. So let's, and Speaker 2: (24:37) By the way you just said that Yeah. The riches are not just money. Yeah. Um, there are 12 different riches, uh, that you get from a, a money finishes 12th on the list. Um, when you're, one of the riches is you love to work. You love to work because you love solving their problems. Uh, you love these people. So that comes through Speaker 1: (25:03) 100%. Yeah. When, when, when somebody goes to the Baba Summit, the builder Better Agency Summit, this May, um, as the previous two summits, when, when Drew McClellan gets on stage to do his keynote, like he has the previous two, there will be there, there will be tears, there will be shouts of joy, there will be, it's an emotional delivery of a keynote. Why? Because everyone, all 300 and plus whatever number of people who are going to be there this year will know that he is there for them. And that he not only speaks their language, his stories align with that. His passions all about helping them. It, it is clear through his words and actions that he is their guy. And, and, and that rings through. If he was there to just be playing niches in the, or riches in the niches, it, it, it, it, I mean, it would fall flat, right? It would be easy to suss out and see the difference. Speaker 2: (26:03) They were yelling, we love you, drew. It was like a rock concert. I was thinking like, what's going on Speaker 1: (26:10) Here? Right? And that does not happen by accident, right? Speaker 2: (26:12) No. And it comes across and Drew is an agency owner. Yep. And Ami is this other thing he's doing to help other agency owners. Eric, from predictive ROI stepped on my toes and said, you don't talk in any of your materials, that you're actually an agency owner right now. And, and that you know this and you know, when you get up in the morning, you have to worry about your pipeline and, and you have to worry about the clients and the billing. And I says, you don't tell 'em that you're walking the same journey. So that's important. Speaker 1: (26:48) It is important. Okay. So now, now let's move to number two. Speaker 2: (26:52) Well, have you worked with them already? And, and I've coached a thousand people on this, and we'll come up to this and they say, well, I'd like to work with, you know, maybe hospitals, healthcare. I heard there's a lot of money there. Um, or I could work with financial advisors. I said, well, you know, how many hospitals have you worked with? None. How many financial advisors have you worked with? Dozens and dozens. I said, okay, here's our answer. . You know, it's like, uh, uh, yes, you could pick a niche you've never been in and worked to get in there, but you're swimming upstream. Uh, there's a German proverb I like to quote, and it i'll, it translates like this. It doesn't matter how fast you're going if you're on the wrong road. Speaker 1: (27:40) Amen. Speaker 2: (27:42) And in fact, it's actually worse because you're getting farther away from where you need to be. Um, so you need to get the right road. And the right road is people who you've already helped you have some credibility with. There needs to be a story there that you, as you said, the stories you tell. Yeah. They need to be your stories. Your stories matter. Human brains are hardwired for stories. So you need to be telling stories for that target group. Speaker 1: (28:10) Amazing. Okay. Perfect. Uh, how about three, can they afford you? Speaker 2: (28:15) Can you, they afford you? Um, I always say money isn't everything. The author Zig Ziegler said, money is not the most important thing, you know, oxygen, but it's next to oxygen. So we need money to keep going. It's the fuel that keeps the, the rocket ship going here. And, um, some people just don't have the money, right. For you to have abundance, the abundance you need for your team members, uh, for causes you wanna support. Mm-hmm. , um, all the things you need to do requires filthy luer. No. It requires money. Yeah. Speaker 1: (28:53) Well, and that ties into number four. Are they willing to pay more for better service, uh, so that you're not having a race to the bottom right. That you can actually afford to invest in delighting your clients? Am I on the same page with you? Speaker 2: (29:05) You, you're absolutely right. So they have to see the value in the investment. Okay. So when we were in the real estate niche, um, they saw the value and they'll pay more. There was a quick story. This, um, one, one client wanted to talk to us. And I have to say he was a little shady. You know, they were, they were big, burly people, uh, outside his office and, uh, you know, so let's just say shady. And so I made the mistake as, as agency president, I said, just double the amount that we normally charge, and that way he'll kick us out is too expensive, you know? And he said, but what happened was he said, okay, you charge twice as much as anybody else. Must Speaker 1: (29:53) Be good. Speaker 2: (29:53) Well, obviously you're good . So okay, you're hired . And then, then he gave us some secret information and said, if it ever gets out, you're gonna have to look over your shoulder all the time. Do you understand what I'm saying? And I said, I understand. I walked out and my, uh, my, my account executive young sweet woman said that threat, do you really think he could cause us to lose other clients? I said, Linda, he was threatening to kill us. He would've us murdered if this got out. She was like, . Like, thankfully the campaign went well, and, and, uh, we moved on. Yeah. Okay. Speaker 1: (30:38) . Well, so I, I, here, here's, here's one of the reasons why, uh, I feel like number five is multi-layered. Um, so do they already know they need an agency like you? When, when I read it now, it could be just my lens and my bias, um, that when I read it, I think, oh, okay. It's because, you know, we've planted a flag of authority. We've, you know, become the authority in this space, in the niche and, and all of that. And you say you must educate the prospects that need an agency like yours. Um, so, so tell us all about five, because when I read five, I'm like, that's pretty meaty. Number five, Speaker 2: (31:12) Five is meaty. So you're looking for clients who hire agencies. They've worked with an agency before. They know the value proposition of the agency. They're not that people go like, eh, I could hire somebody in-house, or I could hire an agency. Yeah. You don't want those people. Hmm. Um, because they're asking the wrong questions. You know, an agency buys time by the year, sells it back by the hour, and gives you top talent. Yep. You're competing for the bottom talent who's willing to work for you. It's like the old joke about you're an astronaut. Are you comforted by the fact that your rocket was built by the lowest bidder ? You know? And, and, uh, so so you don't want that. So you want something they, they hire agencies. Yeah. And, uh, I, I landed a million dollar account when I was president of someone else's agency. Speaker 2: (32:15) Okay. And I got it from teaching. And, and somebody took the course and brought me in and, and they talked about their business for 45 minutes. I understood nothing about their business or what they did. Hmm. And then they said, our current agency is Manning, salvage and Lee, but, um, we've had a little falling out, so we need a new agency. Well, that was the first thing I understood, because I knew that agency wouldn't touch an account for under a million dollars . I thought, oh, um, I said, give me a week and I'll come back with a proposal. So I educated myself on this, uh, industry. Nobody was a specialist in it, and, um, won the account. Mm-hmm. . Um, another time I was brought in by a, um, fortune 500 company, and they had this project, and it, it, you'd say, this wasn't in my niche, it was about energy and gas and electric and new things like this. Speaker 2: (33:16) And I talked to 'em and I said, you know, I really don't think we're the agency for you, uh, because I have no background in this area. And they called me a week later and said, you had the account. And I, I went in and I said, and it was a, it was a great account. I said, um, why, why did you hire me? But I don't know this area. He said, actually, nobody knows this area. We were looking for something else. We were looking for somebody who could come in and completely dissect a problem and then explain it to our people how to implement it. Hmm. And we talked around and people said, oh, these are the four magic words in English language, by the way. They said, I know a guy, Henry DRIs mm-hmm. . And that's how he got it. So sometimes you'll be brought in for a certain skill you have that people recognize for, and, and that can work for you too. I give you permission to work for anybody. I want to stress you should market to one target niche, niche in Canada, niche in America, as in, you know, there's riches and niches, witches. Uh, so, uh, we don't even know how to pronounce the word, but we know that it works Speaker 1: (34:38) Well, it is, it is kind of funny. Uh, you've mentioned Eric a couple of times and he, he too says, uh, pronounces it as niche. But when, when you said, I know a guy that, that, uh, reminded me of something that I thought about mentioning, but then just forgot in the fact of how that that is actually an ingredient of how Drew and I define niche. And so if, if anyone listening, um, has heard, uh, Eric and I teach niche before, um, you know, yes, it could certainly be industry that's one of the ingredients in the recipe. Two, it could be your superpower as you just described, skill, right? It could absolutely be a superpower. Uh, three, maybe it's a business issue or challenge, uh, that, that you solve better than anybody else. And you're, your certain skill example was kind of teetering into that. So you're putting a couple ingredients together, which is awesome in, in the fourth. It, it could be an audience, maybe, you know, an audience better, maybe you know, an audience better than the client or your perspective client. So like when we, we knit all of those ingredients together, it becomes a pretty, a pretty strong recipe. So let's move into number six, which is, are they numerous? Speaker 2: (35:47) Ah, and, um, I'm a big fan of David C. Baker. I've written about 'em for years. Mm-hmm. , uh, wrote the, uh, the business, let's see, the business of expertise. Mm-hmm. . And in the business of expertise, he says, you need to have 2000 to 10,000 prospects in the area to really consider it. Less than that, it's, uh, too small of a fishing pond. Too much you're trying to drain the ocean. Um, so you, you find that for me, there are 7,800 small to medium sized agencies in America. That's a pond I can fish in for the rest of my life. Yep. And, uh, still have prospects I couldn't get to. Um, so that's what you're, you're looking for. Okay. Some other people along the way, they, uh, one chose pest control companies. Hmm. Um, and they became the pest control agency for America. And when people say, oh, I need an expert in pest control and, and marketing and all this is, I know a guy this works for our female listeners, I asked some of them and they said, yeah, we, we get called guys too. So it's okay. So I know a guy, you know, if you need an, an, uh, a research study for a agency, I know a guy Susan Byer out of Arizona audience audit. So it works that same way. Speaker 1: (37:12) Okay. So, so let's, let's go to, uh, seven. Um, do you have only a few real competitors? Speaker 2: (37:21) Yeah. So it's, um, if somebody says, I have no competition, I'm really worried. Yeah. Now, now as far as I've researched and, and we keep mentioning Eric Jensen, you know, helped me with this. There are no agency book guys other than me. The per is like, they're like, their whole thing is doing agency books. Yeah. Now, there are other ghost writers, there are other publishers. Sure. Those are still viable choices. Somebody will look at them as they look at me. I might have an edge that I specialize in the niche, um, but that doesn't mean I don't have competition. Um, so, but I don't have tons of people who can do the soup to nuts for planning a book, preparing, you know, I'm a ghost writer. Uh, I'm an developmental editor publishing the book mm-hmm. . And then what happens, our motto at indie books is publishing the book is not the finish line. Speaker 2: (38:24) It's the starting line. Right. It's about the journey that happens after that. And it's a marathon. Uh, because no author gets discovered. I, that's a myth out there. I'm gonna write this book and people discover me. You don't get discovered. I, I love the actress Margot Robbie, if you, if you know her, um, I do. And, and she was being interviewed and somebody said, what would've happened if you moved from Australia to America and you weren't discovered? And she said, I'm sorry. Well, what's the question says, well, what would you have done if they didn't, if you weren't discovered? She says, you thought I was discovered. I knocked on every door in Hollywood, every agent, every producer. And I kept knocking until somebody let me in and finally give an addition. I was not discovered. So as an author, you're not gonna be discovered either. You need to slice and dice that content. You need to go on podcasts. You, I have a magnificent seven things you have to do. There's a great book, 1,001 Ways to Market your book. That's the problem. There's 1,001 Way Ways to Market your book. Uh, I'll give you the seven most pragmatic things to do that are gonna get results. Speaker 1: (39:37) So is, is that something that we can, uh, either link in the show notes or share with our audience, or maybe point them to a blog post? I, I know you teach on the seven, but is there, Speaker 2: (39:47) I didn't teach on the seven and I've had articles on it, uh, in Forbes. Uh, okay, great. And, and we could link to it. Okay. Speaker 1: (39:54) Perfect. Um, so I will link to one of your forbes.com articles on that for some additional insight. Thank you for that. Um, the, the discovery thing is, is is really great. Like people think that, um, who don't know the backstory of Sylvester Stallone, he did the same thing in New York and went to every agent, uh, and, you know, did it multiple times, uh, until finally he wrote the script. And it's a really interesting story, but it's all about perseverance. So eight, Speaker 2: (40:21) The Rocky story is interesting because he also didn't know what he was worth. And one of his first meetings when they asked him how much for the screenplay, and he gave a number, the meeting was over because they thought he was an amateur. Yeah. I'm sorry, we're going to eight. Right? Speaker 1: (40:36) . All right. Can, uh, and this really speaks to your, uh, builder, a better agency example that you mentioned from, from last year. Can you find them easily enough through lists and associations? Speaker 2: (40:46) Right? You're looking for places where they go to get smarter. So the Baba Summit, they go to get smarter. The David C. Baker has a mind your own business conference where they go to get smarter. Um, there's, uh, you know, the, what is it, tan, t a a and, uh, agencies get together and they go there to get smarter. So where are these places? Pamela Slim and the whitest that calls 'em the watering holes or the ponds? Yes. So can you find them? Sometimes people come to me, there's this group they want, they're describing this psychographic, and there's, I go like, yeah, we can't buy a list of those people. They don't have any meetings where this psychographic all gathers. Hmm. Uh, so, uh, this is, this is a dry hole, uh, as they say in, in the, all this down in Texas. You got a dry hole here. Um, and no amount of fracking is gonna help you get anything out of that hole. So, uh, gee, that was probably politically incorrect. . Um, so, uh, what we need to do is find where they gather, and there's this amazing tool I have, if I could share, can I share it, Steven? Of Speaker 1: (41:56) Course you can. Speaker 2: (41:57) It's called Google . You Google, where does, you know, agency owners gather? Where do agency owners meet? Where do agency owners, uh, you know, what do agency owners read? Yeah. And, and the Google machine as one old timer called it to me. So yeah, the Google machine will, will spit out your answers there. Speaker 1: (42:20) Yeah. Well, here, here's, here's what I love about eight and nine. Um, so, so nine is, can you find target rich environments where they gathered? And you mentioned Baba, you mentioned some of the other agency centric associations when, when I think of eight and nine, I see some real cool interdependency between eight and nine. Eight. Can we buy a list of the 7,800 that you mentioned before? Yes. Uh, can then we use that list to maybe do some strategic prospecting, if you will. I wonder if this person's gonna be at the Baba Summit this year. I wonder if that person's gonna be a sponsor to the Baba Summit. And then you can start sort of pre-planning so that you can take your list and then head to nine the pond, and then make sure you're meeting the right people while in the pond. Right. Speaker 2: (43:07) Right. And there are all kinds of strategies, and you've used them, um, that there might be some pre-event, you know, a cocktail party or, uh, I know we're kicking around some kind of donut party morning donut excursion, Speaker 1: (43:21) But no running If Car Cunningham, Carly Cunningham, if you're listening to this right now, donuts Yes. Long distance running through the streets of Chicago. No, no, Speaker 2: (43:30) No. Have you seen Henry and Stephen? Do we look like marathon runners, or do we look like donut eat? Speaker 1: (43:37) I have two tight hips for peace sake. I, I'm not running. Come on. Speaker 2: (43:42) . My doctor did say that I've already eaten my lifetime supply of donuts, and I should let other people have the donuts now. But, uh, for Carly, I might, I might consent to have one in Chicago. No, the point of that is you can get together, uh, I do Q and as, uh, modeled after your campfire q and as for authors and agency owners, and I encourage people to be part of the community, come there, ask questions, to get to know other members. I, I call the 150 authors, uh, the family. Yep. And my word is I want the family amplifying each other's work. It's, it's not a quit pro quo or anything like that, but it is the law of reciprocation that the more people you help, the more you will get helped to amplify your work and share it with others. And as we said, where these gatherings are, you can do extra things. David Maister, Dr. David Maister, I recommend him. Former professor at the Harvard Business School. Mm-hmm. . Uh, he let me take one page from one of his books 20 years ago and make a career out of it. A and he always said, this is what you need to do and you need to gather, and you just don't come in and out. Um, you need to be part of the community and contributing to that community anyway. You can. Speaker 1: (45:06) Right. 100%. I I know that we're, uh, quickly running out of time. So, so bring us home with number 10. Uh, will some make marquee clients advocates and references? Speaker 2: (45:17) Well, right. If, if you have some group where they say, what would be your client, but here's the condition, you can never mention that you worked with us. Uh, this is not a good place because prospects want social proof. They want several things. They want, they wanna know that you have a proprietary problem solving process, that you're not winging it. Uh, they want to know that you have experience. Uh, they wanna know some marquee clients. They wanna be able to talk to some people that you've worked with. Um, they need all these social proofs because they can't really judge how good of a service our agency provides. Um, and everybody says the same thing. Oh, I've done focus groups with people who hire agencies. Don't say these things. Don't say how long you've been in business. Uh, they laugh at you for that. I've been golfing longer than Tiger Woods. Speaker 2: (46:09) It doesn't make me a better golfer. Okay. The other thing is, don't say we're just the right size, big enough to get the job done small enough for personal attention. They, they laugh at us for that. They say firms with five people say that firms with 500 people say that. What they wanna hear is research about their peers. Not you naming peers. But, you know, we've worked with, you know, this many people or we've done a study and, uh, our research shows, like I shared that two outta three agency owners. And the number one pain is a dry sales pipeline. Not enough qualified prospects. Yep. I surveyed over a thousand people to learn that. So they wanna learn about themselves. They wanna know that you know about them. They want to be able to tell somebody, oh, well, we hired the agency that worked for A, B, and C, and they go, oh, they're good. Um, so that's why this is important. Speaker 1: (47:07) A hundred percent love that and great way to, to, to bring us home and, and emphasizes, uh, when, when we kicked off going through that list, or actually in the introduction, um, I, I've mentioned the, the, the, the piece that you use as your bottom line to close out this chapter. You, you, you say, so I'm gonna quote Henry again here, um, what he wrote, bottom line, the more quality thinking you do upfront meaning through these 10 questions, the easier business development will be 100%. Well, well said, Henry. So I, before we go, uh, before we close out and say goodbye, um, any final advice, anything you think we might have missed? And then please do tell, uh, our audience, uh, the best way to connect with you. Speaker 2: (47:52) Thank you for asking. Sure. If anybody ask you a good question like that, you're to pause three seconds for dignity and say, thank you for asking . The, the main message is stay on the journey. And then when you do a book, is the number one marketing tool. Talking about the book is the number one fill your pipeline strategy. Yeah. So you get on podcasts, you, you give speeches, you talk about the book, the book opens the doors to do that. And also, as you taught me in Sell with authority, you can't spell authority without the word author. An author is an authority and people get your best thinking in the book. So share that with them. So for anybody in the predictive ROI world, if they wanna have a no cost, no selling zone strategy call with me on this. I'm happy to do it. Speaker 2: (48:51) Yeah. So you can just contact me at henry indie books i ntl.com. Steven will put it in the show notes, and, uh, we'll have what I call a book chat. I'll help you get clear on the goals for doing a book, what hidden assets you have to get a book done. A lot of people don't realize they're already have these assets. Uh, three, what are the roadblocks, uh, roadblocks. Don't stop agency owners, but you gotta figure a way around them, over 'em, through 'em. And then, uh, four, I'll tell you how others have gotten from where you are right now to where you want to go, because the path and the plan of others leaves the clues you need for your journey and your quest to sell with authority. Speaker 1: (49:36) Yeah. A a good friend of mine and one of my accountability partners, Don Yeager, um, often says this, this quote is not his. I just can't remember the, uh, person who originally said it. But anyway, Don often says, success leaves clues. And, and I think that that's a hundred percent correct. And Henry, uh, thank you very much for saying yes to come back to the show for this encore. And everyone, uh, no matter how many notes you took or how often you go back and re-listen to Henry's words of wisdom, which I sure hope that you do, the key is you have to take what he's so generously shared with you, the 10 filtering questions and all of the story in stories in each of those. 10, take them and apply them. Because again, the bottom line, how much work you put into the front end of this is what will determine the success. Success leaves clues, and he just gave you a bunch of them. Take it and apply it. Because when you do that through application, that's where the results will come. And again, Henry, thank you for saying yes, we all have the same 86,400 seconds in a day. And I'm grateful that you came onto the show to be our mentor and guide, uh, yet again. Thank you so much my friend, Speaker 2: (50:46) As they say at Chick-fil-A. My pleasure.

With agency ownership comes big ideas, a lot of creative energy, and infinite passion for your work. Chances are you have a million ideas floating around your head with nowhere to put them. Why not compile them into a book? We've talked about why creative thought leadership matters for finding right-fit clients and aids in biz dev for your agency. This week, I'm bringing back Henry DeVries to discuss finally putting all those ideas into action and writing your book. We have a fun episode planned today with tons of advice for creating the blueprint for your book, how to finally get started with writing (and get help doing it), and some of the common roadblocks we create for ourselves when it's time to finally go to the printer. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here.   What You Will Learn in This Episode: Building the blueprint of your book 7 questions to answer when creating the book outline Why writing is a team sport How to solo write a book in a way that's manageable (if you choose to go it alone) The best approach to co-authoring a book Discovering your hidden assets and turning them into content The roadblocks we create for ourselves in the final stages of publishing

One of the best ways to establish yourself as a thought leader in your industry and get more right-fit clients is by publishing a book. Often, the people who don't want to publish a book fall into one of two categories: those who don't think they know enough (or think everyone knows what they do) or those who think they have the “secret sauce” and don't want to give it away willingly. Our guest, Henry DeVries, is here to tell us why everyone has it in them to get published, why it's the best way to find new clients who are a great fit to work with your agency, and the seven best ways to market the book once it's written.   This episode is packed with tips that will teach you exactly how to set yourself apart from other agencies and get clients contacting you for work, not the other way around. A big thank you to our podcast's presenting sponsor, White Label IQ. They're an amazing resource for agencies who want to outsource their design, dev, or PPC work at wholesale prices. Check out their special offer (10 free hours!) for podcast listeners here. What You Will Learn in This Episode: Why a book is the #1 marketing tool for an agency How to identify the topic of your book Why giving away your secrets will leave potential clients wanting more Why you know more than you think you do about your industry — so write about it! The “Magnificent Seven” of marketing your new book The spectrum of “getting published” and building your body of work Having a book as a legacy piece for your agency and your accomplishments

Mark LeBlanc, CSP runs a speaking business in Minneapolis. He conducts presentations and creates experiences for professionals who want to create an extreme sliver of focus and put more money in their pocket as a business owner. As a business coach, he has clocked over twenty thousand (one-to-one) coaching hours with professionals who want to grow their business or practice. In fact, he wrote the book, Growing Your Business! As a result of his work, people often share they are more focused each day, attract more prospects, stimulate more referrals and create a path for generating more business.  https://www.markleblanc.com/   If you like what you have heard from Mark during this interview, I would encourage you to go to his website and watch a 45-minute, luncheon speech Mark gave on how to have your best year ever! Check out Mark's electronic version of his book, Growing Your Business! www.growingyourbusiness.com   Mark also is the coauthor, along with Scott Love and Henry Devries, of Rainmaker Confidential. For more information about the book visit www.rainmakerconfidential.com. You can order the book through your favorite book retailer here: https://rainmakerconfidential.com/book/ This show is sponsored by Leopard Solutions Legal Intelligence Suite of products, Firmscape, and Leopard BI. Push ahead of the pack with the power of Leopard. For a free demo, visit this link: https://www.leopardsolutions.com/index.php/request-a-demo/  

Henry DeVries is the CEO (chief encouragement officer) of Indie Books International, a company he cofounded in 2014. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. As a speaker, he trains business development teams and business leaders on how to sell more services by persuading with a story. The post #159 – Henry DeVries on How to Persuade With a Story and a Book first appeared on Write Your Book in a Flash Podcast with Dan Janal.

Persuasion expert Henry DeVries is a book publisher, ghostwriter, and best-selling author. The author of 14 marketing books and a weekly columnist for Forbes.com, he is the CEO (Chief Encouragement Officer) of Indie Books International. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. Prior to that he helped double revenues as president of an Ad Age 500 marketing agency and was a vice president that doubled awareness for a $5 billion insurance company. After serving as adjunct faculty and the assistant dean of continuing education at the University of California San Diego, he has been a ghostwriter, editor, and publisher of more than 300 business books.Special Offer for How'd it Happen Listeners # 1 - Book a complimentary 1-on-1 strategy call with Henry  at henry@indiebooksintl.com.Special Offer # 2 - Want Henry to write about you on Forbes.com? Send an email to Henry@indieooksintl.com and type "FORBES" into the subject line. You will get a response with the exact steps to take to be considered. Tell Henry you heard about him on the How'd it Happen Podcast! To learn more about Henry, check out the links below:Website: https://www.indiebooksintl.comWebsite: www.persuadewithastory.comForbes.com Website: www.forbes.com/sites/henrydevriesTwitter: @indiebooksintlLinkedIn: http://www.linkedin.com/in/henryjdevriesTo Connect with Mike:Website: https://mikemalatesta.com/LinkedIn: https://www.linkedin.com/in/mikemalatesta/Please LIKE

Persuasion expert Henry DeVries is a book publisher, ghostwriter, and best-selling author. The author of 14 marketing books and a weekly columnist for Forbes.com, he is the CEO (Chief Encouragement Officer) of Indie Books International. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. Prior to that he helped double revenues as president of an Ad Age 500 marketing agency and was a vice president that doubled awareness for a $5 billion insurance company. After serving as adjunct faculty and the assistant dean of continuing education at the University of California San Diego, he has been a ghostwriter, editor, and publisher of more than 300 business books.Special Offer for How'd it Happen Listeners # 1 - Book a complimentary 1-on-1 strategy call with Henry  at henry@indiebooksintl.com.Special Offer # 2 - Want Henry to write about you on Forbes.com? Send an email to Henry@indieooksintl.com and type "FORBES" into the subject line. You will get a response with the exact steps to take to be considered. Tell Henry you heard about him on the How'd it Happen Podcast! To learn more about Henry, check out the links below:Website: https://www.indiebooksintl.comWebsite: www.persuadewithastory.comForbes.com Website: www.forbes.com/sites/henrydevriesTwitter: @indiebooksintlLinkedIn: http://www.linkedin.com/in/henryjdevriesTo Connect with Mike:Website: https://mikemalatesta.com/LinkedIn: https://www.linkedin.com/in/mikemalatesta/Please LIKE

Our guest today featured Henry DeVries, Publisher and Owner of Indie Books International. Henry's firm published my book "Poised for Exit" two years ago already. Henry founded Indie Books after helping 50 people write their own book, finding it as a calling to continue the work. Fast forward, he's published 150 authors and helps each one "write the right book".  Writing the right book for your audience is one of Henry's many unique strengths; I can attest to it having worked with him. The process he uses and teaches to his clients in order to attract those high paying clients and customers is called "The Magnificent 7"....1. Put on small group seminars2. Get speaking engagements or podcast interviews3. Write: articles, blogs, books4. Be generous with your target audience5. Network at the events you speak at6. Have a presence on YouTube; share your expertise7. Do paid events: workshops and presentations"Offer help, not hype," Henry says. Give away information that helps solve their problem in general, so they understand why they need you to help them apply and break down specifically. Henry's latest book he co-wrote with two of his colleagues is called "Rainmaker Confidential" and features 100 interviews of successful professionals on how they bring in high paying clients. rainmakerconfidential.comWhen it comes time to be "Poised for Exit", Henry recommends you don't take your foot off the gas of your business. If you do, you risk losing revenue, enterprise value, and a good buyer. Use a professional exit planner to help you through the process!Learn more about Henry and Indie Books International at Indiebooksintl.com

In the last decade Henry DeVries has authored, ghostwritten, and published more than 300 books for business thought leaders, including How to Close a Deal Like Warren Buffett, You're Not the Person I Hired, Dirty Little Secrets of Family Business, and Persuade With a Story! He is the CEO of Indie Books International, which has published more than 100 titles since he co-founded the company in 2014. Formerly president of an award-winning Ad Age 500 marketing agency, he is also a former assistant dean for continuing education at the University of California San Diego. In addition to speaking to thousands of business leaders each year, he writes a weekly column for Forbes.com. What you will learn about in this episode: How agencies, coaches, and consultants can use the right recipe to make strides forward during the book writing process What are some advantageous “side effects” of completing the book writing process What are three ways to complete a book – and ways to navigate the minefield of publishing Why Henry DeVries absolutely believes marketing with a book is THE number one marketing strategy The seven magnificent ways to market a book in the right order Resources: Websites: http://www.rainmakerconfidential.com/workshops http://www.indiebooksintl.com/ http://www.forbes.com/sites/henrydevries LinkedIn: http://www.linkedin.com/in/henryjdevries https://www.linkedin.com/company/indie-books-international/ Twitter: https://twitter.com/indiebooksintl  

Join the Indie Books family of speakers and authors for a roundtable discussion of how to have more impact and influence. On this week's episode Henry DeVries, CEO of Indie Books International, and Mark LeBlanc, chairman of Indie Books International, discuss their 3x3 matrix for writing a killer keynote in nine easy steps. Find out the nine easy steps to do in order to develop and enhance your keynote. If you would like Henry to email you the white paper please email him at Henry@indiebooksintl.com. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 73 Recorded 6/28/2022

Have you ever thought about how a podcast based on the stories you tell could be a HUGE benefit to your business? Well, Dusty (our guest) is PROOF that a storytelling based podcast can create HUGE success and connection. So he joins us today to share his own journey (and the journey of his clients), on how they have created podcasts all around telling power stories. You can do the same. Let us show you how! If you LOVED the episode, make sure you share this on your Instagram stories and tag us @contentqueenmariah and @podcampmedia KEY EPISODE TAKEAWAYS

In this episode, Julie was interviewed by her producer, Bob Sansevere and announced the launch of the 2nd edition of "Poised for Exit"!So much has happened since the book first came out in May of 2020! In the 2nd Edition there are new legal resources for business owners from the Best & Flanagan Law Firm and Dunlap Seeger. Both firms will be featured guests on the show in upcoming episodes and will talk about their collaborative work with Julie and her book. Sunbelt Business Advisers remains as a very important supporter of the book and the show, and whose resource in the 1st and 2nd Edition has been a popular download. Bob asked Julie why the book's subtitle is focused on women entrepreneurs and she said that was a decision she made a few years ago after doing much research on whether there were any exit planning or business planning books available for women owners; she found none, so she decided to write one herself. There are over 10 million women-owned businesses in the US right now who generate $1.8 Trillion in annual revenue and employ over 10 million people, yet most advisory firms simply dismiss this demographic as a viable target market, which is really unbelievable. The book itself is actually read by more men than women, and it's important to know that the process of exit planning is the same regardless of gender. But the book is written from a female's perspective and does touch on nuances that are different for women than men; intangible but very real differences. Another key purpose for writing the book is that Julie had gone through her own exit many years ago, and she wanted to write about that experience in the hope it would help other owners have a more positive exit outcome. She also writes about the stories of other owners she's consulted for over the years; the good outcomes and the not so good. Julie wishes to thank her past and current sponsors of the show and book as well as her insightful guests who provide the relevant content the show has become known for! Listen to the fun interview now.Thank you to this month's podcast sponsors: Sunbelt Business AdvisorsA note from Julie:I want to say a big thank you to the podcast and book sponsors, along with all of the significant people who made Poised for Exit possible:Dunlap Seeger Attorneys at Law; David Pederson, Sunbelt Business Advisers; Chris Jones, Erica Gilson, Best & Flanagan; Josh Bobich and Allison Mertins, Indie Books International; Devin Devries and Henry Devries, Bob Sansevere, Heather Keyes, JAK + Co. CPA's; Kim Elm and  Kyla Hanson, Village Bank; Aleesha Webb, Baker Tilly; Anne Simons and Russell Fleming. And of course a big thank you to all those who have read my book and support Poised for Exit!

Before you write a book (or work with a ghostwriter to help you write a book), you need a plan. By following the questions in this podcast, you can draft a blueprint for a book that will attract clients. Learn from the experience of five authors who have been through the Book Blueprint Process. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 61 Recorded 3/22/2022

Persuasion expert Henry DeVries is a book publisher, ghostwriter, and best-selling author. The author of 14 marketing books and a weekly columnist for Forbes.com, he is the CEO (chief encouragement officer) of Indie Books International. Prior to that he helped double revenues as president of an Ad Age 500 marketing agency and was a vice president that doubled awareness for a $5 billion insurance company.   Henry shares some sales war stories, closing a deal in a tracksuit, his revenue streams, and what he feels is the most valuable thing you could offer to prospects!

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

Henry DeVries writes a weekly business development column for Forbes.com and is the co-host of The Marketing With A Book Podcast. He is CEO of Indie Books International based in Oceanside, California, and has ghostwritten or edited more than 300 business books, including his #1 Amazon sales and marketing bestseller, How To Close A Deal Like Warren Buffett. In his book and presentations titled “Rainmaker Confidential” and “Persuade With A Story!” he shows thousands of professionals each year how to uncover hidden asset hero stories that communicate trustworthiness in two minutes or less. He earned his MBA from San Diego State University and a certificate in Leading Professional Service Firms from the Harvard Business School. On a personal note, he is a baseball nut who has visited forty-four major league baseball parks and has three to go before he can touch ‘em all. Links: https://rainmakerconfidential.com/ https://www.linkedin.com/in/henryjdevries/ https://www.amazon.com/Henry-Devries/e/B00QH9JRXY%3Fref=dbs_a_mng_rwt_scns_share https://www.forbes.com/sites/henrydevries/?sh=35efcb1c1cea https://indiebooksintl.com/

Join the Indie Books family of speakers and authors for a roundtable discussion of how to have more impact and influence. This week we are joined by Henry DeVries, Scott Love & Mark LeBlanc, authors of "Rainmaker Confidential " to discuss, "How To Make It Rain The Rainmaker Confidential Way". You cannot ask your most successful competitors and peers their secrets of rainmaking. That would be awkward, impractical, and sometimes illegal. So, Henry DeVries, Scott Love, and Mark LeBlanc did it for you. The three authors of the new book Rainmaker Confidential will be interviewed by Patricia Fripp, Hall of Fame speaker and new Indie Books author. She will grill them on how they went behind closed doors and asked the tough questions. She will find out how they asked more than one hundred successful rainmakers what they are investing more in, what they are cutting back on, and what are their go-to strategies. In other words, how are they investing their time, treasure, and talent. Think of Henry, Scott, and Mark as your rainmaking R&D department. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 46 Recorded 11/23/2021

A book is the number one marketing strategy for a consultant or coach, but speaking about the book is the number one sales strategy. The podcast is filled with speaking tips and tricks from Mark LeBlanc, author of six books and past president of the National Speakers Association, and Henry DeVries, author of fourteen books and a weekly business development columnist for Forbes.com. Together they have trained more than one thousand consultants and coaches to add professional speaking to their revenue streams. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 43 Recorded 11/2/2021

Gaining publicity is something many authors struggle with. Hoping to be discovered by the media is like betting on a long shot. Earning publicity is one of the top three action items for generating more credibility so you can have more impact and influence. Three great strategies are landing a deal to write a column, appearing on podcasts, and having articles with your byline published. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 40 Recorded 10/12/2021

Join the Indie Books family of speakers and authors for a roundtable discussion of how to have more impact and influence. This week we are joined by Henry DeVries, author of the Amazon marketing and sales #1 bestseller, How To Close a Deal Like Warren Buffett, and the business development columnist for Forbes.com for a special forum podcast to discuss, "How To Be Heard As An Author". We discuss preparing and promoting your book, getting booked as a speaker and who your target audience looks like and the problem you solve. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 33 Recorded 8/17/2021

Rock Your Short talk Redux, with Eleni Kelakos. In a short talk that reflects the key elements of her S.P.E.A.K short talk formula, Eleni will remind you how and why to create a rockin' short talk to market your book or business. And then four fabulous speakers—Mark LeBlanc, Henry DeVries, Patrick McGowan and Devin DeVries-- will model Eleni's teachings by sharing their own rockin' short talks! If you would like more information on her workshop please visit https://theelenigroup.com Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 29 Recorded 7/20/2021

Henry DeVries had to choose: a big fat raise and a promotion, or maintain his integrity. The year was 1996, and Henry was the Vice President of Public Relations at Foresters Financial. He had just found out about an ongoing affair between two high-ranking executives, and they had made their intentions clear. They wanted him to aid in the cover-up, for which he would be richly rewarded. But sticking to his principles was just the first lesson in what would become a crash course in scandal, marital infidelity, prostitution and executive embezzlement. And those principles of his would shortly become Henry's only life raft. Now a San Diego-based business coach, author, Forbes columnist, and the CEO of Indie Books International, Henry recalls the story today as a career-defining lesson that marked a turning point in his understanding of leadership. ------ Visit the Lead Balloon web page to sign up for our e-newsletter and stay looped in on a big upcoming announcement. Learn more about your ad choices. Visit megaphone.fm/adchoices

In this episode, your host, DJ Smith speaks with Indie Books International's Henry DeVries about marketing with books and speaking, being a ghostwriter in the business world, writing being a 'team sport', solving specific issues for your clients, and more.

Join the Indie Books family of speakers and authors for a roundtable discussion of how to have more impact and influence. This week we are joined by Mark LeBlanc, author of the underground bestseller, Growing Your Business and Henry DeVries, author of the Amazon marketing and sales #1 bestseller, How To Close a Deal Like Warren Buffett, and the business development columnist for Forbes.com for a special forum podcast to discuss, "How To Get More Impact & Influence". We discuss preparing and promoting your book, getting booked as a speaker and who your target audience looks like and the problem you solve. May the Fourth be with you. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 18 Recorded 5/4/2021

On this week's episode Henry DeVries, CEO of Indie Books International, and Mark LeBlanc, chairman of Indie Books International, discuss the pros and cons of coauthoring business books. Please visit our website to learn more https://indiebooksintl.com Marketing With A Book Podcast Episode 117 Recorded 4/27/2021

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 CEO of Indie Books International and how they help independent consultants attract high-paying clientsThe best tactics and strategies to use to get traction in growing your businessThe extent of the value points you can gain by creating your own bookWhy indie publishing is better than traditional publishing or self-publishingThe top three strategies for leveraging your bookHow Henry helps people prepare, publish, and promote their booksResources:Indie Books InternationalConnecting with Henry DeVries:TwitterLinkedInConnecting with the Host:Scott Cantrell on LinkedInSmart Solutions MediaJoin Breakthrough Now on Facebook

What is one of the best ways to work smarter, not harder, in dentistry?  Increased case acceptance.  This is a topic I am so passionate about, I even co-authored a book on the subject. Join me along with my fabulous co-authors, Henry DeVries and Mark LeBlanc as we share the importance of story-telling.  You will […]

Henry Devries is a FORBES columnist and the CEO and Acquisitions Editor of Indie Books International and he is a MARKETING GURU! We talk about the #1 marketing tool and strategy anyone can use to grow their business! He also goes on to share the exact tactics you can put into place to put yourself in the middle of the networks who need your knowledge and expertise. When Henry talks it just all makes sense - money sense!!$$ Alternatively, we also talked about the mistakes solopreneurs are making and what they are doing that is flushing their money down the toilet. Henry's hindsight exposes the difference between success or failure. He points out how to be pro-active and look for target audiences. He has many years of insight that he openly shares - get a pen and paper out for this episode!! Henry's company helped me get my book published, after listening in you may be inspired to write your own book and we share the steps it takes to get this done, published and profitable. *Special Offer - Complimentary Call (no selling!) reach out to Henry info@indiebooksintl.com Website - https://indiebooksintl.com/ If you are a Successful Solopreneur join me at: https://suestyles.com/ I love meeting my listeners and am here to help your business with practical knowledge and experience. Ask me for a complimentary call and see how I can help you! Sue Styles C.E.O. / Founder The Successful Solopreneurs School of Business

Higher Digital President Joe Gottlieb sat down with Henry DeVries, Higher Digital's VP and Principal Consultant of Analytics and Finance to discuss and demystify microcredential in data governance. 

Henry DeVries is the CEO of Indie Books International and a weekly marketing columnist with Forbes. He works with consultants who want to attract high-paying clients by marketing with a book and speech. In the last decade, he has been a ghostwriter, editor, or publisher of more than 300 business books, including his international bestseller from McGraw-Hill, How to Close a Deal Like Warren Buffett.As a speaker, Henry trains business development teams and business leaders on how to sell more services by persuading with a story. He is also the president of the New Client Marketing Institute, a training company he founded in 1999. He is the former president of an Ad Age 500 advertising and PR agency and has served as a marketing faculty member and assistant dean of continuing education at the University of California, San Diego.Henry earned his bachelor's degree from UC San Diego, his MBA from San Diego State University, and has completed certificate programs at the Harvard Business School. Henry is hosting free monthly webinars on publishing and you can register now at htttps://www.IndieBooksintl.com!What you'll learn about in this episode:Where Indie Books International is at currently; an update on the last year of business. The impetus to set up the business for succession beyond Henry's career.The three people who helped take Indie Books International to the next level.Positions at Indie that are occupied by Henry's family members.Henry's thinking in preparing his daughter for a leading position in the company.The methods that Henry learned from his father about imparting knowledge and skills.The DeVries family's Dutch heritage and the traits they have embraced in their business. Cultivating the right components for a family business; no pressure, noble work, and clear communication. The values of Indie Books International and the importance of the explicit statement of these.  Lessons in succession that Henry has taken from all the books he has published on the subject!Fostering the right familial environment for healthy communication and growth. Dealing with disagreements and avoiding nepotism in the larger business. Unspoken and spoken trust; talking about issues as they arise. Henry's feelings about stepping down from his position; concerns and hopes. The language used in companies and what it means to call a business a 'family'.Henry's current motivations for Indie Books International and how this impacts his strategies.Additional Resources:Free Monthly Webinar on Publishing: htttps://www.IndieBooksintl.comWebsite: https://indiebooksintl.com/LinkedIn: https://www.linkedin.com/in/henryjdevries/LinkedIn: https://www.linkedin.com/company/indie-books-international/Facebook: https://www.facebook.com/indiebooksinternational/Twitter: https://twitter.com/indiebooksintl

Henry DeVries, MBA, co-founder, and CEO of Indie Books International and a columnist with Forbes.com, speaks to thousands of business people each year on how to persuade with a story. In his writing and speaking, he shares, in humorous ways, pragmatic strategies that can double sales results and achieve marketing returns of 400 percent to 2,000 percent. He is also the president of the New Client Marketing Institute, a training company he founded in 1999. He is the former president of an Ad Age 500 advertising and PR agency and has served as a marketing faculty member and assistant dean of continuing education at the University of California, San Diego. In the last ten years, he has helped ghostwrite, edit, and co-author more than 300 business books, including his McGraw-Hill bestseller, How to Close a Deal Like Warren Buffett—now in five languages, including Chinese. He earned his bachelor’s degree from UC San Diego, his MBA from San Diego State University, and has completed certificate programs at the Harvard Business School.

Henry DeVries, CEO of Indie Books International, is an author and editor of 300 business books, including his best-seller How to Close a Deal Like Warren Buffett. In his weekly column for Forbes.com he reports on how to be more influential, which he has shared in 100 “Marketing With A Book And Speech” summits around the nation. https://indiebooksintl.com/ http://marketingwithabook.com/ Henry can be reached at henry@indiebooksintl.com

Henry DeVries, MBA, co-founder and CEO of Indie Books International and a columnist with Forbes.com, speaks to thousands of business people each year on how to persuade with a story. In his writing and speaking he shares, in humorous ways, pragmatic strategies that can double sales results and achieve marketing returns of 400 percent to 2,000 percent. https://www.linkedin.com/in/henryjdevries/

Our guest today is best selling Amazon author, Forbes columnist and publisher, Henry DeVries! We talked about Henry's new book "Client Attraction Chain Reaction" which explains how this process can make a lasting impact on your ability to acquire new clients. Being such an accomplished author, Henry is a master storyteller and also discussed how to tell a compelling story. He explains that people are really wired for stories and are much more prone to see themselves reflected in them over facts, figures and data. When you listen to this show, you'll want to take notes!Find Henry Here: www.indiebooksintl.com or www.persuadewithastory.com

Henry DeVries is the CEO of Indie Books International. When he was 15 years old, he started writing for the local newspaper and knew he wanted to be a writer ever since.  He has published 12 books and was a co-author of the book How To Close A Deal Like Warren Buffet. Indie Books is a company that not only helps people write books, but helps guide their clients through the publishing process, as well as helping them create a platform in which they can gain exposure and increase the sales of their books. Indie Books has published and helped release over 200 books including the well known Chicken Soup For The Soul by Jack Canfield. Support this podcast

Henry tells you how to persuade with a story. You can check him out at https://IndieBooksIntl.com/

What are those challenges specific to the education sector for technology to work, or even to find a decent use-case? Is the ed-tech market so very different from the business market for software, hardware, the cloud and all things technological?With distinct "sectors" in an averagely-sized college or university, and discrete business units acting as independent entities, how can technology vendors approach this market most effectively?From his position as an academic, university administrator, lecturer, professor and most of all, a technologist, Dr. DeVries (that's Henry to you & I) shares his experience.Henry DeVries's LinkedIn page:https://www.linkedin.com/in/henryedevries2/Henry's current gig:https://higher.digital/…and his previous role, for good measure:https://www.ellucian.com/Connect with Joe on LinkedIn:https://www.linkedin.com/in/josephedwardgreen/

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesAuthor Interview Radio — You are ON THE AIR!https://businessinnovatorsradio.com/author-interview-radio-you-are-on-the-air/

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesAuthor Interview Radio — You are ON THE AIR!https://businessinnovatorsradio.com/author-interview-radio-you-are-on-the-air/

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesAuthor Interview Radio — You are ON THE AIR!https://businessinnovatorsradio.com/author-interview-radio-you-are-on-the-air/

Henry DeVries is the CEO (chief encouragement officer) of Indie Books International, a company he cofounded in 2014. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech.

What innovative marketing have you done lately? Listen as book publisher, ghostwriter, and bestselling author, Henry DeVries shares his proven strategies to get recognized as a thought leader. Learn more about your ad choices. Visit megaphone.fm/adchoices

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesThe Thought Leaders Showhttps://businessinnovatorsradio.com/the-thought-leaders-show/

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesThe Thought Leaders Showhttps://businessinnovatorsradio.com/the-thought-leaders-show/

Get your pen and paper and take notes. You will want to listen to interview over and over again in order to get all the gold nuggets!Henry Devries shares insights in how to use books and speaking to land high paying clients.Storytelling helps consultants and coaches persuade on an emotional level. Maybe that is why companies like FedEx, Kimberly-Clark, and Microsoft are hiring storytelling experts to teach their executives to tell relatable stories. Nothing is as persuasive as storytelling with a purpose, and readers will learn the techniques of telling a great story employed by Hollywood, Madison Avenue and Wall Street. How you can add persuasion power to presentations Eight great metastories you need to tell The art and science of storytelling Three key characters of persuasive stories: hero, nemesis, and mentor Why you should not be the hero of your own stories If you want lessons on how to improve your persuasion power, with a dash of wry humor thrown in, then Persuade With a Story! is the book for you.Email: henry@indiebooksintl.comWeb: http://marketingwithabook.comForbes: https://www.forbes.com/sites/henrydevriesThe Thought Leaders Showhttps://businessinnovatorsradio.com/the-thought-leaders-show/

Henry DeVries is an author, speaker, publisher and weekly Forbes.com columnist. He works with consultants and business leaders who want to attract high-paying clients by marketing with a book and a speech. His company is Indie Books International and they take care of the preparation, publication, and promotion of a book that grows your business, puts money in the bank, and helps you make the difference you want to make.   Connect with Henry Devries: Website: www.IndieBooksIntl.com Email: henry@IndieBooksIntl.com   Nice Sponsors: Get your free E-Book 5 Ways to Make Money Podcasting at www.Turnkeypodcast.com/gift Check out the "Entrepreneur's Toolkit" Giveaway   Reach The Nice Guys Here: Doug- @DJDoug Strickland- @NiceGuyonBiz   Nice Links: Subscribe to the Podcast Niceguysonbusiness.com TurnkeyPodcast.com - You're the expert. Your podcast will prove it. Podcast Production, Concept to Launch   Book Doug and/or Strick as a speaker at your upcoming event. Amazon #1 Best selling book Nice Guys Finish First. Doug's Business Building Bootcamp (10 Module Course)   Nice Survey: Take our short survey so The Nice Guys know what you like.     Partner Links: Amazon.com: Click before buying anything. Help support the podcast. Acuity Scheduling: Stop wasting time going back and forth scheduling appointments   Promise Statement: To provide an experience that is entertaining and adds value to your life.   Never underestimate the Power of Nice.

Henry DeVries is an author, speaker, publisher and weekly Forbes.com columnist. He works with consultants and business leaders who want to attract high-paying clients by marketing with a book and a speech. His company is Indie Books International and they take care of the preparation, publication, and promotion of a book that grows your business, puts money in the bank, and helps you make the difference you want to make.   Connect with Henry Devries: Website: www.IndieBooksIntl.com Email: henry@IndieBooksIntl.com   Nice Sponsors: Get your free E-Book 5 Ways to Make Money Podcasting at www.Turnkeypodcast.com/gift Check out the "Entrepreneur's Toolkit" Giveaway   Reach The Nice Guys Here: Doug- @DJDoug Strickland- @NiceGuyonBiz   Nice Links: Subscribe to the Podcast Niceguysonbusiness.com TurnkeyPodcast.com - You're the expert. Your podcast will prove it. Podcast Production, Concept to Launch   Book Doug and/or Strick as a speaker at your upcoming event. Amazon #1 Best selling book Nice Guys Finish First. Doug's Business Building Bootcamp (10 Module Course)   Nice Survey: Take our short survey so The Nice Guys know what you like.     Partner Links: Amazon.com: Click before buying anything. Help support the podcast. Acuity Scheduling: Stop wasting time going back and forth scheduling appointments   Promise Statement: To provide an experience that is entertaining and adds value to your life.   Never underestimate the Power of Nice.

Persuasion expert Henry DeVries is the CEO and Acquisitions Editor of Indie Books International. He is also the President of New Client Marketing Institute, a training company he founded in 1999. Henry's extensive background in PR and marketing has led to a ten-year journey of success in the industry where he has, among other things, helped ghostwrite, edit, and co-author more than 300 business books, to include his McGraw-Hill bestseller, How to Close a Deal Like Warren Buffett. In addition, he has a weekly column with forbes.com.   What you'll learn about in this episode: How Henry came to work in the publishing industry, starting with his original and detailed life plan that he had avoided due to fear.   How Henry became a ghostwriter, and how he came to establish the New Client Marketing Institute Why Amazon.com and print-on-demand books were game changers that opened the door for hybrid publishers to evolve Why authors can't rely on publishers to promote for them, and why the real money in being an author is found in being an "expert with a book" What criteria Henry is looking for in an author when finding new opportunities for Indie Books International How Henry helps authors discover their hidden assets, and why he only works with one in four authors he gives a consultation to Where Henry got his natural joyful attitude and sense of humor, and how he finds the inspiration to work on screenplays Henry shares how he was notified by a federal prosecutor and an IRS auditing chief that his CPA and his tax attorney had taken advantage of him and stolen his money Why the secrets to Henry's success lie in his relationships, his service to others, fun, and generosity Why people's fear is the biggest challenge Henry has to face in his work, and how he recommends people push through their fears How to get a free 30-minute strategy call with Henry to discuss the business book you've written and the potential of getting it published Additional resources:   Website: www.indiebooksintl.com Website: www.forbes.com/sites/henrydevries/

Henry DeVries is the CEO of Indie Books International, a company he cofounded in 2014. He works with consultants who want to attract more high-paying clients by marketing with a book and speech.   As a professional speaker Henry trains business leaders how to persuade with a story. He is the former president of an Ad Age 500 advertising and PR agency and was a marketing faculty member and assistant dean of continuing education for the University of California San Diego. In the last ten years he has helped ghostwrite, edit and co-author more than 300 business books, including his McGraw-Hill bestseller How to Close a Deal Like Warren Buffett – now in five languages including Chinese. He has a weekly column with Forbes.com. He is the coauthor of ten marketing books including Build Your Consulting Practice, Defining You, and Marketing with a Book. As a result of his work, consultants and coaches get the three Bs: more bookings, more buzz, and more business.  On a personal note he is a baseball nut. A former Associated Press sportswriter, he has visited 42 major league ball parks and has two to go before he “touches ‘em all.”   www.indiebooksinternational.com www.forbes.com/sites/henrydevries Twitter: @indiebooksintl Linkedin: http://www.linkedin.com/in/henryjdevries  

Ben talks everything story with Henry DeVries, co-founder and CEO of Indie Books International.

Our special encore guest today is Henry DeVries. Henry is a book publisher, bestselling author, Forbes.com columnist, and professional speaker. He is an expert on helping people close more sales by teaching them how to persuade with stories on how they took a client from mess to success. In 2014, he founded Indie Books International, the marketing with a book and speech company. Now...you may remember Henry and the wisdom he shared during Episode 433. If you haven’t listened to, studied, and applied all he shared during our first interview...I highly encourage you to add Episode 433 to your list of vital priorities. What you'll learn about in this episode: How powerful it can be when you get the story right The three characters that you have to put into a story Why people remember stories — not lectures Why it’s getting tougher and tougher to get really good people to join your company What to do if you want employees to follow core values How it all comes back to business and storytelling The #1 marketing tool and the #1 marketing strategy The eight great stories that humans are hardwired for The four magic words of the English language The importance of creating a stream and a pipeline Ways to contact Henry: Website: indiebooksintl.com Email: henry@indiebooksintl.com  

My guest this week is a best-selling author and coach Henry DeVries. Henry is here to teach you all you need to know if you’ve decided to put your thoughts down on paper and finally write your book. On today’s podcast: The who, what, when, where, why, and how to write the right book How … Continue reading How to Write the Right Book →

Discover The Dirty Little Secret of the Book Publishers Don't Want You To Know - Henry DeVries, Part 1 Of 2 Visit NearyHeng.com for more great stories on how to overcome challenges and live your life with freedoms. 

Discover The Dirty Little Secret of the Book Publishers Don't Want You To Know - Henry DeVries, Part 1 Of 2 Visit NearyHeng.com for more great stories on how to overcome challenges and live your life with freedoms. 

Henry DeVries is the CEO (chief encouragement officer) of Indie Books International, a company he cofounded in 2014. He works with independent consultants who want to attract more high-paying clients by marketing with a book and speech. As a speaker, he trains business development teams and business leaders on how to sell more services by persuading with a story.

Today we have the very cool, very incredible Mark Le Blanc with us! He is widely considered a Business Development expert and he is based out of Minneapolis. Mark has an Achiever Circle Retreat, for independent professionals who really want to create an extreme area of focus and as a result of that, put more money in their pockets as a business owner.   Mark realized very early on in his life that he was unemployable, so he made a decision to do whatever it would take, to make it on his own. Looking back, he sees that he was so in love with his potential, that he never really stopped to figure out what he was doing or to lay down a foundation for that potential to emerge. This is something that he sees a lot with the clients that he works with, so today, he talks about how he sees that showing up with his clients and he explains how supports them through it. He also discusses what it means to have really meaningful conversations with prospective clients, the type of conversation that will result not only in making a sale but in making a second (or subsequent) sale(s).    Mark has written three books- Growing Your Business, Never Be The Same and Build Your Consulting Practice and recently, he went on his third five hundred mile walk across Spain.   Listen in today, to find out more about Mark and to get his awesome, tried and tested strategies, to really grow your business.   Show highlights:   •Mark describes the limiting beliefs that he had about sales and selling, when he launched his first business. •Mark describes his beliefs about himself, as a salesperson, when he first started out. •How Mark supports the clients that he works with. •What it means for Mark, to have a 'meaningful' conversation with a prospect. •Mark explains why, once he had made the transition and became his own product, he actually found it more difficult to sell. •Mark talks about the crystal clear defining moment in 1993, after starting his own business, when a transformation occurred with him and he shifted from selling himself, as a Consultant, Speaker or Business Consultant, to positioning himself by the outcomes of his work. His primary outcome is growing your business. •What Mark refers to as 'Positioning yourself by your titles or services'. •The separation that Mark managed to make , between who he was and what he had to offer and the growth that he experienced in his business, as a result. •The two main strategies that Mark used when he first doubled his sales. •The three seeds that Mark suggests that you plant every day, to stay top of mind with your clients.  (His Storm Starter Strategy) •Marks best advice about Networking. •Marks top strategies for Business Development. (His Showcase Strategy and his Storm Starter Strategy) •Mark's moment of pain, during his first walk of the Camino De Santiago.   To get your free e-copy of Mark's book,  Growing Your Business, just send an email to his assistant, Kylie: kylie@growingyourbusiness.com    You can also contact Kylie to get the upcoming dates for Mark's Achiever Circle Retreats.   Links:   Mark's email: mark@growingyourbusiness.com      You can order a copy of Mark's new book, Build Your Consulting Practice, from www.amazon.com  The book is co-authored by Mark's business partner, Henry DeVries.  

Henry DeVries is the CEO of Indie Books International. He works with consultants and coaches who want to attract more high-paying clients by marketing with a book and speech. Henry has helped ghostwrite, edit, and co-author more than 300 business books, including his bestseller “How to Close a Deal Like Warren Buffett. He is also the president of the New Client Marketing Institute, a training company he founded 18 years ago — and — has serves as a marketing faculty member and assistant dean of continuing education for the University of California San Diego. What you'll learn about in this episode Henry’s background Conquering your roadblocks What Henry considers the #1 marketing tool & #1 marketing strategy Why you need to just write instead of striving for perfection Being persistent & taking action The importance of knowing your numbers Why you need to maintain your daily and weekly standards Creating a business development machine How best to connect with Henry: Website: marketingwithabook.com Website: marketingwithabook.com/events Website: indiebooksintl.com Email: henry@indiebooksintl.com

Considering a life as an entrepreneur? If so, you won't want to miss “Create Your Own Job,” an informative panel discussion featuring four professionals who all took the plunge by creating their own companies. Moderated by Lee Ann Kim of Pacific Arts Movement, panelists include Adam Markowitz of Portfolium, Denise Bevers of Kindred Biosciences and Henry DeVries of Indie Books International. While each are in different stages of their careers, they all share stories of sacrifices and risk-taking, setbacks and triumphs…and why they wouldn't have it any other way. Series: "Career Channel" [Business] [Show ID: 29132]

Considering a life as an entrepreneur? If so, you won't want to miss “Create Your Own Job,” an informative panel discussion featuring four professionals who all took the plunge by creating their own companies. Moderated by Lee Ann Kim of Pacific Arts Movement, panelists include Adam Markowitz of Portfolium, Denise Bevers of Kindred Biosciences and Henry DeVries of Indie Books International. While each are in different stages of their careers, they all share stories of sacrifices and risk-taking, setbacks and triumphs…and why they wouldn't have it any other way. Series: "Career Channel" [Business] [Show ID: 29132]

- Client Development Tips - Interview with Henry Devries on Client Development

For Partner-level attorneys. Bringing you relevant information to enhance your career and improve your life. - Scott Love on tips for law firms to improve lateral hiring. - Henry Devries (rainmaking expert) on ‘How to Work a Room'