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2 episodes with john warrilow
2 episodes with john warrilow
2 episodes with john warrilow
2 episodes with john warrilow
2 episodes with john warrilow
In this special "how-to" video, Gino Barbaro, co-founder of Jake and Gino, tackles one of the most critical questions entrepreneurs face: Should you invest in real estate or double down on your business? Samuel from Stuart Painters posed this question on Instagram, and Gino shares his invaluable insights based on his own experiences of transitioning from running a restaurant to building wealth through real estate.From strategies for generating passive income to tips for scaling a business while investing in multifamily properties, this episode is packed with actionable advice for entrepreneurs, contractors, and anyone looking to achieve financial freedom.Subscribe for weekly premium content: Stay updated with strategies, masterclasses, and wealth-building tips from the Jake and Gino community. Key Takeaways:Why Gino transitioned from the restaurant business to real estate.The importance of diversifying income streams: active, portfolio, and passive.Tax advantages of real estate and business ownership.How contractors can leverage their skills to build wealth through real estate.Why 70% of businesses never sell and how to build a business with equity in mind.Recommended Reading: Built to Sell by John Warrilow – A must-read for entrepreneurs aiming to create scalable, sellable businesses. What you'll learn in this video:How to balance business growth with real estate investment.The benefits of investing in multifamily properties.Tips for transitioning from transactional income to long-term wealth building.Creative ways to integrate real estate investments with your current business operations.Have a question for Gino? Drop it in the comments, and it might be featured in a future episode! We're here to help create multifamily entrepreneurs... Here's how: Brand New? Start Here: https://jakeandgino.mykajabi.com/free-wheelbarrowprofits Want To Get Into Multifamily Real Estate Or Scale Your Current Portfolio Faster? Apply to join our PREMIER MULTIFAMILY INVESTING COMMUNITY & MENTORSHIP PROGRAM. (*Note: Our community is not for beginner investors)
John Warrillow is an entrepreneur and author with over 20 years of research experience into the small and medium business (SMB) market. He founded The Value Builder System™ to level the playing field for business owners as they approach their exit. Over 35,000 business owners have taken the Value Builder Questionnaire, and with the support of Certified Value Builders™, such as brokers, M&A professionals, and coaches, they're using the statistically-proven methodology to improve company value by up to 71%. John is the author of Built to Sell, which is the first in a trilogy of books on building, accelerating, and harvesting the value of a business. The final book in the series, The Art of Selling Your Business, is being released in January and provides a game plan for how entrepreneurs can punch above their weight in a negotiation to sell their business. Connect with Jon Dwoskin: Twitter: @jdwoskin Facebook: https://www.facebook.com/jonathan.dwoskin Instagram: https://www.instagram.com/thejondwoskinexperience/ Website: https://jondwoskin.com/LinkedIn: https://www.linkedin.com/in/jondwoskin/ Email: jon@jondwoskin.com Get Jon's Book: The Think Big Movement: Grow your business big. Very Big! Connect with John Warrillow: Website: valuebuildersystem.com Twitter: @johnwarrillow, @builttosell LinkedIn: https://www.linkedin.com/in/john-warrillow-a54b241/ Facebook: https://www.facebook.com/ValueBuilder/ *E – explicit language may be used in this podcast.
Kevés olyan (főleg külföldi) üzleti könyv van, amelyért az utóbbi időben igazán lelkesedni tudtunk és amely igazán szemléletformáló hatást tett volna ránk. Akkor miért beszélgetünk erről az elsőre kicsit scammynek, gagyinak tűnő könyvről? Mert ez valóban az volt, sőt Tomi számára a 2022-es évben “A kedvenc könyv” címet is elnyerte. Azt gondoljuk ebből a könyvből bármilyen vállalkozást is építesz, könnyen találsz legalább 1-2 olyan tippet, amit azonnal beépíthetsz az üzletedbe. Hogy nekünk mik voltak ezek? Ezért hallgasd meg az adást! ;) Említett könyvek: John Warrilow: Önjáró vállalkozás (Built to sell): https://tinyurl.com/xc38anhz Gino Wickman & Mike Paton: Get a grip (Vedd kezedbe a vállalkozásod): https://tinyurl.com/53wv24k9 —---- Szeretnéd a legtöbbet kihozni a nyárból és felturbózni a karriered vagy új lendületet adni a vállalkozásodnak? Jó hírünk van, mert ha július 14-ig beiratkozol a LABA bármelyik tanfolyamára és hivatkozol a BizniszBoyz-ra, akkor egy másikat ajándékba kapsz hozzá! —---- Kevés kéthetente egy Biznisz Boyz epizód? Iratkozz fel az Impulzus Hírlevélre, amelynek szakmai anyagaival szeretnénk konkrét eszközöket is adni a kezedbe. Hisszük, hogy ezeknek az anyagoknak a segítségével te is könnyebben és gyorsabban tudsz szabadabb vállalkozóvá válni. Tudj meg többet: https://impulzushirlevel.hu ---------------------------------------------------------------------------------------------- A Biznisz Boyz stábja: Mester Tomi (Data36.com) Sándorfy Adrián (Brocasterz.com) Virág Attila (NullaEgy) Közreműködött a BROCASTERZ csapata: Vágó: Hevér Kitti Videó: Kuzma Péter Podcast manager: Máté Zsófi A felvétel és az utómunka a BROCASTERZ stúdióban készült. ---------------------------------------------------------------------------------------------- Hasznos linkek: Zárt csoport: https://facebook.com/groups/bizniszboyzpodcast/ Insta: https://instagram.com/bizniszboyz/ Cikkek és kontakt: https://bizniszboyz.hu/ Podcast készítés: https://brocasterz.com/szolgaltatasaink Podcast stúdió bérlés Budapesten: https://brocasterz.com/studio-berles/ Ha szereted a Biznisz Boyz adásait, támogathatsz minket azzal, ha a Voiz hangoskönyv appon belül hallgatsz minket, mert itt a lejátszások után tiszteletdíjat kapunk. Ráadásul a BB kuponnal első hónapban 90%-os kedvezménnyel használhatod az appot, amiben számtalan hasznos üzleti és egyéb személyiségfejlesztő témájú könyvet hallgathatsz meg. Részletek: https://bizniszboyz.hu/voiz
How do you exit your business successfully? How do you build a business that gets you the multiple that you deserve? John Warrilow is a sought-after business expert, known for his proven methodology, “The Value Builder System™,” which he created to help entrepreneurs build businesses worth buying. In this throwback episode of Negotiations Ninja, John shares some strategies to help you build and exit your business the way you want!
In this special book review episode we do a quick summary of the book Built to Sell by John Warrilow and discuss how you can implement the tips from the book in your own business. Buy the paperback from Amazon. Check out our Books Section for more books recommended by our guests.About Built to Sell:Run your company. Don't let it run you.Most business owners started their company because they wanted more freedom—to work on their own schedules, make the kind of money they deserve, and eventually retire on the fruits of their labor.Unfortunately, according to John Warrillow, most owners find that stepping out of the picture is extremely difficult because their business relies too heavily on their personal involvement. Without them, their company—no matter how big or profitable—is essentially worthless.But the good news is that entrepreneurs can take specific steps—no matter what stage a business is in—to create a valuable, sellable company. Warrillow shows exactly what it takes to create a solid business that can thrive long into the future.About John WarrillowJohn Warrillow is the author of Built To Sell: Turn Your Business Into One You Can Sell. Throughout his career as an entrepreneur, John has started and exited four companies. Most recently he transformed Warrillow & Co. from a boutique consultancy into a recurring revenue model subscription business, which he sold to The Corporate Executive Board (NASDAQ: EXBD) in 2008. He is the author of Drilling for Gold and in 2008 was recognized by BtoB Magazine's "Who's Who" list as one of America's most influential business-to-business marketers.(Source: Amazon)PROMOTIONGet a FREE audiobook and support our show by signing up to a free Audible trial here: https://www.audible.com.au/bod011-20Check out amazing (and collector's) selections of gin and whiskey from Gin Loot and Whiskey Loot Listeners get 10% of David's hilarious new book, Everyday A**holes, using the promo code BOD at checkout. Get a copy at everydayassholes.net.Listeners get a free 30-minute consultation with Terng's company, SYNC PR. Just mention this podcast when contacting them at syncpr.coFOLLOW BUSINESS OVER DRINKSTIKTOK: https://www.tiktok.com/@businessoverdrinks INSTAGRAM: https://www.instagram.com/businessoverdrinks/LINKEDIN: https://www.linkedin.com/company/business-over-drinksFACEBOOK: https://www.facebook.com/businessoverdrinks/WEB: https://www.businessoverdrinks.com/YOUTUBE: https://www.youtube.com/channel/UCx-s2TNu_21TNDSMJtP87eQ
Needs of business owners require a different type of financial planning that is uncommon today, but very necessary. In this episode, Richard and Matt interview John Warrilow. John is the author of The Art of Selling Your Business, The Automatic Customer and The Art of Selling Your Business. He also hosts the weekly podcast Built to Sell Radio. John is the founder of The Value Builder System, a successful framework which owners can leverage to build highly valuable and saleable businesses. https://builttosell.com/radio/
How do you build a business worth selling? How do you find the right buyers—without falling victim to the “ego-stroke?” John Warrillow joins me in this episode of Negotiations Ninja to answer every entrepreneur's nagging question: How do I exit my business successfully? John Warrilow is the founder of “The Value Builder System™” and is a business expert sought out for his proven methodology in adding millions to the value of a business. He's the host of a show called “Built to Sell Radio,” with 300+ episodes. He's ranked by Forbes as one of the world's top 10 podcasts for business owners. Outline of This Episode[2:34] Learn more about John Warrillow[3:14] Don't fall victim to the ego-stroke [8:17] What is a roll-up?[11:15] Build a business that's worth selling[16:12] Find the best fit for your business[19:34] Are ridiculous valuations a sign of the times?[24:08] The importance of pull factors[28:53] Consider the freedom pointResources & People MentionedLost and Founder by Rand FishkinStephanie BreedloveJodie CookConnect with John WarrillowGet a FREE workbook to help you prepare for your business exit! John's website: Built to SellJohn's Podcast: Built to Sell RadioThe Art of Selling Your BusinessBuilt to SellFollow on TwitterConnect on LinkedInConnect With MarkFollow Negotiations Ninja on Twitter: @NegotiationPodConnect with Mark on LinkedInFollow Negotiations Ninja on LinkedInConnect on Instagram: @NegotiationPodSubscribe to Negotiations Ninja
Saya membahas buku Built to Sell karya John Warrilow. Buku ini membahas cara membangun usaha kecil menjadi besar dan suatu saat bisa dijual. Tentu saja, tidak semua orang punya niat untuk membangun bisnis hingga besar lalu dijual, namun esensinya kamu harus bisa menciptakan perusahaan yang bisa berjalan otomatis tanpa terlalu banyak bergantung pada dirimu. Perusahaan yang bisa berjalan tanpa tergantung oleh pemiliknya. Jika kamu sebagai pengusaha, tentunya kamu ingin membangun perusahaan seperti itu kan.
Patrick Bet-David sits down with entrepreneur, author and podcast host John Warrilow. In this interview they talk about how companies are built to sell, why some companies are valued more than others and what you can do as an entrepreneur to maximize the value of your company. Watch the full interview: https://youtu.be/7FfxuqV80C4 Recommended video: Billionaire Entrepreneur Tells The Ugly Side of Running a Business: https://youtu.be/dgJITK5UXSE How to Scale Your Business: https://youtu.be/CEE-irUEOC8 --- Support this podcast: https://anchor.fm/valuetainment/support
The Small Business Horsepower Podcast www.smallbusinesshorsepower.com
John Warrillow is the founder of The Value Builder System™, a practice management software for business advisors. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Prior to founding The Value Builder System™, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. You can follow John's work by signing up at BuiltToSell.com.
When you've concluded that your company is saleable after going over the minds of potential acquirers, the next thing that you'd want to do is to make sure that you will get the right value for all the hard work you've poured into your business. While most businesses could prove worthy of a huge sum, the dilemma comes in when they don't know how to show buyers what their value is. How then do you avoid getting less than what you deserve from selling your company? In this second part of my conversation with John Warrilow, we discuss the necessary preparations that business owners should do to seal the right deal come selling time. We also talk about possible scenarios that company owners may find themselves in after selling. This is an episode you will surely benefit from if you are planning to sell your company in the future. Discussion Points: 0:00 The Elevation Program 3:18 Welcome back, John 4:21 How relevant is documenting the work that you do 6:50 Pre-Diligence 9:30 Centralization and collation of documents 12:07 The three kinds of business buyers 14:47 The strategic buyer 15:58 Why do you want to sell? 17:48 Talking about your company's worth 21:30 Reaching the point of financial freedom 24:03 Your first business as your training wheels business 27:15 You're growing and growing or you're ripe and rotting About the Guest: John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business. John's best-selling book “Built to Sell: Creating a Business That Can Thrive Without You” was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. He is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, “The Automatic Customer: Creating a Subscription Business in Any Industry.” John completes the trilogy with his latest book, “The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top.” Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. Resources: The Opportunity Assessment (FREE GIVEAWAY FOR A LIMITED TIME) https://tradie.wiki/grow Join a global community of 6000+ trade professionals https://www.facebook.com/groups/TheSiteShed Collect free gifts in the Built to Sell homepage http://builttosell.com/shed Check out the Built to Sell website www.BuiltToSell.com Follow John and Built to Sell on Twitter @JohnWarrillow @BuiltToSell Books mentioned in this episode: The Automatic Customer https://amzn.to/3uL5AcI Built to Sell https://amzn.to/3y6UjFM The Art of Selling Your Business https://amzn.to/3oe6zj8 Search Engine Optimization 3rd Edition https://amz.run/4lzk Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. You can listen from your mobile device right now.
When you're running a profitable trades or contracting business, one of the things you'd like to know is if it's saleable. The problem, however, with the majority of trades businesses is that owners are at the center of it all. And while this kind of business setup works well for you profit-wise, the truth is that it's not going to amount to anything at all during selling time. How then do you prepare your business for sale? In this week's podcast episode, I have a fantastic conversation on the topic of preparing trade or contracting businesses for sale with John Warrilow. He covers three steps in making your business available to acquire - TVR, Productise, and Systematise. We also talk about what is in the mind of a person looking to acquire a business. If you are looking forward to selling your business in the future, this is an episode you will definitely benefit from. Discussion Points: 0:00 The Elevation Program 6:17 John's background 8:18 When John wrote the books he is known for 9:50 What John is currently doing 12:59 Owner-centered businesses are profitable but not transferable 13:49 First step in making your business valuable to acquire 14:09 Teachable, Valuable, Repeatable (TVR) 15:20 Matt shares an example of the TVR process 20:27 Acquirers want recurring revenue 21:09 Installation revenue & monitoring revenue (security campaigns) 22:01 Value is not created in the actual doing of the work 23:19 Paradigm shift in the thought process 23:54 The secret to moving your headspace into recurring revenue 27:50 The Trojan horse effect 30:00 Re-engaging with your database 32:21 How a recurring subscription maintenance plan is helpful for your business 34:28 Managing the finances of a recurring model 38:31 Communicating to a client who isn't having a problem 41:08 Productize 47:21 Systematise - creating processes, SOP's 51:11 What acquirers want to know in terms of processes About the Guest: John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. You can follow John's work by signing up at BuiltToSell.com. Resources: Join a global community of 6000+ trade professionals https://www.facebook.com/groups/TheSiteShed Tradie Web Guys ‘automation' - https://www.tradiewebguys.com.au/automation/ Tradie Web Guys Elevation Program - https://www.tradiewebguys.com.au/elevation/ Tradie Web Guys' Apply (qualification) page https://www.tradiewebguys.com.au/apply/ Collect free gifts in the Built to Sell homepage http://builttosell.com/shed Check out the Built to Sell website www.BuiltToSell.com Follow John and Built to Sell on Twitter @JohnWarrillow @BuiltToSell Books mentioned in this episode: The Automatic Customer https://amzn.to/3uL5AcI Built to Sell https://amzn.to/3y6UjFM The Art of Selling a Business https://amzn.to/3oe6zj8 SYSTEMology https://amzn.to/34kxRMT Connect with me on LinkedIn. For more podcast episodes, you may also visit my website. You can listen from your mobile device right now.
Build a business that can thrive without you. That's the essence of John Warrillow's famous book, “Built to Sell” — and this podcast episode. There are many layers to building a business that can function without the founder — we take it on in this episode. In this conversation, Eric Kasimov chats with author and… The post EP135 | Be the Parent of Your Company with John Warrillow appeared first on KazSource.
Build a business that can thrive without you. That's the essence of John Warrillow's famous book, “Built to Sell” — and this podcast episode. There are many layers to building a business that can function without the founder — we take it on in this episode. In this conversation, Eric Kasimov chats with author and ... Read more The post EP135 | Be the Parent of Your Company with John Warrillow appeared first on KazSource.
John Warrilow autor del libro "Built to Sell" tiene una frase muy interesante que dice: "Debes manejar tu empresa como si fuera a durar para siempre pero al mismo tiempo debes maximizar su valor y crear las condiciones para que puedas venderla al precio más alto" ¿Qué te parece? Sin duda tomar en cuenta la decisión de vender tu empresa te ayudará a profesionalizarla e incluso venderla. En este podcast te hablamos de los beneficios de tomar esta decisión y de los elementos clave que son necesarios para construir una empresa que puedas vender.
John Warrilow - Built To Sell Just about every business owner I have ever spoken to, when asked why they started their business, has the word 'freedom' somewhere in their answer. Scheduling freedom, income freedom and the freedom to do what you want, when you want. Fast forward to the reality for many business owners and they are free to be at work as much as they can, their wallet hopes everything they need is free and they are free to do whatever they want - as long as that is going to run their business. Then they dream of selling this prison. It's tough to find buyers of self-made prisons these days. John Warrilow, the author of Built To Sell, has a better idea. Build your business to the point that you are not needed, so you have the option to sell it when you wish and you can sell it for a dollar amount that makes freedom much more real. Listen as John details the ways to prepare your business for sale. This is advice every business owner should hear, whether they intend to sell soon or not. Enjoy! Visit John at: https://builttosell.com/
The #1 mistake entrepreneurs make is building a business that relies too heavily on them. So, when the time comes to sell, prospective buyers aren't confident in the company's future — whether it's profitable or not. In this episode of The Agent of Wealth Podcast, Marc Bautis is joined by John Warrilow, the founder of The Value Builder System™, a practice management software for business advisors. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011. Prior to founding The Value Builder System™, he started and exited four companies, including one acquired by a public company. In this episode, you will learn:The basics of The Value Builder System™How to identify your TVR (teachable, valuable, repeatable) to better scale your business.Common mistakes entrepreneurs make and how to avoid them.Warrilow's take on the common question; When is the right time to sell?What it means to reach the freedom point, and how you can determine if now is the time to tell your business.And more!This is the second installment of a three-part series for business owners. Listen to the first episode, “Maximizing the Value of Your Business Before Selling” with Michelle Seiler Tucker.Resources:Episode Transcript & Blog | Builttosell.com | The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top | Built to Sell: Creating a Business That Can Thrive Without You | The Value Builder System | Get Your Value Builder Score | Built to Sell Radio | Bautis Financial: (862) 205-5000
Even if you have no plans to sell your business, you should build it so that others want to buy it! Tom’s guest today is John Warrilow, author of Built to Sell, The Automatic Customer, and most recently, The Art of Selling Your Business which is based on concepts from his Build to Sell podcast. John reveals the secrets of building a business that’ll have buyers knocking at your door! In this episode, we talk about… The secret sauce of recurring revenue Niching down and the Trojan Horse effect How offering highly differentiated services builds your value The essence of building a valuable company is that it works without you Recognizing the value of freedom vs. wealth creation Why sales is the toughest role to fill Sell less to sell more: Productize your service by offering programs and packages Inject as much or more pride in building a company than you do in your job Qualities of an ideal sales person and the ultimate job of any sales manager 3 Drivers of Company’s Value : Hub & Spoke Recurring Revenue Growth potential Running a company is not a life sentence and it’s okay if you want to sell it Links to resources: Grab your free gifts at Built to Sell Built to Sell Radio Contractor Sales Academy Next Level Live 2021 The $100k Contractor is designed to get you to at least $100k a year in personal income. It’s time we quit stealing from our families and get that time back! Learn how to market like a pro in our Marketing Boot Camp! Schedule A Contractor Sales Academy Demo Order Your Fight Planner The Contractor Fight Facebook Group The Contractor Fight Night The Bridge The Contractor Fight TV The Contractor Sales Academy Podcast Want to stop sucking the life out of your contracting business? Join the Contractor Sales Academy and take command of your entire sales process! CSA is a game-changer for your business. Read more at http://strongpreneur.libsyn.com/#vyWRWfcf0VRHIKyQ.99
Today we're talking to John Warrilow, founder of Value Builder and author of The Art of Selling Your Business. John's newest book teaches entrepreneurs tactics to make the most of their business sales and how to avoid predatory offers. He also wrote Built to Sell about ten years ago and had such interest in the principles described within that he started the Value Builder System to help entrepreneurs reach their desired results when it came to an exit strategy. Today he shares many examples of some great exits and some not so great. -- The Exit - Presented By Flippa: A 30-minute podcast featuring expert entrepreneurs who have been there and done it. The Exit talks to operators who have bought and sold a business. You'll learn how they did it, why they did it, and get exposure to the world of exits, a world occupied by a small few, but accessible to many. To listen to the podcast or get daily listing updates, click on flippa.com/the-exit-podcast/
After two episodes of the new format of the show, fate intervened. First, the winter fiasco in Texas knocked Jerod’s power out, and then the next week his wife gave birth to their second child. So, congratulations to Jerod and Heather!I decided to carry on with a return to the old interview format for one week only. In this episode, I have a great chat with John Warrilow about some of the key concepts from his new book, The Art of Selling Your Business. I’ve interviewed John before about designing your business to be an attractive acquisition target with a recurring revenue model, and this time we’re exploring how to prepare for an actual exit.We begin with a question that many don’t really spend time considering: Why do you want to sell? Getting a little philosophical about the reasons for selling your business can spare you a lot of second-guessing later.After that, we discuss the danger of timing your exit, the “5-20” rule for potential businesses that will want to acquire your business, how to deal with earnouts and attempts to “retrade” the deal, how to nudge the purchase price up, and much more.John shares a lot of value in this interview, and answers some common questions that everyone who sells a business needs to understand. Let’s jump right in.
About This Episode: John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. Find out more about John at: The Art of Selling Your Business - https://builttosell.com/selling/ Check out our YouTube Channel: Jeremyryanslatebiz Make Extraordinary a reality: jeremyryanslate.com/extraordinary See the Show Notes: jeremyryanslate.com/836 Sponsors:Gusto: This episode is sponsored by Gusto. Run your payroll the easy way, the same way we do at Command Your Brand. You'll get a. $100 Amazon Gift Card just for running your first payroll! http://www.jeremyryanslate.com/gusto Audible: Get a free 30 day free trial and 1 free audiobook from thousands of available books. http://www.jeremyryanslate.com/book
About This Episode: John Warrillow is the founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. Offered by a global network of independent advisors known as Certified Value Builders, The Value Builder System™ incorporates several diagnostic tools, including the Value Builder Score. Those businesses that achieve a Value Builder Score of 90 or greater are worth double the average-performing business. His best-selling book Built to Sell: Creating a Business That Can Thrive Without You was recognized by both Fortune and Inc. as one of the best business books of 2011 and has been translated into 12 languages. John is the host of Built to Sell Radio, ranked by Forbes as one of the world's 10 best podcasts for business owners. In 2015, John wrote another best-selling book, The Automatic Customer: Creating a Subscription Business in Any Industry. John completes the trilogy with his latest book, The Art of Selling Your Business: Winning Strategies & Secret Hacks for Exiting on Top. Prior to founding The Value Builder System, he started and exited four companies, including one acquired by a public company. He lives with his family in Toronto. Find out more about John at: The Art of Selling Your Business - https://builttosell.com/selling/ Check out our YouTube Channel: Jeremyryanslatebiz Make Extraordinary a reality: jeremyryanslate.com/extraordinary See the Show Notes: jeremyryanslate.com/836 Sponsors:Gusto: This episode is sponsored by Gusto. Run your payroll the easy way, the same way we do at Command Your Brand. You'll get a. $100 Amazon Gift Card just for running your first payroll! http://www.jeremyryanslate.com/gusto Audible: Get a free 30 day free trial and 1 free audiobook from thousands of available books. http://www.jeremyryanslate.com/book
Today on the IC-DISC Show, we're talking with John Warrillow, best selling author of books including Built To Sell and The Art of Selling Your Business, and founder of The Value Builder System™, a simple software for building the value of a company used by thousands of businesses worldwide. This is a great conversation. I've know John for some time and have been looking forward to sharing his thinking and approach to building a business that can thrive without you. There are a lot of ideas you can take action on in this episode. LINKSShow Notes TranscriptBe a GuestGUEST John WarrilowAbout John Special Guest: John Warrillow.
The Tropical MBA Podcast - Entrepreneurship, Travel, and Lifestyle
Today's podcast is about a topic that near and dear to our hearts and one that we've actually written a book about in the past. Longtime listeners know that roughly six years ago we sold our product business, and in the years since we have spent a considerable amount of time processing that decision and examining what happens not only at the core of successful exits but in the aftermath of them as well. John Warrilow is the author of a trilogy of books about this very subject, including Built to Sell, The Automatic Customer, and his most recent book The Art of Selling Your Business. He has also spoken with hundreds of entrepreneurs on his own podcast (including our very own Bossman) about their experiences exiting from their businesses. John joins us on this episode to discuss what makes a successful exit, how to build a business with the intention of selling, what he has learned from speaking to entrepreneurs about exits over the years, and so much more.
In diesem Blogartikel soll es um das Buch „Built to sell - creating a business that can thrive without you“ von John Warrilow gehen. Wie der Titel bereits andeutet, gibt dir das Buch praktische und umsetzbare Tipps an die Hand, wie du ein Unternehmen so aufbauen kannst, dass du es leicht verkaufen kannst. Doch selbst wenn du nicht das Ziel hast dein Unternehmen zu verkaufen, kannst du von diesem Buch profitieren, da es dir einen interessanten Ansatz liefert, um dein Unternehmen so zu strukturieren, dass es weniger von dir als Gründer abhängig ist. Der Autor John Warrillow kann aus Erfahrung sprechen, da er selbst bereits 4 Unternehmen aufgebaut und verkauft hat. In „Built to sell“ lernst du sein Framework für den erfolgreichen Verkauf eines Unternehmens kennen. Angesprochene Links: Built to sell als Taschenbuch Built to sell für Kindle Positionierung Du bist nicht dein Unternehmen ⬇ ⬇ Darauf kann ich nicht verzichten⬇ ⬇ Sevdesk: Das beste Buchhaltungstool =>14 Tage kostenlos testen & exklusiv 50% Rabatt auf alle Tarife mit dem Code auf der Landingpage! ►► Der Steuerberater, der zu dir passt ►► https://unternehmerkanal.de/ageras/ ►► Der schnellste Webspace ►► https://unternehmerkanal.de/siteground/ ►► Die besten Geschäftskonten ►► https://unternehmerkanal.de/geschaeftskonto-vergleich/ Bist du auf der Suche nach einer Geschäftsidee? ►► Geld verdienen mit AirBnB ►► https://unternehmerkanal.de/airbnb-business/ ▼▼▼ Bleib in Kontakt ▼▼▼ ►► https://unternehmerkanal.de ►► https://Instagram.com/unternehmerkanal ►► https://facebook.com/unternehmerkanal ▼▼▼Unternehmer Community▼▼▼ ►► https://unternehmerkanal.de/fb/ Bei den Links im Video und in der Videobeschreibung handelt es sich teilweise um Affiliate-Links, die mir helfen diesen Kanal zu finanzieren. Wenn du über einen dieser Links ein Produkt oder Dienstleistung erwirbst, erhält der Kanal dadurch eine Provision. Für dich entstehen dadurch allerdings keinerlei Mehrkosten, in einigen Fällen wird es für dich durch exklusive Vereinbarungen sogar günstiger. Ich gehe mit Affiliate-Links sehr verantwortungsvoll um und empfehle nur Dienstleistungen und Produkte von deren Nutzen und Mehrwert ich überzeugt bin, und die ich selber nutze. Relevante Suchbegriffe: Vermögen, Investition, Mehr Umsatz, Unternehmer, Erfolg, Investment, Geschäftsmodell, Motivation, Ziele, Persönlichkeitsentwicklung, Mindset, Mindset Unternehmer, High Performer, Wachstum, Erfolgreich, Umsatz, Umsetzung, Unternehmertum Selbstständigkeit, Marketing, Onlinemarketing, Bücher, Geld, Rendite, finanzielle Bildung, Reichtum, reich werden, Unternehmertum, Unternehmer, Selbstständigkeit, finanzielle Freiheit
Friday Night Live with Accountants Hector Garcia, Michael Ly and Andrew Wall.
It’s Friday Night and we’re live with John Warrilow, author of “Built To Sell!" https://www.facebook.com/fnlaccountants/videos/642908283276438/
Jason Hartman talks with John Warrilow, author of Built To Sell, as well as The Automatic Customer, about how to improve your businesses value to the point where you can sell it for top dollar. Personal branding can be great for your business when you start, but can create a rough environment for selling. Listen in as John explains how you can utilize subscription models in today's world to drastically increase your business value. Key Takeaways: [1:22] How John started helping companies increase their value [2:19] How a consulting company John had with blue chip clients and several million dollars in sales was worthless, and how he turned it around [5:26] The 3 attributes to scale [9:23] The good and bad of personal branding [13:06] Don't try to ride your business to the peak and get every last penny before selling, but you want to sell earlier in the game than that [17:21] How much should you be willing to lose in customer acquisition in order to get that monthly recurring revenue? [21:37] The 9 subscription models [24:59] Amazon is a trillion dollar business is because of their subscription models Website: www.ValueBuilder.com
Jason Hartman talks with John Warrilow, author of Built To Sell, as well as The Automatic Customer, about how to improve your businesses value to the point where you can sell it for top dollar. Personal branding can be great for your business when you start, but can create a rough environment for selling. Listen in as John explains how you can utilize subscription models in today's world to drastically increase your business value. Key Takeaways: [1:22] How John started helping companies increase their value [2:19] How a consulting company John had with blue chip clients and several million dollars in sales was worthless, and how he turned it around [5:26] The 3 attributes to scale [9:23] The good and bad of personal branding [13:06] Don't try to ride your business to the peak and get every last penny before selling, but you want to sell earlier in the game than that [17:21] How much should you be willing to lose in customer acquisition in order to get that monthly recurring revenue? [21:37] The 9 subscription models [24:59] Amazon is a trillion dollar business is because of their subscription models Website: www.ValueBuilder.com
Jason Hartman talks with John Warrilow, author of Built To Sell, as well as The Automatic Customer, about how to improve your businesses value to the point where you can sell it for top dollar. Personal branding can be great for your business when you start, but can create a rough environment for selling. Listen in as John explains how you can utilize subscription models in today's world to drastically increase your business value. Key Takeaways: [1:18] How John started helping companies increase their value [2:15] How a consulting company John had with blue chip clients and several million dollars in sales was worthless, and how he turned it around [5:22] The 3 attributes to scale [9:19] The good and bad of personal branding [13:02] Don't try to ride your business to the peak and get every last penny before selling, but you want to sell earlier in the game than that [17:17] How much should you be willing to lose in customer acquisition in order to get that monthly recurring revenue? [21:33] The 9 subscription models [24:55] Amazon is a trillion dollar business is because of their subscription models Website: www.ValueBuilder.com
Best-selling author ("Built to Sell") John Warrillow is back with new research that 3 or 4 business owners who sell regret their decision just one year after sale. He has developed a new assessment tool to help you beat the odds that is available at PREscore.com
B2B Revenue Leadership - CEO, CRO, CMO, VC, Sales and Marketing Growth Hacking
http://www.b2bRevenue.com http://www.dialsource.com Video Emails by Covideo = http://www.Covideo.com A.I. Call Analysis by Gong.io = https://www.gong.io/bt Audible 30 days Free Trial: http://www.audibletrial.com/BrutalTruth Check out my YouTube channel and watch my Free Sales/Social Selling Course. https://www.youtube.com/subscription_center?add_user=MaverickMethod Acuity Scheduling Free Trial: https://acuityscheduling.com/?kw=YToxMzE1MDM2MA%3D%3D Listen to The Sales Questions PodCast: https://itun.es/i67d3Ry Listen to The B2B Revenue Leadership Show: https://itunes.apple.com/us/podcast/b2b-revenue-leadership-show/id1174976428?mt=2 Join The Gaggle and Spread The Brutal Truth: http://gaggleamp.com/i/xfpnkxv Get a 10% discount code = Bburns10 http://www.findthatlead.com
As a business owner, it is imperative that you evaluate the products and services you're offering to determine if you may be suffocating the company. John Warrillow shares his method for analyzing and moving your business towards ultimate health and potentially salability in this episode of the Profit First Podcast!
Lianna Patch is funny. Not everyone can stand up in front of 150 entrepreneurs and make them laugh, respect her, and want to hire her all at the same time. Yet – that's exactly what she did when I attended the Blue Ribbon Mastermind event in Denver last month (August 2018). When Lianna shares her passion, which is writing copy infused with humor that converts, people make more money. How? Their customers stay on page, get engaged in, and actually read what you write. Oh, and then they buy your product, write reviews and spread the word about your brand. Humor makes people like you. So why not write copy infused with humor? Because you are not funny. Me neither, at least that's what my kids tell me (what do they know…). It is a skill we don't all have, clearly. Episode Highlights: What Lianna does to help clients who come to her with the need for something new. How her techniques to boost add-to-cart conversions as well as purchase conversions. Why it is important to message-match across the board, through the entire purchase and follow-up process. The importance of building the relationship so that if the product is a one-off perhaps that client will be swayed to purchase other items. Lianna shares the biggest mistakes people make when writing online copy. Steps business owners should take to improve copy and what should be first on the list. What makes certain checkouts places that people want to revisit again and again. The importance of grammar and how intentionally not using perfect grammar can work if done the right way. Why Lianna thinks being buttoned up is a thing of e-commerce past. How to grab people's attention with web copy content. Transcription: Mark: Joe you spent a lot of years in the direct response world specifically within the agency world and buying radio ads right? Joe: Yeah. Yes, I did brought a lot of copy. Mark: Brought a lot of copy and this is an area that we're going to talk about today, writing copy. I find for myself when I have to actually write copy it's a completely different mindset from pretty much everything else and it can be difficult to do. Lianna Patch and she is a professional copywriter for specifically conversions right? Joe: Yes Lianna Patch did a presentation at the Blue Ribbon Mastermind in front of 150 entrepreneurs and she writes copy that conversion … calls herself a conversion copywriter which I think is brilliant. I'm sure it's a phrase that lots of people have heard but for some reason, it is brand new to me. Although that's what I did, that's what my contractors did back in my radio days and my online days. But what she did was she infused comedy into her presentation and she infuses comedy into her clients' websites, their emails, their … all of their different campaigns and Mark it works. I'm telling you the presentation was fantastic she gave some examples of what the before and after copy was like and it just made me want to read it. When you go to her website it just makes you want to stay on the website and poke around and look at different things. And throughout the whole podcast, I keep going back to her website and giving examples that I think are just hilarious and make me want to keep reading. And I don't think enough of us e-commerce entrepreneur or SaaS entrepreneurs whatever you want to call yourself infuse the human factor and a little bit of comedy into your content so that people realize you're not just some big corporation that's sending your standard email. It makes a big difference I think. Mark: Absolutely, any time you can get somebody to laugh that's going to loosen them up and also to disarm them a little bit from that and accessible as well. That's fantastic. You need to make sure you send me her website so I can take a look and enjoy some of the copy as well. Joe: Yeah there's some great ideas there you can get right from her website. But this is important stuff, right? Our first line of engagement with our customer is content. There's going to be some visual stuff but there's usually some content as well. So anyone listening that has any online presence or hopes to buy one and do better than the previous owner I would strongly recommend they listen to this entire podcast. Mark: All right, well let's get to it. Joe: Hey folks it's Joe Valley at the Quiet Light Podcast. Thanks for joining us today. Today I have a very special guest, her name is Lianna Patch. Lianna, welcome. Lianna: Thank you so much for having me. Joe: You are apparently funny, you're from Punchline Copy. I saw you … I know you're funny because I saw you at the Blue Ribbon Mastermind. There's no question about being apparently funny. Lianna: Okay. Joe: You said some pretty vulgar sayings in front of a big crowd of entrepreneurs and you could have fallen flat on your face or they all could have laughed out loud. And you did it within like the first 60 seconds and I- Lianna: I did. Joe: We all laughed out loud so thank you. Lianna: I'm so glad. Joe: It made us very comfortable being audacious ourselves so thank you for that. And I've looked at your website and I want you to tell folks about yourself but then I'm going to just like comment on a few things as well. So the for the folks listening instead of me doing that introduction, that fancy thing, why don't you tell us who you are, what you do, and what you're all about? Lianna: Sure. So I'm a conversion copyrighter which basically means I don't just make stuff up I base my copy on customer research and what people need to actually hear. And on top of that, I use humor as a tool to help mostly e-commerce stores and bootstrap software businesses connect better with their customers and retain customers longer. Joe: Conversion copywriter, wow. Lianna: Yeah. Joe: I love that. Did you make that up? Lianna: I did not. Joe: Somebody else coined that phrase? Lianna: I believe we can attribute it to the great Joanna Wiebe. She is a fabulous copywriter. I'm pretty sure she came up with the term conversion copywriting. She's the most well-known one. Joe: Okay. Lianna: And I met her in her first copywriter mastermind. Joe: And we will attribute it to Joanna Wiebe. But conversion copywriter really stands out and tells people exactly what you do. It's pretty quick and pretty direct to the point. Lianna: Yeah. Joe: And you infuse it with humor so I just want for people that are not watching this video on the home page of your website … where is it, it says… oh, I've got to scroll down a little bit, where is it. All right there's something that says something along the lines of … oh my God it's gone I'm on the wrong page. Really. Anyway, it says something along the lines of blank blank blank AF and it's right there in your face funny as AF. And for those that don't have teenagers and don't understand … I'm sorry for those that don't understand what that means ask your teenager because they do. You have a knock knock joke on your website as well and it says “Knock knock who's there and the answer is a shitload of money.” It's all good. It's all funny and it converts. So tell us about some of the experiences you've had with people that have terrible copy and how you fixed it and what kind of impact it has on their end mind revenue which is what folks are really looking for. Lianna: Yeah. My favorite type of client to work with is someone that comes to me and says okay we did the thing where we hired a professional copywriter and we come off like really cool and corporate and solid and we hate it and it's not working and we need to be more personal and funny please help because they already know the value. They already know that humor is going to help them connect better. So one example that I have been talking about a lot lately because it's exciting … and it's an e-commerce brand that sells wedding rings, it's called Manly Bands. And I came in and worked on some of their product descriptions. And they already have a super fun brand. They were already using humor throughout. I like to think of them as like the Dollar Shave Club of wedding rings but their product descriptions were very short. And they were kind of funny but they weren't really converting. So I went in, wrote longer descriptions, which is funny for some people because they think oh short copy is better. People don't like to read, people will read if you give them a reason to. And we made them funny and we made them personable and kind of weird and they boosted conversions almost across the board; both add to cart conversions and purchase conversions. So that was a really great test result to just be able to point to and say “hey look it works”. Joe: That's great it's a … you know I'm old school direct response, I used to sell stuff on radio. We'd write a 60 second spot ad that had to convert with someone actually calling the 800 number. I started in 1997 as I said before but you have to write copy that converts and get an action. So I love the conversion copy and it's measurable. You also talked about not just on the website where people are looking at the product description, not necessarily in the cart things of that nature. But you really if you have a client and can touch every aspect of their branding campaign do you hone in on the and if yes what kind of things do you do? Lianna: I do try to so I work more on the … I work closer to the purchase and post purchase for attention. That's kind of my jam. So I do a lot of emails. And I really feel like emails are one place we can use humor the most because it's the ability to build that one on one connection. You can be so personal, you can be so weird and funny in email and people will … you know even if it's coming from a brand they'll be like I like this. It feels like a real person in my inbox. Of course, it's top of funnel, sometimes you can scare people away with humor if you go about it the wrong way. It just depends on your brand and how willing you are to test those kinds of things. But if I can I'll address all of those touch points because they should be cohesive. There's got to be a message match between the ad, the landing page, the follow up emails, you know the eventual sale or whatever it is that you guide people to. Joe: I think the instinct of an entrepreneur that's building a brand is to give the impression to the end customer. The first impression is to that hey we're a real company, we're doing things in a very professional manner; which kind of may be boring. I just had a business that won on a contract fairly quickly with multiple offers and his customer service emails and responses were “hey thanks for helping the little guy we're here just taking care of my son join us and really … really appreciate it” that kind of thing. Lianna: Yeah. Joe: I think that does resonate. I think using the word feel, it feels like a real person behind the email. Lianna: Yeah. Joe: And really reaches out and helps them quite a bit. So you will touch all aspects of it from … if you can. From the website to … I mean from the email to conversion, would you do follow up emails after the sale as well and work out as well all aspects of it there? Lianna: Yeah. That's actually one of my favorite things to work on. I was just talking to my friend Val Geisler, she's an awesome email strategist about this and we were talking about especially with e-commerce businesses so many people are neglecting the long term post purchase follow up sequence. So someone has bought once and then they just get thrown back into this regular newsletter or sales email cycle. And there's no like follow up and say like hey do you want this product that sort of corresponds to what you bought. You get the review ask emails every now and then or take a survey but there's like two to three emails max after the purchase and then you just get lumped into existing customers. There's no specific long term nurture track to get you back for that second purchase. So that seems like a huge opportunity for most e-commerce stores and for humor because again they've already bought from you once. Now is the time to build the relationship more. Joe: And it's not just spamming them with emails if you're writing good content that's funny and enjoyable and they like reading them. They're probably not going to unsubscribe. Lianna: Right. Joe: Perhaps. Lianna: Right and you can test your sending limits like if you start to see a higher rate of unsubscribes back off; that's not rocket science. Joe: So I did a podcast early in the week with a guy named John Warrilow and he's written several books and he has something called the Value Builder System. And it's all about creating recurring and repeat revenue in your business and I would think that what you're doing is helping build the relationship with the customer so that if they sell a one off product … you said earlier you know hey maybe you might be interested in this too, that follow up email sequence keeps them engaged and maybe perhaps will help them become a repeat customer and buy an additional product along the way. Lianna: Yeah. Joe: [inaudible 00:10:58.9] Lianna: Yes and even if it's something that they might not need to of … I hear this a lot from mattress companies, I've worked with a few mattress companies you know A. they have other product lines. They have bedding and pillows and things like that accessories. But B. even if you move into a different business completely, if you've built those crazy rabid fans they'll follow you to whatever you do next. Joe: So you've mentioned Man Rings was the first one or something like that. Lianna: Manly Bands. Joe: Manly Bands, I love it. Lianna: It's great. Joe: And a mattress company, so I mean very very diverse product categories here. What other kind of physical product companies do you work with? So that people listening can say oh yeah okay she can help. Lianna: Oh yeah, clothing … I like to work with clothing. Honestly, any consumer product I think is really fun. I have to obviously believe that there's a benefit to it. I've had people come to me. Especially in the supplement world, I'm a little skeptical sometimes of actual benefits. So I like to try the product first and say can I get behind this? And if I can then I'll happily write a copy for it not that I can't but I will. Joe: You know I wish we met …. what is it a decade ago now right? I sold my company in 2010 and boy you would had fun with that. I sold a colon cleansing product. Lianna: Oh great. Joe: We started selling colon cleansing on radio back in 2002 and a TV infomercial in 2003. It went 100% online in 2005 and ultimately built a digestive wellness center around it. Lianna: Okay. Joe: But boy you would have had some fun ones. Lianna: Is that like colon cleansing from the outside in or from the inside out? Joe: Well that's from the inside out. Lianna: Okay. Joe: No it wasn't [inaudible 00:12:39.2]. Lianna: That's easier to sell. Yeah, okay. Joe: And it was … you know for those listening I mean you can't … you think what's fun about my product? You can't … you have to be serious about it something like that. We try to be serious about it and I think it was okay. We got lots and lots of testimonials and people would actually love to be … strangest thing ever people, when we produced a TV infomercial we had a producer travel around the country following up people to give testimonials and they'll actually get on camera and talk about their bowel movements and it's just crazy. And you would have had a great deal of fun with it and we could have made more fun of it and made it more enjoyable for all I guess. But I mean you can … from what I've seen [inaudible 00:13:21.0] for your presentation you kind of make every little aspect of it fun so that the entire feeling of the company is joyful and fun. For instance, the 404 redirect that you put up on the screen at Blue Ribbon Mastermind, can you describe that for the people? Lianna: Yeah so that's one of my favorite places where people aren't expecting humor, to just give them a joke or something weird. And this is … what was it called? I think it was eventcenter.uk or something. The site's not there anymore but it's oh no you hit the wrong link this isn't here choose one of our developers to fire. And it's four guys and if you click one of them he puts his head down in his hands and the rest of them looks relieved and then it says oh no he's only been working here for six months. He was just an intern like you're so horrible. And then it redirects you back to the homepage. Joe: Keeps people on the site versus you hit a 404 redirect … oh my god, this guy is terrible and you leave. Lianna: There's so many great ones, NPR has one too that's oh there's nothing here but here's a bunch of other articles about missing things. And there's an article about like lost luggage, Jimmy Hoffa … you know our retirement, things like that. [inaudible 00:14:28.0] for them like. Joe: That's fantastic. What would you say from your experience and the clients that you've worked with, what would you say are some of the biggest mistakes that they make when writing copy? Lianna: One of the biggest mistakes no matter what industry you're in is making the copy all about you. One of the easiest ways to fix that is to go through it and say how many times do we say we or I versus you the reader because they should always know what's in it for them while they're reading. Joe: Ok so back on the focus of the customer, what kind of things have you seen happen when people … if they want to take one, two, or three steps and try to improve their own copy? Is that step number one? What are the things should they do to try to make a big change and what areas should they focus on first? Is it the tagline on their website? Is it the email? Is it something in the cart? What do you focus on first? Lianna: I'd like to focus on whatever is closest to the actual purchase. So that's going to have the biggest effect on revenue if you can improve your checkout, not just copy but UX. If you're using something that's not an out of the box thing like Shopify you might have some serious UX issues in your checkout that you don't know about. What else- Joe: You're infusing humor in the copy in the checkout? Lianna: If I can. Joe: If you can. Lianna: I was just talking about this this morning. It's interesting how things connect. I think it's Shopify doesn't really let you change the form instructions or form auto-fill like the placeholder text in the checkout but that can be hugely persuasive. And it's a great place to run tests because you can just change something like email address to your email address or your favorite email address and that can have a huge impact on conversions. And obviously changing copy on the buy button can have a big impact too. But all of those things come standard or you can't tweak them unless you're a custom coder. And I think even then it's hard to get that stuff developed so I don't know that's been like a pet peeve of mine with certain checkouts. Joe: You want to be able to touch everything and change it and make it better. Lianna: Yeah because there are … I've been through some check outs that are just delightful and it makes you want to keep going even if it's a multiple screen checkout. There's a … do you know Cards Against Humanity? I've mentioned that at the talk. They have actually a fortune cookie company. Joe: Oh they do? Lianna: It's called OK Cookie and the fortunes are horrific. I have one over there that says you will die at an Arby's in Columbus, Ohio. That's the kind of fortune you get from them. But their check out process is just written the same way that all their other copy is which is very informal. Like pop, your email address in here hit this button to whatever and it can be as simple as a verb change to make people think oh a real person touched this. This isn't just a robot that's going to take my money and maybe not send me these cookies that will make me sad. Joe: Again going back to how the end customer feels in the process. Love it. You talked about grammar and that it's not always best practices to have proper grammar. I think … you know I was in the remedial English class in high school. I didn't have Mrs. Henderson I had Mrs. Lane and she was a step down so my grammar is always kind of poor. We were at a friend's house, I've got 14 and 16 year old boys and the neighbor was copied on an email because … it has something to do with the kids, the kids who are here and she asked my son if he'd already sent that. And he said yes, she goes oh there was a grammatical error and blah blah blah. And it's still read very well, it felt good and it was like from a teenage boy. And you can tell it was from a teenage boy. And the intent was good and I never would have corrected it. And she tried to after the fact you intentionally will misspell things and misspeak or misspoke whatever the case might be from what I can hear and what I've seen is that correct? Lianna: Yeah. Joe: Can you talk about that? Lianna: Yes and if it's a weird thing to say because I spent so long as first a copy editor and then a content editor. So I've been like in the nitty gritty line level proofing and the overall structural editing for so long and I was such a stickler for such a long time. And then eventually I had to let go because my heart rate was getting nuts. It just wasn't … that was great for me physically. But I think it's important to do it intentionally so that it doesn't come across as an oversight. So for instance, if you're going to put in a misspelling like I just said gonna, I didn't say going to. Technically you know that's an allusion it's mashing two words together, cutting off the end of a word, that's intentional. It comes across as intentional. Misspelling a word in a subject line can be intentional done the right way. The example that I gave was spelling M-O-R-E more as M-O-A-R because that's kind of internet speak. That's obviously intentional. Even when subject lines do go out with actual unintentional typos they tend to get higher open rates. I just saw one from Wistia they're having an online conference called CouchCon. And there's a subject line with “its” and there should have been an apostrophe in “its” and I marked that unread in my inbox for days because I was like I want to know if they did that on purpose. I don't think they did. Joe: I don't think- Lianna: They got a bunch of replies. Joe: I don't think I would have known if it was proper or not but did I just hear you say that subject lines that have misspellings or grammatical errors actually have a higher open rate? Lianna: Sometimes I mean every … like if you're talking to any conversion copywriter they're going to be like it depends no matter what you ask them. So I have to just give that disclaimer right now; it depends. But I personally have seen it. Lower case subject lines often get a higher open rate because that's the kind of email we receive from our friends and family. We don't bother capitalizing subject lines, especially not title casing each word which I think that's officially dead now in the email marketing world. I haven't seen a ton of emails in my actual inbox so definitely in my spam folder. Joe: You've never inquired on a Quiet Light listing because I know that with my follow up drip campaigns I will capitalize the first letter of each word in the subject line. I need to stop that is what you're saying? Lianna: [inaudible 00:20:21.1] test for you just … yeah start running an alternative version of each of those emails with A. more [inaudible 00:20:26.2] well, if you were to do a true test you would just uncapitalize the rest of the sentence but you can try more conversational subject line. Then I could do a whole thing on subject lines so I like them a lot but yeah making- Joe: So it's the first point of contact- Lianna: Yeah. Joe: And it never occurred to me to chill out a little bit and be more casual even though you know we were … and hopefully anybody listening will take this and apply it to their own business but we are online business brokers. We're selling businesses for a million dollars or whatever the case might be and sometimes we think we've got to be buttoned up and serious. We're working with entrepreneurs. We all work remotely, around the country, around the world in Brian's case and we try to be professional and serious but we can be professional and casual and funny at the same time. Lianna: Yeah. Joe: [inaudible 00:21:09.9] on our subject lines. Lianna: There's a scale I think you don't have to go- Joe: Are you telling me to loosen up? Lianna: A little bit. I mean you … do you have that top button undone? Is that a- Joe: I do. Yeah. Lianna: See we're great, yeah, no tie. Joe: It's hot. Lianna: I don't think [inaudible 00:21:22.6] video so I just look like garbage so you know. Joe: I'm in North Carolina, Lianna is in New Orleans did I say that right? Lianna: No. I'm going to … no. Joe: Say it, give it to me. Go ahead. Lianna: New Orleans born and raised. Joe: You actually have to enunciate it? Lianna: Not New Orleans. New Orleans. Joe: New Orleans not New Orleans. Lianna: [inaudible 00:21:42.3] people say New Orleans. Joe: All right it's New Orleans. Lianna: Never New Orleans unfortunately. Joe: Okay all right. Well, we're both hot and you know figuratively anyway. And that's why I have my top button undone. What other things can people focus on besides of the subject line, some of the stuff in the first point of contact with customers, what other little weird places do you think that they could focus on and try to be a little bit funny or a little more personal that the average person wouldn't look at that you've seen? Lianna: One of my favorite places to look at is copy surrounding a call to action. So any time you're going to ask somebody to do something you should probably be addressing their objections and previewing what's going to come next. And it's really nice to see a human and funny touch around the ask. So I can't member if I mentioned this when you saw me speak but I wrote a call to action to start a free trial for a software product. And normally underneath you would see small text that says no sign up required or credit card required or whatever your information is safe with us that kind of standard objection reducing stuff. We wrote … oh I wrote a copy there that said we do ask for your credit card but it's just because we love online shopping. It's just a little reward for someone reading to feel like okay all right we're good. And obviously, that person has to have a sense of humor because if they take it seriously then they're not going to sign up but who is your target customer is that a person without a sense of humor? No. Joe: Again personalize it, make it feel better. I'm looking at your site now and I must have moved my mouse off the screen and something popped up and it says I'd love to email you and there's three O's in the word love. Lianna: Yes. Joe: Now what is down below there, it says subscribe now and then nah, fam. Lianna: Nah, fam? Joe: What does that mean? Lianna: It's a no thanks, it's another way to say no thanks. So you can just … it's good to know that it's not coming across entirely clear to everyone. Joe: Well. Lianna: It's like you can sign up or no, fam. Joe: But I can tell like a human wrote this which is again exactly what is supposed to happen. And for those again listening and not watching so this … all of you have this exit intent … exit pop ups on websites. This one is personal and funny and I'm actually reading it. Normally I just X out, but now I'm reading it because you spelled the word love wrong, no fam; I don't know what that is. And I believe it's you in the image. Are you drinking coffee out of a box? Is that what's happening there? Lianna: Drinking box wine. Joe: Yeah. So there's a picture of Lianna sitting at her desk, her laptop is open and she's got a box wine up above her head and she's boozing it up. It's very very entertaining and it made me stop and look at it where I go to all of your websites whenever I'm doing work with you and if there's a pop up I generally just quick X as quickly as I can. So very cool just one other- Lianna: Yeah that's a great place the exit intent pop up is so hard to get people's attention and people often think like you know I have only two sentences or I have to cut my offer just $20 off and it has to be no longer than that. But I worked with a client we … this is for my other business SNAP Copy so it's me and my business partner James Turner, we optimized his opt in offer to get people on his list for free planning. He runs a productivity website and the headline that we ended up going with was hey don't leave without your goodie bag. And it was boosted opt-ins by 129% and there was some additional copy and it was a pretty long paragraph of what they were going to get when they signed up. But people read it and signed up a lot more than they did when it said get free planners. Joe: Hey don't leave without your goodie bag and it was an online thing just to get people to sign up and was there like I [inaudible 00:25:19.8] a goodie bag as a swag bag when you go to an event like Blue Ribbon Mastermind. What kind of goodie bag was it? Was it just something you could get electronically? Lianna: Yeah it was a digital goodie bag. It was like free weekly agenda or a free monthly planner. He has a lot of free resources like that. Joe: But he didn't say free gift it said hey don't leave without your goodie bag? Lianna: Yeah. Joe: Simple. You think it's simple but it's- Lianna: Yeah. Joe: People get too buttoned up I think. Lianna: Finding new ways to say also the things that people are already accustomed to because we've seen free gifts so much, we've seen claim my deal a lot. I feel like that's kind of … it's still working because it's very clear but if you can find another way to say something that doesn't obscure the meaning of the copy then it'll get people's attention. And they're like oh I haven't seen that before. Joe: Okay. So pretty simple stuff but not something I think everybody can do. You have a special skill. You're funny, you actually do stand-up comedy as well right? Lianna: I do. Joe: You do. Are you funny? Of course, you are right? Lianna: People … you know I feel like I want to write a bit about that but it might be to hack because there have been better comedians writing bits about that. But someone did that to me the other day she was like so I don't get it you do stand-up but like you're not funny right now. And I was like maybe I'm not inspired. Joe: Ah. Lianna: You're not a good audience, I don't know. Joe: I'm glad I didn't say that. I think what you do is fantastic. You know back to my radio direct response days I would write 60 second ad copy and we would be able to get direct responses; how many people called in when we gave out that phone number after 60 seconds. And so we knew exactly how well the copy worked. You're a conversion copywriter so you found a way to do the same thing and boost conversion when somebody visits a website or open emails and things of that nature. Do you find your clients doing split testing with your copy against with the original copy or things of that nature or did they just say this is really good it's funny let's go ahead and just put that in place and then they see how it works for a week or do they do an actual split test? Lianna: If … so this is like this is where the cobbler has no shoes because I should be making sure that they do that but sometimes my clients are in that stage between small and medium business where they don't really have the team to split test appropriately or like they don't want to learn how to use Google Optimize, Optimizely, or any other split testing tool. So usually it's we see how the control over the original copy was doing then we implement the new copy and it sort of functions as the test and we see what the lift is; the uplift or downlift usually. Usually up. Joe: Usually up, okay. Well, I had an experience many many years ago where we had … when we take the phone calls and someone didn't want to buy the product we would get their name and address and would send them out this simple little trifle brochure. Really simple, black and white or I think there was blue and white and you could tell that it was somebody stuffed the envelope and we hand wrote it and it went out. It was from that person that you talked to on the phone. We had a consultant come in and say oh that's not very professional, we need to step it up, we need to get a multi unfold brochure, colors and charts and graphs and all this stuff and of course we have to print out the addresses and make a professional. And conversion dropped by at least 50% and it was a real eye opener because it was in that personal touch and feel. Lianna: Yeah. Joe: And so I think everything that you said up on the stage at Blue Ribbon Mastermind made me want to have you here because I've seen it firsthand and I know how much a word here and there and a feeling here and there converts. And it's really tough online, it's getting easier and you know hopefully some of your work is being tracked with before or split tested and so your clients know. But I think that all I know is when I go to a site like yours I want to stay on it and I want to look. Lianna: Good. Joe: As opposed to a pop up like I know you got a rubber chicken being cut in half and blood spurting, it's cute and funny so I love it. I think what you do is fantastic. How exactly would people reach out to you? Is it simply punchlinecopy.com? Lianna: Yeah. Joe: Can they get a sort of assessment? How do you work with your clients? Lianna: Yeah so I have different product test services on my site. Sometimes people just need … they want to use me as like an ad hoc email copywriter for instance. They'll come in and like buy one or two emails and they'll say rewrite my abandoned cart email because again it's close to purchase. Or rewrite my welcome email so I get fewer unsubscribes when I add someone to my list. So I have one off emails, I have something called upper cuts which is where I do an audit of your landing page from my heuristic perspective. So I'll take any customer research data that the clients have for these kinds of audits; the more the better. But I'll just look at it and say like this UX is garbage like this photo doesn't open, I can't zoom around the product, the call to action isn't visible enough from far away. And then I'll rewrite the copy line by line. And then I also do custom projects and I've got an intake form there. Yeah, there's a lot of ways to work with me. Joe: Can you be funny in a sponsored ad or a Google ad? Do you work with anybody in those regards? Lianna: I don't do a lot of top of funnel acquisitions. Joe: It's a little tricky. Lianna: I've tried … I mean I've done it. I haven't run ads for my own business in forever. I probably should but I'm the first result for funny copywriter so who needs to? Am I right? Joe: So one other simple clean example is again … and people could just go to your website and go oh that's cool, that's cool, that's cool, and get some ideas. Again punchlinecopy.com but you know folks you probably have a chat now talk to us little thing down in the lower right hand corner of your website so somebody can chat with you. Lianna's has a picture of her. Lianna: It's a bit [inaudible 00:30:59.5]. Joe: A caricature of you and it says you there and it has you looking up over the little pop up bubble as opposed to the standard stuff which is great. Again it's personal and makes it me want to click it just to see if you are there. Lianna: Awesome. I'm not because I'm doing this but I just- Joe: Everybody go to Punchline Copy and click you there and see what happens. Lianna: Or send me an email. Most of the stuff on my site that I think people like the most is just stuff that makes me laugh because I thought it was hilarious to have that little thing pop up in the corner. Joe: I like it. I like it all. Well, I think it would be great if some folks can use your sevices. Lianna: Yeah. Joe: And we have people on that I think can help more than anything else whether that's somebody that is in the process of trying to grow their business and make it more valuable or some of that's going to buy one and tweak it and make more valuable than what they bought it for. And I think copy is so essential because if it converts you are a … again conversion copywriter that just gets them more value for the money that they spent on advertising. Lianna: Yeah. Joe: So it is fantastic, we will put your details in the bottom of the show notes so people can reach out to you and any last minute thoughts on copy that people should think about [inaudible 00:32:18.1] got here? Lianna: I mean I always want to challenge people to just try a joke somewhere. Like take your most boring email in any of your series and go in and add a joke or add an aside, you know add a PS that's kind of weird and see what happens. Joe: Just to see what happens add a PS; I like it. Lianna: Yeah. Joe: Well PS folks thank you for listening to the Quiet Light Podcast, I appreciate it. Lianna, thank you so much for your time. You are awesome. Lianna: Thank you. And so are you. Joe: Well I appreciate that thank you. Links: PunchlineCopy.com Punchline's Facebook Page Lianna on LinkedIn
If you sell an apron, a pacifier, or a pool cover, how do you create recurring revenue from that customer, and build a more valuable business? That is the question I asked our guest John Warrilow, and we got some pretty good answers! If you don't know who John Warrilow is, where have you been? John has written several best selling books, consulted with the like of Apple and Google and has built and sold multiple companies around the concept of subscription based revenues. IF you want to build a more valuable business….listen up! Episode Highlights: How entrepreneurs who have a physical product business can start a subscription base and achieve higher value in their business. Think about the things people use on a recurring basis and integrate that into your business to raise the value of the tail of your revenue. How Amazon started buying into the subscription business upon acquiring diapers.com. Ways John helps folks take a niche product and build out that subscription aspect. The key is convincing the end user to agree to a subscription for those consumables they uses and reuse. How you can stuff value into the subscription so users are tempted more by the higher value than by just getting 10% off. The many factors involved in the churn rate of your subscription business and how to use churn rates to calculate the average lifetime value of a subscriber. The ideal is negative net churn. Strive to offset churn with upgrades in revenue. The importance of cross selling to existing subscribers. Find good subscription expertise before setting up your recurring revenue business. Links: Connect with John on LinkedIn Check out John's books on Amazon Built to Sell Podcast John's website Zuora Recurly The Value Builder System
Links: https://valuebuildersystem.com/ https://liston.io/podcast/
Rational Business: The World's First Business Philosophy Podcast
In order to turn the theory discussed on this podcast into practice, I will be starting at least one business in 2017. Herein I discuss what business I've chosen to start and why I chose it as well as how business philosophy concepts will apply and how we'll see if they may have worked. Concepts discussed herein: competitive advantage market timing the importance of value creation the importance of systems the value of recurring revenue goals & key performance indicators (KPI's) Content discussed herein: The Automatic Customer by John Warrilow: https://www.amazon.com/Automatic-Customer-Creating-Subscription-Business/dp/159184746X Built to Sell by John Warrilow: https://www.amazon.com/Built-Sell-Creating-Business-Without/dp/1591845823/ref=pd_sbs_14_t_1?_encoding=UTF8&psc=1&refRID=SBD96G67ETJ22WKMRAZW Email your questions, comments, etc. to: craig@businesshilosophypodcast.com Happy New Year!
Episode 99 “Bookkeeping Time” 3:22 We’re Live No Chuck today! Josh compares John and Derick camera quality. Derick tells us about trying to get back into the swing of things. 7:15 Derick tells us he is reading “The Automatic Customer” by John Warrilow. Derick says he is taking away a lot of information form this book to help with Watch Me Code subscriptions and other parts of his business. 12:00 Josh asks if this book is geared toward SAAS type business or businesses like Derick’s. Derick mentions this book covers all different angles of subscription type businesses and more. Derick hopes in the near future, he should be able to make a livable income on Watch Me Code alone. 15:30 Derick lost 40 subscribers for a variety of reasons, including credit card expirations. Josh says he should only be getting at least 10 cancellations a month, due to expirations. Derick remedies charge failures with a few tools in place, like Baremetrics. 20:00 Derick mentions some 46 credit cards failing in the last month according to his Stripe account. Derick mentions that Stripe sends a risk notification about coming credit card expirations. Derick says he is awaiting more cancellations, because of the Holiday spending. 25:00 Derick recorded two more Watch Me Code videos, delivering content that some people have been asking for. Derick says he should start Watch Me Crochet. 29:30 Derick mentions his final income was 160,000 dollars, 70 thousand is from his entrepreneurial efforts for Watch Me Code, and LeanPub. Josh mentions that Derick seems to be less stressed after shutting down SignalLeaf. 33:15 John mentions introducing a new technical project to Simple Programmer as a collaboration project with Derick. 35:50 Josh finally gets his bookkeeping in order. Here are Josh’s priorities for the new year, Giving, IRA, Savings, and Emergency. Josh says he tracked his spending for 10 hours in Quick Books. Josh finally solves his categorizing for expenses. 43:00 Josh says he recently spent some time writing about bookkeeping when he didn't know what to write about during his morning emails and blogging. 45:20 Josh tells us he did a Copy Hour. Copy Hour is the course that he has been promoting. Josh is still running the price testing with Simple Programmer. Josh mentions changing the price on the How to Market Yourself Course, and it is still selling. 56:30 John is now in San Diego, exploring the city. Possibly looking to move to California. John has been pumping out videos and working well with the new video editor. 58:30 John thinks that Quick Books is a sleazy company with sleazy practices. But, John is still looking to find someone to do book keeping for Simple Programmer. 1:01:00 John mentions that his father in law influence him to watch The Walking Dead. Beside that Johns is exploring other ways to create more content for Simple Programmer, possibly a course on “How to Build a Business.” Josh and John discuss that example stories for a biography. 1:08:00 John mentions he has been giving more thought to do a “How to Overcome Fear” course. Maybe after executing the serious projects first. John gives a lesson in over coming the fear of flying. John at some point plans to skydive. 1:18:00 John updates that his vision improvement test did not work for him. But he says the level of dedication needs to be higher in order to make a small improvement. Maybe the dedication of a pilot wanting to fly again, would be enough. 1:20:00 Derick talks about doing another bundle on Express JS, similar to his Rabbit MQ bundle. Overall, Rabbit MQ made $14,000 for Derick. 1:24:00 Josh talks about having a difficult time setting goals, especially with all the projects that are coming up. 1:25:00 John explains the validity of a 5 year goal, rather than a 1 year goal. Josh talks about how all his expectations and an entrepreneur had change in the last 3 months. 1:30:30 John says to look your goal at the end point, and find what it is that you can do to achieve that result. 1:45:00 Here is a discussion about discrimination, circumstances, advantages, and disadvantages of those in society. Yikes. Thoughts for the Week Derick picks of the week: “The Automatic Customer” by John Warrilow Derick - “If you can’t question your own beliefs, you will never know they are true, you will only believe that they are…” John - You can choose whatever reality you want…Or you can defy what statics you want. Josh - Be consistent over time…
1:20 – Segment 1: John Warrillow4:20 – Any business can create subscription-based revenue.9:19 – The biggest mistakes small business owners make when moving to a subscription-based model.14:30 – Segment 2: Kory Kogon15:45 – Why are small business owners so busy, but not necessarily productive?18:07 – This choice will make the biggest impact on your small business: Act on the important, don't react to the urgent.30:30 – Segment 3: Louis Balbirer31:12 – What small business owners need to know about Obamacare and how it will affect their business.34:50 – Three people small businesses need to talk to regarding the Affordable Care Act.39:55 – Segment 4: How to get Unstuck41:00 – Do any of these things sound familiar? If so, you may be stuck.45:59 – Special offer code.49:00 Segment 5: Michelle Pippin49:55 The lie that is holding so many business owners back.50:23 Why business owners are so frustrated with advertising results and what they can do about it.Sponsored by Sage and Nextiva.
How do you become a Biz woman who ROCKS? Listen to our Interview with Marla Kott of Imprint Plus to find out! Marla Kott took over as CEO of Imprint Plus in 2000. Since then, she's taken the company from $1 million in revenue to $10 million and after you hear this interview, you'll know exactly how she did it! With many prestigious awards under her belt, including a finalist for the Ernst and Young Entrepreneur of the Year award, Marla has led her company with a drive that will knock you off your socks! In this inspirational interview, Marla shares her beliefs on why and how to always innovate in your business, how important your team is and how vital it is to niche yourself in your market! Marla's Kick-A$$ Quotes: I love to be strong! Customers are the ones that are going to tell you what they love about your product and what they expect you to improve. Today you have to understand exactly what [your customer’s] eco-system looks like. How do they operate? How do they use your product? You really have to be knowledgeable when you go to sell something. Marlas's Favorite 5: 1. Biz Book: 1) Built to Sell by John Warrilow, 2) Be Different or Be Dead by Roy Osing, 3) CEO Tools: The Managers Workshop by Kraig Kramers (get a free audio of these books now!) 2. Place in Montreal: St. Lawrence Street 3. Way to relax: spend time with her new grandson and watch The Real Housewives of New Jersey (these things are done separately). :) 4. Travel spot: Barcelona, Spain 5. Workout: weight training http://BizWomenRock.com/116
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